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About the Book

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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Product Details
  • ISBN-13: 9798611366547
  • Publisher: Amazon Digital Services LLC - KDP Print US
  • Publisher Imprint: Independently Published
  • Height: 229 mm
  • No of Pages: 110
  • Spine Width: 7 mm
  • Weight: 172 gr
  • ISBN-10: 8611366549
  • Publisher Date: 08 Feb 2020
  • Binding: Paperback
  • Language: Spanish
  • Returnable: N
  • Sub Title: Efecto Leverage
  • Width: 152 mm


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