{"id":7047,"date":"2022-02-07T17:00:00","date_gmt":"2022-02-07T17:00:00","guid":{"rendered":"https:\/\/im-campus.com\/?p=7047"},"modified":"2022-03-22T10:17:25","modified_gmt":"2022-03-22T10:17:25","slug":"como-facilitar-una-fase-de-negociacion-cuando-zopa-apenas-esta-presente-o-que-hacer-si-cada-parte-se-esfuerza-por-llevarse-la-mayor-parte-del-pastel","status":"publish","type":"post","link":"https:\/\/wpbackup.im-campus.com\/es\/como-facilitar-una-fase-de-negociacion-cuando-zopa-apenas-esta-presente-o-que-hacer-si-cada-parte-se-esfuerza-por-llevarse-la-mayor-parte-del-pastel\/","title":{"rendered":"\u00bfC\u00f3mo facilitar una fase de negociaci\u00f3n cuando apenas hay ZOPA, o qu\u00e9 hacer si cada parte se esfuerza por conseguir la mayor parte del pastel?"},"content":{"rendered":"

La mediaci\u00f3n comercial suele coincidir con la fase de negociaci\u00f3n emocional. Uno de los elementos clave aqu\u00ed es la identificaci\u00f3n de una zona de acuerdo potencial entre las partes, conocida como ZOPA. En teor\u00eda, si la brecha entre lo que se reclama y lo que se ofrece es demasiado grande, es decir, no hay ZOPA entre las partes, no vale la pena proceder a la mediaci\u00f3n y se trata de dar palos de ciego y jugar con el tiempo del otro. La conclusi\u00f3n de que la brecha es demasiado grande, las partes est\u00e1n fuera de ZOPA y la mediaci\u00f3n no es una opci\u00f3n a la que recurrir no es lo que las partes esperan o\u00edr, especialmente si ven potencial en la mediaci\u00f3n. La cuesti\u00f3n central es entender a qu\u00e9 se debe esta brecha. \u00bfTiene que ver con las ambiciones? \u00bfO tal vez se trata del deseo de una de las partes de castigar de alg\u00fan modo a la otra? \u00bfPara demostrar qui\u00e9n manda en el espect\u00e1culo? \u00bfPara revelar algo que no se pudo decir antes? El momento en que se aclara el motivo influye mucho en la danza de la negociaci\u00f3n, haci\u00e9ndola cada vez m\u00e1s r\u00edtmica. En contextos reales de mediaci\u00f3n, la flexibilidad del proceso ayuda no s\u00f3lo a identificar la ZOPA, sino tambi\u00e9n a llevar a las partes a ella.<\/p>\n\n\n\n

Caucus en la mediaci\u00f3n<\/h2>\n\n\n\n

Lo que me parece \u00fatil es trabajar en los caucus para no agobiar a las partes haciendo concesiones en presencia de los dem\u00e1s y las altas emociones en este sentido.<\/p>\n\n\n\n

Un mediador no influye ni juzga las reclamaciones y ofertas de las partes, ya sean demasiado grandes o demasiado peque\u00f1as. Sin embargo, un mediador puede establecer un entendimiento com\u00fan de por qu\u00e9 y para qu\u00e9 se reclama\/ofrece una determinada cantidad de dinero. A veces, el trozo de pastel m\u00e1s grande que se consigue no es manejable despu\u00e9s. La mediaci\u00f3n consiste en conseguir no lo que se quiere sino lo que se necesita y es manejable. Una buena pregunta para empezar es c\u00f3mo la parte solicitante lleg\u00f3 a la cantidad reclamada. En mi pr\u00e1ctica, una vez obtuve la respuesta de que no era asunto m\u00edo. Seg\u00fan la parte, mi negocio era \"ayudarles a conseguir esta cantidad de dinero\". Mi pregunta no era una mera curiosidad. Para facilitar el proceso de mediaci\u00f3n de forma eficaz, necesito explicar por qu\u00e9 la parte solicitante reclama esta cantidad concreta a la otra parte, y no puedo proporcion\u00e1rsela sin estar al tanto de ello. Cuando una parte reclama millones y no puede explicar sus matem\u00e1ticas, la otra parte dif\u00edcilmente se tomar\u00e1 en serio esta reclamaci\u00f3n. Cuanta m\u00e1s informaci\u00f3n reciba la otra parte a trav\u00e9s de un mediador sobre las cifras, m\u00e1s posibilidades tendr\u00e1 la parte solicitante de conseguir una cantidad atractiva.<\/p>\n\n\n\n

Preguntas en la mediaci\u00f3n comercial<\/h2>\n\n\n\n

A continuaci\u00f3n figuran las preguntas que utilizo si es pertinente cuando se trata de un caso de mediaci\u00f3n comercial:<\/p>\n\n\n\n

1) \u00bfQu\u00e9 significa esta cifra para su partido y qu\u00e9 significa potencialmente para la otra parte?<\/p>\n\n\n\n

2) Estoy seguro de que usted es consciente de lo que es la mediaci\u00f3n, y por eso est\u00e1 aqu\u00ed. Ahora, por favor, ay\u00fademe a entender de qu\u00e9 se trata este movimiento\/espacio.<\/p>\n\n\n\n

Resulta \u00fatil visualizar el proceso de negociaci\u00f3n para mostrar la progresi\u00f3n natural que hace que las partes pasen de las cifras principalmente \"fijas y no negociables\" a acercarse cada vez m\u00e1s, si no al otro, s\u00ed a llegar a un acuerdo, con seguridad. Utilizar t\u00e9cnicas visuales fijando los movimientos de las partes en el rotafolio o la pizarra blanca les motiva a llegar a una cantidad mutuamente aceptable.<\/p>\n\n\n\n

Cuando las partes se encuentran en un punto muerto y no quieren o no pueden moverse, utilizo una t\u00e9cnica que combina la colocaci\u00f3n de par\u00e9ntesis y el truco visual. Divido la brecha en dos partes mediante las cifras medias entre par\u00e9ntesis (resaltadas en verde): la izquierda se acerca a lo que reclama la parte solicitante, y la derecha muestra lo que ofrece la parte demandada. Claro que se puede indicar una cifra firme en medio, que aqu\u00ed es $3.875.000. Aun as\u00ed, incluso utilizando elementos del enfoque evaluativo, en mi opini\u00f3n, es esencial dejar un margen de maniobra y permitirles decidir qu\u00e9 cifra exacta ser\u00e1 aceptable para ambos. Visualmente se ve as\u00ed:<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n

Entonces hago las siguientes preguntas:<\/p>\n\n\n\n

1) \u00bfQu\u00e9 opci\u00f3n es preferible para usted? La respuesta m\u00e1s probable es la opci\u00f3n cercana a su propio lado (resaltada en rojo).<\/p>\n\n\n\n

2) \u00bfCu\u00e1l es su suposici\u00f3n sobre el punto de vista de la otra parte con respecto a su opci\u00f3n? La respuesta m\u00e1s probable es que no la aceptar\u00e1n.<\/p>\n\n\n\n

3) \u00bfExisten otras opciones potenciales? Y aqu\u00ed, las partes ven al menos dos: una opci\u00f3n m\u00e1s cercana a lo que la otra parte est\u00e1 dispuesta a ofrecer\/reclamar y una cifra de los par\u00e9ntesis.<\/p>\n\n\n\n

4) \u00bfQu\u00e9 opci\u00f3n le gustar\u00eda explorar? Lo m\u00e1s probable es que la segunda opci\u00f3n entre par\u00e9ntesis resaltada en verde sea m\u00e1s interesante. En comparaci\u00f3n con la opci\u00f3n resaltada en rojo y cercana a la otra parte, est\u00e1 m\u00e1s cerca de cada parte, lo que es visualmente evidente.<\/p>\n\n\n\n

5) Ahora estoy aqu\u00ed en tu habitaci\u00f3n, y el poder es tuyo. Puedes ver que hay opciones para explorar. T\u00fa decides moverte o no. \u00bfCu\u00e1l es tu decisi\u00f3n?<\/p>\n\n\n\n

No es una t\u00e9cnica v\u00e1lida para todos los casos, pero podr\u00eda ayudar en algunas circunstancias cuando, por ejemplo, la reticencia de una parte a moverse est\u00e1 motivada por ambiciones o emociones negativas. La t\u00e9cnica ayuda a pasar del lado emocional de la negociaci\u00f3n a su esencia. La visualizaci\u00f3n aclara la fase de negociaci\u00f3n y la facilita en cierta medida, porque el ping-pong verbal no suele ir m\u00e1s all\u00e1 de las palabras. Dado que el n\u00famero de personas en el planeta que son visuales var\u00eda de 60% a 80%, la informaci\u00f3n presentada visualmente es mucho m\u00e1s eficaz y comprensible. Cuando el proceso es fijo y visible, las partes est\u00e1n en la misma p\u00e1gina sobre lo que est\u00e1 pasando.<\/p>","protected":false},"excerpt":{"rendered":"

La mediaci\u00f3n comercial suele coincidir con la fase de negociaci\u00f3n emocional. Uno de los elementos clave aqu\u00ed es la identificaci\u00f3n de una zona de acuerdo potencial entre las partes, conocida como ZOPA. En teor\u00eda, si la diferencia entre lo que se reclama y lo que se ofrece es demasiado grande, es decir, si no hay ZOPA entre las partes, no merece la pena proseguir con la mediaci\u00f3n<\/p>","protected":false},"author":2,"featured_media":7049,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","_uag_custom_page_level_css":"","footnotes":""},"categories":[4],"tags":[],"class_list":["post-7047","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"acf":[],"yoast_head":"\nHow to facilitate a bargaining phase when ZOPA is hardly there, or what to do if each party strives for the biggest share of the pie? - International Mediation Campus<\/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:\/\/wpbackup.im-campus.com\/es\/como-facilitar-una-fase-de-negociacion-cuando-zopa-apenas-esta-presente-o-que-hacer-si-cada-parte-se-esfuerza-por-llevarse-la-mayor-parte-del-pastel\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to facilitate a bargaining phase when ZOPA is hardly there, or what to do if each party strives for the biggest share of the pie? - International Mediation Campus\" \/>\n<meta property=\"og:description\" content=\"Commercial mediation is typically aligned with the emotional bargaining phase. 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Campus Team","author_link":"https:\/\/wpbackup.im-campus.com\/es\/author\/welcomeim-campus-com\/"},"uagb_comment_info":0,"uagb_excerpt":"Commercial mediation is typically aligned with the emotional bargaining phase. One of the key elements here is identifying a zone of potential agreement between parties, known as ZOPA. 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