{"id":5667,"date":"2025-05-30T11:06:06","date_gmt":"2025-05-30T09:06:06","guid":{"rendered":"https:\/\/hovinghandpartners.com\/what-is\/concesiones\/"},"modified":"2025-06-11T17:42:15","modified_gmt":"2025-06-11T15:42:15","slug":"concesiones","status":"publish","type":"glossary","link":"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/","title":{"rendered":"Concesiones"},"content":{"rendered":"\n<p><strong>\u00bfLas concesiones son un signo de debilidad en la negociaci\u00f3n o una herramienta estrat\u00e9gica?<\/strong>  La respuesta depende de c\u00f3mo y cu\u00e1ndo las utilices. Las concesiones, cuando se utilizan intencionadamente, pueden generar confianza, crear valor y hacer que ambas partes avancen hacia un acuerdo satisfactorio. <\/p>\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_85 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">\u00cdndice<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Alternar tabla de contenidos\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/#Concesiones_en_la_negociacion\" >Concesiones en la negociaci\u00f3n<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/#Significado_de_las_concesiones\" >Significado de las concesiones<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/#%C2%BFQue_son_las_concesiones_en_una_negociacion\" >\u00bfQu\u00e9 son las concesiones en una negociaci\u00f3n?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/#%C2%BFQue_significa_ceder_en_una_negociacion\" >\u00bfQu\u00e9 significa ceder en una negociaci\u00f3n?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/#%C2%BFCual_es_la_diferencia_entre_negociacion_y_concesiones\" >\u00bfCu\u00e1l es la diferencia entre negociaci\u00f3n y concesiones?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/#%C2%BFComo_hacer_concesiones_durante_la_negociacion\" >\u00bfC\u00f3mo hacer concesiones durante la negociaci\u00f3n?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/#%C2%BFComo_pido_concesiones\" >\u00bfC\u00f3mo pido concesiones?<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-concessions-in-negotiation\"><span class=\"ez-toc-section\" id=\"Concesiones_en_la_negociacion\"><\/span>Concesiones en la negociaci\u00f3n<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Las concesiones en la negociaci\u00f3n se refieren a los compromisos asumidos por una o ambas partes para llegar a un acuerdo. Pueden implicar cambios en el precio, los plazos de entrega, el alcance u otras condiciones. Una concesi\u00f3n no es una p\u00e9rdida si se utiliza estrat\u00e9gicamente: es una inversi\u00f3n para cerrar el trato.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-concessions-meaning\"><span class=\"ez-toc-section\" id=\"Significado_de_las_concesiones\"><\/span>Significado de las concesiones<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Una concesi\u00f3n significa renunciar a algo, pero en las negociaciones suele formar parte de un movimiento t\u00e1ctico. Indica flexibilidad y voluntad de colaborar. Sin embargo, las concesiones imprevistas o no rec\u00edprocas pueden provocar desequilibrio o desconfianza.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-concessions-in-a-negotiation\"><span class=\"ez-toc-section\" id=\"%C2%BFQue_son_las_concesiones_en_una_negociacion\"><\/span>\u00bfQu\u00e9 son las concesiones en una negociaci\u00f3n?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Son compromisos deliberados que se hacen para acercar a las partes a un acuerdo. Una concesi\u00f3n puede implicar un descuento, una ampliaci\u00f3n del plazo, un servicio a\u00f1adido o un ajuste de la pol\u00edtica. Los negociadores eficaces etiquetan sus concesiones para resaltar su valor e incitar a la reciprocidad.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-does-concede-mean-in-negotiation\"><span class=\"ez-toc-section\" id=\"%C2%BFQue_significa_ceder_en_una_negociacion\"><\/span>\u00bfQu\u00e9 significa ceder en una negociaci\u00f3n?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Ceder significa ceder o aceptar una exigencia de la otra parte. Pero en una negociaci\u00f3n profesional, debe formar parte de una estrategia, no de una reacci\u00f3n. Las concesiones siempre deben ir ligadas a una contrapartida, aunque sea simb\u00f3lica. Esto mantiene el equilibrio y establece expectativas.   <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-is-the-difference-between-bargaining-and-concessions\"><span class=\"ez-toc-section\" id=\"%C2%BFCual_es_la_diferencia_entre_negociacion_y_concesiones\"><\/span>\u00bfCu\u00e1l es la diferencia entre negociaci\u00f3n y concesiones?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>La negociaci\u00f3n es el proceso general de dar y recibir que define la negociaci\u00f3n. Las concesiones son los pasos individuales -las d\u00e1divas concretas- que se dan durante ese proceso. Se puede negociar sin grandes concesiones si ambas partes se mantienen cerca de sus posiciones iniciales.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-how-do-you-go-about-making-concessions-during-the-negotiation\"><span class=\"ez-toc-section\" id=\"%C2%BFComo_hacer_concesiones_durante_la_negociacion\"><\/span>\u00bfC\u00f3mo hacer concesiones durante la negociaci\u00f3n?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Planifica con antelaci\u00f3n. Haz una lista de lo que est\u00e1s dispuesto a dar, en qu\u00e9 orden y bajo qu\u00e9 condiciones. Etiqueta cada concesi\u00f3n claramente (\u201cofrecemos un 5% de descuento por pago m\u00e1s r\u00e1pido\u201d) para reforzar su valor. Y pide siempre algo a cambio, aunque sea simb\u00f3lico.   <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-how-do-i-ask-for-concessions\"><span class=\"ez-toc-section\" id=\"%C2%BFComo_pido_concesiones\"><\/span>\u00bfC\u00f3mo pido concesiones?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Utiliza un marco respetuoso: \u201c\u00bfSer\u00eda posible ampliar el plazo de entrega dadas nuestras limitaciones actuales?\u201d o \u201cA cambio de avanzar hoy, \u00bfestar\u00edas abierto a revisar las condiciones de la garant\u00eda?\u201d. Facilita que la otra parte diga que s\u00ed, pero deja siempre espacio para la discusi\u00f3n. <\/p>\n\n<p><strong>Metodolog\u00eda ENS: Uso estrat\u00e9gico de las concesiones<\/strong><\/p>\n\n<p>En Hovingh &amp; Partners, las concesiones se utilizan como propuestas condicionales dentro de la estrategia de negociaci\u00f3n del ENS. Se despliegan en la fase 3 (Proponer) y se vinculan al movimiento, nunca unilateral, nunca gratuito. Formamos a los profesionales para que enmarquen cada concesi\u00f3n como parte de un intercambio de valor que refuerce la credibilidad y la colaboraci\u00f3n.  <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div class=\"glossary-cta\">\n  <p><strong>Aprende a aplicar las concesiones en las negociaciones de la vida real<\/strong> &#8211; explora nuestra <a href=\"https:\/\/hovinghandpartners.com\/es\/programas-formacion-negociacion\/\" target=\"_blank\" rel=\"noopener\"><strong>formaci\u00f3n en negociaci\u00f3n<\/strong><\/a>.<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>\u00bfLas concesiones son un signo de debilidad en la negociaci\u00f3n o una herramienta estrat\u00e9gica? La respuesta depende de c\u00f3mo y cu\u00e1ndo las utilices. Las concesiones, cuando se utilizan intencionadamente, pueden generar confianza, crear valor y hacer que ambas partes avancen hacia un acuerdo satisfactorio. Concesiones en la negociaci\u00f3n Las concesiones en la negociaci\u00f3n se refieren a los compromisos asumidos por &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":5545,"template":"","glossary-cat":[125],"class_list":["post-5667","glossary","type-glossary","status-publish","has-post-thumbnail","hentry","glossary-cat-negotiation"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.5 (Yoast SEO v27.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Las concesiones en la negociaci\u00f3n: Compromiso Estrat\u00e9gico<\/title>\n<meta name=\"description\" content=\"Descubre el papel de las concesiones en la negociaci\u00f3n, c\u00f3mo utilizarlas y c\u00f3mo la metodolog\u00eda ENS las replantea como movimientos de creaci\u00f3n de valor.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Concesiones\" \/>\n<meta property=\"og:description\" content=\"Descubre el papel de las concesiones en la negociaci\u00f3n, c\u00f3mo utilizarlas y c\u00f3mo la metodolog\u00eda ENS las replantea como movimientos de creaci\u00f3n de valor.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hovinghandpartners.com\/es\/what-is\/concesiones\/\" \/>\n<meta property=\"og:site_name\" content=\"Hovingh &amp; 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