{"id":1109,"date":"2022-11-01T18:01:18","date_gmt":"2022-11-01T18:01:18","guid":{"rendered":"https:\/\/www.negotiationandhumanities.com\/?p=1109"},"modified":"2023-02-24T07:59:16","modified_gmt":"2023-02-24T07:59:16","slug":"r","status":"publish","type":"post","link":"https:\/\/www.negotiationandhumanities.com\/?p=1109","title":{"rendered":"R"},"content":{"rendered":"<div class='flex_column av-bv2gsl-38dddcd851907f0cf20e0c17d3b19e74 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-l9yinfqb-2776f080e73b3141c84a8a4f05843ddb\">\n.avia-image-container.av-l9yinfqb-2776f080e73b3141c84a8a4f05843ddb img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-l9yinfqb-2776f080e73b3141c84a8a4f05843ddb .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-l9yinfqb-2776f080e73b3141c84a8a4f05843ddb 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-1079 avia-img-lazy-loading-not-1079 avia_image ' src=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/R.png\" alt='' title='R'  height=\"687\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/R.png 1030w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/R-300x200.png 300w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/R-768x512.png 768w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/R-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-b7z9yd-d8f6f3e38aac32fb364cb9f7f8d463c1\">\n#top .av-special-heading.av-b7z9yd-d8f6f3e38aac32fb364cb9f7f8d463c1{\npadding-bottom:0;\n}\nbody .av-special-heading.av-b7z9yd-d8f6f3e38aac32fb364cb9f7f8d463c1 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-b7z9yd-d8f6f3e38aac32fb364cb9f7f8d463c1 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-b7z9yd-d8f6f3e38aac32fb364cb9f7f8d463c1 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: R<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-z88px-e96e42ab912e7f79a4f1afa8319f919b'  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-6vfk5h-b8c9d15007d0c5c928a8935574280ec2\">\n#top .hr.av-6vfk5h-b8c9d15007d0c5c928a8935574280ec2{\nmargin-top:0px;\nmargin-bottom:50px;\n}\n.hr.av-6vfk5h-b8c9d15007d0c5c928a8935574280ec2 .hr-inner{\nwidth:50px;\nborder-color:#a6002c;\n}\n<\/style>\n<div  class='hr av-6vfk5h-b8c9d15007d0c5c928a8935574280ec2 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-67bi5h-db694a04804005829f4e94d2f057fe4b\">\n#top .av_textblock_section.av-67bi5h-db694a04804005829f4e94d2f057fe4b .avia_textblock{\nfont-size:16px;\n}\n<\/style>\n<section  class='av_textblock_section av-67bi5h-db694a04804005829f4e94d2f057fe4b'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><strong><em>Repositioning.<\/em><\/strong> Ti \u00e8 mai capitato di subire una battutina in riunione che ti ha fatto l\u2019effetto di un intervento a gamba tesa (magari perch\u00e9 fatta davanti al cliente\u2026)?<\/p>\n<p>Sai cosa succede in questi casi, quali sono gli effetti che si creano al tavolo negoziale?<\/p>\n<p>Spoiler: non \u00e8 una \u201cinnocua battuta\u201d, \u00e8 un vero e proprio attacco alla tua faccia che ha l\u2019effetto di toglierti credibilit\u00e0 e concentrazione e minare la tua effettivit\u00e0 al tavolo negoziale\u2026.<\/p>\n<p>Come reagire riguadagnando terreno?<\/p>\n<p>Lo vediamo nelle prossime puntate, stay tuned \u00a0\ud83d\ude09<\/p>\n<p><em><strong>R come reservation value<\/strong> <\/em>o\u00a0valore di riserva o di ricaduta; nelle negoziazioni sul prezzo, \u00e8 <strong>il valore minimo (o massimo) al quale siamo disposti a vendere (o comprare) un determinato bene<\/strong>; in sostanza, il prezzo al di sotto del quale (o al di sopra del quale) non siamo disposti ad andare.<span class=\"Apple-converted-space\">\u00a0<\/span><\/p>\n<p>Di solito ognuna delle parti se lo tiene per s\u00e9, rendendo non semplice identificare la <a href=\"https:\/\/www.negotiationandhumanities.com\/?p=1055\"><strong>ZOPA o zone of possible agreement<\/strong><\/a>.<\/p>\n<p>Fondamentale in negoziazione avere chiaro sia il proprio prezzo di riserva (eventualmente comparato al valore di mercato, se c\u2019\u00e8) sia -idealmente- il prezzo di riserva dell\u2019altro\u2026.(informazione non semplice da ottenere, ma facendo le giuste domande ci si pu\u00f2 avvicinare).<\/p>\n<p>Qualche spunto? Vedi il nostro articolo sulla negoziazione sul prezzo.<\/p>\n<p><strong><em>Re come reframing o riformulazione.<\/em><\/strong> Molte volte prima di affrontare una discussione ci si fanno troppi film sulla possible reazione che avranno gli altri. Questo ci porta ad essere troppo rigidi e impreparati quando poi, durante la discussione vera, salta fuori che gli altri avevano una versione differente da quella che ci aspettavamo. Ecco, quello \u00e8 un momento in cui si rende necessario un re-framing: un &#8220;rimessa a fuoco&#8221; della nostra strategia e spesso anche dei nostri interessi e posizioni (negotiation is like jazz diceva Holbrook ;))<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-4xj20l-1abeaa3426ec95f645784fd3f0ad2b21\">\n#top .hr.hr-invisible.av-4xj20l-1abeaa3426ec95f645784fd3f0ad2b21{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-4xj20l-1abeaa3426ec95f645784fd3f0ad2b21 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-367tjp-4defb118b3749305f6334dd14d036a97 av-social-sharing-box-circle  avia-builder-el-7  el_after_av_one_full  avia-builder-el-last  av-social-sharing-box-color-bg av-social-sharing-box-same-width'><div class=\"av-share-box\"><h5 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