Negociar, ruta hacia el éxito: Estrategias y habilidades esenciales by George J. Siedel

Esta guía práctica de la negociación personal y comercial va más allá de la fase de negociación propiamente dicha, cubriendo íntegramente el proceso desde la toma de decisión a favor de la negociación, a través de la evaluación del desempeño de la misma.

Todos negociamos de manera diaria. Negociamos con nuestras esposas, hijos, padres y amigos. Negociamos cuando alquilamos un departamento, compramos un coche o aplicamos a un puesto de trabajo. Tu habilidad para negociar debería ser el factor más importante en tu carrera.



La negociación además es clave para el éxito de los negocios. Ninguna organización puede sobrevivir sin contratos que generen ganancias. A un nivel estratégico, los negocios están estrechamente vinculados con la creación de valor y la consiguiente consecución de ventajas competitivas. Pero el éxito de las estrategias comerciales de alto vuelo dependerá de los contratos celebrados con proveedores, clientes y socios comerciales. La capacidad de contratación, esto es la habilidad de negociar y lograr contratos exitosos, es la función más importante de toda organización.



Este libro ha sido concebido para ayudarte a alcanzar resultados exitosos en tus negociaciones personales y en tus transacciones comerciales. Es único desde dos perspectivas: por un lado, no sólo cubre conceptos de negociación, sino que también proporciona acciones prácticas a seguir en futuras negociaciones, incluyendo una lista de chequeo para la planificación de la negociación y un ejemplo práctico de esa lista de chequeo completa.



También incorpora: (1) una herramienta de evaluación de tu estilo personal; (2) ejemplos de “árboles de decisión”, útiles para calcular tus alternativas en caso de frustración de la negociación; (3) una estrategia de tres etapas para incrementar tu poder durante la negociación: (4) un plan práctico para analizar tus negociaciones en consideración a distintas variables, entre ellas tu precio de reserva y zona de probable acuerdo, entre otros; (5) lineamientos claros en estándares éticos aplicables a la negociación; (6) factores a considerar al decidir si deberías negociar a través de un agente; (7) herramientas psicológicas que puedes utilizar, y modos para eludirlas si las plantea la otra parte; (8) elementos esenciales del Derecho Contractual; y (9) una lista de chequeo de factores a utilizar cuando evaluas tu desempeño como negociador.



En segundo término, el libro es único en cuando propone un enfoque global y general para todo el proceso de la negociación. Otras obras se focalizan sea en la negociación, o bien en el Derecho Contractual, concentrándose en este último caso, en cuestiones y requisitos específicos desde el punto de vista legal para que un contrato sea válido, sin considerar otros aspectos.



En el mundo en que vivimos, el proceso de contratación no puede ser desmenuzado en fases o compartimentos estancos. Lo que ocurre durante una negociación tiene un impacto profundo en el contrato y en el desempeño consiguiente. El contenido legal del contrato debería reflejar lo que sucedió en el marco de la negociación. Este libro, a diferencia de otros, cubre íntegramente el proceso de negociación en orden cronológico, comenzando con tu decisión de negociar, continuando con la evaluación de tu propio desempeño como negociador.



Una ejecutiva de negocios que concurrió a un seminario de negociación dictado por el autor de este libro ha dicho: “La vida es negociación!” Y es cierto, ya que como madre de hijos pequeños y, a la vez, líder de una empresa, la ejecutiva advirtió que las negociaciones se infiltran en nuestras vidas privadas y profesionales. Con este énfasis, y asimismo con el mencionado orden cronológico y su enfoque general, el libro proporciona una hoja de ruta que podrás utilizar al “navegar tu vida como negociador”.

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About George J. Siedel

George Siedel is the Williamson Family Professor of Business Administration and the Thurnau Professor of Business Law at the University of Michigan. He teaches negotiation in the MBA program at Michigan’s Ross School of Business and in seminars around the world to business leaders, entrepreneurs, attorneys, physicians, athletic directors, and judges.



Professor Siedel completed his graduate studies at the University of Michigan and Cambridge University. He has served as a visiting professor at Stanford University and Harvard University and as a Visiting Scholar at University of California, Berkeley. As a Fulbright Scholar, he held a Distinguished Chair in the Humanities and Social Sciences.



Professor Siedel has received several national research awards including the Maurer Award, the Ralph Bunche Award, and the Hoeber Award. He has also received numerous teaching awards, including the 2014 Executive Program Professor of the Year Award from CIMBA, a consortium of thirty-six leading universities committed to international education.

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Negotiating for Success: Essential Strategies and Skills by George J. Siedel

This practical guide to personal and business negotiations goes beyond the bargaining phase to cover the entire process from your decision to negotiate through an evaluation of your negotiation performance. The book includes tools such as a negotiation planner, “decision trees” for calculating negotiation alternatives, psychological tools, and a tool for assessing your negotiation style.

We all negotiate on a daily basis. We negotiate with our spouses, children, parents and friends. We negotiate when we rent an apartment, buy a car, purchase a house and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement.



Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization.



This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations.



The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator.



Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows.



In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator.



A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.

About George J. Siedel

George Siedel is the Williamson Family Professor of Business Administration and the Thurnau Professor of Business Law at the University of Michigan. He teaches negotiation in the MBA program at Michigan’s Ross School of Business and in seminars around the world to business leaders, entrepreneurs, attorneys, physicians, athletic directors, and judges.



Professor Siedel completed his graduate studies at the University of Michigan and Cambridge University. He has served as a visiting professor at Stanford University and Harvard University and as a Visiting Scholar at University of California, Berkeley. As a Fulbright Scholar, he held a Distinguished Chair in the Humanities and Social Sciences.



Professor Siedel has received several national research awards including the Maurer Award, the Ralph Bunche Award, and the Hoeber Award. He has also received numerous teaching awards, including the 2014 Executive Program Professor of the Year Award from CIMBA, a consortium of thirty-six leading universities committed to international education.

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Bid to Win by Dermot Thompson

Learn how bids are really evaluated, from the viewpoint of a 25-year practitioner in the public and private procurement of professional services contracts. Learn how evaluators search for meaning and look for capability. Winning bids demonstrate rather than assert competence and give confidence to clients.

In this book you will learn how to avoid the common pitfalls and up your odds for success!

Finally a book that explains how bids are really evaluated, from the viewpoint of a 25-year practitioner in the public and private procurement of professional services contracts.



Most contracts are awarded through a competitive process, particularly in the public sector, and competition is fierce.



Learn how evaluators search for meaning and look for capability. Winning bids demonstrate rather than assert competence and give confidence to clients.



In this book you will learn how to avoid the all-too-common pitfalls and up your odds for success!

About Dermot Thompson

Dermot Thompson has written hundreds of bid documents and managed countless evaluation processes involving up to 25 assessment team members. Originally, Dermot was a qualified Architect, then a project manager, and now has become an experienced public sector procurement manager of major professional services contracts for infrastructure and transportation projects. Hehas worked on multi-billion dollar projects and managed evaluations of bids for a vast range of services involving multinational companies and consortia.



Thompson, originally from Oregon and also resided in Ontario Canada and Japan, has long resided in Sydney Australia with his wife and three daughters. His personal interests include his work as a black belt in karate and outdoor adventures. He has twice completed the 62-mile Oxfam Trailwalk for charity.

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