{"id":1140,"date":"2022-11-01T18:31:57","date_gmt":"2022-11-01T18:31:57","guid":{"rendered":"https:\/\/www.negotiationandhumanities.com\/?p=1140"},"modified":"2023-02-17T07:16:10","modified_gmt":"2023-02-17T07:16:10","slug":"f","status":"publish","type":"post","link":"https:\/\/www.negotiationandhumanities.com\/?p=1140","title":{"rendered":"F"},"content":{"rendered":"<div class='flex_column av-bsiqck-c6a7cfd2782b4452d8296115686ef711 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-l9yjqtma-22376f581793b0f2a70440f45ff3e46c\">\n.avia-image-container.av-l9yjqtma-22376f581793b0f2a70440f45ff3e46c img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-l9yjqtma-22376f581793b0f2a70440f45ff3e46c .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-l9yjqtma-22376f581793b0f2a70440f45ff3e46c 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-1067 avia-img-lazy-loading-not-1067 avia_image ' src=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/F.png\" alt='' title='F'  height=\"687\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/F.png 1030w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/F-300x200.png 300w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/F-768x512.png 768w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/F-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-ach8d0-186c43848a4ede699a3118c99239c102\">\n#top .av-special-heading.av-ach8d0-186c43848a4ede699a3118c99239c102{\npadding-bottom:0;\n}\nbody .av-special-heading.av-ach8d0-186c43848a4ede699a3118c99239c102 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-ach8d0-186c43848a4ede699a3118c99239c102 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-ach8d0-186c43848a4ede699a3118c99239c102 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: F<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-9rr4sk-466ecb5cac599e1c71ff022fd6aeb48a'  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-86yt44-56034f642f2224705788eefba6369ff7\">\n#top .hr.av-86yt44-56034f642f2224705788eefba6369ff7{\nmargin-top:0px;\nmargin-bottom:50px;\n}\n.hr.av-86yt44-56034f642f2224705788eefba6369ff7 .hr-inner{\nwidth:50px;\nborder-color:#a6002c;\n}\n<\/style>\n<div  class='hr av-86yt44-56034f642f2224705788eefba6369ff7 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-6jblqc-de0fad36fd4f841d5f4be2ad4d64fc2c\">\n#top .av_textblock_section.av-6jblqc-de0fad36fd4f841d5f4be2ad4d64fc2c .avia_textblock{\nfont-size:16px;\n}\n<\/style>\n<section  class='av_textblock_section av-6jblqc-de0fad36fd4f841d5f4be2ad4d64fc2c'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em><strong>F come Framing<\/strong><\/em> o \u201cparafrasi&#8221; (letteralmente, \u201cdare una cornice\u201d): \u00e8 una tecnica che viene utilizzata per &#8220;riformulare&#8221; quanto espresso dal nostro interlocutore, di modo da indirizzare la sua visione o ricostruzione dei fatti verso una certa direzione, per influenzarlo (anche positivamente, ad es. per cercare di &#8220;staccarlo&#8221; dalla versione della storia che gli gira in testa come un disco rotto e fargli vedere le cose da altre prospettive).<\/p>\n<p>Pu\u00f2 essere utilizzata \u2013dai negoziatori pi\u00f9 sofisticati- come forma di manipolazione.<\/p>\n<p><strong><em>F come Fixed-Pie mindset<\/em><\/strong> o teoria della scarsit\u00e0 delle risorse. Avete presente la famosa ultima fetta di torta da dividere tra fratelli? Ecco, quel trauma infantile accomuna larga parte dell&#8217;umanit\u00e0 e porta a far s\u00ec che quasi tutti noi abbiamo fisiologicamente un approccio che ci porta di default a vedere la negoziazione come un braccio di ferro in cui &#8220;ne rester\u00e0 uno solo&#8221;, stile Highlander\u2026..<\/p>\n<p>La\u00a0verit\u00e0? E&#8217; possibile allargare la torta.<\/p>\n<p>Come ? Qualche spunto <a href=\"https:\/\/www.negotiationandhumanities.com\/?p=1098\"><strong>qua<\/strong><\/a>.<\/p>\n<p>Ovviamente ne riparliamo. 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-ganpg-898b1a87386aedc361d47394014cf5ec\">\n#top .hr.hr-invisible.av-ganpg-898b1a87386aedc361d47394014cf5ec{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-ganpg-898b1a87386aedc361d47394014cf5ec 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-22qkg4-7713aebffe2de6089988d322a4f56fca 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=1140&amp;t=F\" 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=F&amp;url=https:\/\/www.negotiationandhumanities.com\/?p=1140\" 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=1140\" 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=F&amp;url=https:\/\/www.negotiationandhumanities.com\/?p=1140\" 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=F&#038;body=https:\/\/www.negotiationandhumanities.com\/?p=1140' 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":1067,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12],"tags":[],"class_list":["post-1140","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\/1140","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=1140"}],"version-history":[{"count":4,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/1140\/revisions"}],"predecessor-version":[{"id":1511,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/1140\/revisions\/1511"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/media\/1067"}],"wp:attachment":[{"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1140"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1140"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1140"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}