{"id":5710,"date":"2025-05-30T12:00:51","date_gmt":"2025-05-30T10:00:51","guid":{"rendered":"https:\/\/hovinghandpartners.com\/what-is\/tacticas-de-negociacion\/"},"modified":"2025-06-11T17:59:11","modified_gmt":"2025-06-11T15:59:11","slug":"tacticas-de-negociacion","status":"publish","type":"glossary","link":"https:\/\/hovinghandpartners.com\/es\/what-is\/tacticas-de-negociacion\/","title":{"rendered":"T\u00e1cticas de negociaci\u00f3n"},"content":{"rendered":"\n<p><strong>Tanto si est\u00e1s negociando un contrato como un salario, las t\u00e1cticas importan.<\/strong>  Saber aplicar las t\u00e1cticas de negociaci\u00f3n adecuadas -y cu\u00e1ndo utilizarlas- puede ser la diferencia entre cerrar el trato o marcharse con las manos vac\u00edas.<\/p>\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_83 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\/tacticas-de-negociacion\/#Ejemplos_de_tacticas_de_negociacion\" >Ejemplos de t\u00e1cticas de 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\/tacticas-de-negociacion\/#Tacticas_de_negociacion_salarial\" >T\u00e1cticas de negociaci\u00f3n salarial<\/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\/tacticas-de-negociacion\/#Tacticas_de_negociacion_en_los_negocios\" >T\u00e1cticas de negociaci\u00f3n en los negocios<\/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\/tacticas-de-negociacion\/#Tacticas_de_negociacion_en_la_contratacion_publica\" >T\u00e1cticas de negociaci\u00f3n en la contrataci\u00f3n p\u00fablica<\/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\/tacticas-de-negociacion\/#Tacticas_de_negociacion_en_el_lugar_de_trabajo\" >T\u00e1cticas de negociaci\u00f3n en el lugar de trabajo<\/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\/tacticas-de-negociacion\/#Tacticas_de_negociacion_en_la_comunicacion\" >T\u00e1cticas de negociaci\u00f3n en la comunicaci\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\/tacticas-de-negociacion\/#%C2%BFCuales_son_las_tacticas_habituales_de_negociacion\" >\u00bfCu\u00e1les son las t\u00e1cticas habituales de negociaci\u00f3n?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/tacticas-de-negociacion\/#%C2%BFCuales_son_las_5_reglas_de_la_negociacion\" >\u00bfCu\u00e1les son las 5 reglas de la negociaci\u00f3n?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/tacticas-de-negociacion\/#%C2%BFQue_es_la_regla_7030_en_la_negociacion\" >\u00bfQu\u00e9 es la regla 70\/30 en la negociaci\u00f3n?<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-examples\"><span class=\"ez-toc-section\" id=\"Ejemplos_de_tacticas_de_negociacion\"><\/span>Ejemplos de t\u00e1cticas de negociaci\u00f3n<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Anclaje: fijar la primera oferta para definir el \u00e1mbito de negociaci\u00f3n<\/li>\n  <li>Mirroring: repetir palabras clave para crear compenetraci\u00f3n<\/li>\n  <li>Silencio: utilizar pausas estrat\u00e9gicas para provocar concesiones<\/li>\n  <li>Etiquetar: nombrar emociones o posturas para validar y desarmar<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-salary\"><span class=\"ez-toc-section\" id=\"Tacticas_de_negociacion_salarial\"><\/span>T\u00e1cticas de negociaci\u00f3n salarial<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>En las negociaciones salariales, los candidatos suelen utilizar t\u00e1cticas como la evaluaci\u00f3n comparativa, enmarcar la retribuci\u00f3n en el mercado y expresar inter\u00e9s por el puesto, estableciendo al mismo tiempo expectativas firmes. El anclaje y el momento de la petici\u00f3n -por ejemplo, despu\u00e9s de hacer una oferta de trabajo- son fundamentales para el \u00e9xito. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-business\"><span class=\"ez-toc-section\" id=\"Tacticas_de_negociacion_en_los_negocios\"><\/span>T\u00e1cticas de negociaci\u00f3n en los negocios<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Las negociaciones empresariales implican t\u00e1cticas que equilibran la creaci\u00f3n de valor y la asertividad. Entre ellas est\u00e1n la presentaci\u00f3n de propuestas, el uso de plazos para presionar, la introducci\u00f3n de alternativas (BATNA) y la gesti\u00f3n de concesiones para mantener la percepci\u00f3n de justicia y fuerza. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-procurement\"><span class=\"ez-toc-section\" id=\"Tacticas_de_negociacion_en_la_contratacion_publica\"><\/span>T\u00e1cticas de negociaci\u00f3n en la contrataci\u00f3n p\u00fablica<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Los profesionales de la contrataci\u00f3n utilizan t\u00e1cticas como la licitaci\u00f3n competitiva, los modelos de puntuaci\u00f3n de proveedores y la agrupaci\u00f3n de compras para mejorar el apalancamiento. Una especificaci\u00f3n clara, el an\u00e1lisis del coste total de propiedad y el encuadre de alternativas son tambi\u00e9n fundamentales en las negociaciones con los proveedores. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-the-workplace\"><span class=\"ez-toc-section\" id=\"Tacticas_de_negociacion_en_el_lugar_de_trabajo\"><\/span>T\u00e1cticas de negociaci\u00f3n en el lugar de trabajo<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Internamente, las t\u00e1cticas de negociaci\u00f3n suelen tener como objetivo alinear intereses, gestionar prioridades e influir en las decisiones. Algunos ejemplos comunes son las concesiones mutuas entre departamentos, el encuadramiento basado en los intereses y el uso de objetivos compartidos para navegar por la pol\u00edtica interna. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-communication\"><span class=\"ez-toc-section\" id=\"Tacticas_de_negociacion_en_la_comunicacion\"><\/span>T\u00e1cticas de negociaci\u00f3n en la comunicaci\u00f3n<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>La comunicaci\u00f3n estrat\u00e9gica es esencial en la negociaci\u00f3n. T\u00e1cticas como utilizar preguntas calibradas (\u201c\u00bfC\u00f3mo funcionar\u00eda eso?\u201d), manejar el tono y el lenguaje corporal y enmarcar los mensajes en torno a intereses mutuos contribuyen a interacciones m\u00e1s eficaces. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-common-negotiation-tactics\"><span class=\"ez-toc-section\" id=\"%C2%BFCuales_son_las_tacticas_habituales_de_negociacion\"><\/span>\u00bfCu\u00e1les son las t\u00e1cticas habituales de negociaci\u00f3n?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Poli bueno \/ poli malo<\/li>\n  <li>Presi\u00f3n de los plazos<\/li>\n  <li>Haci\u00e9ndose el tonto<\/li>\n  <li>Picar (a\u00f1adir peque\u00f1as peticiones al final)<\/li>\n  <li>Alejarse para ganar influencia<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-the-5-rules-of-negotiation\"><span class=\"ez-toc-section\" id=\"%C2%BFCuales_son_las_5_reglas_de_la_negociacion\"><\/span>\u00bfCu\u00e1les son las 5 reglas de la negociaci\u00f3n?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Prep\u00e1rate: conoce tus objetivos y tus l\u00edmites<\/li>\n  <li>Escucha activamente y haz preguntas<\/li>\n  <li>Enmarca las propuestas en torno al valor mutuo<\/li>\n  <li>Utiliza el tiempo y el silencio estrat\u00e9gicamente<\/li>\n  <li>Conoce siempre tu BATNA<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-is-the-70-30-rule-in-negotiation\"><span class=\"ez-toc-section\" id=\"%C2%BFQue_es_la_regla_7030_en_la_negociacion\"><\/span>\u00bfQu\u00e9 es la regla 70\/30 en la negociaci\u00f3n?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Esta regla sugiere que debes escuchar el 70% del tiempo y hablar s\u00f3lo el 30%. Destaca el poder de la escucha activa, de leer entre l\u00edneas y de dejar que la otra parte revele informaci\u00f3n \u00fatil antes de presentar tu propia postura. <\/p>\n\n<p><strong>Metodolog\u00eda ENS: T\u00e1ctica estructurada en 4 fases<\/strong><\/p>\n\n<p>En Hovingh &amp; Partners, las t\u00e1cticas de negociaci\u00f3n se ajustan a nuestro modelo ENS de 4 fases: Preparaci\u00f3n, Posicionamiento, Propuesta y Cierre. Ayudamos a los profesionales a seleccionar y aplicar t\u00e1cticas alineadas con la estrategia, el contexto y la \u00e9tica, garantizando que no s\u00f3lo sean persuasivas, sino sostenibles. <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div class=\"glossary-cta\">\n  <p><strong>Aprende a aplicar t\u00e1cticas de negociaci\u00f3n en situaciones 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>Tanto si est\u00e1s negociando un contrato como un salario, las t\u00e1cticas importan. Saber aplicar las t\u00e1cticas de negociaci\u00f3n adecuadas -y cu\u00e1ndo utilizarlas- puede ser la diferencia entre cerrar el trato o marcharse con las manos vac\u00edas. Ejemplos de t\u00e1cticas de negociaci\u00f3n Anclaje: fijar la primera oferta para definir el \u00e1mbito de negociaci\u00f3n Mirroring: repetir palabras clave para crear compenetraci\u00f3n Silencio: &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/es\/what-is\/tacticas-de-negociacion\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":5563,"template":"","glossary-cat":[125],"class_list":["post-5710","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 v27.6) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>T\u00e1cticas de Negociaci\u00f3n: Herramientas para influir<\/title>\n<meta name=\"description\" content=\"Explora las principales t\u00e1cticas de negociaci\u00f3n utilizadas en los negocios, c\u00f3mo encajan en la metodolog\u00eda ENS y c\u00f3mo aplicarlas de forma eficaz y \u00e9tica.\" \/>\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\/tacticas-de-negociacion\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"T\u00e1cticas de negociaci\u00f3n\" \/>\n<meta property=\"og:description\" content=\"Explora las principales t\u00e1cticas de negociaci\u00f3n utilizadas en los negocios, c\u00f3mo encajan en la metodolog\u00eda ENS y c\u00f3mo aplicarlas de forma eficaz y \u00e9tica.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hovinghandpartners.com\/es\/what-is\/tacticas-de-negociacion\/\" \/>\n<meta property=\"og:site_name\" content=\"Hovingh &amp; 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