{"id":1103,"date":"2022-11-01T17:58:17","date_gmt":"2022-11-01T17:58:17","guid":{"rendered":"https:\/\/www.negotiationandhumanities.com\/?p=1103"},"modified":"2023-02-17T07:31:28","modified_gmt":"2023-02-17T07:31:28","slug":"1103","status":"publish","type":"post","link":"https:\/\/www.negotiationandhumanities.com\/?p=1103","title":{"rendered":"T"},"content":{"rendered":"<div class='flex_column av-c35ym7-13660228baf97cc1baf25465a86ea2bd 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-l9yijgvy-8cc20ccced4f5c5fd44dd1708be39495\">\n.avia-image-container.av-l9yijgvy-8cc20ccced4f5c5fd44dd1708be39495 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-l9yijgvy-8cc20ccced4f5c5fd44dd1708be39495 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-l9yijgvy-8cc20ccced4f5c5fd44dd1708be39495 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-1081 avia-img-lazy-loading-not-1081 avia_image ' src=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/T.png\" alt='' title='T'  height=\"687\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/T.png 1030w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/T-300x200.png 300w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/T-768x512.png 768w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/T-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-a6wm3z-9884b32363d4648e9d547df0c8932034\">\n#top .av-special-heading.av-a6wm3z-9884b32363d4648e9d547df0c8932034{\npadding-bottom:0;\n}\nbody .av-special-heading.av-a6wm3z-9884b32363d4648e9d547df0c8932034 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-a6wm3z-9884b32363d4648e9d547df0c8932034 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-a6wm3z-9884b32363d4648e9d547df0c8932034 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: T<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-urpe7-31486a7880fca1db6c24eaa98f01fd79'  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-7rd1bj-cf7440b5971057ef0aa9926add729613\">\n#top .hr.av-7rd1bj-cf7440b5971057ef0aa9926add729613{\nmargin-top:0px;\nmargin-bottom:50px;\n}\n.hr.av-7rd1bj-cf7440b5971057ef0aa9926add729613 .hr-inner{\nwidth:50px;\nborder-color:#a6002c;\n}\n<\/style>\n<div  class='hr av-7rd1bj-cf7440b5971057ef0aa9926add729613 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-6dxmof-7c5bfc443fb96cb527981f423ab378a7\">\n#top .av_textblock_section.av-6dxmof-7c5bfc443fb96cb527981f423ab378a7 .avia_textblock{\nfont-size:16px;\n}\n<\/style>\n<section  class='av_textblock_section av-6dxmof-7c5bfc443fb96cb527981f423ab378a7'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><strong><em>T come tavolo negoziale:<\/em><\/strong> ricordiamoci sempre che ad un tavolo con due interlocutori (A e B) sono di fatto presenti sempre presenti almeno <strong>tre livelli di negoziazione<\/strong>:<\/p>\n<ul>\n<li>quella tra <strong>A e B<\/strong>;<\/li>\n<li>quella di <strong>A e B con i rispettivi back office<\/strong> (cio\u00e8 con chi ha eventualmente &#8220;delegato&#8221; A o B a negoziare: il capo; il cliente);<\/li>\n<li>quella che <strong>A e B conducono con se stessi<\/strong> (le paure e debolezze di ognuno\u2026.sostanzialmente, il nostro\u00a0<a href=\"https:\/\/www.negotiationandhumanities.com\/?p=951\"><strong>parlamento interiore<\/strong><\/a>, che -soprattutto nelle situazioni ad alto livello di emotivit\u00e0- ci condiziona ben pi\u00f9 di quanto ci rendiamo conto). Sono le voci di tutti i &#8220;nostri significativi&#8221; che giocano nella nostra testa e ci dicono come dobbiamo comportarci in quelle situazioni (es. il nonno che ci ripeteva sempre &#8220;<span style=\"font-style: italic;\">un vero uomo si comporta cos\u00ec<\/span>&#8220;).<\/li>\n<\/ul>\n<p>Sono dinamiche interne che difficilmente si riesce a controllare del tutto (sarebbe utopico) ma delle quali \u00e8 fondamentale essere consapevoli per capire che <strong>in un tavolo negoziale difficile si gioca una partita che va oltre l&#8217;oggetto in discussione al tavolo<\/strong>; la mancanza di consapevolezza rispetto a quelle dinamiche pu\u00f2 portarci fuori strada da quelli che sono i nostri veri interessi a quel tavolo (banalizzando, per &#8220;dar retta&#8221; alla voce interiore del nonno posso assumere un atteggiamento aggressivo controproducente rispetto a quello che mi serve ottenere a quel tavolo da quegli interlocutori&#8230;.).<\/p>\n<p>Ne riparliamo, stay tuned 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