{"id":69,"date":"2016-06-21T05:43:22","date_gmt":"2016-06-21T05:13:22","guid":{"rendered":"http:\/\/doxaconsultores.com.mx\/Newsletter\/?p=69"},"modified":"2016-06-21T06:36:54","modified_gmt":"2016-06-21T06:36:54","slug":"responde-a-los-golpes-duros-en-una-negociacion","status":"publish","type":"post","link":"https:\/\/doxaconsultores.com.mx\/Newsletter\/management-tip\/responde-a-los-golpes-duros-en-una-negociacion\/","title":{"rendered":"Responde a los golpes duros en una negociaci\u00f3n"},"content":{"rendered":"<p><\/span><\/span><\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div style=\"border-color: #c2d9e7;\" class=\"\">\n<table border=\"0\" cellpadding=\"0\" cellspacing=\"0\" width=\"100%\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"background-color: #ffffff; border-top: 0px solid transparent; border-right: 0px solid transparent; border-bottom: 0px solid transparent; border-left: 0px solid transparent; padding-top: 0px; padding-right: 0px; padding-bottom: 0px; padding-left: 0px; color: #000000; font-family: 'Arial'; font-size: 13px;\" bgcolor=\"#ffffff\">\n<p style=\"text-align: center; margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<img decoding=\"async\" alt=\"\" src=\"http:\/\/staticapp.icpsc.com\/icp\/loadimage.php\/mogile\/769356\/dd853d5dd7470acba31189fddbbe748f\/image\/jpeg\" style=\"margin: 0px; border: 0px solid #000000;\"><\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\" style=\"border-color: #c2d9e7;\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"lados: 100px solid transparent; padding-izquierda: 0px; color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"text-align: center; margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t<span style=\"color: #29aae2;\"><span style=\"font-size: 21px;\"><strong>Managemet Tip<\/strong><\/span><\/span><\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\" style=\"border-color: #c2d9e7;\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"line-height: 13px; text-align: center; margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t<span style=\"color: #29aae2;\"><span style=\"font-size: 21px;\">Responde a los golpes duros en una negociaci\u00f3n<\/span><\/span><\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div style=\"border-color: #c2d9e7;\" class=\"\">\n<table border=\"0\" cellpadding=\"0\" cellspacing=\"0\" width=\"100%\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"background-color: #ffffff; border-top: 0px solid transparent; border-right: 0px solid transparent; border-bottom: 0px solid transparent; border-left: 0px solid transparent; padding-top: 20px; padding-right: 50px; padding-bottom: 40px; padding-left: 50px; lados: 0px none transparent; color: #000000; font-family: 'Arial'; font-size: 13px;\" bgcolor=\"#ffffff\">\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t<span style=\"font-family: tahoma,geneva,sans-serif;\"><span style=\"font-size: 14px;\">Cuando est\u00e1s en una negociaci\u00f3n dif\u00edcil, es f\u00e1cil que las personas busquen jugar rudo. Veamos algunas formas para responder mejor a tres t\u00e1cticas comunes que tus contrapartes pueden utilizar:<\/span><\/span><\/p>\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<ul>\n<li>  \t\t<span style=\"font-family: tahoma,geneva,sans-serif;\"><span style=\"font-size: 14px;\"><strong>Ultim\u00e1tum<\/strong>. No haga caso de cualquier ultim\u00e1tum. Muchos no buscan romper la negociaci\u00f3n y s\u00f3lo tratan de ejercer control. Puedes \u00abvoltear\u00bb su afirmaci\u00f3n y&nbsp;reformularla&nbsp;en forma distinta: \u00abPuedo entender las dificultades que esto representa, pero en el punto en que nos encontramos, no ser\u00eda tan conveniente hacer &#8230;\u00bb<\/span><\/span> <\/li>\n<\/ul>\n<ul>\n<li>  \t\t<span style=\"font-family: tahoma,geneva,sans-serif;\"><span style=\"font-size: 14px;\"><strong>Condiciones adicionales<\/strong>.&nbsp;<\/span><\/span><span style=\"font-size: 14px; font-family: tahoma, geneva, sans-serif;\">Si la persona busca a\u00f1adir condiciones nuevas cuando pensabas haber<\/span><span style=\"font-size: 14px; font-family: tahoma, geneva, sans-serif;\">&nbsp;llegado a un acuerdo, dile que trabajar\u00e1s para resolver esas nuevas inquietudes, pero que se mantendr\u00e1n los acuerdos hechos hasta ese momento. Y si se necesitaran ajustes, ambos analizar\u00e1n qu\u00e9 implicaciones hay y qu\u00e9 est\u00e1n dispuestos a hacer a cambio.<\/span> <\/li>\n<\/ul>\n<ul>\n<li>  \t\t<span style=\"font-family: tahoma,geneva,sans-serif;\"><span style=\"font-size: 14px;\"><strong>Decisiones diferidas<\/strong>. Antes de avanzar en la negociaci\u00f3n, antic\u00edpate en la l\u00ednea de tiempo e identifica qui\u00e9nes ser\u00e1n los responsables de tomar decisiones, qu\u00e9 factores podr\u00edan acelerar o frenar el proceso, y c\u00f3mo podr\u00edas reaccionar a \u00e9stos.<\/span><\/span> <\/li>\n<\/ul>\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t<span style=\"font-size: 14px;\"><span style=\"font-family: tahoma,geneva,sans-serif;\">\u00c1ngel Rivero<\/span><\/span><\/p>\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t<span style=\"font-size: 12px;\"><span style=\"font-family: tahoma,geneva,sans-serif;\">Lectura recomendada: \u00abHow to see through this negotiation tactics\u00bb, de Deepak Malhotra, en Harvard Business Review (HBR) abr 2016.<\/span><\/span><\/p>\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\" style=\"border-color: #c2d9e7;\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"text-align: right; margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t<span style=\"color: #bacfdd;\">En colaboraci\u00f3n con HBR. &nbsp;<span style=\"white-space: pre;\"> <\/span><\/span><\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\" style=\"display: block;\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\" style=\"border-color: #c2d9e7;\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"text-align: center; margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t<a href=\"http:\/\/click.icptrack.com\/icp\/relay.php?r=56397272&#038;msgid=386149&#038;act=VBFN&#038;c=769356&#038;destination=http%3A%2F%2Fdoxaconsultores.com.mx%2FNewsletter%2Fregistrate%2F\" style=\"color: #000000;\"><img decoding=\"async\" alt=\"\" src=\"http:\/\/doxaconsultores.com.mx\/images\/registro.png\" style=\"margin: 0px; border: 0px solid #000000; display: inline;\"><\/a><\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\" style=\"display: block;\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"color: #000000; font-family: 'Arial'; font-size: 13px;\">\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\" style=\"\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"background-color: #29aae2; lados: 0px none transparent; color: #000000; font-family: 'Arial'; font-size: 13px;\" bgcolor=\"#29aae2\">\n<p style=\"margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t&nbsp;<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div class=\"\" style=\"border-color: #c2d9e7; display: block;\">\n<table width=\"100%\" cellpadding=\"0\" cellspacing=\"0\" style=\"word-wrap: break-word; table-layout: fixed;\">\n<tbody>\n<tr>\n<td style=\"background-color: #29aae2; lados: 0px none transparent; color: #000000; font-family: 'Arial'; font-size: 13px;\" bgcolor=\"#29aae2\">\n<p style=\"text-align: center; margin-bottom: 0; margin-left: 0; margin-right: 0; margin-top: 0; padding: 0;\">  \t<span style=\"color: #ffffff; font-size: 10px;\"><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&nbsp; &nbsp; &nbsp; Managemet Tip &nbsp; &nbsp; Responde a los golpes duros en [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":125,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6],"tags":[],"class_list":["post-69","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-management-tip"],"_links":{"self":[{"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/posts\/69","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/comments?post=69"}],"version-history":[{"count":0,"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/posts\/69\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/media\/125"}],"wp:attachment":[{"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/media?parent=69"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/categories?post=69"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/doxaconsultores.com.mx\/Newsletter\/wp-json\/wp\/v2\/tags?post=69"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}