Víctor Borreguero, profesor del PDC: “Cualquier persona puede llegar a ser un negociador eficaz y eficiente”

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Víctor Borreguero, profesor del PDC: “Cualquier persona puede llegar a ser un negociador eficaz y eficiente”

En política, como en cualquier otra actividad de la vida de las personas, hay que negociar. Tiempos de un debate, presupuesto de una campaña, ideas que se incluyen en el programa electoral o no, condiciones en las que un candidato acepta la nominación, etc. Son algunas de las situaciones de las que, con una buena preparación y el conocimiento de varias técnicas, se puede salir con éxito.

En el Postgrado de Dirección de Campañas Electorales (PDC) de MAS Consulting, Víctor Borreguero, Catedrático de Filosofía y experto en Negociación y Formación de Directivos, impartirá la sesión “Técnicas de Negociación”  en la que se conjugará la teoría y la práctica del arte de negociar. Un arte “que cualquier persona puede aprender”, según Borreguero.

¿Cuáles son las claves de una buena negociación?      

Saber lo que se quiere, saber buscarlo y saber encontrarlo. Tres claves, tres técnicas. Al negociar, como en La Voz a ti debida del poeta Pedro Salinas, muchas veces lo que somos nos distrae de lo que decimos. Lanzamos palabras veloces, empavesadas de risas, invitándonos a ir adonde ellas nos lleven. Negociar es un arte

¿Cualquier persona puede negociar?      

Sí, cualquier persona puede negociar y, de hecho, es lo que hacen todas las personas en todos los momentos de su vida, incluso cuando están dormidas. Otra cosa es si cualquier persona puede negociar eficazmente. Y en este caso, también sí. Cualquier persona puede llegar a ser un negociador eficaz y eficiente. Como el arte de andar de pie o el de montar en bicicleta, el arte de la negociación no es un don innato. Cualquier persona puede aprenderlo, desarrollarlo y convertirse en un maestro.

¿Qué características debe tener un buen negociador?          

Humildad y paciencia, interés e ilusión, valentía y autoconfianza, sociabilidad y respeto, honestidad y buena fe… En cualquier enlace de internet se cuentan, se dicen, se explican y hasta se nos trata de vender algún libro de autoayuda.  Si, como se sabe, resulta imposible la No Comunicación, el negociador debe dominar las técnicas de la comunicación asertiva, especialmente en las fase de los encuentros en la mesa negociadora.

El peor error que se puede cometer en una negociación.     

Sin duda, la falta de preparación. En cierta ocasión, un experto negociador que a mi lado y conmigo trataba de alcanzar el éxito me dijo: “Cuando al negociar se te ocurra decir algo, lo que sea, no lo digas, escríbelo, más tarde, veremos. Negociar no es un brainstorming”. Con ideas claras y con la distancia necesaria para no ser manipulados, negociar es tratar de conseguir la mejor alternativa negociada y saber cuál podría ser la mejor alternativa a ese acuerdo negociado.

El libro referente sobre negociación que no se puede dejar de leer.        

El que saldrá mañana. Cada día se superan los puntos de partida y los horizontes de llegada porque el punto de partida es incierto y el horizonte se aleja según vamos acercándonos.  De mis libros “Negociar con éxito”, “Negociar es un Arte” o “Trato Hecho”,  sin quitar nada de ellos, el siguiente nada tendrá que ver con el anterior. Tal vez por ello, cuando alguien me pide un libro referente sin dudar le contesto: El Arte de la Guerra” de Sun Tzu.

Sin embargo, el mejor libro de negociación para cada persona es su Cuaderno de Bitácora. El que va escribiendo cada negociador cuando regresa de una mesa negociadora; da igual que sea la negociación del día a día o la gran negociación en la que se vea involucrado profesionalmente. En el arte de negociar de poco sirven las recetas y las aptitudes. Lo que cuenta son las actitudes, algo que se puede aprender y y reforzar cada día.

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