Business & Leadership

Virtually all aspects of life are affected by the need to negotiate. The car you drive, the house where you live, the clothes you wear, the jobs you have, the salary you earn, the debts you pay, and even the side of the bed where you sleep is the direct product of your ability to negotiate. I ask you, if practically everything in our lives has been directly affected by our ability to negotiate, why is not it taught as a compulsory subject since we are in elementary school? Negotiation should be considered successful only when both parties know and feel that their demands were met. The above approaches lead us to a second question, if virtually everything in life is negotiated, how can it be explained that some negotiators obtain much better results than others? The truth is that there is no magic formula. What we can do is identify a series of essential strategies that the most experienced negotiators master and that help them to reach agreements that satisfy all interested parties. This book explains in detail the steps we must follow to make a successful negotiation, in addition to presenting the twenty-four strategies that exist in the negotiation, which are essential to know how to identify them, as well we can counteract them in those cases in which the other party try to implement them with us. The negotiation is compared very frequently, with a game. Like games, where there is a set of rules that govern them, the negotiation process has a set of rules and values. The detail is that if the negotiation is viewed as a competitive game, there is a risk of entering the negotiation process with a seasoned spirit in which only a part hopes to reach the goals set. Even if we can persuade the opponent to "play our game," we run the risk of being losers instead of winners. The objective must be to reach agreements and not total victories. Each party must know and feel that they have won something. Therefore, negotiation is not a game, let alone war. Our goal is not to have a dead competitor. Through years of experience as a lawyer, negotiating multi-million dollar contracts, or litigating the most critical points in a legal process, I have learned that a "good lawyer" is not the one who litigates and fights every little detail, but the one who manages to minimize the differences and controversies to the minimal expression. As my wise father used to say: "it is better an agreement which we can live with than a judgment sentence, because, in the first, we were the ones who arrived at those decisions, in the second is a judge who ends up deciding (and imposing) the possible solution to the difference. Have you ever wondered why there are very successful people in business while there are others who, no matter how hard they try, seem unable to advance their projects? Well then, pay particular attention to all the valuable information contained in this book. If you decide to learn and apply the secrets set forth here, you will begin to succeed and make progress in the areas of your life where you have not seen them before.  No matter what excuse we give, the most significant barrier to highly effective negotiation is ourselves. It is in our hands to develop the necessary skills to achieve excellence when negotiating effectively. That is why we have wanted to offer you in this book a comprehensive manual that will help you develop these skills. We hope we have reached our goal. If you want more information about how you can participate in our seminars, training, VIP group and our exclusive personalized consulting service, you can visit our website. Remember that there are only two types of people, those who take the lead to seek improvement and those who choose to remain immobile while the change moves them further and further away from the triumph. In which group do you want to be?

Prácticamente todos los aspectos de la vida se ven afectados por la necesidad de negociar. El automóvil que manejas, la casa donde vives, la ropa que usas, los trabajos que tienes, el salario que ganas, las deudas que pagas e incluso el costado de la cama donde duermes son el producto directo de tu capacidad para negociar . Entonces, la pregunta obligatoria es, entonces ¿por qué no se enseña como asignatura obligatoria desde que estamos en la escuela primaria?  El objetivo general del proceso de negociación es satisfacer las necesidades de los participantes llamados a negociar. Ello nos lleva a una segunda pregunta, si prácticamente todo en la vida se negocia, ¿cómo se puede explicar que algunos negociadores obtienen resultados mucho mejores que otros? ¿Alguna vez se ha preguntado por qué hay personas de mucho éxito en los negocios, mientras que hay otros que, sin importar cuánto lo intenten, parecen incapaces de avanzar en sus proyectos? La verdad es que no hay una fórmula mágica. Lo que podemos hacer es identificar una serie de estrategias esenciales que dominen los negociadores más experimentados y que les ayuden a llegar a acuerdos que satisfagan a todas las partes interesadas. Este libro explica en detalle los pasos que debemos seguir para hacer una negociación exitosa, además de presentar las veinticuatro estrategias que existen en la negociación, que son esenciales para saber cómo identificarlas, así como podemos contrarrestarlas en esos casos en el que la otra parte intente implementarlos contra nosotros. Bueno, preste especial atención a toda la valiosa información contenida en este libro. Si decides aprender y aplicar los secretos que se exponen aquí, comenzarás a tener éxito y progresarás en las áreas de tu vida donde no las has visto antes. No importa qué excusa demos, la barrera más importante para una negociación altamente efectiva somos nosotros mismos. Está en nuestras manos desarrollar las habilidades necesarias para alcanzar la excelencia al negociar de manera efectiva. Es por eso que hemos querido ofrecerle en este libro un manual completo que lo ayudará a desarrollar estas habilidades. Si desea más información sobre cómo puede participar en nuestros seminarios, capacitación, grupo VIP y nuestro exclusivo servicio de consultoría personalizada, puede visitar nuestra página web. Recuerde que solo hay dos tipos de personas, aquellos que toman la iniciativa para buscar mejoras y aquellos que eligen permanecer inmóviles mientras el cambio los aleja cada vez más del éxito. ¿En qué grupo quieres estar?

A Complete Guide. No matter who we are, we all have the same number of hours per day. Why then it seems that there are people who manage to achieve extraordinary levels of success, while there is another group of people who appear that the hours of the day are not enough for them, while they do not manage to advance in their professional life and they seem not achieve your economic goals. What makes the big difference? The answer is simple; the first group learned to delegate in a highly effective way while the second group refuses to delegate. In what group do you consider yourself? You do not have to answer me, but I do ask you and answer yourself in which group you prefer to be? No matter what excuse we give, the most significant barrier to a highly effective delegation is ourselves. It is in our hands to develop the necessary skills to achieve excellence when delegating effectively. That is why we have wanted to offer you in this book a comprehensive manual that will help you develop these skills. Some time ago, one of my mentors asked me a couple of questions that would change the course of my life. He asked me: - Do you want to be a millionaire? My answer was in the affirmative, and he continued telling me: -If your answer is yes, then why do you insist on keeping to do jobs of $10 or less per hour? At first, I did not understand what he was referring to. I was the kind of executive who loved to be aware and involved in every step of the process. I was proud to know how to do each job within the company. From formatting and running a software program, to filling out a requisition, to balancing a line. Also in my practice as a lawyer, writing a complicated contract, filling out and submitting forms before the different government agencies, balancing accounts receivable and accounts payable. Anyway, I've always liked to learn, and I've never been afraid of work. He explained that knowing all those things was very good but that doing them was the wrong thing to do. By not wanting to delegate clerical issues, I did not take the time to do what no one else in the company could do for me. When I tried to do all those things, I was not giving my office the opportunity to grow. I was not giving it the smartest use of my time. He told me, "Stop doing all those tasks for $ 10 or less an hour." I looked at him with a surprised face. Doing chores around the house, for example, was something that I always enjoyed. It not only relaxes me but makes me feel useful to the rest of the family. He replied, hire someone to do it. It is preferable that you dedicate that time to your family or to those projects that have been left at the bottom of the desk drawer for not having time to make them.  That's when he told me something even more profound, delegate, even when you think you don't have the resources to pay that person for the delegated tasks because doing them is costing you much more than you would have to pay for them. Time is life. When you say you do not have time for something, what you're really saying is that you have no life. That same day I began to delegate all those activities that I could delegate. I became a scholar on the subject of delegation. I started asking myself questions like: What things can I delegate that has the potential to create the most significant positive impact by delegating them? I started to be more jealous of my time. What things are robbing me of my time, are they stealing my life from me?  Remember that there are only two types of people, those who take the lead to seek improvement and those who choose to remain immobile while the change moves them further and further away from success. So, in which group do you want to be?

No importa quiénes seamos, todos tenemos el mismo número de horas cada día. ¿Por qué entonces parece que hay personas que logran alcanzar niveles de éxito realmente extraordinarios, mientras que hay otro grupo de personas que pareciera que las horas del día no son suficientes para ellos, mientras que no logran avanzar en su vida profesional y personal? E incluso pareciera que no logran sus objetivos económicos. ¿Qué hace la gran diferencia? La respuesta es simple, el primer grupo aprendió a delegar de una manera altamente efectiva mientras que el segundo grupo se rehúsa a delegar. No tienes que responderme, pero ¿en qué grupo prefieres estar? No importa qué excusa demos, la barrera más importante para una delegación altamente efectiva somos nosotros mismos. Está en nuestras manos desarrollar las habilidades necesarias para delegar de manera efectiva. Es por eso que hemos querido ofrecerle en este libro un manual completo que lo ayudará a desarrollar estas destrezas. Hace algún tiempo, uno de mis mentores me hizo un par de preguntas que cambiarían el curso de mi vida. Mi mentor me preguntó: - ¿Quieres ser un millonario? Mi respuesta fue afirmativa, y él continuó diciéndome: -Si su respuesta es sí, ¿por qué insiste en hacer trabajos de $10 o menos por hora? Al principio no entendía a qué se refería. Yo era el tipo de ejecutivo que le encantaba estar enterado e involucrado en cada paso del proceso. Me enorgullecía el saber hacer cada labor dentro de la compañía. Desde formatear y correr un programa de software, a llenar una requisición, a balancear una línea. Igualmente en mi práctica como abogado, el escribir un contrato complicado, a llenar y someter planillas ante las distintas agencias de gobierno, a balancear las cuentas por cobrar y las cuentas por pagar. En fin, siempre me ha gustado aprender y nunca le he tenido miedo al trabajo. Explicó que saber hacer todas esas cosas era muy bueno, pero que hacerlo era lo incorrecto. Al empeñarme a hacer todas esas cosas, no le estaba dando la oportunidad a mi oficina a crecer. No estaba dándole el uso más inteligente a mi tiempo. Me dijo, "deja ya de hacer todas esas labores de $10 o menos la hora". Lo miré con cara de asombro. Hacer las tareas me hacía sentir útil. Él respondió, "contrata a alguien para que lo haga. Es preferible que dedique ese tiempo a su familia o a los proyectos que se han dejado en el fondo del cajón del escritorio por no tener tiempo para hacerlos." Fue entonces cuando me dijo, delega incluso cuando creas que no tienes los recursos para pagar a esa persona por las labores delegadas, porque el hacerlas te está costando mucho más de lo que tendrías que pagar por ellas. Tiempo es vida. Cuando dices que no tienes tiempo para algo, lo que realmente estás diciendo es que no tienes vida. Ese mismo día comencé a delegar todas aquellas actividades que pudiera delegar. Me convertí en un estudioso del tema y empecé a preguntarme: ¿Qué cosas puedo delegar que creen el impacto positivo más significativo? Empecé a sentirme más celoso de mi tiempo. ¿Qué cosas me están robando mi tiempo (mi vida)? Recuerde que solo hay dos tipos de personas, aquellos que toman la iniciativa para buscar mejoras y aquellos que eligen permanecer inmóviles mientras que el cambio los aleja cada vez más del éxito. Entonces, ¿en qué grupo quieres estar?