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Experto en Negociación: El arte de conseguir exactamente lo que quieres | José Ignacio Tobón

Dinstinto•6 de abril de 2026•01:59:58•
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Descripción del Episodio

José Tobón fue nombrado el quinto mejor negociador del mundo según Global Gurus. Lleva décadas entrenando negociadores en empresas de Europa y Latinoamérica, y tiene una tesis que cambia todo: toda negociación, sin importar con quién sea, tiene exactamente la misma estructura.

En este episodio aprenderás cómo identificar los intereses reales del otro antes de sentarte a negociar, por qué tu poder en una mesa casi nunca está donde crees, cómo construir alternativas que te permitan pararte cuando sea necesario, y las 6 preguntas que debes responder antes de cualquier negociación importante. También hablaremos de persuasión, ego, firmeza, y del error que comete la mayoría: hablar demasiado y preguntar demasiado poco.


Tienes razón, el episodio de José lo dejamos muy denso. Aquí va una versión reducida, con los capítulos más importantes y mejor espaciados:


00:00 Intro

01:53 Por qué negociamos más que nunca

06:31 La estructura universal de toda negociación

08:45 El poder está en poder levantarte de la mesa

10:01 Cómo hacer propuestas que el otro no puede rechazar

13:31 Cómo descubrir los intereses reales del otro

14:18 Por qué los miedos son la clave de toda negociación

15:00 Cómo sacarle información a alguien que no quiere darla

19:16 Cómo construir alternativas y cuándo pararte

24:21 Por qué hay que preguntarle directamente al caballo

26:33 Cómo usar criterios para no pelear por opiniones

31:38 Sponsored

33:25 La blasfemia de la negociación

38:06 Cómo funciona el cerebro cuando negocias

41:36 Persuasión vs. manipulación

44:13 Los tres principios de la persuasión

50:48 Por qué nos faltan argumentos emocionales

54:05 El negociador estilo soviético

59:53 Las 6 preguntas que debes responder antes de negociar

1:05:18 Los miedos son simétricos: el otro también tiene miedo

1:08:11 Por qué sin estrategia eres solo táctico

1:20:19 Cómo es el negociador ideal

1:24:28 Cómo negociar con personas difíciles

1:34:12 El ego como vulnerabilidad y como herramienta

1:38:21 Por qué le tenemos tanto miedo al conflicto

1:42:11 La vasija y la piedra

1:47:26 El error más común: quedarse en el qué y no en el por qué

1:52:16 El 80% deja dinero sobre la mesa

1:55:09 Preguntas rápidas, no tan rápidas


REDES SOCIALES Y SITIO WEB JOSE TOBÓN:

Instagram: https://www.instagram.com/joseitobon/

Linkedin: https://www.linkedin.com/in/joseitobon/


REDES SOCIALES DE DINSTINTO

Instagram: https://www.instagram.com/dinstintopodcast

TikTok: https://www.tiktok.com/@dinstintopodcast

Facebook: https://www.facebook.com/profile.php?id=61556652682569&_rdc=1&_rdr


HOST: DAVID LLANO

https://www.instagram.com/davidllanop


PRODUCTOR AUDIOVISUAL: DANIEL MÁRQUEZ

https://www.instagram.com/danimarquez___

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