Bases y fundamentos de la negociación – José I. Tobón

El objetivo de este libro es contribuir a presentar la venta como una actividad estructurada y soportada por conceptos científicos, de tal forma que aquellas personas que tienen un muy buen resultado, siendo empíricas, al tener un soporte científico, puedan tener resultados extraordinarios. La ciencia es una forma de hacer posibles aquellas cosas que consideramos imposibles; es el paso de lo imposible a lo posible.

Along these lines, you’ll find some advice on how to approach a tough negotiator, whom I’ll refer to as the S.O.B. This negotiator is abrasive, difficult, abusive, unjust, rude, illogical, disrespectful, challenging, and self-centered. He is ruthless in his pursuit of his goals and has no hesitation about causing you or others inconveniences. He arouses vexing emo-tions in you, infringes on your rights, and makes you feel helpless. This negotiator wields overwhelming influence and has a detrimental effect on your life. It would be better if you could use ethical and clever ways to mitigate the negative effects that the S.O.B. has on you. For a minute, put yourself in the shoes of the person affected by this tough nego-tiator and chances are you will feel like a loser and your self-esteem will be on the floor.