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Negociación

negociación y tacticas

TermDefinition
NEGOCIACIÓN La negociación es un proceso de comunicación en el que dos o más partes con intereses diferentes buscan llegar a un acuerdo mutuo.
DISTRIBUTIVA En este tipo de negociación, las partes compiten por una cantidad fija de recursos. El objetivo es que una parte gane lo más posible, lo que generalmente significa que la otra parte pierda.
INTEGRADORA En este tipo de negociación, las partes colaboran para encontrar una solución que satisfaga los intereses de ambos. En lugar de competir por una cantidad fija, se busca ampliar el "pastel" para que todos obtengan un beneficio.
INTERES Es la necesidad oculta o el motivo detrás de la posición
POSICIÓN Es lo que una persona quiere de una forma explícita
ESCUCHA ACTIVA No se trata solo de oír lo que la otra persona dice, sino de comprender su mensaje completo, incluyendo sus emociones y necesidades no verbalizadas.
ASERTIVIDAD Es la habilidad de expresar los propios pensamientos, sentimientos y necesidades de manera clara y respetuosa, sin ser agresivo ni pasivo.
Created by: user-1835422
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