{"id":1055,"date":"2022-10-23T17:49:22","date_gmt":"2022-10-23T17:49:22","guid":{"rendered":"https:\/\/www.negotiationandhumanities.com\/?p=1055"},"modified":"2023-02-24T07:57:31","modified_gmt":"2023-02-24T07:57:31","slug":"1055","status":"publish","type":"post","link":"https:\/\/www.negotiationandhumanities.com\/?p=1055","title":{"rendered":"Z"},"content":{"rendered":"<div class='flex_column av-d3tman-ad4b6fde1d8a9732a355eb819053fb67 av_one_full  avia-builder-el-0  el_before_av_social_share  avia-builder-el-first  first flex_column_div '     id=\"bordo-destro\"  ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-l9ln94gf-0b885240293d5aac16e5a49631df1cf2\">\n.avia-image-container.av-l9ln94gf-0b885240293d5aac16e5a49631df1cf2 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-l9ln94gf-0b885240293d5aac16e5a49631df1cf2 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-l9ln94gf-0b885240293d5aac16e5a49631df1cf2 av-styling- avia-align-center  avia-builder-el-1  el_before_av_heading  avia-builder-el-first '   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" class='wp-image-1086 avia-img-lazy-loading-not-1086 avia_image ' src=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/Z.png\" alt='' title='Z'  height=\"687\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/Z.png 1030w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/Z-300x200.png 300w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/Z-768x512.png 768w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/Z-705x470.png 705w\" sizes=\"(max-width: 1030px) 100vw, 1030px\" \/><\/div><\/div><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-avyqxb-c9ab93fee5af5968b6a3e6438102b236\">\n#top .av-special-heading.av-avyqxb-c9ab93fee5af5968b6a3e6438102b236{\npadding-bottom:0;\n}\nbody .av-special-heading.av-avyqxb-c9ab93fee5af5968b6a3e6438102b236 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-avyqxb-c9ab93fee5af5968b6a3e6438102b236 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-avyqxb-c9ab93fee5af5968b6a3e6438102b236 av-special-heading-h2 blockquote modern-quote  avia-builder-el-2  el_after_av_image  el_before_av_textblock '><h2 class='av-special-heading-tag'  itemprop=\"headline\"  >Lettera Z<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-8juuan-f9fa70941d59b82900b8f0c6798a11b1'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em>Autore: Maria Deledda<\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-70dgfj-13a5cd83a3a19c15bd111109f3d70607\">\n#top .hr.av-70dgfj-13a5cd83a3a19c15bd111109f3d70607{\nmargin-top:0px;\nmargin-bottom:50px;\n}\n.hr.av-70dgfj-13a5cd83a3a19c15bd111109f3d70607 .hr-inner{\nwidth:50px;\nborder-color:#a6002c;\n}\n<\/style>\n<div  class='hr av-70dgfj-13a5cd83a3a19c15bd111109f3d70607 hr-custom  avia-builder-el-4  el_after_av_textblock  el_before_av_textblock  hr-left hr-icon-no'><span class='hr-inner inner-border-av-border-fat'><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-5oshrj-f317d73de21cf7cbb7bdffee4a3f036d\">\n#top .av_textblock_section.av-5oshrj-f317d73de21cf7cbb7bdffee4a3f036d .avia_textblock{\nfont-size:16px;\n}\n<\/style>\n<section  class='av_textblock_section av-5oshrj-f317d73de21cf7cbb7bdffee4a3f036d'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><strong><em>Z come ZOPA (zone of possible agreement)<\/em><\/strong>: il termine ZOPA o<span class=\"Apple-converted-space\">\u00a0 <\/span>zone of possible agreement (zona di possibile accordo) descrive quell\u2019<strong>area in cui gli interessi delle parti si sovrappongono ed \u00e8 dunque possibile trovare un accordo<\/strong>.<\/p>\n<p>Facciamo un esempio concreto: ho una macchina usata e la metto in vendita a 5000 euro, sapendo che nella realt\u00e0 il prezzo ultimo cui sono disposto a vendere \u00e8 4000 euro. Un potenziale acquirente fa un\u2019offerta molto al ribasso (3500) sapendo per\u00f2 che la cifra massima che \u00e8 disposto a pagare \u00e8 4200.<\/p>\n<p>L\u2019intervallo 4000\/ 4200 euro identifica la ZOPA.<\/p>\n<p>Sembra facile ma non \u00e8 cos\u00ec; questo perch\u00e9 nella realt\u00e0 raramente entrambe le parti sono disposte a condividere in maniera trasparente quale \u00e8 il loro <a href=\"https:\/\/www.negotiationandhumanities.com\/?p=1109\"><b>reservation value<\/b><\/a>, cio\u00e8 il minimo (o massimo) al quale sono disposti a vendere; questo per timore di dare all\u2019altra parte un vantaggio competitivo (cd. <a href=\"https:\/\/www.negotiationandhumanities.com\/?p=1118\"><strong>n<\/strong><b>egotiator\u2019s dilemma<\/b><\/a>).<\/p>\n<p>Un buon negoziatore -utilizzando <a href=\"https:\/\/www.negotiationandhumanities.com\/?p=1215\"><b>l\u2019arte di fare le domande e le tecniche esplorative<\/b><\/a>&#8211;<span class=\"Apple-converted-space\">\u00a0 <\/span>riesce ad avvicinarsi molto a capire il reservation value dell\u2019altro, e quindi ad individuare per primo la ZOPA<span class=\"Apple-converted-space\">\u00a0<\/span><\/p>\n<p>E se per caso non c\u2019\u00e8 ZOPA sul prezzo che succede, la negoziazione \u00e8 senza speranza ? Non \u00e8 detto, utilizzando tecniche di <a href=\"https:\/\/www.negotiationandhumanities.com\/?p=1098\"><b>value creating<\/b> <\/a>e lavorando sulle <b>opzioni<\/b> si pu\u00f2 comunque arrivare a raggiungere un accordo soddisfacente\u2026.non \u00e8 semplice per\u00f2.<span class=\"Apple-converted-space\">\u00a0<\/span><\/p>\n<p>Ne riparliamo, stay tuned<span class=\"Apple-converted-space\">\u00a0!<\/span><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-4udggv-f188a8e76163681cd08222fd1b63df8d\">\n#top .hr.hr-invisible.av-4udggv-f188a8e76163681cd08222fd1b63df8d{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-4udggv-f188a8e76163681cd08222fd1b63df8d hr-invisible  avia-builder-el-6  el_after_av_textblock  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p><\/div><div  class='av-social-sharing-box av-1wxl8f-aaaac327807cd5cee710478790481406 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