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Negotiation Skills

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TALLER DE NEGOCIACIÓN A. PRIMERA PARTE. Cuestiones:
Investigue en las lecturas 34 y 35 de su Syllabus y responda de manera muy precisa, objetiva y resumida las siguientes preguntas: 1. ¿Por qué, como Administradores de empresas, debemos aprender a negociar?. Rta: Los administradores de empresas, deben tener gran habilidad para negociar, pues durante el desempeño de sus funciones, se encontrara en varios ámbitos, donde la habilidad para negociar le ayudara con el cumplimientos de LOGROS 2. Defina qué es negociar. Rta: Es una situación donde dos o mas partes interesadas, reconocen diferentes opiniones y posibles soluciones, decidiendo establecer un acuerdo a través de la comunicación. Lo anterior solo es posible si las partes en confrontación requieren de recursos del otro, y están dispuestos a intercambiarse entre si estos recursos. Así las cosas, ambas partes reconocen que el acuerdo es más benéfico que una posible ruptura de las relaciones, y ceden para lograr en conjunto sus objetivos. 3. Describa 3 características de la negociación. Rta: La negociación por lo general está compuesta por distintos intereses individuales en el que se entrega algo a partir de un beneficio esperado revisando diferentes alternativas. - En la negociación se realizan intercambios de recursos a través de una interacción comunicativa adecuada e idónea la cual les permita llegar a un acuerdo. - La negociación es el acercamiento el cual se realiza entre distintas partes que buscan diferentes intereses a través de un consenso el cual favorezca a todos.

4. ¿Cuáles son los tipos básicos de negociación y qué características tiene cada uno de ellos? Rta: NEGOCIACIÓN COMPETITIVA: Este tipo de negociación se destaca porque los participantes son adversarios, el objetivo principal es la victoria, desconfían entre ellos mismos, se insiste en la posición, se contrarrestan argumentos, se amenaza, se muestra el limite inferior, se exigen ganancias para llegar al acuerdo y se intenta obtener los mayores beneficios. NEGOCIACIÓN COLABORATIVA: Este tipo de negociación se destaca porque en ella los participantes son amistosos, el objetivo principal es el acuerdo, se confía entre los participantes, se insiste en el acuerdo, se informa, se ofrece, se muestra el limite inferior, se intenta cubrir las necesidades de la otra parte y se puede llegar a aceptar perdidas para llegar al acuerdo. 5. Cite los criterios para elegir el tipo de negociación más adecuado. Rta: La negociación mas adecuada es la Negociación Colaborativa, ya que es un esquema Gana – Gana, donde las partes reciben siempre un beneficio, claro está que no siempre puede estar representado en partes iguales; pero siempre ganan. En la negociación colaborativa las partes en la mayoría de casos repiten la negociación, situación que beneficia a los dos negociantes. El modelo es muy eficiente, la avaricia desaparece, en realidad lo que se realiza en una negociación ya que ninguna de la partes pierde algo. 6. Explique las etapas de un método pára negociar. (Se recominda emplear un mapa conceptual). Rta: [pic] 7. ¿Cuáles son las técnicas básicas de la negociación?. (Explíquelas). Rta: La forma más común de negociar es la que denominaríamos Negociación por Posiciones. En ella, cada parte toma una posición sobre el tema tratado consiste, por ejemplo, en estimar un precio para la compraventa de un determinado conflicto y trata de convencer al otro para que acepte su propuesta. En este sencillo proceso, vamos a considerar que existen dos formas extremas de “posicionarse”: una dura y poco transigente, en la que cada negociador defenderá su idea y atacará con vehemencia la idea del contrario y otra más flexible y condescendiente que tratara no tanto de conseguir la victoria para una de las partes, como encontrar la mejor solución posible al conflicto plantado. Estos dos tipos de actitudes extremas a la hora de negociar dan lugar a otros tantos tipos de negociación y las que denominamos Negociaciones Competitivas y Negociaciones Colaborativas. Vemos así que hay una notable diferencia en la actitud de los negociadores según se planteen uno u otro estilo de negociación. Es más, pudiera ser que estas diferentes formas de pensar, esas distintas aptitudes sean tomadas antes incluso de que los negociadores lleguen a conocerse, en respuesta a un planteamiento personal del concepto de negociación. Estas técnicas básicas de negociación son claves para la misma, pues de entrada debemos tener clara nuestra posición al negociar, debemos tener soportes basados en hechos reales, fuentes claras de información, porque para negociar no podemos decir por decir, y claro tener muy definido nuestro objetivo, y el margen hasta donde debo llegar para no entrar a perder, definido lo anterior escogemos la actitud y las técnicas de la negociación Hay también unas concepciones que son claves dentro de las técnicas de la negociación: [pic]En efecto hay personas que entienden que negociar es por naturaleza y antes que nada, un proceso en el que uno gana y otro pierde, lo que les lleva a presuponer que hay que tratar, desde el principio de sacar el mejor partido posible. Para ellos la negociación sólo tiene sentido en forma de competencia. Por lo contrario otras personas están convencidas de que todas las negociaciones deben llevarse adelante con el espíritu de que ambas partes ganen y por consiguiente, entienden que su deber como negociadores consiste en adoptar desde el inicio una actitud condescendiente con el otro.

8. ¿Cuáles son las estrategias y tácticas básicas de la Negociación?. (Explíquelas). Rta: Expectativas de Futuro: Hace referencia a aquellos pensamientos q se tienen a futuro, el como hacer y desarrollar determinados temas, pero es importante ver la realidad del momento, dado a que esto construirá estas expectativas futuras. • El ancla: Habla sobre la importancia y determinación que tiene que llegar con una propuesta imponente y que supere las expectativas para de esta manera generar un rango de negociación positivo.

• El bueno y el malo: muestra las estrategia de jugar un doble papel para generar así un equilibrio con credibilidad, pero es un riesgo en la medida en q se puede hundir, ya sea en el papel de bueno siendo vulnerable o en la posición del malo siendo tan “implacable” que sea difícil reversar su posición.

• El farol: Es muy interesante, ya que se entra al campo de la negociación haciendo alusión a algunos puntos clave de la competencia, lo cual podrá abrir mas posibilidades para que el cliente tenga confianza y opte por esta opción.

• El enlace: Cuando la otra parte toque los temas débiles de la propuesta, se debe resaltar todos los puntos fuertes y ventajas.

• Apuntar al Corazón: Se resume es que se tratara de jugar con las emociones del otro la idea es no mostrar fragilidad y por el contrario tratar de identificar la fragilidad emocional del otro.

• La Pluma en el aire: No debemos anunciar los éxitos sin tenerlos seguros, la otra parte puede usar eso de manera que al final no sirvió de nada los acuerdos hechos durante la negociación.

• Falta de autoridad / es política de la empresa: debemos identificar la “autoridad” de la otra parte, pues con ellos los que dan la ultima palabra en la negociación, es vital identificarlo para que en la fase de intercambio para obtener acuerdos al final de la negociación.

• Bolsillos Vacíos: Debemos convencer a la otra parte de que no es posible ceder en ciertos puntos para que ellos reduzcan sus exigencias y lograr mejores beneficios.

• Arriba y Abajo: Esta permite que entablemos una relación en donde nosotros cedemos si ellos cambian también.

B. SEGUNDA PARTE. Caso de Negociación en la Empresa COPY-A-DO

COPY-A-DO es una empresa dedicada a los servicios de fotocopias, encuadernación, preparación y realización de colecciones de documentación para todo tipo de empresas y actos, etc. La empresa, que comenzó con una plantilla de seis personas, lleva ocho años de actividad y, dado su éxito comercial ha tenido que aumentar la plantilla de forma continua, contando en la actualidad con cincuenta y cinco personas contratadas. La media de edad de los trabajadores se sitúa en torno a los 28 años.

La juventud de la nómina es uno de los factores que contribuye a que exista creatividad e innovación en la oferta de la empresa que, en estos ocho años de vida se ha consolidado como empresa líder en su sector, con un aumento contínuo en la demanda que, la ha llevado a realizar ampliaciones sucesivas. Para satisfacer la demanda creciente de forma más adecuada y tener mayor presencia y disponibilidad para la clientela, la dirección ha estimado conveniente cambiar el horario de trabajo de 9 a.m. a 6 p.m. (hasta ahora solo había un turno de trabajo que se realizaba en jornada de 8 a.m. a 5 p.m.). Aunque el número de horas de trabajo no ha variado para los trabajadores, la distribución de las mismas es diferente.

Aunque esta reorganización de la jornada laboral irá acompañada de un incremento salarial (de 1%), cuando se les comunicó a los trabajadores causó un profundo malestar. Estos manifiestan que prefieren seguir como están, pues creen que de esta forma tienen un tiempo disponible que es más aprovechable. Dada su juventud, un grupo amplio de trabajadores, con el fin de mejorar su formación y poder avanzar profesionalmente, compatibilizan el trabajo con el estudio. Estos piensan que, la aplicación de los turnos de trabajo les va a impedir continuar con sus estudios y, este hecho está haciendo que se produzca una situación conflictiva que, deberá afrontarse y resolverse cuanto antes.

1. ¿Qué tipo de negociación se debe aplicar en este caso? ¿Por qué?

Rta:Se debe aplicar la negociación COLABORATIVA porque ambas partes en el conflicto tienen puntos a favor de la negociación, por un lado la administración está en la obligación de seguir dando el mejor servicio y de hacer crecer a la empresa y por el otro están los empleados que le dan un gran valor agregado a la misma con la creatividad e innovación virtud de la juventud; por ende ambas partes aportan unas razones muy fuertes para mantener su posición y como el ánimo de la empresa es seguir creciendo deben encontrar una solución en la cual ambas partes se sientan ganadoras y no se rompa la armonía y sinapsis creada al interior de la empresa que es un pilar de su posición como líder.

2. Suponga que es Ud. representante de los trabajadores ¿qué objetivos mínimos se propondrá para lograr en la negociación - MAAN? Rta: - Negociar el horario de trabajo de tal manera que las cosas se dejen como están y no se modifiquen, así sea con el mismo salario para los empleados.

- Apoyar el horario y el derecho a estudiar de los trabajadores con el fin de que mejoren su formación y avancen profesionalmente, lo que también beneficiaria a la empresa

- Que las voces de los trabajadores, que son los que sacan adelante a la empresa sean escuchadas y se lleguen a acuerdos que beneficie a todos

3. Y si fuera representante de la empresa ¿cuáles serían sus objetivos mínimos- MAAN? Mejor alternativa a un acuerdo negociado

Rta: El objetivo mínimo como representante de la empresa es el siguiente:

- Lograr extender el horario hasta las 6:00 p.m. esto en atención al estudio de mercado realizado el cual nos muestra que tener atención al público por una hora más representará un aumento cuantioso en los ingresos para la empresa, adicionalmente es indiscutible que deben prevalecer los intereses de la compañía y buscar una forma adecuada que no interfieran con los intereses personales de los trabajadores; por este motivo se debe encontrar una alternativa de propuesta que nos permita negociar y que de forma independiente del acuerdo al que se llegue se establezca como mínima hora de cierre nuestro horario propuesto.

4. En este último caso, ¿qué concesiones estará dispuesto a hacer para lograr el acuerdo?
Rta:
- Ofrecer a los empleados un manejo variable en los turnos o una reposición de horas para que los trabajadores que no se ven afectados por el horario apoyen a los que estudian - Se podría contemplar la opción de abrir desde las 8:00 a.m. y cerrar hasta las 6:00 p.m. donde se divida en dos el grupo y se distribuyan los horarios de acuerdo a la conveniencia de la compañía y de los trabajadores. - Incentivar el estudio de un grupo de trabajadores a distancia en jornadas continuas y otros de manera presencial. - Lo ideal sería que el grupo fuera heterogéneo en cuanto a horarios de estudio que permitan flexibilizar los turnos de trabajo - Compensaciones de días libres para aquellos empleados que cumplan sus turnos más difíciles. - Aumentar un 0.5% más los salarios

5. Describa cada una de las etapas del método de negociación que emplearía.

Rta: Debemos crear un espacio continuo de negociación en donde reuniremos a unos representantes de los trabajadores con unos representantes de la compañía, allí se escucharan las diferentes posiciones, teniendo en cuenta que nuestro punto en común es que la empresa esta creciendo, y es necesario hacer algunos cambios en la estructura actual de la compañía. En este espacio se establecerán las prioridades de cada una de las partes; la compañía en pro de cumplir al máximo las necesidades de los clientes argumentará el porque cambiar el horario es necesario; los trabajadores, en su mayoría jóvenes, argumentaran que el cambio de horario afectara su tiempo de estudio. Después de tener toda esta información se analizara en equipo para poder encontrar una solución que no afecte totalmente a cada una de las partes, siempre teniendo en cuenta los temas importantes para cada parte.
La actitud debe ser de escucha, de disposición a la negociación, enfatizada a los puntos comunes. La presentación de propuestas, en donde el empleador ofrece a los empleados un manejo flexible en los para que los trabajadores que no se ven afectados por el horario apoyen a los que estudian, y por parte de los empleados que siempre y cuando se ofrezca la oportunidad de estudio cederán al horario flexible.
Después de exponer hasta que punto van a ceder las dos partes y analizar quien obtiene algo y que se obtiene se llega al acuerdo que los horarios van a ser mas flexibles favoreciendo el interés principal de la empresa que es el cliente, dando la oportunidad de estudio a los trabajadores pues ellos son el recurso por los que se obtendrán buenos resultados y el aumento propuesto en un inicio ya no será del 1% si no del 0,5%, debido a los cambio que se hicieron a la propuesta inicial.

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...talk, listen and take notes. Be mentally prepared You need to take the right mental approach. Once your head is clear, you will feel in control and can take the lead through questioning. Discuss, don’t sell Negotiation should be a discussion of how to achieve a mutually agreeable outcome, not a selling exercise. Take some time out Don’t be afraid to ask for a break in negotiations to collect your thoughts. Unless you’re up against an absolute fixed deadline, be prepared to ask for time out, and use this to recalibrate your thought processes. Understand your position… Before you enter negotiations, form three positions in your head: what you could get away with – which is usually your opening bid; what you expect to get, based on a knowledge of your market; and your deal breakers. …and get to know theirs One of the biggest mistakes negotiators make is failing to uncover their opponent’s position. When selling, for example, if a potential customer does not want to pay your asking price, ask them what they do want to pay. Once they have told you what they are willing to pay, you have two positions and there is scope for negotiation. Everyone’s a winner If you’re going to have an ongoing relationship with the other party, negotiation needs to be win-win. Negotiation should always be about understanding how we are solving people’s problems, and what pain we are taking away. Whether...

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Ob Negotiation Skills

...Organizational Behavior Professor: Janice Baldon-Gutter October 10, 2011 Executive Summary In this project we, the student, get the chance to take an in-depth look into negotiation skills and norms of those in various cultures. The assignment itself asks us to take on the role of a negotiator in United States norms and styles and analyze how we would interpret these other cultures and respond taking their styles and norms into consideration and working on a business type negotiation with them. (Robins & Judge, 2011) As a business student it is very important to become knowledgeable and aware of other’s cultural norms and business styles, in the event that we will be interacting with them in future business situations. Upon first glance it is apparently obvious that the United States and Brazil are quite similar in norms, practices, and styles. It is also obviously notable that the East Asian and (Japanese and Korean) are almost a complete one eighty of the first two described cultures. (Beyond Intractability, 2003) To go into elaboration, let us take a look at the female role in both the western and eastern cultures. In the western cultures it began quite different for woman in the workplace, but it has become equal in power and how women and men interact in the workplace in aspects such as; negotiations, space orientations, as well as authoritative roles. In the Eastern culture it is quite different. Women and men are not perceived as equal. It is actually quite rare to...

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Improve Your Negotiation Skill

...address the real problem or opportunity, raised resistance from the opposite side that makes agreement very unlikely, antagonism that sours future talks, a failure to develop relations based primarily on mutual respect and trust, or an agreement that creates great exposure to future risk. To avoid these risks, corporate executives can apply the same strategies used by well-trained military officials in hot spots like Afghanistan and Iraq. Those in fundamentalist negotiators angle for others perspectives, propose multiple solutions and invite their counterparts to critique them, use facts and elements of fairness to persuade the other side, methodically build up trust and commitments over the course of time and take steps to reform the negotiation process as well as the result. Get The Big Picture Avoid Presuming you have all of the facts : look, its plain that. presuming the other side is biased but youre no assuming the other sides inducements and aspirations are obvious and doubtless nefarious Instead Be curious : help me know how you see the situation. Be humble : what do I have wrong? Be open-minded : Is there another way to clarify this? reveal and cooperate Avoid Making open-ended offers : What do you want? Making one sided offers : Id be prepared to. simply agreeing to ( or refusing ) the other sides demands Instead Ask Why is that crucial to you? propose solutions for critique : heres a possibilitywhat might be wrong with it? Elicit real Agreement...

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12 Negotiation Skills & the Art of the War

...Comparison between 12 Negotiation Skills and the Art of the War ------ Mengcai LI Similarities 1. Preparation & Understand Needs on Both Sides Whether before a war or before a negotiation, it is of vital importance to know as more as possible the useful information. Because of that, the leader can understand clearly about what the adversary wants and what himself really wants. Then he can identify the items which can be compromised and which can be obtained. Furthermore, during the negotiation, he can notice to avoid his disadvantage part and lead the adversary to his advantage part. 2. Well-informed The factors which can affect the war’s outcome of success or failure are not only relative with the scale of army and the general’s stratagems, but also the weather and geography, so as the negotiation. The more relevant information one has, the better one’s position is. 3. Hide information Both the war and the negotiation, it is necessary to keep some vital important information as secrets which may decide the success or failure. Opposite 1. Irritating the adversary “If your opponent is of choleric temper, seek to irritate him. Pretend to be weak that he may grow arrogant.” In the war, it is a great strategy to irritate the adversary if the opponent is of choleric temper. However in the negotiation, it is inexpedient to take such action. Because that after most negotiations, both parties want to keep a long term relationship. It is necessary to make the negotiation harmony. 2. Win-Lose/...

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