{"id":1118,"date":"2022-11-01T18:08:15","date_gmt":"2022-11-01T18:08:15","guid":{"rendered":"https:\/\/www.negotiationandhumanities.com\/?p=1118"},"modified":"2023-02-17T07:20:07","modified_gmt":"2023-02-17T07:20:07","slug":"n","status":"publish","type":"post","link":"https:\/\/www.negotiationandhumanities.com\/?p=1118","title":{"rendered":"N"},"content":{"rendered":"<div class='flex_column av-cx5zsu-7f7d93df54ae2183c17fd2d107c73a67 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-l9yiwezt-f9b27e4a5c6f0b62c8c220e87c1f27b0\">\n.avia-image-container.av-l9yiwezt-f9b27e4a5c6f0b62c8c220e87c1f27b0 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-l9yiwezt-f9b27e4a5c6f0b62c8c220e87c1f27b0 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-l9yiwezt-f9b27e4a5c6f0b62c8c220e87c1f27b0 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-1075 avia-img-lazy-loading-not-1075 avia_image ' src=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/N.png\" alt='' title='N'  height=\"687\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/N.png 1030w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/N-300x200.png 300w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/N-768x512.png 768w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/N-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-ans94e-0e2bdc8a90908ffc1e06e60899d47484\">\n#top .av-special-heading.av-ans94e-0e2bdc8a90908ffc1e06e60899d47484{\npadding-bottom:0;\n}\nbody .av-special-heading.av-ans94e-0e2bdc8a90908ffc1e06e60899d47484 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-ans94e-0e2bdc8a90908ffc1e06e60899d47484 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-ans94e-0e2bdc8a90908ffc1e06e60899d47484 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: N<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-92gmzy-d5e0a3e2212afa8d387d99fd03c386f4'  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-7wvxtq-bb0c7591fc7bc68e2025681870450a26\">\n#top .hr.av-7wvxtq-bb0c7591fc7bc68e2025681870450a26{\nmargin-top:0px;\nmargin-bottom:50px;\n}\n.hr.av-7wvxtq-bb0c7591fc7bc68e2025681870450a26 .hr-inner{\nwidth:50px;\nborder-color:#a6002c;\n}\n<\/style>\n<div  class='hr av-7wvxtq-bb0c7591fc7bc68e2025681870450a26 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-nnkq6-bb7c45cf6c7d6f8020e9a8175413b55a\">\n#top .av_textblock_section.av-nnkq6-bb7c45cf6c7d6f8020e9a8175413b55a .avia_textblock{\nfont-size:16px;\n}\n<\/style>\n<section  class='av_textblock_section av-nnkq6-bb7c45cf6c7d6f8020e9a8175413b55a'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em><strong>N come NEGOTIATOR\u2019S DILEMMA&#8230;<\/strong><\/em>\u00a0il\u00a0<strong>negotiator\u2019s dilemma o dilemma del negoziatore<\/strong> \u00e8 uno dei principi fondamentali della negoziazione e sta ad indicare la scelta che il negoziatore in certe occasioni deve fare circa il <strong>condividere o no determinate informazioni.<span class=\"Apple-converted-space\">\u00a0<\/span><\/strong><\/p>\n<p>E difatti, il <strong>condividere informazioni in negoziazione paga in un\u2019ottica di collaborazione e di \u201ccreazione di valore<\/strong>\u201d: solo condividendo informazioni infatti si riesce a mettere a parte l\u2019altro dei propri reali interessi (assumendo che li si abbia capiti \ud83d\ude09) e a convincere l\u2019altro a fare lo stesso, ingenerando un circolo virtuoso che porta ad avere una visione pi\u00f9 ampia e a risolvere i conflitti con soluzioni creative (<strong>opzioni<\/strong>), piuttosto che sclerotizzarsi su un \u201cbraccio di ferro\u201d spesso non necessario.<\/p>\n<p><strong>Ovviamente c\u2019\u00e8 un \u201cMA\u201d<\/strong>: chi decide di condividere informazioni per primo si espone al rischio che l\u2019altro NON faccia lo stesso, e che si limiti a sfruttare le informazioni ottenute.<\/p>\n<p style=\"text-align: center;\">Quindi: <strong>concedere o non concedere informazioni per primo<\/strong>?<span class=\"Apple-converted-space\">\u00a0<\/span><\/p>\n<p style=\"text-align: center;\"><strong>C\u2019\u00e8 una regola ideale?<span class=\"Apple-converted-space\">\u00a0<\/span><\/strong><\/p>\n<p>No \ud83d\ude09 almeno, non una regola infallibile per tutti i casi.<\/p>\n<p>E\u2019 importante per\u00f2 essere consapevole dei pro e contra della strategia che si decide di seguire, di modo da capirne bene gli effetti.<\/p>\n<p>Se ti interessa l\u2019argomento, leggi anche i post su <strong>value creating vs value claiming<\/strong> e su <strong>negoziazione integrativa e negoziazione distributiva<\/strong>\u2026.stay tuned ! \ud83d\ude09<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-4rmnf2-3412f5fc5f74bf8d66ce10bb938db86a\">\n#top .hr.hr-invisible.av-4rmnf2-3412f5fc5f74bf8d66ce10bb938db86a{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-4rmnf2-3412f5fc5f74bf8d66ce10bb938db86a 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-316phq-24f01f0289d0cbcd95aba554aa448145 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 class='av-share-link-description av-no-toc '>Condividi questo articolo<\/h5><ul class=\"av-share-box-list noLightbox\"><li class='av-share-link av-social-link-facebook' ><a target=\"_blank\" aria-label=\"Condividi su Facebook\" href=\"https:\/\/www.facebook.com\/sharer.php?u=https:\/\/www.negotiationandhumanities.com\/?p=1118&amp;t=N\" aria-hidden=\"false\" data-av_icon=\"\ue8f3\" data-av_iconfont=\"entypo-fontello\" title=\"\" data-avia-related-tooltip=\"Condividi su Facebook\" rel=\"noopener\"><span class='avia_hidden_link_text'>Condividi su Facebook<\/span><\/a><\/li><li class='av-share-link av-social-link-twitter' ><a target=\"_blank\" aria-label=\"Condividi su Twitter\" href=\"https:\/\/twitter.com\/share?text=N&amp;url=https:\/\/www.negotiationandhumanities.com\/?p=1118\" aria-hidden=\"false\" data-av_icon=\"\ue8f1\" data-av_iconfont=\"entypo-fontello\" title=\"\" data-avia-related-tooltip=\"Condividi su Twitter\" rel=\"noopener\"><span class='avia_hidden_link_text'>Condividi su Twitter<\/span><\/a><\/li><li class='av-share-link av-social-link-whatsapp' ><a target=\"_blank\" aria-label=\"Condividi su WhatsApp\" href=\"https:\/\/api.whatsapp.com\/send?text=https:\/\/www.negotiationandhumanities.com\/?p=1118\" aria-hidden=\"false\" data-av_icon=\"\uf232\" data-av_iconfont=\"entypo-fontello\" title=\"\" data-avia-related-tooltip=\"Condividi su WhatsApp\" rel=\"noopener\"><span class='avia_hidden_link_text'>Condividi su WhatsApp<\/span><\/a><\/li><li class='av-share-link av-social-link-linkedin' ><a target=\"_blank\" aria-label=\"Condividi su LinkedIn\" href=\"https:\/\/linkedin.com\/shareArticle?mini=true&amp;title=N&amp;url=https:\/\/www.negotiationandhumanities.com\/?p=1118\" aria-hidden=\"false\" data-av_icon=\"\ue8fc\" data-av_iconfont=\"entypo-fontello\" title=\"\" data-avia-related-tooltip=\"Condividi su LinkedIn\" rel=\"noopener\"><span class='avia_hidden_link_text'>Condividi su LinkedIn<\/span><\/a><\/li><li class='av-share-link av-social-link-mail' ><a  aria-label=\"Condividi attraverso Mail\" href='mailto:?subject=N&#038;body=https:\/\/www.negotiationandhumanities.com\/?p=1118' aria-hidden='false' data-av_icon='\ue805' data-av_iconfont='entypo-fontello' title='' data-avia-related-tooltip='Condividi attraverso Mail'><span class='avia_hidden_link_text'>Condividi attraverso Mail<\/span><\/a><\/li><\/ul><\/div><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":1075,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12],"tags":[],"class_list":["post-1118","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-glossario"],"_links":{"self":[{"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/1118","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1118"}],"version-history":[{"count":6,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/1118\/revisions"}],"predecessor-version":[{"id":1515,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/1118\/revisions\/1515"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/media\/1075"}],"wp:attachment":[{"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1118"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1118"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1118"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}