Taller gratis Bilbao: Empieza a cerrar negociaciones imposibles con sistema Harvard

Name: Taller gratis Bilbao: Empieza a cerrar negociaciones imposibles con sistema Harvard
Uploaded: 2026-02-05T00:24:28.000Z
Duration: 3 h 6 min 40 s

Introduction to the Discussion

Overview of Participants and Context

The conversation begins with a mention of 3,800 people expected for an upcoming series.

Mateo shares his mixed feelings about Daniel, indicating a complex relationship where Daniel has strong opinions about him.

A promotional strategy is discussed, offering incentives for early buyers of a program.

Program Details and Audience Engagement

The initial class of the program will provide background information on Francis Fuerza; there are nearly 500 participants in the reading club.

The concept of "building in public" is introduced, emphasizing transparency in their work processes and sharing both successes and failures.

Negotiation Insights from Personal Experience

Background and Education

One participant shares their diverse educational background, including studies in Fine Arts, Literature, Advertising, and Marketing.

They recount working as a volunteer at an environmental foundation focused on improving decision-making related to natural resources.

Key Learnings on Decision-Making

A significant conclusion from a retreat was that poor negotiation leads to bad decisions; effective communication is crucial for better agreements.

The speaker highlights the importance of conflict resolution training they received from experts in socio-environmental negotiations.

The Journey into Negotiation Studies

Transitioning Careers

After realizing their passion for negotiation during training sessions, the speaker left their successful advertising career to study negotiation full-time at Harvard.

They emphasize that understanding theory isn't enough; practical application is essential for effective negotiation skills.

Negotiation Insights and Personal Reflections

Learning from Experience

The speaker reflects on their learning journey, emphasizing that studying for eight hours a day significantly improved their negotiation skills. They recount a pivotal experience where they attempted to negotiate the termination of an advertising agency contract.

After the negotiation, the speaker struggled to sleep, realizing they had made mistakes during the process. This common post-negotiation reflection leads them to question their performance and consider what could have been done differently.

The speaker acknowledges reverting to old habits as a poor negotiator, driven by competitiveness and ego. Despite having studied negotiation techniques, they felt overwhelmed when applying this knowledge in practice.

Emotional Impact of Negotiation

The realization of not effectively utilizing learned skills led to feelings of depression. The speaker invested significant time and resources into education but felt unprepared for real-world application.

An idea emerged after a weekend of reflection: seeking guidance from renowned Harvard professors who are known for their expertise in negotiation. They offer brief consultations that require thorough preparation.

Preparation vs. Spontaneity

During these consultations, the speaker humorously expressed frustration about their inability to connect theoretical knowledge with practical behavior in negotiations.

A professor appreciated the metaphor used by the speaker regarding blocked connections between knowledge and action, highlighting that not all negotiation behavior is spontaneous; some requires deliberate preparation.

Importance of Preparation

The discussion shifted towards research on successful negotiators who ranked various factors contributing to success, with preparation being deemed paramount among them.

While acknowledging that preparation encompasses many elements, the speaker admitted they lacked effective strategies for preparing before entering negotiations at Harvard.

Understanding Negotiation Dynamics

Through education at Harvard, the speaker learned how to analyze negotiations deeply—understanding anatomy and physiology rather than just surface-level issues was crucial for effective preparation.

A professor emphasized that proper preparation involves extensive planning and collaboration with partners or colleagues before engaging in negotiations.

Contextualizing Negotiation Practices

The conversation transitioned into discussing how different backgrounds influence negotiation styles. The speaker noted contrasting experiences with partners who approached business challenges differently based on their training and environments.

Finally, participants were encouraged to reflect on daily negotiations in various contexts—highlighting how often people engage in negotiations without recognizing them as such (e.g., interactions with children).

Negotiation Insights and Creativity

The Value of Negotiation in Daily Interactions

The speaker emphasizes the importance of negotiation, noting that individuals typically engage in 10 to 20 negotiations daily, which can significantly impact their professional outcomes.

If each person improves their negotiation skills slightly, it could lead to substantial economic benefits for both individuals and companies, especially in larger organizations.

Improved relationships and results from better negotiations can enhance overall performance, as reflected in company balances and financial outcomes.

Unseen Opportunities in Negotiations

The speaker illustrates how value is often wasted during negotiations due to overlooked details, likening it to "hundreds of holes" where potential gains are lost.

Through experience and training simulations, the speaker highlights that well-prepared negotiators can achieve significantly better results compared to those who are unprepared.

Cultural Perspectives on Creativity

The discussion touches on cultural differences regarding problem-solving; Latin Americans often develop creative solutions from a young age due to less structured environments compared to more developed countries.

This creativity is described as a form of resourcefulness ("lo atamos con alambre"), showcasing an ability to find solutions despite challenges.

Human Element in Negotiation

Acknowledging the lack of creativity in traditional negotiation programs, the speaker stresses the need for human connection and understanding during negotiations.

Emphasizing empathy and interest in others' perspectives can lead to more effective negotiations. It's crucial not just to send serious representatives but also those who bring creativity and human insight.

Learning from Diverse Experiences

The speaker shares experiences teaching negotiation across various cultures, highlighting interactions between indigenous groups and corporate entities as rich learning opportunities.

Engaging with diverse backgrounds fosters innovative solutions when participants are encouraged to take ownership of their roles within negotiations.

Allowing individuals from different backgrounds to collaborate creatively leads to remarkable outcomes that transcend conventional negotiation strategies.

How to Achieve Creativity in Negotiation

Understanding the Importance of Creativity

The speaker emphasizes that achieving success requires creativity, but questions how one can cultivate this creativity.

A story is shared about two daughters fighting over an orange, illustrating a common negotiation scenario where both parties believe they have equal rights to the item.

The Misunderstanding in Negotiation

The mother intervenes by cutting the orange in half, believing she has resolved the conflict fairly. However, this solution fails to address the underlying needs of each daughter.

One daughter wanted the fruit's flesh while the other desired the peel for a recipe, highlighting that their interests were not aligned with their stated positions.

Communication and Trust in Negotiation

The speaker points out that effective communication was lacking; understanding true needs could have led to a better outcome.

Emphasizes that trust is essential for fostering creativity and dialogue during negotiations. Without it, parties may hesitate to communicate openly.

Long-term Relationships and Results

The course aims at improving relationships for better long-term results rather than short-term gains. Participants are encouraged to adopt methods for learning from every negotiation experience.

Reflecting on past negotiations helps individuals understand what worked well and what could be improved upon in future interactions.

Preparation and Evaluation Techniques

Preparation is crucial; participants should write down their strategies before entering negotiations. This leads to more spontaneous and effective behavior during discussions.

After negotiating, evaluating performance against prepared objectives allows negotiators to learn from each interaction, enhancing expertise over time.

Understanding the Challenges of Learning and Application

The Frustration of Delayed Application

The speaker expresses frustration about being forced to wait to apply learned knowledge, emphasizing the years spent studying and understanding concepts.

A professor's response, "it's not gonna happen," highlights a common barrier in education where immediate application is not feasible.

Human Capacity for Knowledge

The speaker shares an intriguing fact about humans having millions of kilometers of neural pathways, illustrating the vast potential for learning and understanding.

Personal experiences shape our negotiation skills and personality over time, likening this accumulation to sculpting a marble statue.

Formation of Personality

Reference to Jean-Solot Filloux's book on personality formation emphasizes the interplay between genetics, culture, and personal experiences.

A memorable lesson from a professor stresses being kind to individuals while addressing problems directly; however, practical application can be challenging.

Learning Through Experience

The process of gaining expertise involves preparation, execution, evaluation, and continuous improvement based on real-world impacts.

Despite extensive literature on negotiation techniques, practical experience is essential for effective learning; evaluating what works versus what doesn't is crucial.

Real-Life Teaching Experience

The speaker recounts teaching municipal inspectors in Quito how to negotiate with informal vendors amidst cultural challenges.

Initial struggles in teaching highlight the importance of adapting methods when faced with unresponsive learners.

Growth Through Evaluation

Observations reveal that students improved significantly by preparing for negotiations daily and reflecting on their performance after each session.

This iterative process allowed them to develop expertise rapidly through consistent practice and evaluation.

Leadership and Learning in Organizations

The Role of Teamwork and Leadership

Mónica Moreira, a key figure in the discussion, demonstrated exceptional leadership by effectively managing a challenging situation with community members. Her ability to listen and engage helped resolve conflicts better than anticipated.

Continuous learning is emphasized as crucial for individual success; however, the speaker notes that individuals are inherently social beings who function within organizations, which can hinder the application of learned skills.

Bridging Theory and Practice

Research was conducted to identify barriers preventing knowledge transfer from classroom settings to practical applications. This involved collaboration with psychologists to develop strategies for effective implementation.

Larry Saskin, a mentor from MIT, highlighted a recurring issue where enthusiasm fades after training sessions. He introduced the metaphor of a "saw" representing this loss of momentum post-training.

Social Dynamics in Learning

The speaker created ten verbs outlining factors that inhibit knowledge retention and application. Emphasizing that humans are social creatures, he noted that external expectations significantly influence behavior.

A metaphor involving an ant painted white illustrates how individuals returning from training may struggle to maintain new practices due to peer pressure or lack of support.

Importance of Leadership Commitment

The commitment of organizational leaders is critical for fostering an environment conducive to applying negotiation techniques learned during training sessions.

When leaders actively promote negotiation courses, participants feel encouraged to adopt new practices as they recognize organizational support rather than viewing it as an outsider's perspective.

Creating Organizational Support Structures

To reinforce learning outcomes, posters were developed featuring company logos that communicated essential negotiation principles endorsed by leadership.

The impact of leadership engagement became evident when directors expressed enthusiasm for learning negotiation skills, leading to increased motivation among participants during subsequent training sessions.

Negotiation Skills in Various Sectors

Importance of Defining Good Negotiation

A company that manufactures thermoses has a clear definition of what constitutes a good thermos, yet lacks a similar definition for successful negotiations despite having 100 employees negotiating 2,000 times daily.

This lack of clarity in negotiation standards is highlighted as a significant societal error, affecting not just businesses but also governments, NGOs, schools, universities, and hospitals.

Challenges in Hospital Negotiations

Hospitals face critical negotiation challenges related to life-and-death situations; however, medical professionals often lack training in negotiation skills.

The urgency and emotional stakes involved complicate negotiations when dealing with patients' families and healthcare providers who may be reluctant to communicate effectively.

Educational Gaps in Negotiation Training

There is a call for teaching negotiation skills at all educational levels—from primary school through university—to prepare individuals for real-world interactions.

The speaker emphasizes the need to structure negotiations effectively and hints at using Harvard's model while introducing additional elements focused on creativity.

Understanding Interests vs. Positions

Building trust is essential for effective negotiation; understanding the difference between positions (what people say they want) and interests (the underlying reasons behind those wants) is crucial.

The speaker uses an analogy involving oranges to illustrate how superficial arguments can mask true interests that cannot be satisfied through traditional bargaining methods.

Lessons from Anecdotes

An anecdote about a professor playing golf illustrates the importance of perspective; initial frustrations can lead to deeper insights about empathy and understanding others’ circumstances.

The story concludes with the pastor realizing his previous anger was misplaced after learning about the background of other players who were once heroes during a crisis.

Negotiation Skills and Active Listening

Offering Free Services

The speaker offers their services for free, alongside a negotiation professor who suggests playing at night, hinting at a strategic approach to negotiations that may involve some cunning.

Importance of Preparation and Listening

The speaker emphasizes the significance of preparation in negotiations and poses a question about what other fundamental aspects contribute to successful negotiations.

They highlight that listening is crucial; contrary to popular belief, being eloquent is less important than genuinely understanding the other party's perspective.

Challenges of Active Listening

Active listening is described as deceptively difficult. Recommendations include maintaining eye contact and avoiding distractions like phones to show genuine engagement.

Body language plays a vital role in active listening. The speaker mentions a colleague who teaches that one's physical posture should convey attentiveness, likening it to having an "ear-shaped" body.

Techniques for Effective Listening

Repeating or paraphrasing what the other person has said can demonstrate understanding and build trust. This technique encourages more information sharing from the other party.

Building trust through active listening not only helps in gathering information but also fosters deeper connections during negotiations.

Patience in Building Trust

Developing trust may require multiple interactions; patience is essential for becoming an effective listener over time.

Personal anecdotes illustrate how casual conversations before formal meetings can enhance rapport and facilitate better negotiation outcomes.

Learning from Experience

The speaker shares experiences from their time at McKinsey, emphasizing that learning to listen effectively was critical for closing deals with clients.

Vulnerability in Sharing Interests

People often hesitate to share their interests due to vulnerability. However, demonstrating good listening skills can encourage openness and trust.

Symbolism of the Fishbowl

A metaphorical fishbowl represents how one should view others during conversations—acknowledging their feelings while ensuring they feel heard without interruption.

Understanding Emotional Communication in Negotiation

The Role of Emotions in Negotiation

The speaker uses a metaphor of a fish tank to illustrate how negative emotions can hinder communication. When someone is overwhelmed with emotions (represented by water), it becomes difficult for them to listen or engage effectively.

Building trust is essential; the speaker emphasizes that once enough trust is established, the real issues (symbolized by a fish) can surface, allowing for more productive negotiations.

Techniques for Encouraging Dialogue

Experts suggest that listening without interruption encourages others to speak. Simple gestures like asking "How are you?" and then remaining silent can prompt deeper conversations.

Practicing active listening—demonstrating understanding through repetition and refraining from giving opinions—can lead to significant shifts in conversation tone, fostering a serene dialogue environment.

Active Listening Under Time Constraints

In high-pressure situations where time is limited, active listening becomes even more crucial. Without it, negotiators risk getting stuck in repetitive patterns without addressing underlying interests.

Acknowledging interruptions when they occur shows respect and maintains rapport. Admitting mistakes during conversations can enhance relationships and facilitate better communication.

Managing Low Performers in Negotiations

The speaker discusses strategies for dealing with low performers during negotiations, emphasizing the importance of understanding their motivations rather than merely managing them.

Effective negotiation requires recognizing the interests of those involved. By understanding what drives individuals, one can motivate them towards desired outcomes while ensuring mutual benefit.

Understanding Psychological Motivations

The discussion touches on the aspirations of younger individuals who seek recognition and status but may lack readiness for leadership roles. Understanding these desires helps tailor approaches that resonate with their ambitions.

Recognizing individual motivations allows negotiators to create opportunities for acknowledgment and growth, which fosters engagement and commitment from all parties involved.

Feedback and Growth: Understanding Motivations

The Absurdity of Expectations

A person requested unrealistic promises for growth, expecting a 30x increase in a business lacking cash flow. This highlights the disconnect between ambition and reality.

The individual seemed more focused on being busy rather than genuinely wanting to grow or have free time, indicating a deeper psychological issue regarding their relationship with work.

Empathy in Communication

High levels of empathy are essential when navigating complex interpersonal situations, especially in marketing and feedback contexts.

It's crucial to assess whether to invest time in developing others or to let them go based on personal attachment and the potential return on investment.

Active Listening as a Moral Duty

Engaging in active listening is framed as a moral obligation; however, it’s acknowledged that one can choose not to listen if they prioritize other commitments.

Each individual's decision-making process regarding whom to engage with varies based on perceived value and context.

Decision-Making: When to Let Go

Frequency of Letting Go

Decisions about letting go depend on the frequency of interactions and how much those interactions matter personally; there are no universal rules.

The speaker emphasizes that sending things "to loss" occurs when the cost outweighs the benefits, highlighting pragmatic decision-making.

Preparation Techniques for Problem Solving

Effective preparation involves allowing time for subconscious processing; taking breaks can lead to clearer problem-solving insights.

Writing down responses forces clarity and engagement with difficult questions, which aids in resolving issues more effectively.

Negotiation Strategies: Handling Difficult Conversations

Dealing with Stubborn Negotiators

When faced with someone who clings stubbornly to unreasonable positions, sometimes it's necessary to walk away from the negotiation if it becomes unproductive.

Understanding one's alternatives is critical; if options outside the negotiation are poor, patience may be required. This reflects strategic thinking about negotiation dynamics.

Negotiation Insights and Program Overview

Importance of Sticking to Negotiation Positions

The speaker praises Jorge for his negotiation skills, emphasizing the importance of maintaining a firm position despite alternative solutions being available.

A question is raised about why it is crucial for Jorge to remain steadfast in his approach when other options could better serve his interests.

Understanding the Mechanisms of Negotiation

The speaker uses a metaphor comparing negotiation to a motor needing lubrication; understanding the underlying issues is essential before applying solutions.

Emphasizes that one must comprehend how the "motor" (the negotiator's mindset) operates to effectively address friction points in discussions.

Active Listening as a Tool

Active listening is highlighted as a virtue that allows negotiators to build trust and think critically without rushing into solutions.

By listening, negotiators can help others articulate their thoughts, leading them to self-discovery regarding their desires and needs.

Therapeutic Aspects of Negotiation

The speaker likens effective negotiation techniques to therapy, suggesting that through dialogue, individuals may realize what they truly want.

An overview of key concepts related to negotiation will be provided in an upcoming program aimed at enhancing participants' skills.

Program Structure and Logistics

The negotiation program will span four weeks with eight live sessions focused on practical case studies and direct feedback from mentors.

Week one covers foundational aspects of negotiation; week two focuses on influence strategies; week three involves real-case execution with AI assistance; week four consolidates learned tools for effective negotiations.

Key Modules Breakdown

Each week includes specific modules:

Module 1: Competitive Collaboration

Module 2: Anatomy of Negotiation

Module 3: Influence and Persuasion

Module 4: Practical Case Clinics

Additional modules focus on intangible factors affecting negotiations.

Introduction to the Program and Mentors

Overview of Key Mentors

The program will feature 50 participants who will receive one-on-one feedback from mentors, including Andrés and Francisco.

Francisco Nelson is a conflict resolution specialist from Harvard and a consultant for the Inter-American Development Bank, TechIn, and URA.

Pablo Enegas serves as the academic director of the negotiation program at Torcuato Di Tella University.

Bonuses Included in the Program

Participants will receive an objection-handling skill bonus valued at $130, which includes mapped options by industry and role for negotiations.

A second bonus is an AI dashboard with a probable proposal matrix that helps participants train for negotiations; this tool is valued at $520 but included for free in the program.

The third bonus is a workshop on communication, confidence, and assertiveness aimed at overcoming fear during negotiations. This workshop has a value of $110 but is also included at no extra cost.

Total Value of Bonuses

Summary of Bonus Offerings

The total value of bonuses provided amounts to $760:

Objection-handling skills ($130)

AI dashboard with proposal matrix ($520)

Communication workshop ($110)

Quick Action Bonuses

Incentives for Early Enrollment

Quick action bonuses are designed to encourage prompt decisions regarding joining the program.

Individuals who hesitate may miss out on valuable negotiation tools; those who act quickly can benefit significantly from these resources.

One-on-One Sessions

The first five enrollees will receive a one-on-one session with Andrés Bilbao, where he will provide tailored advice based on their current negotiation situations.

Additional Clinical Opportunities

Extra Learning Sessions

The first ten enrollees (in addition to the first five receiving one-on-one sessions) will gain access to an extra clinic focused on negotiation cases with Andrés and other consultants.

Program Accessibility and Launch Details

Enrollment Information

The initial launch price for this exclusive cohort is set at $1,600. There are limited spots available due to quality control measures—only 30 spots remain after selling 15 already.

Personal Recommendations

It’s suggested that high performers often benefit from negotiation programs as gifts or incentives in professional settings.

Final Notes on Registration Process

Transparency in Enrollment

Links for enrollment are being shared across various platforms (YouTube, Zoom), ensuring transparency about who enrollments are successful among early registrants.

Program Launch and Structure

Program Details and Start Date

Participants can begin purchasing access to the program as soon as the link is provided by the team. The program starts in the first week of March, allowing time for organization before it begins.

The official start date is set for the first Monday of March, giving participants a few days in February to prepare. This structure aims to facilitate effective organization among attendees.

Cohort Formation and Community Building

The goal is to create multiple cohorts that foster a supportive community where participants can discuss negotiation situations and develop a common language around these topics. This approach emphasizes collaboration and shared learning experiences.

There is an acknowledgment of the limited training professionals typically receive in negotiation, highlighting the value of this program in enhancing skills that are often overlooked. The speaker expresses excitement about planning this initiative due to its potential impact on participants' professional lives.

Schedule and Accessibility

Sessions will be held on Mondays and Wednesdays from 6 PM to 8 PM (Colombia time), designed to accommodate those finishing work at that hour. The program consists of eight modules over four weeks, focusing intensively on negotiation skills during March.

All sessions will be recorded, ensuring lifetime access to materials for those unable to attend live sessions, which enhances flexibility for participants with varying schedules. Additionally, completion of the program results in certification from Academia 30x, adding value to participants' resumes.

Q&A Sessions and Support

Addressing Participant Questions

A series of Q&A sessions will be conducted by Andrés Bilbao, addressing complex topics such as fundraising and mergers & acquisitions (M&A). Participants are encouraged to ask questions via WhatsApp or other platforms where links are shared for easy access.

Direct communication with Andrés through WhatsApp is emphasized for personalized responses regarding any inquiries or assistance needed with payment options or course details. This direct line fosters engagement between instructors and students while providing timely support.

Importance of Gender Diversity

Emphasis is placed on encouraging female participation in the course; recognizing that women bring unique perspectives and negotiation styles that can benefit all participants—especially men who have much to learn from them about non-forceful persuasion techniques in negotiations.

An illustrative analogy highlights how women often find solutions without relying on physical strength, showcasing their ability to negotiate effectively through communication rather than force—a skill valuable for all negotiators regardless of gender.

Final Thoughts

Course Dynamics

The dynamic between instructors involves one providing formal education while another translates concepts into more relatable terms using analogies—this dual approach aims at enhancing understanding among diverse learners within the cohort setting.

This structured format provides clarity on key aspects discussed throughout the transcript while maintaining accessibility through timestamped references for further exploration.