{"id":1151,"date":"2022-11-01T18:36:10","date_gmt":"2022-11-01T18:36:10","guid":{"rendered":"https:\/\/www.negotiationandhumanities.com\/?p=1151"},"modified":"2023-03-03T09:08:37","modified_gmt":"2023-03-03T09:08:37","slug":"b","status":"publish","type":"post","link":"https:\/\/www.negotiationandhumanities.com\/?p=1151","title":{"rendered":"B"},"content":{"rendered":"<div class='flex_column av-16baun-17e4db51051826799b3232ca232f2797 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-l9yjw4hm-b7b94fa42b2227f22df63d47d9078724\">\n.avia-image-container.av-l9yjw4hm-b7b94fa42b2227f22df63d47d9078724 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-l9yjw4hm-b7b94fa42b2227f22df63d47d9078724 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-l9yjw4hm-b7b94fa42b2227f22df63d47d9078724 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-1063 avia-img-lazy-loading-not-1063 avia_image ' src=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/B.png\" alt='' title='B'  height=\"687\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/B.png 1030w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/B-300x200.png 300w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/B-768x512.png 768w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/B-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-bgw4wv-ec2f973a46301cf5d5af220f573a09fd\">\n#top .av-special-heading.av-bgw4wv-ec2f973a46301cf5d5af220f573a09fd{\npadding-bottom:0;\n}\nbody .av-special-heading.av-bgw4wv-ec2f973a46301cf5d5af220f573a09fd .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-bgw4wv-ec2f973a46301cf5d5af220f573a09fd .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-bgw4wv-ec2f973a46301cf5d5af220f573a09fd 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: B<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-9n50v3-34afe7babcf8cbe23455dd17ef4b4ab7'  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-70xe3j-c49d32f2119b2f3846e77e4b5adfcedd\">\n#top .hr.av-70xe3j-c49d32f2119b2f3846e77e4b5adfcedd{\nmargin-top:0px;\nmargin-bottom:50px;\n}\n.hr.av-70xe3j-c49d32f2119b2f3846e77e4b5adfcedd .hr-inner{\nwidth:50px;\nborder-color:#a6002c;\n}\n<\/style>\n<div  class='hr av-70xe3j-c49d32f2119b2f3846e77e4b5adfcedd 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-25m3j-fcc1a6ddc43bcbcc0c34d73fa0e9a74e\">\n#top .av_textblock_section.av-25m3j-fcc1a6ddc43bcbcc0c34d73fa0e9a74e .avia_textblock{\nfont-size:16px;\n}\n<\/style>\n<section  class='av_textblock_section av-25m3j-fcc1a6ddc43bcbcc0c34d73fa0e9a74e'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p style=\"font-weight: 400;\"><em><strong>B come BATNA<\/strong><\/em>: BATNA \u00e8 un acronimo che sta per <strong>Best Alternative to a\u00a0Negotiated\u00a0Agreement<\/strong> (migliore alternativa a un accordo negoziato); in sostanza, individua il &#8220;<strong><em>Cosa faccio<\/em>?&#8221; se non raggiungo un accordo<\/strong> al tavolo delle trattative in cui sono seduto (esempi banali: ho un altro fornitore da cui servirmi se quello con cui sto negoziando propone condizioni non accettabili? Un altro colloquio di lavoro se quello che sto facendo non va a buon fine? Un\u2019altra banca cui chiedere un prestito se quella con cui sto parlando non me lo\u00a0da?).<\/p>\n<p style=\"font-weight: 400;\">La BATNA \u00e8 un elemento chiave della\u00a0negoziazione\u00a0sotto un duplice punto di vista:<\/p>\n<p style=\"font-weight: 400;\">&#8211; <strong>fornisce un&#8217;alternativa se le trattative falliscono<\/strong>;<\/p>\n<p style=\"font-weight: 400;\">&#8211; <strong>d\u00e0 potere al tavolo negoziale<\/strong> (pi\u00f9 forte \u00e8 l\u2019alternativa fuori dal tavolo negoziale, pi\u00f9 deciso sar\u00f2 nella negoziazione che sto affrontando).<\/p>\n<p style=\"font-weight: 400;\">Come tale, la BATNA va attentamente <strong>valutata (o costruita)\u00a0<em>prima<\/em>\u00a0di affrontare un tavolo negoziale<\/strong>. Inutile dire poi che -nei limiti del possibile- dovremmo cercare anche di individuare e valutare la BATNA del nostro avversario: conoscere le sue alternative \u00e8 importantissimo per valutare cosa c&#8217;\u00e8 nella sua testa e fin dove possiamo spingerci nella negoziazione.<\/p>\n<p style=\"font-weight: 400;\">La BATNA dovrebbe essere sempre presente quando si affronta una \u00a0negoziazione importante, nel senso che -idealmente- si dovrebbe <strong>evitare di sedersi al tavolo senza avere una BATNA<\/strong>: in questo caso infatti la negoziazione rischia di essere \u00a0sbilanciata a favore dell&#8217;altra parte.<\/p>\n<p style=\"font-weight: 400;\"><strong><em>E se invece finisce cosi e non ho alternative che faccio, come si affrontano le negoziazioni sbilanciate?<\/em><\/strong><\/p>\n<p style=\"font-weight: 400;\">Ne parlo un po&#8217; in questo <strong><a href=\"https:\/\/www.negotiationandhumanities.com\/?p=922\">post<\/a><\/strong>.<\/p>\n<p style=\"font-weight: 400;\">Qui mi sento di aggiungere un consiglio: attenzione a non mettervi da soli nella situazione di non avere alternative\u2026..spesso ci si convince di non avere la BATNA ma non \u00e8 cos\u00ec, <strong>la BATNA va anche costruita<\/strong>.<\/p>\n<p style=\"font-weight: 400;\">Ne riparliamo, stay tuned\u00a0\ud83d\ude0a<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-4dpjbj-320369d279f2b901a36bc4f747cf683a\">\n#top .hr.hr-invisible.av-4dpjbj-320369d279f2b901a36bc4f747cf683a{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-4dpjbj-320369d279f2b901a36bc4f747cf683a 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-30wukv-8deae54d9e9c4a9d711f66713e0cb5e8 av-social-sharing-box-circle  avia-builder-el-7  el_after_av_one_full  avia-builder-el-last  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Mail<\/span><\/a><\/li><\/ul><\/div><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":1063,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12],"tags":[],"class_list":["post-1151","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\/1151","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=1151"}],"version-history":[{"count":7,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/1151\/revisions"}],"predecessor-version":[{"id":1549,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/1151\/revisions\/1549"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/media\/1063"}],"wp:attachment":[{"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1151"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1151"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1151"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}