{"id":1378,"date":"2026-08-10T11:17:38","date_gmt":"2026-08-10T09:17:38","guid":{"rendered":"https:\/\/magicart-delta.com\/?p=1378"},"modified":"2026-08-11T15:47:59","modified_gmt":"2026-08-11T13:47:59","slug":"uspeshni-pregovori-chast-2","status":"publish","type":"post","link":"https:\/\/magicart-delta.com\/it\/2026\/08\/10\/\u0436\u0438\u0432\u043e\u0442\u044a\u0442-\u043f\u043e\u0440\u0435\u0434\u0438\u0446\u0430-\u043e\u0442-\u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438-\u0447\u0430\u0441\u0442-2\/","title":{"rendered":"\u0416\u0438\u0432\u043e\u0442\u044a\u0442 &#8211; \u043f\u043e\u0440\u0435\u0434\u0438\u0446\u0430 \u043e\u0442  \u0443\u0441\u043f\u0435\u0448\u043d\u0438 \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438 \u2013 \u0447\u0430\u0441\u0442 2"},"content":{"rendered":"<p>\u041f\u0440\u043e\u0434\u044a\u043b\u0436\u0430\u0432\u0430\u043c\u0435 \u043d\u0430\u0448\u0438\u044f \u0430\u043d\u0430\u043b\u0438\u0437 \u043d\u0430 \u0438\u0437\u043a\u0443\u0441\u0442\u0432\u043e\u0442\u043e \u0434\u0430 \u043f\u043e\u0441\u0442\u0438\u0433\u0430\u043c\u0435 \u043a\u043e\u043c\u043f\u0440\u043e\u043c\u0438\u0441\u0438 \u043a\u0430\u043a\u0442\u043e \u0432 \u043b\u0438\u0447\u043d\u0438\u044f, \u0442\u0430\u043a\u0430 \u0438 \u0432 \u043f\u0440\u043e\u0444\u0435\u0441\u0438\u043e\u043d\u0430\u043b\u043d\u0438\u044f \u0441\u0438 \u0436\u0438\u0432\u043e\u0442. \u0412\u043e\u0434\u0435\u043d\u0435\u0442\u043e \u043d\u0430 <strong class=\"rQesXe MPyX\" data-sfc-cp=\"\" data-sfc-root=\"ep\" data-complete=\"true\" data-copy-service-computed-style=\"font-family: &quot;Google Sans&quot;, Arial, sans-serif; font-size: 16px; font-weight: 700; margin: 0px; text-decoration: none; border-bottom: 0px rgb(10, 10, 10);\">\u0443\u0441\u043f\u0435\u0448\u043d\u0438 \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438<!--TgQPHd|||[]--><\/strong> \u0438\u0437\u0438\u0441\u043a\u0432\u0430 \u043d\u0435 \u0441\u0430\u043c\u043e \u0442\u044a\u0440\u043f\u0435\u043d\u0438\u0435, \u043d\u043e \u0438 \u0434\u044a\u043b\u0431\u043e\u043a\u043e \u0440\u0430\u0437\u0431\u0438\u0440\u0430\u043d\u0435 \u043d\u0430 \u043f\u0441\u0438\u0445\u043e\u043b\u043e\u0433\u0438\u0447\u0435\u0441\u043a\u0438\u0442\u0435 \u043c\u0435\u0445\u0430\u043d\u0438\u0437\u043c\u0438, \u043e\u043f\u0438\u0441\u0430\u043d\u0438 \u0432 \u043e\u0444\u0438\u0446\u0438\u0430\u043b\u043d\u0438\u044f <strong class=\"rQesXe MPyX\" data-sfc-cp=\"\" data-sfc-root=\"ep\" data-complete=\"true\" data-copy-service-computed-style=\"font-family: &quot;Google Sans&quot;, Arial, sans-serif; font-size: 16px; font-weight: 700; margin: 0px; text-decoration: none; border-bottom: 0px rgb(10, 10, 10);\"><span class=\"iNqyIf\" data-sfc-cp=\"\" data-sfc-root=\"ep\" data-complete=\"true\" data-copy-service-computed-style=\"font-family: &quot;Google Sans&quot;, Arial, sans-serif; font-size: 16px; font-weight: 700; margin: 0px; text-decoration: none; border-bottom: 0px rgb(10, 10, 10);\">\u0441\u043f\u0440\u0430\u0432\u043e\u0447\u043d\u0438\u043a \u043d\u0430 \u0425\u0430\u0440\u0432\u0430\u0440\u0434\u0441\u043a\u0438\u044f \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0435\u043d \u043f\u0440\u043e\u0435\u043a\u0442<!--TgQPHd|||[]--><\/span><!--TgQPHd|||[]--><\/strong>. \u0412\u044a\u0432 \u0432\u0442\u043e\u0440\u0430\u0442\u0430 \u0447\u0430\u0441\u0442 \u043d\u0430 \u0442\u043e\u0437\u0438 \u043c\u0430\u0442\u0435\u0440\u0438\u0430\u043b \u0449\u0435 \u0440\u0430\u0437\u0433\u043b\u0435\u0434\u0430\u043c\u0435 \u043a\u043e\u043d\u043a\u0440\u0435\u0442\u043d\u0438\u0442\u0435 \u0442\u0430\u043a\u0442\u0438\u043a\u0438 \u0437\u0430 \u0441\u043f\u0440\u0430\u0432\u044f\u043d\u0435 \u0432 \u043d\u0430\u043f\u0440\u0435\u0433\u043d\u0430\u0442\u0438 \u0441\u0438\u0442\u0443\u0430\u0446\u0438\u0438.<\/p>\n<h2><strong>Il modo in cui parliamo \u00e8 pi\u00f9 importante di quello che diciamo<\/strong><\/h2>\n<p>Un errore frequente nei discorsi \u00e8 affrettarsi. Se spingi la conversazione, l&#039;altra persona avr\u00e0 la sensazione che non la stai ascoltando. E non \u00e8 cos\u00ec che si costruisce la fiducia. Il tempo \u00e8 uno degli argomenti pi\u00f9 importanti nelle negoziazioni. Quando rallenti, in realt\u00e0 calmi l&#039;atmosfera.<\/p>\n<p>In una conversazione, soprattutto se c&#039;\u00e8 una negoziazione o una discussione, le persone tendono a concentrarsi su ci\u00f2 che stanno dicendo. E non prestano attenzione a come lo dicono. Le parole sono importanti, ma la comunicazione non verbale gioca il ruolo decisivo. L&#039;aspetto generale \u00e8 molto importante. Se usi le parole per calmare l\u2019avversario, ma allo stesso tempo irradi tensione perch\u00e9 batti nervosamente il piede, l\u2019altra persona prester\u00e0 sicuramente pi\u00f9 attenzione al tuo comportamento. Anche se solo inconsciamente. Tuttavia, sorridere avr\u00e0 l\u2019effetto opposto.<\/p>\n<p><strong>Nella comunicazione non verbale, la cosa pi\u00f9 importante \u00e8 la voce. <\/strong>Puoi entrare consapevolmente nella mente dell&#039;altra persona ed evocare emozioni diverse. Trasformare la sfiducia in fiducia o l\u2019ansia in calma. Ci sono principalmente tre tipi di voce utilizzati nelle negoziazioni. La voce calma come un conduttore radiofonico, orecchiabile e sicura o imponente. Tuttavia, alla fine utilizzerai quest&#039;ultimo. Perch\u00e9 \u00e8 cos\u00ec che rivendichi la superiorit\u00e0 sul tuo avversario, che ricambier\u00e0 subito uguale. Quindi sii positivo, parla in modo scherzoso e sorridi. Quando sono positive, le persone tendono a pensare pi\u00f9 velocemente, senza caos in testa e tendono a cooperare.<\/p>\n<blockquote class=\"wp-embedded-content\" data-secret=\"5r4gC1wcFY\"><p><a href=\"https:\/\/magicart-delta.com\/it\/2026\/08\/10\/\u0436\u0438\u0432\u043e\u0442\u044a\u0442-\u043f\u043e\u0440\u0435\u0434\u0438\u0446\u0430-\u043e\u0442-\u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438-\u0447\u0430\u0441\u0442-1\/\">\u0416\u0438\u0432\u043e\u0442\u044a\u0442 &#8211; \u043f\u043e\u0440\u0435\u0434\u0438\u0446\u0430 \u043e\u0442 \u0443\u0441\u043f\u0435\u0448\u043d\u0438 \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438 \u2013 \u0447\u0430\u0441\u0442 1<\/a><\/p><\/blockquote>\n<p><iframe loading=\"lazy\" class=\"wp-embedded-content\" sandbox=\"allow-scripts\" security=\"restricted\" style=\"position: absolute; visibility: hidden;\" title=\"&#8220;\u0416\u0438\u0432\u043e\u0442\u044a\u0442 &#8211; \u043f\u043e\u0440\u0435\u0434\u0438\u0446\u0430 \u043e\u0442 \u0443\u0441\u043f\u0435\u0448\u043d\u0438 \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438 \u2013 \u0447\u0430\u0441\u0442 1&#8221; &#8212; \u041c\u0430\u0433\u0438\u044f\u0442\u0430 \u043d\u0430 \u0438\u0437\u043a\u0443\u0441\u0442\u0432\u043e\u0442\u043e-\u0441\u043b\u043e\u0432\u043e, \u043c\u0443\u0437\u0438\u043a\u0430 \u0438 \u0442\u0430\u043d\u0446\" src=\"https:\/\/magicart-delta.com\/2026\/08\/10\/uspeshni-pregovori\/embed\/#?secret=L6vrnntTEh#?secret=5r4gC1wcFY\" data-secret=\"5r4gC1wcFY\" width=\"600\" height=\"338\" frameborder=\"0\" marginwidth=\"0\" marginheight=\"0\" scrolling=\"no\"><\/iframe><\/p>\n<h2><strong>Altre tecniche di negoziazione<\/strong><\/h2>\n<p>La negoziazione riguarda principalmente la conversazione e la costruzione di una vicinanza emotiva con l&#039;avversario.      Questo aiuta a stabilire una connessione con l&#039;altra persona, a predisporla al dialogo e ad essere in sintonia con lei. <strong>Ripeti le ultime tre parole di ci\u00f2 che dice l&#039;altra persona. <\/strong>Ci\u00f2 lo spinger\u00e0 ad attivare il suo istinto di rispecchiamento. E l&#039;avversario continuer\u00e0 a parlare.<\/p>\n<p><strong>Un altro punto importante \u00e8 il dolore dell\u2019altro. <\/strong>Spesso gli avversari, nel tentativo di capirsi, provano empatia con il dolore dell&#039;altro. E devono solo qualificarlo. O per dirla pi\u00f9 semplicemente: non cedere a emozioni inutili. La cosa difficile \u00e8 separare le persone dal problema perch\u00e9 sono le loro emozioni il problema. Quando una persona ha paura, cede alle emozioni e la comunicazione fallisce. La chiave qui \u00e8 non ignorare le emozioni dell&#039;altra parte. Invece, fai in modo che la persona di fronte a te si riveli e la influenzi. Convincilo a dare un nome alla sua emozione in modo che possa parlarne senza che ci\u00f2 lo influenzi. Le emozioni sono un ostacolo, non un mezzo di comunicazione. Se l&#039;altra persona non pu\u00f2 farlo, aiutala. Rivela le sue emozioni e le metti in parole. Poi riconsegnaglieli con calma. In questo modo dimostri di comprendere e accettare i suoi sentimenti, anche se non ti piacciono. Tutto ci\u00f2 ti dar\u00e0 un vantaggio, soprattutto se l&#039;avversario \u00e8 teso.<\/p>\n<p><strong>Quando fai domande banali<\/strong> come &quot;Come sta la tua famiglia&quot; o chiedendogli di un collega, non limitatevi ad ascoltare le somme. <strong>Osserva la sua comunicazione non verbale.<\/strong> Anche se risponde &quot;Va bene&quot;, se il suo tono \u00e8 piatto o strascica nervosamente i piedi, significa che non va tutto bene. E quando lo qualifichi e lo descrivi a parole, usa espressioni specifiche. &quot;Sembra..., Sembra...&quot;, Queste sono frasi impersonali. Se invece dici &quot;Ho sentito che...&quot;, il pronome personale alza automaticamente la difesa dell&#039;altra persona. Usare &quot;Io&quot; d\u00e0 l&#039;impressione che tu sia pi\u00f9 interessato a te stesso. Alla fine, quando parli, stai zitto. E lascia che sia l&#039;altro a parlare.<\/p>\n<p style=\"text-align: right;\"><strong><em>\u00a9 2026 Iliana Dechkova<\/em><\/strong><\/p>","protected":false},"excerpt":{"rendered":"<p>\u041f\u0440\u043e\u0434\u044a\u043b\u0436\u0430\u0432\u0430\u043c\u0435 \u043d\u0430\u0448\u0438\u044f \u0430\u043d\u0430\u043b\u0438\u0437 \u043d\u0430 \u0438\u0437\u043a\u0443\u0441\u0442\u0432\u043e\u0442\u043e \u0434\u0430 \u043f\u043e\u0441\u0442\u0438\u0433\u0430\u043c\u0435 \u043a\u043e\u043c\u043f\u0440\u043e\u043c\u0438\u0441\u0438 \u043a\u0430\u043a\u0442\u043e \u0432 \u043b\u0438\u0447\u043d\u0438\u044f, \u0442\u0430\u043a\u0430 \u0438 \u0432 \u043f\u0440\u043e\u0444\u0435\u0441\u0438\u043e\u043d\u0430\u043b\u043d\u0438\u044f \u0441\u0438 \u0436\u0438\u0432\u043e\u0442. \u0412\u043e\u0434\u0435\u043d\u0435\u0442\u043e \u043d\u0430 \u0443\u0441\u043f\u0435\u0448\u043d\u0438 \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438 \u0438\u0437\u0438\u0441\u043a\u0432\u0430 \u043d\u0435 \u0441\u0430\u043c\u043e \u0442\u044a\u0440\u043f\u0435\u043d\u0438\u0435, \u043d\u043e \u0438 \u0434\u044a\u043b\u0431\u043e\u043a\u043e \u0440\u0430\u0437\u0431\u0438\u0440\u0430\u043d\u0435 \u043d\u0430 \u043f\u0441\u0438\u0445\u043e\u043b\u043e\u0433\u0438\u0447\u0435\u0441\u043a\u0438\u0442\u0435 \u043c\u0435\u0445\u0430\u043d\u0438\u0437\u043c\u0438, \u043e\u043f\u0438\u0441\u0430\u043d\u0438 \u0432 \u043e\u0444\u0438\u0446\u0438\u0430\u043b\u043d\u0438\u044f \u0441\u043f\u0440\u0430\u0432\u043e\u0447\u043d\u0438\u043a \u043d\u0430 \u0425\u0430\u0440\u0432\u0430\u0440\u0434\u0441\u043a\u0438\u044f \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0435\u043d \u043f\u0440\u043e\u0435\u043a\u0442. \u0412\u044a\u0432 \u0432\u0442\u043e\u0440\u0430\u0442\u0430 \u0447\u0430\u0441\u0442 \u043d\u0430 \u0442\u043e\u0437\u0438 \u043c\u0430\u0442\u0435\u0440\u0438\u0430\u043b \u0449\u0435 \u0440\u0430\u0437\u0433\u043b\u0435\u0434\u0430\u043c\u0435 \u043a\u043e\u043d\u043a\u0440\u0435\u0442\u043d\u0438\u0442\u0435 \u0442\u0430\u043a\u0442\u0438\u043a\u0438 \u0437\u0430 \u0441\u043f\u0440\u0430\u0432\u044f\u043d\u0435 \u0432 \u043d\u0430\u043f\u0440\u0435\u0433\u043d\u0430\u0442\u0438 \u0441\u0438\u0442\u0443\u0430\u0446\u0438\u0438. &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/magicart-delta.com\/it\/2026\/08\/10\/\u0436\u0438\u0432\u043e\u0442\u044a\u0442-\u043f\u043e\u0440\u0435\u0434\u0438\u0446\u0430-\u043e\u0442-\u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438-\u0447\u0430\u0441\u0442-2\/\" class=\"more-link\">Leggi l&#039;articolo completo\u2192<span class=\"screen-reader-text\">&#8222;\u0416\u0438\u0432\u043e\u0442\u044a\u0442 &#8211; \u043f\u043e\u0440\u0435\u0434\u0438\u0446\u0430 \u043e\u0442  \u0443\u0441\u043f\u0435\u0448\u043d\u0438 \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438 \u2013 \u0447\u0430\u0441\u0442 2&#8220;<\/span><\/a><\/p>","protected":false},"author":2,"featured_media":1376,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1,2,6],"tags":[9],"class_list":["post-1378","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-1","category-2","category-6","tag-9"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.1.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"\u041a\u0430\u043a \u0434\u0430 \u043f\u043e\u0441\u0442\u0438\u0433\u0430\u043c\u0435 \u0446\u0435\u043b\u0438\u0442\u0435 \u0441\u0438 \u0441 \u043f\u0440\u0430\u0432\u0438\u043b\u043d\u0430\u0442\u0430 \u0442\u0430\u043a\u0442\u0438\u043a\u0430? \u0412\u0438\u0436\u0442\u0435 \u0432\u0442\u043e\u0440\u0430 \u0447\u0430\u0441\u0442 \u043d\u0430 \u0441\u0442\u0430\u0442\u0438\u044f\u0442\u0430 \u0437\u0430 \u0432\u043e\u0434\u0435\u043d\u0435\u0442\u043e \u043d\u0430 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