{"id":2732,"date":"2017-01-26T13:40:24","date_gmt":"2017-01-26T12:40:24","guid":{"rendered":"http:\/\/psicopico.com\/?p=2732"},"modified":"2017-01-26T14:25:32","modified_gmt":"2017-01-26T13:25:32","slug":"las-fases-negociacion","status":"publish","type":"post","link":"https:\/\/psicopico.com\/gl\/las-fases-negociacion\/","title":{"rendered":"As fases da negociaci\u00f3n."},"content":{"rendered":"A negociaci\u00f3n non \u00e9 un algo puntual, tr\u00e1tase dun proceso que debemos de coidar para lograr o \u00e9xito. Cando te\u00f1amos unha reuni\u00f3n importante para negociar cun provedor ou calquera outro tipo de negocio temos que co\u00f1ecer as fases que compo\u00f1en o proceso para anticiparnos ao que nos imos a atopar e resolver con eficacia o conflito. As fases de negociaci\u00f3n difer\u00e9ncianse en tres grandes etapas: preparaci\u00f3n, desenvolvemento e peche.<\/p>\n<h3>Preparaci\u00f3n.<\/h3>\n<p>\u00c9 a etapa fundamental da negociaci\u00f3n. Nesta fase de negociaci\u00f3n pret\u00e9ndese recoller toda a informaci\u00f3n posible e necesaria, tanto de nosas propias condici\u00f3ns ou intereses como das do resto de participantes na negociaci\u00f3n. Consiste en delimitar o tema ou temas a tratar: cales son os obxectivos da negociaci\u00f3n, as posibles opci\u00f3ns, os intereses, etc. Ademais, a preparaci\u00f3n implica que non se pode deixar todo en mans da improvisaci\u00f3n. Para comezar unha negociaci\u00f3n na que se buscan acordos \u00f3ptimos e duradeiros non serve de nada a improvisaci\u00f3n.<\/p>\n<p>&gt;&gt; Artigo relacionado: Negociaci\u00f3n: t\u00e9cnicas, t\u00e1cticas, estratexias e claves.<\/p>\n<p>Esta fase caracter\u00edzase polos seguintes puntos:<\/p>\n<ul>\n<li>O obxectivo da preparaci\u00f3n non \u00e9 outro que identificar de forma exacta que \u00e9 o que se pretende coa negociaci\u00f3n e, ademais, pescudar o que pretende a outra ou outras partes negociadoras.<\/li>\n<li>Existe tam\u00e9n un obxectivo secundario ou plan alternativo no caso de que non se deron as condici\u00f3ns \u00f3ptimas para alcanzar o obxectivo.<\/li>\n<li>Intereses: delimitar as necesidades ou esclarecer que soluci\u00f3n b\u00fascase.<\/li>\n<li>Alternativas: ter claro que outra cousa far\u00edase no caso de que a negociaci\u00f3n non tivese \u00e9xito.<\/li>\n<li>Opci\u00f3ns: xerar todas as soluci\u00f3ns posibles, por exemplo co uso da choiva de ideas.<\/li>\n<li>Acordos: consiste en priorizar opci\u00f3ns segundo a satisfacci\u00f3n (nivel de satisfacci\u00f3n que xeran determinados intereses a ambas as partes) ou segundo a realidade (se \u00e9 ou non posible aplicar determinadas opci\u00f3ns).<\/li>\n<li>Seguimento: debe quedar de manifesto que persoa fai que en que momento. Ter en conta que os acordos supo\u00f1en un forte compromiso entre dous partes nun espazo e tempo concretos.<\/li>\n<\/ul>\n<h3>Desenvolvemento.<\/h3>\n<p>O desenvolvemento comprende desde o momento no que as partes sentan a negociar ata que concl\u00faen as negociaci\u00f3ns, tanto se se chega a un acordo coma se non. Durante o desenvolvemento as partes involucradas na negociaci\u00f3n ded\u00edcanse a intercambiar informaci\u00f3n, ademais de defender os seus puntos de vista. Nesta fase de negociaci\u00f3n saen \u00e1 luz as discrepancias ou os desacordos e tr\u00e1tase de achegar posturas para tentar que todo o mundo salga beneficiado.<\/p>\n<p>A duraci\u00f3n desta etapa \u00e9 indeterminada, con frecuencia os participantes necesitan armarse de paciencia. Xeralmente non \u00e9 recomendable precipitar os acontecementos, \u00e9 mellor esperar a que as ideas vaian madurando e tomando forma.<\/p>\n<p>&gt;&gt; Artigo relacionado: Tipos de negociaci\u00f3n.<\/p>\n<h3>Peche.<\/h3>\n<p>P\u00f3dese dar o peche nas negociaci\u00f3ns tanto se existe acordo coma se non. Antes de dar por finalizados os acordos hai que asegurarse de que non queda nada por tratar e de que as partes implicadas interpretan e comprenden do mesmo xeito os puntos que se trataron durante a negociaci\u00f3n.<\/p>\n<p>Unha vez pechada a negociaci\u00f3n d\u00e9bense recoller por escrito todos os aspectos tratados. O m\u00e1is frecuente \u00e9 que neste momento todas as partes implicadas rel\u00e1xense, con todo conv\u00e9n estar m\u00e1is atentos que nunca, posto que no documento d\u00e9bese detallar todo o que at\u00e9 o momento tratouse. Por exemplo; cl\u00e1usulas de incumprimento, indemnizaci\u00f3ns, pr\u00f3rrogas, etc. O peche da negociaci\u00f3n pode darse tam\u00e9n por unha ruptura entre as partes.<\/p>\n<p>Cando se de por conclu\u00edda a negociaci\u00f3n \u00e9 importante analizar obxectivamente como se desenvolveu, para identificar posibles fallos e aspectos a mellorar.","protected":false},"excerpt":{"rendered":"<p>A negociaci\u00f3n non \u00e9 un algo puntual, tr\u00e1tase dun proceso que debemos de coidar para lograr o \u00e9xito. Cando te\u00f1amos unha reuni\u00f3n importante para negociar cun provedor ou calquera outro tipo de negocio temos que co\u00f1ecer as fases que compo\u00f1en o proceso para anticiparnos ao que nos imos a atopar e resolver con eficacia o [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":2736,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"_joinchat":[],"footnotes":""},"categories":[24,26],"tags":[10,391,428,235,11],"class_list":["post-2732","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-neuromarketing","category-organizaciones","tag-marketing","tag-negociacion","tag-negociar","tag-neuromarketing","tag-psicologia"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>As fases da negociaci\u00f3n. - PsicoPico<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/psicopico.com\/las-fases-negociacion\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"As fases da negociaci\u00f3n. - PsicoPico\" \/>\n<meta property=\"og:description\" content=\"A negociaci\u00f3n non \u00e9 un algo puntual, tr\u00e1tase dun proceso que debemos de coidar para lograr o \u00e9xito. 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