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NEGOCIACIÓN NEGOTIATION

Negotiation is a fundamental process where two or more parties come together to meet their wants and needs through the exchange of ideas, products, or services. This comprehensive overview explores various negotiation styles, including competitive, collaborative, avoiding, compromising, and accommodating. Key concepts such as "Win-Lose" versus "Win-Win" outcomes, the Zone of Possible Agreement (ZoPA), and the Best Alternative to a Negotiated Agreement (BATNA) are also discussed. Additionally, essential readings on negotiation strategies provide a framework for effective negotiation practices.

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NEGOCIACIÓN NEGOTIATION

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  1. NEGOCIACIÓN NEGOTIATION Conocimiento – Knowledgment Tiempo – Timing

  2. 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.

  3. 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)

  4. NARANJAS / ORANGE UGLI

  5. 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

  6. ESTUDIO DE CASO CASE STUDY

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