Todos negociamos diariamente. A nivel personal, negociamos con amigos, familia, propietarios, vendedores de autos y empleadores, entre otros. La negociación también es la clave del éxito comercial. Ninguna empresa puede sobrevivir sin contratos rentables. Dentro de una empresa, las habilidades de negociación lo pueden llevar a avanzar en su carrera. En este curso, aprenderá y practicará los cuatro pasos necesarios para lograr una negociación exitosa, con un módulo para cada paso: (1) Preparación: Planifique su estrategia de negociación (2) Negociación: Use las tácticas claves para el éxito (3) Cierre: Cree un contrato (4) Cumplimiento y evaluación: El juego final Para completar exitosamente este curso y mejorar su capacidad de negociar, deberá completar los tres pasos siguientes: (1) Mire los videos breves (que van de 5 a 20 minutos) de cada módulo. Los videos son interactivos e incluyen preguntas para evaluar su entendimiento de las estrategias y habilidades de negociación. Los videos se pueden acelerar o ralentizar para adaptarse al ritmo que prefiera escucharlos. Según sus horarios, puede ver los videos en unas semanas o verlos todos juntos. Un estudiante que vio el curso de una sola vez concluyó que "es tan bueno como Breaking Bad". (2) Complete la negociación del Módulo 6 para evaluar sus capacidad de negociación. Puede negociar con un amigo local o usar los Debates para encontrar un socio de otra parte del mundo. Su socio de negociación le brindará una devolución sobre sus capacidad de negociación. En el camino, puede resultarle útil utilizar esta aplicación móvil gratuita que está relacionada con el curso y contiene varias herramientas de planificación de la negociación. http://negotiationplanner.com/ (3) Tome el examen final. Para completar el curso exitosamente, debe responder correctamente el 80 % de las preguntas. Este examen es un examen de dominio, lo que significa que puede tomarlo las veces que quiera hasta que domine el material. Además, este curso incluye la opción de obtener un Certificado verificado (CV) a través de la verificación de su identidad y la finalización exitosa del curso. Un CV le proporciona un reconocimiento formal de sus logros en el curso e incluye el logo de la Universidad de Michigan. Si usted está considerando obtener un CV, debe completar el proceso de verificación antes de tomar el examen final. Puede elegir pagar los cargos asociados antes o después del examen. Para obtener más información acerca de los CV, visite: learner.coursera.help/hc/en-us/articles/201212399-Verified-Certificates El logo compuesto del curso se comparte con una licencia Creative Commons CC BY-SA (https://creativecommons.org/licenses/by-sa/2.0/) y fue creado con las imágenes proporcionadas por cortesía de Flazingo Photos (http://bit.ly/1zOylRm) y K2 Space (https://www.flickr.com/photos/k2space/14257556613/in/set-72157644732478432). This is a translated version. To join the original English version, visit this page: https://www.coursera.org/learn/negotiation-skills/
Herramientas psicológicas: Confianza excesiva
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Del curso dictado por University of Michigan
Negociación exitosa: Estrategias y habilidades esenciales (en español)
755 calificaciones
University of Michigan
755 calificaciones
De la lección
Negociación: Use las tácticas claves para el éxito
Este módulo se enfoca en dos temas especialmente importantes: (1) cómo usar el poder durante las negociaciones y (2) las herramientas psicológicas que puede usar durante las negociaciones. Tenga un lápiz y un papel a mano, porque participará en varios experimentos mientras mira estos videos.
Conoce a los instructores
George SiedelWilliamson Family Professor of Business Administration and Thurnau Professor of Business Law
Our next psychological tool, relates to a concept called overconfidence.
In a simple statement of overconfidence, is that you and
I are overconfident that our judgments are correct.
Let me give you an overconfidence test, and this is the nature of the test.
I'm going to give you ten questions.
Here's an example, the first question,
the year in which Wolfgang Amadeus Mozart was born.
And I want you to pick a range from x year to y year,so
that you're 90% confident that the correct answer falls within the range.
Now why do I say 90%?
Well,, if I said 100%.
That would be too easy,
because then with every problem you could say from zero to a billion, and
probably answer every question correctly, and so, I want you to be 90% confident.
That's gonna force you to be a little bit more precise with your answers,
so to be successful with this ten part quiz
you will answer nine out to the ten questions correctly.
So, get your pencil and paper ready and you can start with this first question.
What's a range of years, so that you're ninety percent confident,
that Mozart's year of birth falls within that range.
Okay, question two.
The length of the Nile River.
Length of the Nile River.
Again, write down a range, so
you're 90% confident that the correct answer falls within the range.
You can use miles or kilometers.
Question three, the number of times lightning strikes the earth, every minute.
Range.
So you're 90% confident that the correct answer falls within the range.
The time it takes sunlight to
reach the earth, in seconds.
The time it takes sunlight to reach the earth in seconds.
The diameter of the moon.
And here again, feel free to use miles or kilometers.
And by that, I mean a full moon.
Okay, the number of knives, forks, and spoons in the White House.
The number of actively spoken languages in the world?
Again, not the specific number but
the range, actively spoken languages in the world.
The gestation period that the length of pregnancy, in days, of an Asian elephant.
The number of conceptions,
the number of pregnancies,
that take place every day, over the world.
And finally, the length of time a snail can sleep if it is not disturbed, in days.
If you don't have snails in your country, you may have seen pictures of them.
They're little wormy like creatures that carry their shell on their back.
How long can they sleep, in days, if not disturbed?
Okay.
So, let's see how you did.
Remember, to successfully complete this exercise,
you will have answered nine out of ten of the questions correctly.
Okay?
So, Mozart was born in 1756.
The Nile River.
4,187 miles or
6,738 kilometers.
The number of times lighting strikes the earth per minute 6,000.
It takes sunlight 492 seconds or 8 minutes 12 seconds to reach the earth.
The diameter of the moon is 2,160 miles.
There are 13,092 knives, forks, and
spoons in the White House, 6,000 actively spoken languages in the world.
The gestation period,
the length of pregnancy, of an Asian elephant is 645 days.
The number of pregnancies, that's human pregnancies not Asian elephant
pregnancies, that occur daily throughout the world is 365,000.
And a snail can sleep if it is not disturbed 1,095 days.
So, again, you were successful if you answered nine out of ten correctly.
When I do this in class, it's very rare for
anyone to answer nine out of ten of these, questions correctly,
and that's because most of us are over confident.
That's the bad news, most of us are over confident.
We choose ranges that are too narrow when we're faced with
uncertainty such as these questions.
The good news is that virtually the only people who are not overconfident are,
clinically depressed.
Overconfidence, is something that is studied in a variety of disciplines.
Finance professors in business schools,
love to study overconfidence because they relate it to trading in the stock market.
And I think their basic conclusion is that because of overconfidence
People trade too much and because of the over trading and
transaction costs they basically lose more than they should.
Accounting professors love to study over confidence.
They look at for instance earnings projections, by managers and managers,
who are successful in making short term earnings projections are often Bad
at making long term projections, because of the over confidence that developed.
And it relates to negotiation.
I see this in the negotiations conducted by my students,
where when they do the negotiation analysis.
And, they try to predict what the zopa is.
The zone of potential agreement.
Too often, they predict zones that are too narrow which then
limits their ability to reach an agreement ,and be creative
in coming up with a solution that satisfies both sides.
So overconfidence pops up, in a lot of different venues.
Occasionally, especially when teaching executives I get this question.
Well, isn't overconfidence really a good thing?
Isn't that a good thing for a manager to be supremely confident, so that he or
she can persuade the staff to do more than they ever thought was possible.
For instance, you see this kind of a statement in various readings.
This happens to relate to entrepreneurs.
Over confidence by entrepreneurs may provide the vision necessary,
to convince potential hires, and
investors of the opportunity to get in on the ground floor of a growing startup.
Optimism also leads founders to see the best in people, and
thus contribute to their social skills.
So, what's right?
Is overconfidence a psychological problem, or is it something that's positive?
Well, I think that it's both, but I think you also need to put it into context.
When you're talking about decision making, that's when overconfidence is a problem.
That's when you want to be a realist.
That's when you want to search for disconfiming evidence.
However, once you've made the decision, and
you're implementing the decision, then you can put on your optimist ha,t and
try to persuade people to do more than they thought possible.
The challenge in decision making is it especially,relates to searching for
disconfirming evidence that challenges your thinking.
We all fall into the trap of trying to find confirming evidence.
So, let me try this experiment with you.
I'm thinking of three numbers, two, four and six.
This is a sequence of numbers.
And I have a rule in my head that I used in developing this sequence.
And I want you to try to guess what rule is in my head.
So, think about this for a second.
And if you were in class, I would allow you
to add three numbers to this to test your theory.
So, you can add three numbers to my sequence.
Now, what happens in class when students volunteer, is that
lets say a student thinks that my rule is the numbers increase by two.
So, the students will add three numbers they'll say, 2,4,6,, okay,
8,10,12, and then, I'll tell them that's not my rule.
Other student might say, well you're adding the prior two numbers,
so 2+4 is 6, 6+4 is 10 would be the next number,
10+6 is 16 would be the next number, 16+10 would be 26 would be the next number.
So, they'd give me those numbers because they think that's the rule, and I say,
no that's not my rule.
Now, my rule is actually very simple.
My rule was simply the numbers increase in value.
But notice what the students do,
when they come up with an idea of what they think is the rule.
Do they test it with evidence that confirms their rule, or
disconfirms their rule?
They select evidence that confirms the rule.
So the person who though the numbers increased by two ,selected
as the test 8,10, and 12.
Then, I say, well yes, that means my rule.
But.
It does meet my rule, but then, they make the wrong guess as to what the rule is
when they think it increases by two.
What they should do, is to select dis-confirming evidence.
That's to, and should have selected for example s7, 8, and 9,
where the numbers did not increase by 2, but still met my rule.
If they had done that then they would know that their guess was wrong.
So, it's very difficult for the human mind to focus on dis confirming evidence.
We automatically gravitate towards confirming evidence, but
yet, I think, I think we need more studies on this, but I think many great leaders.
Are the ones who are surrounded by people who challenge their thinking and
test their thinking rather than people who simply agree with whatever the leader
proposes.
So, that concludes our look at overconfidence.
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