sábado, 31 de marzo de 2007

El caso de la naranja

Es curioso conocer diferentes técnicas de negociación y cómo la falta de comunicación nos puede llevar a conflictos que no deberían serlo.
El ejemplo clásico en una negociación de conflicto aparente consiste en el caso de la naranja.

Se supone que dos partes disputan una naranja, pero como no se ponen de acuerdo sobre quién tiene el mejor derecho recurren a la justicia.

Los tribunales asignan el derecho a una de las partes, pero la solución del conflicto mediante la vía judicial no es eficiente. Ello se debe a que una parte quería la naranja para comérsela y la otra para vender la cáscara, es decir ambas partes pudieron beneficiarse. La pretensión de asignación de derechos de las partes es contrapuesta a pesar que sus intereses son compatibles. Lo que sucede en este supuesto es que el conflicto es aparente y las partes no lo solucionan por su falta de comunicación, no saben que sus intereses no son contrapuestos.

Pues eso, a reflexionar cuantas veces nos peleamos sin motivo.

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