9 errores más comunes que resultan en negociaciones meramente aceptables.

1. Entrar en la negociación sin una preparación
estructurada, exhaustiva y completa; documentada y escrita.

2. Olvidar que SUS problemas son, también, los tuyos. ¿Si él tiene problemas sin solucionar cómo puedes esperar que acepte tu propuesta y viceversa?

3. Negociar el precio al principio de la negociación y después los “flequillos”. El precio debe ser el último tema tratado porque los demás elementos tendrán efectos sobre la oferta final.

4. Enfocar en las posiciones (o trincheras) de tu interlocutor en vez de los intereses detrás de ellas. Cuando enfocas en las posiciones, la negociación se convierte en un regateo: uno pierde y el otro gana.

5. Gastar demasiado tiempo o esfuerzo durante la negociación buscando terreno común. Ver # 1.

6. Olvidar que hay casos cuando es mejor buscar soluciones alternativas fuera de la negociación. Si no hay acuerdo, tu interlocutor también tendrá que explicar las razones a sus jefes.

7. Asumir que la otra parte tiene los mismos conocimientos y percepción de la situación que tu equipo.

8. Tratar las amenazas, insultos o mal comportamiento como algo personal en vez de parte del juego de un negociador mal entrenado y/o preparado.

9.Empezar con amenazas de huelga, etc. La huelga siempre es el último recurso y es una muestra de que la negociación ha sido mal llevada a cabo: de forma emocional en vez de lógica.

(c) Ian Brownlee, 2010

http://www.brownlee-associates.com

Acerca de ianbrownlee

Ian Brownlee, the founder of Brownlee & Associates has been actively involved in the field of interpersonal & transcultural communication since 1977. He has worked in universities and companies in the following countries: Laos, Thailand, Hong Kong, Korea, Japan, Singapore, Saudi Arabia, France, Italy, England, The United States of America & Spain, as a teacher, university lecturer, trainer, researcher & consultant. In addition, his experience in living in these countries, and studying the language & communication and interaction styles of each has aided him in reaching a real understanding of intercultural and transcultural differences and how to resolve them. Ian Brownlee has various masters degrees from British Universities: One in Linguistics & Teaching English Overseas from Manchester University, one in Training & Development with a specialization in the area of Communication and Adult learning awarded by the University of Sheffield. He has also gained professional qualifications in Psychotherapy & Hypnotherapy from various professional organizations. During his university career he has also studied elements of Sociology, Organizational psychology, Educational psychology, Psycholinguistics and Kinesics. He is a licensed Practitioner, Master Practitioner, and Master Trainer in NLP. as well as being a trainer in Ericksonian Hypnosis. He is a member of a wide range of professional organizations involved in Training, Applied Psychology, Hypnotherapy & Ericksonian Hypnosis, Psychotherapy, Interpersonal Communication & Cross-cultural Communication. He is also recognized by the Program on Negotiation, Harvard University, as a Negotiation Skills Trainer & Mediator and has been a collaborator on various projects with the program, and as such is in great demand as a negotiation consultant for some of the largest multinationals operating worldwide. His wide experience gained in multinational organizations in positions such as Director of Training, Communications Consultant and Negotiator / Mediator has helped many people to learn and apply new methods of negotiating skills and advanced communication techniques both in their private and professional lives. He has published various articles & books related to the field of interpersonal communication and he is the author of all the courses taught by Brownlee & Associates. He has lived and worked in Spain since 1985, initially as a trainer / Special Assistant in a multinational pharmaceutical company and then as the Training Manager for a multinational company involved in Clinical Analysis & Nuclear Medicine. Brownlee & Associates was formed in 1991 and currently has a small, highly-trained staff. While based in Madrid, courses are given world-wide either in English or Spanish. Brownlee & Associates currently work with leading international companies in the areas of pharmaceuticals , Information systems, luxury products, food & beverages, etc.
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