NEGOCIACIÓN NEGOTIATION

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Transcripción de la presentación:

NEGOCIACIÓN NEGOTIATION Conocimiento – Knowledgment Tiempo – Timing

QUÉ ES NEGOCIACIÓN? WHAT IS NEGOTIATION? La negociación es un proceso que dos o más partes pueden elegir a fin de tener sus deseos y necesidades atendida. La negociación habitualmente implica el intercambio o comercialización de productos, servicios y / o ideas. Negotiation is a process two or more parties may choose in order to have their wants and needs met. Negotiation usually involves the exchange or trading of products, services and / or ideas.

ESTILOS DE NEGOCIACIÓN NEGOTIATION STYLES Competitiva (o agresiva), Colaborativa (o cooperativa), Evasiva, Comprometida, Acomodada (Concesiva). Competing (or Aggressive), Collaborating (or Cooperative), Avoiding, Compromise, Accommodating (Conceding). GANA – PIERDE / WIN – LOSE GANA – GANA / WIN – WIN Zona de Acuerdo Posible Zone of Possible Agreement (ZoPA) Mejor Alternativa a un Acuerdo Negociado Best Alternative to a Negotiated Agreement (BATNA)

NARANJAS / ORANGE UGLI

William Ury (EUA) & G. Richard Shell (UK) Harvard Business Essentials - Negotiation by Michael Watkins The Heart and Mind of the Negotiator by Professor Leigh Thompson The Global Negotiator - Making, Managing, and Mending Deals around the World in the twenty-first Century by Jeswald W. Salacuse Negotiating Rationally by Max Bazerman and Margaret Neale Power and Negotiation by I. William Zartmen & Jeffrey Z. Rubin, Editors

ESTUDIO DE CASO CASE STUDY