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Meta-Negociacion: Efecto Leverage by Díaz Diesel, Hector Daniel

Meta-Negociacion: Efecto Leverage

by Hector Daniel Díaz Diesel
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Book cover type: Paperback
  • ISBN13: 9798611366547
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Independently Published
  • Publisher Imprint: Independently Published
  • Publication Date:
  • Pages: 110
  • Original Price: GBP 21.95
  • Language: Spanish
  • Edition: N/A
  • Item Weight: 173 grams
  • BISAC Subject(s): Conflict Resolution & Mediation

ASIMETRÍA Y LEVERAGE (efecto San Mateo)Esta obra abre un camino sin precedente sobre como negociar. Toda la bibliografía actual trata a los actores en un plano SIMÉTRICO de OPORTUNIDADES. Pero en realidad, los actores se encuentran ASIMÉTRICAMENTE ubicados y esto genera lo que se denomina "Efecto Palanca o Leverage", es decir, que los negociadores tienen DISTINTOS PODERES DE NEGOCIACIÓN, lo que hemos denominado PODER ESPECÍFICO DE NEGOCIACIÓN, indicando que cada uno ocupara alguno de estos dos roles: Paloma o Halcón. El éxito de la misma, no está en cómo negocies, sino cual será tu rol en la negociación: Paloma o Halcón". El modelo META-NEGOCIACIÓN (N4g) enseña a posicionarse en un lugar "diferencial" en la negociación, trabajando en un tiempo y espacio previo a la negociación y así lograr un MAYOR PESO ESPECÍFICO. Este genera un efecto de apalancamiento denominado "Efecto San Mateo" (término acuñado por Luce & Raiffa en 1957, haciendo referencia al pasaje bíblico: "al que tiene se le dará y andará sobrado, pero al que no tiene, aun lo que tiene se le quitará"), provocando un impacto directo sobre el éxito en la negociación.

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