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El arte de llegar a acuerdos.: Método 3×3×3(R). El Camino del Buen Negociador(R). La matriz 3×3×3 para gestionar conflictos, negociar, enfocar convers
Paperback
Publisher: Independently Published
Published: Aug 20 2026
Pages: 156
Weight: 0.48
Height: 0.33 Width: 6.00 Depth: 9.00
Language: Spanish
Por qué algunas negociaciones se complican incluso cuando las partes son competentes, tienen datos y quieren llegar a un acuerdo?
Porque muchas veces el problema no está solo en lo que ocurre durante la conversación.
Está en lo que no vimos antes. En los lÃmites que no preparamos. En los actores que no estaban sentados a la mesa. En la presión que alteró nuestro criterio. En las concesiones que hicimos demasiado pronto. En el acuerdo que parecÃa bueno hasta que llegó el momento de implementarlo.
El arte de llegar a acuerdos propone una mirada integral sobre negociación, conflicto y conversaciones difÃciles.
A partir de años de experiencia en desarrollo de negocio internacional, formación, consultorÃa y acompañamiento a profesionales y organizaciones, Rodrigo Sampedro Gutiérrez presenta dos arquitecturas propias:
El Método 3×3×3(R), para observar cualquier negociación desde tres dimensiones:
- 3 momentos: antes - durante - después
- 3 actores: yo - la otra parte - el sistema
- 3 planos: racional/emocional - consciente/inconsciente - contextual
Y El Camino del Buen Negociador(R), un recorrido de once movimientos:
Mirar - Preparar - Alinear - Diseñar - Explorar - Proponer - Sostener presión - Saber no cerrar - Leer la mesa invisible - Cerrar - Aprender
A lo largo del libro aprenderás a:
- distinguir el problema visible del conflicto real;
- preparar alternativas, objetivos, lÃmites y criterios antes de sentir presión;
- comprender quién decide realmente y qué actores condicionan la mesa;
- alinear a tu propio equipo antes de negociar fuera;
- crear valor sin reducirlo todo a precio o posiciones;
- explorar antes de responder y verificar antes de concluir;
- formular propuestas, intercambiar y conceder con criterio;
- reconocer anclajes, sesgos, aversión a la pérdida y disonancia cognitiva;
- sostener presión sin convertir firmeza en agresividad;
- saber cuándo continuar, pausar, condicionar, escalar o no cerrar;
- leer cultura, poder, canal, coaliciones y actores ausentes;
- convertir un sà en un acuerdo ejecutable, verificable y sostenible;
- transformar cada negociación en aprendizaje para la siguiente.
El libro integra aportaciones de algunas de las principales referencias de la disciplina -Harvard Negotiation Project, Lax y Sebenius, Walton y McKersie, Christopher Moore, Kahneman y Tversky, William Ury, Lawrence Susskind y otros autores- con experiencias profesionales, casos, herramientas, preguntas de decisión y aprendizajes nacidos de mesas reales.
Pero este no es un libro sobre trucos para ganar siempre.
Parte de una idea distinta:
negociar bien significa comprender mejor lo que está ocurriendo, decidir con más criterio, crear y proteger valor, sostener lÃmites bajo presión y construir acuerdos que puedan seguir funcionando cuando la conversación termine.
Y plantea una última cuestión que atraviesa todo el recorrido:
Qué tipo de negociador -y qué tipo de persona- estás construyendo cuando utilizas información, poder, presión y capacidad de influencia?
Porque no toda negociación debe cerrarse.
No todo sà es un buen acuerdo.
No toda victoria merece su precio.
Y la calidad de una negociación no se mide únicamente por aquello que conseguimos, sino también por cómo lo conseguimos, qué consecuencias dejamos y qué aprendemos antes de volver a sentarnos.
LA MESA TERMINA. EL NEGOCIADOR NO.
Una obra dirigida a profesionales, directivos, emprendedores, responsables de equipos, comerciales, consultores y cualquier persona que necesite tomar mejores decisiones cuando hay intereses diferentes, presión, incertidumbre, poder o relaciones en juego.
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