{"id":2007,"date":"2019-03-28T09:38:35","date_gmt":"2019-03-28T08:38:35","guid":{"rendered":"http:\/\/www.canteli.com\/cofre\/?p=2007"},"modified":"2025-04-24T15:26:54","modified_gmt":"2025-04-24T13:26:54","slug":"batna-y-zopa","status":"publish","type":"post","link":"https:\/\/aceleradorinfova.com\/infova\/batna-y-zopa\/","title":{"rendered":"BATNA y ZOPA"},"content":{"rendered":"\n<figure class=\"wp-block-embed is-type-video is-provider-vimeo wp-block-embed-vimeo wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" src=\"https:\/\/player.vimeo.com\/video\/409251126?dnt=1&amp;app_id=122963\" width=\"1170\" height=\"658\" frameborder=\"0\" allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-9d6595d7 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:66.66%\">\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading\"><strong><i class=\"fas fa-list\"><\/i> Resumen<\/strong><\/h2>\n\n\n\n<p>BATNA y ZOPA son dos conceptos muy importantes porque marcan los l\u00edmites de la negociaci\u00f3n.<\/p>\n\n\n\n<p>Son acr\u00f3nimos acu\u00f1ados por Willian Ury, Roger Fisher y Bruce Patton, autores del m\u00e9todo Harvard de Negociaci\u00f3n, plasmado en el texto original \u201cGetting to yes\u201d.<\/p>\n\n\n\n<p>BATNA significa Best Alternative To a Negotiated Agreement y quiz\u00e1 lo encuentres traducido al espa\u00f1ol como MAPAN o mejor alternativa para un acuerdo negociado.<\/p>\n\n\n\n<p>ZOPA significa <em>Zone of Posible Agreement<\/em> (zona de posible acuerdo).<\/p>\n\n\n\n<p>BATNA y ZOPA son conceptos muy relacionados entre s\u00ed porque en la medida en que mi mejor alternativa al acuerdo se encuentre dentro de la zona de posible acuerdo, estaremos en una negociaci\u00f3n con posibilidades de cerrarse de manera exitosa. Sin embargo, si mi BATNA no est\u00e1 dentro de la ZOPA, el acuerdo solo ser\u00e1 posible si lo que me propone la otra parte mejora mi BATNA. Y este escenario no suele ser el habitual.<\/p>\n\n\n\n<p>Antes de ir a la negociaci\u00f3n es muy importante que te preguntes cu\u00e1l es tu mejor alternativa en caso de no alcanzar un acuerdo. Si no tienes este concepto bien claro, tus posibilidades de ceder sin calcular el impacto de esas cesiones en tu realidad, ser\u00e1n grandes y ello puede hacerte percibir que el acuerdo no ha sido equilibrado.<\/p>\n\n\n\n<p>Es muy importante que definas tus m\u00ednimos aceptables. La posici\u00f3n en s\u00ed que adoptes al principio no es relevante. Lo que s\u00ed es esencial es que defiendas tus intereses. Es decir, que en el acuerdo final, tus necesidades b\u00e1sicas queden atendidas, aunque tu posici\u00f3n pueda haber variado.<\/p>\n\n\n\n<p>La capacidad de negociar se entrena y se desarrolla.<\/p>\n\n\n\n<p>Para que una negociaci\u00f3n sea exitosa es esencial que la hayas preparado previamente y acudas con tu BATNA y ZOPA bien descritos.<\/p>\n<\/div><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:33.33%\">\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<h3 class=\"wp-block-heading has-text-align-left\"><i class=\"fas fa-book-reader\"><\/i> <strong>Practica con tu equipo<\/strong><\/h3>\n\n\n\n<div class=\"wp-block-buttons is-horizontal is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-499968f5 wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-cyan-bluish-gray-background-color has-background wp-element-button\" href=\"https:\/\/aceleradorinfova.com\/infova\/wp-content\/uploads\/sites\/2\/2025\/03\/2025-BATNA-Y-ZOPA.pdf\" target=\"_blank\" rel=\"noreferrer noopener\">Descarga<\/a><\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading\"><strong><i class=\"fas fa-question-circle\"><\/i> Pregunta<\/strong><\/h2>\n\n\n\n<p>\u00bfSueles preparar las negociaciones antes de abordarlas?<\/p>\n\n\n\n<p>\u00bfTe parece importante definir tu BATNA o mejor alternativa a un acuerdo negociado, antes de acudir a la negociaci\u00f3n?<\/p>\n\n\n\n<p>\u00bfSabes si tu tendencia de personalidad te apoya a la hora de defender tus intereses desde la asertividad?<\/p>\n\n\n\n<div class=\"wp-block-buttons is-horizontal is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-499968f5 wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-cyan-bluish-gray-background-color has-background wp-element-button\" href=\"#comments\">A\u00f1ade tu comentario<\/a><\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading\"><i class=\"fas fa-book\"><\/i> Libros<\/h2>\n\n\n<div class=\"wp-block-image is-resized\">\n<figure class=\"aligncenter size-large\"><a href=\"https:\/\/www.casadellibro.com\/libro-obtenga-el-si-el-arte-de-negociar-sin-ceder\/9788498751079\/1828233\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"https:\/\/aceleradorinfova.com\/fyf\/wp-content\/uploads\/sites\/9\/2020\/05\/411RTTyJrXL.jpg\" alt=\"\" class=\"wp-image-2802\"\/><\/a><\/figure>\n<\/div>\n\n<div class=\"wp-block-image is-resized\">\n<figure class=\"aligncenter size-large\"><a href=\"https:\/\/www.casadellibro.com\/libro-supere-el-no-como-negociar-con-personas-que-adoptan-posiciones-i-nflexibles-4-ed\/9788498751925\/1948665\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"https:\/\/aceleradorinfova.com\/fyf\/wp-content\/uploads\/sites\/9\/2020\/05\/51ADIDCNU9L.jpg\" alt=\"\" class=\"wp-image-2803\"\/><\/a><\/figure>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading\"><i class=\"fas fa-video\"><\/i> <strong>V\u00eddeos<\/strong><\/h2>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><a href=\"https:\/\/www.youtube.com\/watch?time_continue=3&amp;v=FaYKG0kPVck&amp;feature=emb_logo\" target=\"_blank\" rel=\"noopener noreferrer\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"604\" src=\"https:\/\/aceleradorinfova.com\/infova\/wp-content\/uploads\/sites\/2\/2020\/05\/BATNA-1024x604.jpg\" alt=\"\" class=\"wp-image-3412\" srcset=\"https:\/\/aceleradorinfova.com\/infova\/wp-content\/uploads\/sites\/2\/2020\/05\/BATNA-1024x604.jpg 1024w, https:\/\/aceleradorinfova.com\/infova\/wp-content\/uploads\/sites\/2\/2020\/05\/BATNA-300x177.jpg 300w, https:\/\/aceleradorinfova.com\/infova\/wp-content\/uploads\/sites\/2\/2020\/05\/BATNA-768x453.jpg 768w, https:\/\/aceleradorinfova.com\/infova\/wp-content\/uploads\/sites\/2\/2020\/05\/BATNA.jpg 1302w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/a><figcaption class=\"wp-element-caption\">Modelos de Negociaci\u00f3n Harvard<br><\/figcaption><\/figure>\n<\/div><\/div><\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>5:38 Dos conceptos b\u00e1sicos para una buena negociaci\u00f3n. BATNA y ZOPA<\/p>\n","protected":false},"author":3,"featured_media":3269,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[2],"tags":[32],"class_list":["post-2007","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-videos","tag-diferencias-conflictos-negociacion"],"_links":{"self":[{"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/posts\/2007","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/comments?post=2007"}],"version-history":[{"count":20,"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/posts\/2007\/revisions"}],"predecessor-version":[{"id":9123,"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/posts\/2007\/revisions\/9123"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/media\/3269"}],"wp:attachment":[{"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/media?parent=2007"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/categories?post=2007"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aceleradorinfova.com\/infova\/wp-json\/wp\/v2\/tags?post=2007"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}