{"id":908,"date":"2022-12-27T15:49:00","date_gmt":"2022-12-27T15:49:00","guid":{"rendered":"https:\/\/www.negotiationandhumanities.com\/?p=908"},"modified":"2023-06-10T08:55:46","modified_gmt":"2023-06-10T08:55:46","slug":"908","status":"publish","type":"post","link":"https:\/\/www.negotiationandhumanities.com\/?p=908","title":{"rendered":"Il Positioning"},"content":{"rendered":"<p><div class='flex_column av-ysb9g-ea0a926917159a05f646b85f3bad1d56 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-l8kdj4x5-e934609c869d60b65ea2eb41a93c7493\">\n.avia-image-container.av-l8kdj4x5-e934609c869d60b65ea2eb41a93c7493 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-l8kdj4x5-e934609c869d60b65ea2eb41a93c7493 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-l8kdj4x5-e934609c869d60b65ea2eb41a93c7493 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-916 avia-img-lazy-loading-not-916 avia_image ' src=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/09\/hermes-rivera-OX_en7CXMj4-unsplash-1030x687.jpg\" alt='' title=''  height=\"687\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/09\/hermes-rivera-OX_en7CXMj4-unsplash-1030x687.jpg 1030w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/09\/hermes-rivera-OX_en7CXMj4-unsplash-300x200.jpg 300w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/09\/hermes-rivera-OX_en7CXMj4-unsplash-768x512.jpg 768w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/09\/hermes-rivera-OX_en7CXMj4-unsplash-1536x1024.jpg 1536w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/09\/hermes-rivera-OX_en7CXMj4-unsplash-2048x1365.jpg 2048w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/09\/hermes-rivera-OX_en7CXMj4-unsplash-1500x1000.jpg 1500w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/09\/hermes-rivera-OX_en7CXMj4-unsplash-705x470.jpg 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-l8kda79q-2a5b5d69b0727091302d1cbcf7784211\">\n#top .av-special-heading.av-l8kda79q-2a5b5d69b0727091302d1cbcf7784211{\npadding-bottom:0;\n}\nbody .av-special-heading.av-l8kda79q-2a5b5d69b0727091302d1cbcf7784211 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-l8kda79q-2a5b5d69b0727091302d1cbcf7784211 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-l8kda79q-2a5b5d69b0727091302d1cbcf7784211 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\"  >POSITIONING<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-s3ia4-983bf4e00f59a831f7c681348d57cbc9'  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-lp0fw-3e556b8695a30e256117155e2e73ad2c\">\n#top .hr.av-lp0fw-3e556b8695a30e256117155e2e73ad2c{\nmargin-top:0px;\nmargin-bottom:50px;\n}\n.hr.av-lp0fw-3e556b8695a30e256117155e2e73ad2c .hr-inner{\nwidth:50px;\nborder-color:#a6002c;\n}\n<\/style>\n<div  class='hr av-lp0fw-3e556b8695a30e256117155e2e73ad2c 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-l8kdh3ej-64bd960c75568d62fae47a275821ad4d\">\n#top .av_textblock_section.av-l8kdh3ej-64bd960c75568d62fae47a275821ad4d .avia_textblock{\nfont-size:16px;\n}\n<\/style>\n<section  class='av_textblock_section av-l8kdh3ej-64bd960c75568d62fae47a275821ad4d'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Siamo abituati a pensare alle negoziazioni in termini di COSA:<\/p>\n<p style=\"text-align: center;\"><strong>cosa voglio ottenere date le circostanze e il mio interlocutore.<\/strong><\/p>\n<p>Nella realt\u00e0 dei fatti, la negoziazione avviene sempre a due livelli: <strong>il COSA <\/strong><strong>discutono le parti e il COME la discutono.<\/strong><br \/>\nLa negoziazione sul <strong>COME<\/strong> \u00e8 la <strong>negoziazione sulle dinamiche di potere <\/strong><strong>sotterranee tra le parti, su come le parti impostano la relazione e <\/strong><strong>interagiscono tra loro. <\/strong><br \/>\n\u00c8 una negoziazione che si gioca in larga parte <strong>all&#8217;inizio dell&#8217;incontro<\/strong> e si basa per lo pi\u00f9 su <strong>non detti<\/strong>, ragione per cui viene denominata &#8220;shadow negotiation&#8221; (Kolb).<br \/>\n\u00c8 alla luce di questo doppio livello, presente in tutte le negoziazioni, che vanno lette situazioni comuni a tutti, quali ad esempio<strong> la sensazione di &#8220;posizionamento&#8221; <\/strong><strong>reciproco tra le parti all&#8217;inizio di una riunione, quando si entra in stanza e si <\/strong><strong>ha la chiara sensazione, gi\u00e0 dai primi secondi di convenevoli reciproci, di <\/strong><strong>&#8220;prendere posto&#8221; al tavolo negoziale non solo in senso materiale ma anche in <\/strong><strong>senso figurato. <\/strong><br \/>\n<strong>Questo &#8220;prendere posto&#8221; avviene in base alla risposta che avremo dato ad <\/strong><strong>una domanda inconscia ma onnipresente:<\/strong><\/p>\n<p style=\"text-align: center;\"><strong>CHI HA PI\u00d9 POTERE?<\/strong><\/p>\n<p><strong>La risposta a questa domanda -che si basa normalmente su proiezioni <\/strong><strong>personali pi\u00f9 che su dati verificati- condiziona tantissimo il \u201ccome\u201d ci <\/strong><strong>siederemo a quel tavolo e imposteremo la negoziazione sul \u201ccosa\u201d. <\/strong><br \/>\nIn poche parole, anche se non ce ne rendiamo conto il primo elemento che condiziona la negoziazione sono le <strong>\u201cstorie che raccontiamo a noi stessi\u201d<\/strong>, su chi siamo noi e chi sono gli altri.<br \/>\nMa questo \u00e8 solo <strong>il primo livello del positioning.<\/strong><br \/>\n<\/br><br \/>\n<\/br><\/p>\n<p style=\"text-align: center;\"><strong>VUOI SAPERNE DI PIU&#8217;?<\/strong><\/p>\n<p>\n\t\t\t<style>\n\t\t\t\t@media screen and (max-width: 768px) {\n\t\t\t\t\t.subscribe_form input[type=\"submit\"] {\n\t\t\t\t\t    \n\t\t\t\t\t}\n\n\t\t\t\t\tdiv.consub_div {\n\t\t\t\t\t    max-width: fit-content !important;\n\t\t\t\t\t    color:#144a74;\n\t\t\t\t\t    background-color:#fff;\n\t\t\t\t\t    background-position:center center !important;\n\t\t\t\t\t    \n\t\t\t\t\t    border-style: solid;\n\t\t\t\t\t    border-color:#000000 !important;\n\t\t\t\t\t}\n\n\t\t\t\t\tp.consub_para.consub_para_desc {\n\t\t\t\t\t    color: #000;\n\t\t\t\t\t\t;\n\t\t\t\t\t\ttext-align: center !important;\n\n\t\t\t\t\t}\n\n\t\t\t\t\tp.consub_para.consub_para_title {\n\t\t\t\t\t\ttext-transform:none;\n\t\t\t\t\t\tfont-size: 18px;;\n\t\t\t\t\t\ttext-align: center !important;\n\t\t\t\t\t}\n\n\t\t\t\t\tdiv.consub_icon {\t\t\t\t\t\t\n\t\t\t\t\t\tjustify-content: center !important;\n\t\t\t\t\t}\n\n\t\t\t\t\tinput.ays_sccp_sb_email.ays_sccp_sb_field[type=\"email\"], \n\t\t\t\t\tinput.ays_sccp_sb_name.ays_sccp_sb_field[type=\"text\"]{\n\t\t\t\t\t\t\n\t\t\t\t\t}\n\t\t\t\t\tinput.ays_sccp_sb_sbm.ays_sccp_sb_field[type=\"submit\"]{\n\t\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t}\n\n\t\t\t\t}\n\n\t\t\t\tinput.ays_sccp_sb_email.ays_sccp_sb_field[type=\"email\"], \n\t\t\t\tinput.ays_sccp_sb_name.ays_sccp_sb_field[type=\"text\"]{\n\t\t\t\t\t\n\t\t\t\t}\n\t\t\t\t\n\t\t\t<\/style>\n\t\t\t<div class=\"consub_div\" id=\"consub_div_id\" style=\"max-width: fit-content; color:#144a74; background-color:#fff; border-style: solid;  border-color:#000000;  background-position:center center;\">\n\t\t\t\t<p class=\"consub_para consub_para_title\" style=\"text-transform:none; font-size: 18px; text-align:center;\"> Iscriviti<\/p>\n\t\t\t\t<div class=\"consub_icon\" style=\"justify-content:center;\">\n\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/plugins\/secure-copy-content-protection\/public\/images\/email.png\" class=\"ays_sccp_lock_sub\" alt=\"Lock\">\n\t\t\t\t<\/div>\n\t\t\t\t<p class=\"consub_para consub_para_desc\" style=\"text-align:center;color: #000; \">Lasciando la tua email potrai avere accesso ad un contenuto extra!<\/p>\n\t\t\t\t<form action=\"\" class=\"ays_sb_form\" method=\"post\">\n\t\t\t\t\t<div class=\"subscribe_form\" style=\"display:flex; justify-content:center;\">\n\t\t\t\t\t\t\n\t\t\t\t\t\t<div class=\"subscribe_form_email\">\n\t\t\t\t\t\t\t<input type=\"email\" class=\"ays_sccp_sb_email ays_sccp_sb_field\" required name=\"ays_sb_email_form_2\" placeholder=\"Inserisci qui la tua e-mail...\" style=\"width:100%;\">\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<div class=\"subscribe_form_email\">\n\t\t\t\t\t\t\t<input type=\"submit\" style=\"       \" class=\"ays_sccp_sb_sbm ays_sccp_sb_field\" name=\"subscribe_sub_2\" id=\"subscribe_sub_2\" value=\"Iscriviti\" data-mobile-value=\"Iscriviti\" data-desktop-value=\"Iscriviti\">\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/form>\t\t\t\t\n\t\t\t<\/div><br \/>\n<\/br><br \/>\n<\/br><\/p>\n<p style=\"text-align: center;\">*******<\/p>\n<p>Cosa succede in casi del genere, e come reagire ? Lo vedremo nel nostro seminario sul <em>positioning.<\/em><br \/>\n<em>\ud83d\udc49\u00a0In questo seminario, attraverso spiegazioni teoriche ed esercitazioni pratiche, <\/em><em>scopriremo come le storie che raccontiamo a noi stessi ci condizionano, <\/em><em>influenzando la nostra efficacia al tavolo negoziale ed in ultima analisi la nostra <\/em><em>capacit\u00e0 di negoziare sull&#8217;argomento in discussione al tavolo. Impareremo inoltre <\/em><em>come smascherare le tecniche usate dagli altri per delegittimarci e toglierci potere, <\/em><em>e come reagire (cd. repositioning).<\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-dqlhg-95f9926e7708ddb1f762b62aab6c389f\">\n#top .hr.hr-invisible.av-dqlhg-95f9926e7708ddb1f762b62aab6c389f{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-dqlhg-95f9926e7708ddb1f762b62aab6c389f 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-b4af8-e493e7ff336ca622d9e2897ed8644c60 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=908&amp;t=Il%20Positioning\" 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=Il%20Positioning&amp;url=https:\/\/www.negotiationandhumanities.com\/?p=908\" 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=908\" 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=Il%20Positioning&amp;url=https:\/\/www.negotiationandhumanities.com\/?p=908\" 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=Il%20Positioning&#038;body=https:\/\/www.negotiationandhumanities.com\/?p=908' 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":"<p>\ud83d\udcccAvete presente la sensazione di posizionamento reciproco tra le parti all&#8217;inizio di una riunione, quando si entra in stanza e si ha la chiara sensazione, gi\u00e0 dai primi secondi di convenevoli reciproci, di &#8220;prendere posto&#8221; al tavolo negoziale non solo in senso materiale ma anche in senso figurato?<br \/>\n\ud83d\udcccQuesto (ma non solo) \u00e8 il positioning..ne parliamo qui<\/p>\n","protected":false},"author":1,"featured_media":916,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13],"tags":[],"class_list":["post-908","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-storiedinegoziazione"],"_links":{"self":[{"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/908","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=908"}],"version-history":[{"count":19,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/908\/revisions"}],"predecessor-version":[{"id":1698,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/posts\/908\/revisions\/1698"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=\/wp\/v2\/media\/916"}],"wp:attachment":[{"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=908"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=908"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.negotiationandhumanities.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=908"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}