Emprendimiento, Negocio propio

Técnicas de negociación: todo lo que debe saber sobre el arte de vender a la mente y no a la gente

Johanna
Johanna
7 mins read

Las técnicas de negociación se han utilizado a lo largo de la historia con el propósito de comprender la habilidad de vender a través del neuromarketing, con el objetivo de entender las necesidades de cualquier posible cliente. A continuación, exploraremos en detalle las técnicas y estrategias más efectivas para convertirse en un mentor en el mundo de los negocios.

¿Qué son las técnicas de negociación?

Estas técnicas se componen de un conjunto de herramientas que ayudan a influir en la toma de decisiones de las personas, con el propósito de persuadir y convencer sobre la compra de un producto o servicio. Sin embargo, es importante destacar que no se deben confundir con la manipulación. Mientras que la manipulación busca principalmente beneficiarse a sí misma, la negociación se orienta hacia la búsqueda de un acuerdo que beneficie a ambas partes involucradas.

¿Por qué son importantes las técnicas de negociación?

  • Cultivará un vínculo especial con sus clientes, priorizando su satisfacción.
  • Dispondrá de un repertorio más amplio de herramientas para comunicar sus ideas.
  • Creará un ambiente más favorable para obtener resultados más positivos en las negociaciones.

Habilidades para tener una buena negociación

En el ámbito empresarial, resulta esencial poseer ciertas habilidades que no solo promuevan la consecución de metas, sino que también fomenten relaciones a largo plazo con los clientes, ya que adquirir nuevos clientes suele ser más costoso que mantener a los existentes. 

A continuación, le presentamos algunas de las habilidades que recomendamos para alcanzar sus objetivos:

Inteligencia emocional:

Es la habilidad de reconocer, comprender y gestionar nuestras propias emociones para abordar las discusiones con serenidad, lo que a su vez nos permite tomar decisiones racionales independientemente de las circunstancias.

Sentido común:

Es la habilidad de evaluar situaciones con precisión, que se encuentra estrechamente vinculada a la prudencia y la moderación en contextos complejos, lo que nos permite reaccionar de manera apropiada.

Empatía:

Implica adoptar la perspectiva del otro para anticipar sus reacciones y construir una relación basada en la confianza, lo cual resulta sumamente beneficioso en el contexto de una negociación.

Comunicación:

Es un proceso que va más allá de las palabras y se trata de establecer una conexión con su cliente, permitiéndole expresar no solo sus puntos de vista, sino también las emociones relevantes que pueden motivar a su interlocutor a tomar acciones. Además, esta habilidad es valiosa para abordar temas con claridad y resolver conflictos de manera efectiva.

Técnicas de negociación

Ahora sí, conozca de primera mano toda la información:

Técnica elevator pitch:

Esta técnica de negociación es una estrategia de comunicación efectiva que se utiliza para presentar una idea, un producto en menos de 30 segundos o 2 minutos que es el tiempo que tomaría un viaje en ascensor. El objetivo principal es captar la atención de la audiencia de manera rápida convenciendo a su interlocutor una idea de forma convincente.

Tenga en cuenta los siguientes elementos que necesitará para hacer un buen elevator pitch:

*Claridad:

Debe ser comprensible para cualquier audiencia, incluso aquellas que no tienen conocimientos previos sobre el tema.

*Interés:

Debe despertar el interés del oyente desde el principio, destacando el valor o beneficio que ofrece la idea, producto o proyecto.

*Lenguaje persuasivo:

Utilizar un lenguaje persuasivo y emocional puede ayudar a conectarse emocionalmente con la audiencia y hacer que se sientan interesados o motivados.

*Estructura:

Puede seguir una estructura básica, como comenzar con una introducción, presentar el problema o necesidad que aborda, destacar la solución o ventaja que ofrece y concluir con una llamada a la acción.

*Adaptación:

Es importante adaptar el elevator pitch al público al que se está dirigiendo. Puede ajustar el mensaje para que sea relevante para la audiencia específica.

En resumen, esta herramienta resulta importante en situaciones en las que dispone de un tiempo limitado para comunicar su idea de negocio. A continuación, le proporcionamos otro recurso que le permitirá comprenderla más fácil.

Descubra también: Los errores más comunes al emprender: cómo evitarlos y tener éxito

Técnicas de Harvard:

Esta técnica es quizá una de las más utilizadas y se centra en 4 ejes fundamentales. Los principios son:

1). Separe a las personas del problema:

Este principio implica abordar el problema como una entidad independiente, desvinculada de las relaciones personales, con el fin de evitar que las emociones afecten el proceso de toma de decisiones.

Por ejemplo, en una situación de trabajo, si un cliente lo critica duramente una propuesta que haya presentado, en lugar de tomarlo como un ataque personal, es importante analizar la crítica de manera objetiva y considerar si puede haber aspectos mejorables en la propuesta que justifiquen su comentario.

2). Céntrese en los intereses, no en las posiciones:

Definamos los conceptos clave: las posiciones son lo que alguien expresa que desea, mientras que los intereses son las necesidades que impulsan esas posiciones. Al poner el enfoque en los intereses, se abren oportunidades para encontrar soluciones más innovadoras y mutuamente beneficiosas.

Por ejemplo, consideremos una situación en la que dos de sus colaboradores compiten por un presupuesto limitado para sus áreas. En lugar de enfocarse únicamente en la cantidad de dinero disponible, podrían centrarse en los objetivos compartidos que ambos buscan lograr.

Esto podría llevar a una asignación de recursos más estratégica y eficiente que beneficie a la empresa en su conjunto.

3). Genere más opciones antes de decidir:

Cuando enfrente la necesidad de tomar una decisión, es recomendable generar una diversidad de posibles soluciones antes de llegar a una conclusión. Este enfoque no solo le ayudará a tomar decisiones más sólidas, sino que también estimulará su pensamiento creativo.

Por ejemplo, en una negociación con un cliente que se muestra indeciso sobre realizar una compra, considere ofrecer un abanico de opciones. Puede ofrecer un descuento especial para clientes que compran por primera vez, agregar un regalo adicional al producto o proporcionar algún beneficio extra que pueda inclinar la balanza a su favor.

Esta variedad de enfoques puede aumentar sus posibilidades de cerrar la venta de manera satisfactoria.

4). Utilice criterios más objetivos:

Este principio subraya la importancia de tomar decisiones basadas en la objetividad y en criterios que ambas partes consideren justos.

Por ejemplo, al determinar el salario de un nuevo empleado, podría investigar y evaluar los rangos salariales en la industria y región para establecer una oferta que sea justa tanto para el candidato como para su empresa.

Aquí le presentamos algunas técnicas avanzadas para implementar con éxito el método de negociación de Harvard.


Conclusión:

Hasta aquí hemos llegado en este artículo sobre técnicas de negociación. Le extendemos una invitación a continuar explorando nuestro portal para descubrir otros temas de su interés. 

Si usted es un emprendedor que busca potenciar su negocio mediante herramientas tecnológicas, le sugerimos visitar la página web de Aliaddo, un software administrativo en la nube que ofrece soluciones de nómina, factura electrónica y ERP para pymes en Colombia. 

No dude en compartir este blog y otros recursos para seguir enriqueciendo su crecimiento. ¡Nos vemos en una próxima!

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