{"id":1380,"date":"2023-08-21T11:28:05","date_gmt":"2023-08-21T11:28:05","guid":{"rendered":"https:\/\/magicart-delta.com\/?p=1380"},"modified":"2026-08-11T15:52:37","modified_gmt":"2026-08-11T13:52:37","slug":"uspeshni-pregovori-chast-3","status":"publish","type":"post","link":"https:\/\/magicart-delta.com\/it\/2023\/08\/21\/\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\u0442-3\/","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 3"},"content":{"rendered":"<p>\u0421\u0442\u0438\u0433\u0430\u043c\u0435 \u0434\u043e \u0444\u0438\u043d\u0430\u043b\u043d\u0438\u044f \u0435\u0442\u0430\u043f \u043e\u0442 \u043d\u0430\u0448\u0430\u0442\u0430 \u043f\u043e\u0440\u0435\u0434\u0438\u0446\u0430, \u043f\u043e\u0441\u0432\u0435\u0442\u0435\u043d\u0430 \u043d\u0430 \u0438\u0437\u043a\u0443\u0441\u0442\u0432\u043e\u0442\u043e \u0434\u0430 \u043d\u0430\u043c\u0438\u0440\u0430\u043c\u0435 \u043e\u0431\u0449 \u0435\u0437\u0438\u043a \u0432 \u0442\u0440\u0443\u0434\u043d\u0438 \u0441\u0438\u0442\u0443\u0430\u0446\u0438\u0438. \u0417\u0430\u0432\u044a\u0440\u0448\u0432\u0430\u043d\u0435\u0442\u043e \u043d\u0430 \u043f\u0440\u043e\u0446\u0435\u0441\u0430 \u0438 \u043f\u043e\u0441\u0442\u0438\u0433\u0430\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);\"><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\/\">\u0443\u0441\u043f\u0435\u0448\u043d\u0438 \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438<\/a><!--TgQPHd|||[]--><\/strong> \u0438\u0437\u0438\u0441\u043a\u0432\u0430 \u0441\u0442\u0430\u0431\u0438\u043b\u043d\u043e \u043f\u0440\u0438\u043b\u0430\u0433\u0430\u043d\u0435 \u043d\u0430 \u0442\u0435\u0445\u043d\u0438\u043a\u0438\u0442\u0435 \u0437\u0430 \u0441\u043f\u043e\u0440\u0430\u0437\u0443\u043c\u044f\u0432\u0430\u043d\u0435, \u0437\u0430\u043b\u0435\u0433\u043d\u0430\u043b\u0438 \u0432 <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);\">\u043d\u0430\u0443\u0447\u043d\u0438\u0442\u0435 \u0430\u043d\u0430\u043b\u0438\u0437\u0438 \u0437\u0430 \u0441\u043e\u0446\u0438\u0430\u043b\u043d\u0430 \u043f\u0441\u0438\u0445\u043e\u043b\u043e\u0433\u0438\u044f<!--TgQPHd|||[]--><\/span><!--TgQPHd|||[]--><\/strong>. \u0412 \u0442\u0430\u0437\u0438 \u0442\u0440\u0435\u0442\u0430 \u0447\u0430\u0441\u0442 \u0449\u0435 \u0441\u0435 \u0444\u043e\u043a\u0443\u0441\u0438\u0440\u0430\u043c\u0435 \u0432\u044a\u0440\u0445\u0443 \u0434\u044a\u043b\u0433\u043e\u0441\u0440\u043e\u0447\u043d\u0438\u0442\u0435 \u0440\u0435\u0437\u0443\u043b\u0442\u0430\u0442\u0438 \u0438 \u0437\u0430\u043f\u0435\u0447\u0430\u0442\u0432\u0430\u043d\u0435\u0442\u043e \u043d\u0430 \u043f\u043e\u0441\u0442\u0438\u0433\u043d\u0430\u0442\u043e\u0442\u043e \u0441\u043f\u043e\u0440\u0430\u0437\u0443\u043c\u0435\u043d\u0438\u0435.<\/p>\n<h2><strong>La parola &quot;No&quot; avvia i negoziati<\/strong><\/h2>\n<p>Le emozioni umane hanno due livelli. Il primo \u00e8 ci\u00f2 che vedono gli altri perch\u00e9 \u00e8 cos\u00ec che glielo presentiamo. La seconda \u00e8 quella nascosta, che influenza concretamente il nostro comportamento e un buon negoziatore mira a svelare proprio queste emozioni nascoste. Quando qualifichi un&#039;emozione negativa, ne indebolisci il potere e pu\u00f2 scomparire completamente. Se ne qualifichi uno positivo, lo confermi. In generale, dando delle qualifiche, puoi facilmente allentare la tensione e rendere la persona di fronte a te consapevole dei propri sentimenti. E questo porter\u00e0 a ripensare il suo comportamento. In pratica, il modo migliore per affrontare la negativit\u00e0 \u00e8 osservarla. Ma senza reagire e senza giudicarla. Quindi qualificatelo consapevolmente e intenzionalmente, rivestitelo di parole. Sostituisci qualsiasi sentimento negativo con pensieri positivi, compassionevoli e costruttivi.<\/p>\n<p>Tutto in questo mondo si riduce al profondo bisogno umano di esprimere il libero arbitrio. Le persone vogliono sentire di avere il controllo delle proprie scelte. Quindi rispettalo e permetti loro di dire no alle tue idee. Ci\u00f2 non significa affatto che alla fine non li accetteranno. Permettendo loro di esprimere la propria volont\u00e0, abbasserai automaticamente la guardia. Vedono che li ascolti, si calmano e diventano pi\u00f9 ricettivi. Il rispetto del diritto di parola di una persona non abbatte tutte le barriere e contribuisce a una comunicazione fruttuosa. Ma ancora pi\u00f9 irritante di qualcuno che non accetta il tuo &quot;no&quot; \u00e8 ignorarti del tutto. Se il tuo avversario \u00e8 testardo, smetti di insistere per ottenere il caro &quot;S\u00ec&quot;. Quindi pedala semplicemente in un unico posto. L&#039;avversario \u00e8 sempre all&#039;erta e non ci sono prospettive di successo. Lascia che l&#039;altra persona dica di no. Questo molto spesso significa &quot;aspetta&quot; o &quot;non sono sicuro&quot; piuttosto che respingere apertamente la tua affermazione. Devi anche provocare il tuo avversario a dire &quot;no&quot; all&#039;inizio. Quando afferma ci\u00f2 che non vuole, stabilisce i suoi limiti e diventa pi\u00f9 fiducioso e disposto ad ascoltarti.<\/p>\n<h2><strong>\u201cEsatto - S\u00cc. &quot;Hai ragione&quot; - NO<\/strong><\/h2>\n<p>La maggior parte delle persone commette l&#039;errore di essere felice quando sente dire dal proprio avversario &quot;hai ragione&quot;. In pratica la strategia vincente in ogni trattativa \u00e8 l&#039;espressione \u201cesattamente cos\u00ec\u201d. Quando qualcuno ti d\u00e0 fastidio, digli che hai ragione e se ne andr\u00e0 soddisfatto e felice. Ma ci\u00f2 non significa che sia affatto d&#039;accordo. Esattamente il contrario. Questa linea non porter\u00e0 ad un&#039;intesa con l&#039;avversario. Devi convincere l&#039;altra parte che la capisci. Solo in questo modo potrai influenzare gli atteggiamenti e i comportamenti dell&#039;avversario. Usa una tecnica di generalizzazione per convincere l&#039;altra persona a dirti &quot;\u00e8 vero&quot;. Per fare un riassunto di qualit\u00e0, devi essere in grado di qualificarti e parafrasare bene.<\/p>\n<p>Ma non scendere a compromessi. L\u2019obiettivo finale \u00e8 ottenere tutto senza dare nulla in cambio. A volte la ricerca di una soluzione che soddisfi tutti pu\u00f2 essere disastrosa. Per tutti. Perch\u00e9 l\u2019approccio di compromesso non soddisfa nessuna delle due parti. Se provi a compromettere un avversario il cui unico obiettivo \u00e8 vincere, potresti essere facilmente sconfitto. Nelle trattative importanti, il compromesso \u00e8 quasi sempre un cattivo accordo.<\/p>\n<p>La terza dimensione che gioca un ruolo importante nelle negoziazioni \u00e8 il tempo. Non lasciare che il tuo avversario ti imponga delle scadenze. Pertanto, diventi ansioso e tendi a prendere decisioni affrettate per non commettere errori. E perderai l\u2019opportunit\u00e0 di negoziare condizioni migliori. Se lasci che il tempo ti faccia pressione, diventi solo ostaggio del conflitto. Per avere un\u2019idea di quanto tempo richiederanno le trattative, \u00e8 necessario impegnarsi veramente nel processo di negoziazione. Quindi non lasciare che ti fissino delle scadenze, n\u00e9 fissarti un tempo per finire.<\/p>\n<blockquote class=\"wp-embedded-content\" data-secret=\"2QF4DKiYk4\"><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\u0442-2\/\">\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<\/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 2&#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-chast-2\/embed\/#?secret=IxGtFP5u9n#?secret=2QF4DKiYk4\" data-secret=\"2QF4DKiYk4\" width=\"600\" height=\"338\" frameborder=\"0\" marginwidth=\"0\" marginheight=\"0\" scrolling=\"no\"><\/iframe><\/p>\n<h2><strong>Giustizia e prospettiva<\/strong><\/h2>\n<p>\u00c8 la parola pi\u00f9 forte nei negoziati. Le persone sono estremamente influenzate dal rispetto che ricevono dagli altri. E tendono a conformarsi e ad essere d\u2019accordo con coloro che li trattano equamente. L\u2019ingiustizia sociale produce attivit\u00e0 neurale nella parte del cervello responsabile delle emozioni. E le emozioni turbolente interferiscono con le buone decisioni. Quindi fai credere ai tuoi avversari che sei un giocatore onesto. Pertanto, la tua reputazione ti preceder\u00e0 e aprir\u00e0 la porta al successo.<\/p>\n<p>Il processo decisionale \u00e8 generalmente irrazionale ed emotivo. Di grande importanza nel prendere una decisione \u00e8 la prospettiva che offre. Cosa guadagniamo e cosa perdiamo? E in che misura la paura della perdita influenza la decisione. Il momento della prospettiva gioca un ruolo importante nelle trattative legate agli affari e al denaro. Nelle trattative d&#039;affari non parlare mai solo di soldi. Prova a offrire all&#039;altra persona ulteriori cose. Potrebbero non essere importanti per te, ma potrebbero essere preziosi per lui. Se offri uno stipendio basso, puoi compensare con orari di lavoro adeguati o bonus aggiuntivi e ferie. Un altro trucco per negoziare con successo \u00e8 usare per lo pi\u00f9 numeri dispari. E non si tratta del tuo preferito, che ti porta fortuna. \u00c8 solo che alcuni numeri hanno pi\u00f9 peso di altri. E dimentica del tutto lo zero. D\u00e0 il senso di qualcosa di transitorio e incerto.<\/p>\n<p>**************************************************************************************<\/p>\n<p>\u0423\u0441\u043f\u0435\u0448\u043d\u0438\u0442\u0435 \u043f\u0440\u0435\u0433\u043e\u0432\u043e\u0440\u0438 \u0437\u0430\u0432\u0438\u0441\u044f\u0442 \u043e\u0442 \u043f\u0440\u0430\u0432\u0438\u043b\u043d\u0430\u0442\u0430 \u043a\u043e\u043c\u0443\u043d\u0438\u043a\u0430\u0446\u0438\u044f. \u0411\u0435\u0437 \u0437\u043d\u0430\u0447\u0435\u043d\u0438\u0435 \u0434\u0430\u043b\u0438 \u0443\u0433\u043e\u0432\u0430\u0440\u044f\u0442\u0435 \u0431\u0438\u0437\u043d\u0435\u0441 \u0441\u0434\u0435\u043b\u043a\u0430 \u0438\u043b\u0438 \u0431\u044a\u0431\u0440\u0438\u0442\u0435 \u0441 \u043f\u0440\u043e\u0434\u0430\u0432\u0430\u0447\u0430 \u043d\u0430 \u043c\u0435\u0441\u043e, \u0432\u0438\u0435 \u0441\u044a\u0437\u0434\u0430\u0432\u0430\u0442\u0435 \u0435\u043c\u043f\u0430\u0442\u0438\u0447\u043d\u0430 \u0432\u0440\u044a\u0437\u043a\u0430 \u0441 \u0434\u0440\u0443\u0433\u0438\u044f \u0418 \u043a\u043e\u0433\u0430\u0442\u043e \u0433\u043e \u043e\u043a\u0443\u0440\u0430\u0436\u0430\u0432\u0430\u0442\u0435 \u0434\u0430 \u0441\u043f\u043e\u0434\u0435\u043b\u0438 \u0442\u0440\u0435\u0432\u043e\u0433\u0438\u0442\u0435 \u0441\u0438, \u043f\u043e\u0441\u0442\u0430\u0432\u044f\u0442\u0435 \u043e\u0441\u043d\u043e\u0432\u0438 \u043d\u0430 \u0437\u0434\u0440\u0430\u0432\u0438 \u0447\u043e\u0432\u0435\u0448\u043a\u0438 \u0432\u0430\u0437\u0438\u043c\u043e\u043e\u0442\u043d\u043e\u0448\u0435\u043d\u0438\u044f. \u041f\u0440\u0435\u0433\u043e\u0432\u0430\u0440\u044f\u0439\u0442\u0435 \u0442\u0430\u043a\u0430, \u0441\u044f\u043a\u0430\u0448 \u0441 \u043e\u043f\u043e\u043d\u0435\u043d\u0442\u0430 \u0441\u0442\u0435 \u043e\u0442 \u0435\u0434\u0438\u043d \u043e\u0442\u0431\u043e\u0440. \u0417\u0430\u0449\u043e\u0442\u043e \u0446\u0435\u043b\u0442\u0430 \u043d\u0435 \u0435 \u0434\u0430 \u0438\u0437\u043f\u044a\u043a\u043d\u0435\u0442\u0435 \u0441 \u0438\u043d\u0442\u0435\u043b\u0435\u043a\u0442 \u0438\u043b\u0438 \u0441\u0438\u043b\u0430. \u0412\u0430\u0448\u0430\u0442\u0430 \u0446\u0435\u043b \u0435 \u0434\u0430 \u0443\u0431\u0435\u0434\u0438\u0442\u0435 \u0434\u0440\u0443\u0433\u0438\u044f, \u0447\u0435 \u0440\u0435\u0448\u0435\u043d\u0438\u0435\u0442\u043e, \u043a\u044a\u043c \u043a\u043e\u0435\u0442\u043e \u0432\u0438\u0435 \u0441\u0435 \u0441\u0442\u0440\u0435\u043c\u0438\u0442\u0435, \u0432\u0441\u044a\u0449\u043d\u043e\u0441\u0442 \u0435 \u043d\u0435\u0433\u043e\u0432\u0430 \u0438\u0434\u0435\u044f.<\/p>\n<p>Padroneggiare questo meccanismo e metterlo in pratica \u00e8 di grande importanza per padroneggiare con successo tutte le abilit\u00e0 di negoziazione. La capacit\u00e0 di entrare nella mente dell&#039;altra persona e, in ultima analisi, sotto la sua pelle dipende dall&#039;approccio del negoziatore. Chiunque sia disposto a cambiare il suo approccio alle nuove prove emergenti porter\u00e0 lui stesso i negoziati a una conclusione positiva.<\/p>\n<p style=\"text-align: right;\"><strong><em>\u00a9 2023 Iliana Dechkova<\/em><\/strong><\/p>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>\u0421\u0442\u0438\u0433\u0430\u043c\u0435 \u0434\u043e \u0444\u0438\u043d\u0430\u043b\u043d\u0438\u044f \u0435\u0442\u0430\u043f \u043e\u0442 \u043d\u0430\u0448\u0430\u0442\u0430 \u043f\u043e\u0440\u0435\u0434\u0438\u0446\u0430, \u043f\u043e\u0441\u0432\u0435\u0442\u0435\u043d\u0430 \u043d\u0430 \u0438\u0437\u043a\u0443\u0441\u0442\u0432\u043e\u0442\u043e \u0434\u0430 \u043d\u0430\u043c\u0438\u0440\u0430\u043c\u0435 \u043e\u0431\u0449 \u0435\u0437\u0438\u043a \u0432 \u0442\u0440\u0443\u0434\u043d\u0438 \u0441\u0438\u0442\u0443\u0430\u0446\u0438\u0438. \u0417\u0430\u0432\u044a\u0440\u0448\u0432\u0430\u043d\u0435\u0442\u043e \u043d\u0430 \u043f\u0440\u043e\u0446\u0435\u0441\u0430 \u0438 \u043f\u043e\u0441\u0442\u0438\u0433\u0430\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 \u0441\u0442\u0430\u0431\u0438\u043b\u043d\u043e \u043f\u0440\u0438\u043b\u0430\u0433\u0430\u043d\u0435 \u043d\u0430 \u0442\u0435\u0445\u043d\u0438\u043a\u0438\u0442\u0435 \u0437\u0430 \u0441\u043f\u043e\u0440\u0430\u0437\u0443\u043c\u044f\u0432\u0430\u043d\u0435, \u0437\u0430\u043b\u0435\u0433\u043d\u0430\u043b\u0438 \u0432 \u043d\u0430\u0443\u0447\u043d\u0438\u0442\u0435 \u0430\u043d\u0430\u043b\u0438\u0437\u0438 \u0437\u0430 \u0441\u043e\u0446\u0438\u0430\u043b\u043d\u0430 \u043f\u0441\u0438\u0445\u043e\u043b\u043e\u0433\u0438\u044f. \u0412 \u0442\u0430\u0437\u0438 \u0442\u0440\u0435\u0442\u0430 \u0447\u0430\u0441\u0442 \u0449\u0435 \u0441\u0435 \u0444\u043e\u043a\u0443\u0441\u0438\u0440\u0430\u043c\u0435 \u0432\u044a\u0440\u0445\u0443 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