{"id":8808,"date":"2026-02-16T12:29:28","date_gmt":"2026-02-16T12:29:28","guid":{"rendered":"https:\/\/scotwork-e5h7gkdwh5fshkaz.ukwest-01.azurewebsites.net\/brazil\/?page_id=8808"},"modified":"2026-05-05T15:00:35","modified_gmt":"2026-05-05T15:00:35","slug":"faq","status":"publish","type":"page","link":"https:\/\/www.scotwork.com\/br\/faq\/","title":{"rendered":"FAQ"},"content":{"rendered":"\n<div class=\"wp-block-group alignfull about-us about-us-custom has-base-background-color has-background has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"margin-bottom:var(--wp--preset--spacing--large)\">\n<div style=\"aspect-ratio:auto;min-height:unset;\" class=\"wp-block-cover alignfull sec-hero ban-blog has-aspect-ratio\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-background-dim\"><\/span><img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1440\" class=\"wp-block-cover__image-background wp-image-9436\" alt=\"\" src=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-scaled.jpg\" style=\"object-position:30% 13%\" data-object-fit=\"cover\" data-object-position=\"30% 13%\" srcset=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-scaled.jpg 2560w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-300x169.jpg 300w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-1024x576.jpg 1024w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-768x432.jpg 768w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-1536x864.jpg 1536w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-2048x1152.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><div class=\"wp-block-cover__inner-container is-layout-flow wp-block-cover-is-layout-flow\">\n<div class=\"wp-block-group alignwide carousel slide has-global-padding is-layout-constrained wp-container-core-group-is-layout-3 wp-block-group-is-layout-constrained\" id=\"carouselExampleCaptions\" style=\"padding-right:var(--wp--preset--spacing--small);padding-left:var(--wp--preset--spacing--small)\">\n<div class=\"wp-block-group alignwide carousel-inner has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group carousel-item active is-vertical is-content-justification-left is-layout-flex wp-container-core-group-is-layout-1 wp-block-group-is-layout-flex\" style=\"padding-top:0\">\n<h2 class=\"wp-block-heading has-georgia-font-family has-max-48-font-size\" style=\"font-style:normal;font-weight:700;line-height:1.1\">Perguntas<\/h2>\n\n\n\n<h2 class=\"wp-block-heading has-georgia-font-family has-max-48-font-size\" style=\"font-style:normal;font-weight:700;line-height:0.8\">Frequentes<\/h2>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-group alignwide has-base-background-color has-background has-global-padding is-layout-constrained wp-container-core-group-is-layout-4 wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--medium);padding-right:var(--wp--preset--spacing--small);padding-bottom:var(--wp--preset--spacing--medium);padding-left:var(--wp--preset--spacing--small)\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-2f4d1b3\" id=\"fa-qs\" data-block-id=\"2f4d1b3\"><style>.stk-2f4d1b3 {max-width:750px !important;min-width:auto !important;}<\/style><h1 class=\"stk-block-heading__text\">FAQs<\/h1><\/div>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-e70e222 stk-block-background is-style-plain\" data-block-id=\"e70e222\"><style>.stk-e70e222 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-e70e222:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-d6fcdb9 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"d6fcdb9\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-d6fcdb9-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-d6fcdb9-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-c657730\" data-block-id=\"c657730\"><style>.stk-c657730 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-b8aa7d8\" id=\"por-que-escolher-a-scotwork\" data-block-id=\"b8aa7d8\"><style>.stk-b8aa7d8 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-b8aa7d8 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Por que escolher a Scotwork?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-3255896\" data-block-id=\"3255896\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-3255896\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3255896-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3255896-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-2187376 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"2187376\"><style>.stk-2187376-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-2187376-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-2187376-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-4e3a8d1\" data-block-id=\"4e3a8d1\"><p class=\"stk-block-text__text\">A Scotwork foi fundada em 1975 com um \u00fanico objetivo: trazer estrutura e clareza \u00e0 forma como as pessoas negociam. Por meio da nossa abordagem em 8 etapas (<strong>8-Step Approach<\/strong>\u00a9), nos tornamos pioneiros na forma de ensinar negocia\u00e7\u00e3o, estruturando nossos programas com base em aprendizado experiencial \u2014 utilizando cen\u00e1rios reais, grava\u00e7\u00f5es em v\u00eddeo e an\u00e1lises conduzidas por especialistas. Nenhuma outra empresa se aproxima desse n\u00edvel de profundidade e consist\u00eancia. <\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-3f36fc7 stk-block-background is-style-plain\" data-block-id=\"3f36fc7\"><style>.stk-3f36fc7 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-3f36fc7:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-9dba906 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"9dba906\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-9dba906-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-9dba906-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-ebc4ea1\" data-block-id=\"ebc4ea1\"><style>.stk-ebc4ea1 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-26b80b0\" id=\"o-curso-e-o-mesmo-em-todo-o-mundo\" data-block-id=\"26b80b0\"><style>.stk-26b80b0 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-26b80b0 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 767px){.stk-26b80b0 .stk-block-heading__text{line-height:1.5rem !important;}}<\/style><h4 class=\"stk-block-heading__text\">O curso \u00e9 o mesmo em todo o mundo?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-77a175a\" data-block-id=\"77a175a\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-77a175a\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-77-a-175-a-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-77-a-175-a-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c485dc1 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c485dc1\"><style>.stk-c485dc1-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c485dc1-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c485dc1-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-61aae0d\" data-block-id=\"61aae0d\"><p class=\"stk-block-text__text\">Sim. Nossos padr\u00f5es globais s\u00e3o aplicados localmente em todos os mercados. Somos \u00fanicos na combina\u00e7\u00e3o de alcance global com profundo conhecimento local. Nossa rede conta com mais de 180 consultores, que atuam em mais de 30 idiomas, permitindo adapta\u00e7\u00e3o \u00e0s culturas locais sem perder a consist\u00eancia de princ\u00edpios de negocia\u00e7\u00e3o de n\u00edvel mundial.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-ccd3ff2 stk-block-background is-style-plain\" data-block-id=\"ccd3ff2\"><style>.stk-ccd3ff2 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-ccd3ff2:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-255da3d stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"255da3d\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-255da3d-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-255da3d-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-ed13a50\" data-block-id=\"ed13a50\"><style>.stk-ed13a50 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-1d26a19\" id=\"em-quais-paises-e-idiomas-voces-atuam\" data-block-id=\"1d26a19\"><style>.stk-1d26a19 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-1d26a19 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 767px){.stk-1d26a19 .stk-block-heading__text{line-height:1.5rem !important;}}<\/style><h4 class=\"stk-block-heading__text\">Em quais pa\u00edses e idiomas voc\u00eas atuam?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-12134aa\" data-block-id=\"12134aa\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-12134aa\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-12134-aa-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-12134-aa-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-37e4abb stk-block-accordion__content\" data-v=\"4\" data-block-id=\"37e4abb\"><style>.stk-37e4abb-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-37e4abb-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-37e4abb-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-9efa012\" data-block-id=\"9efa012\"><p class=\"stk-block-text__text\">J\u00e1 capacitamos centenas de milhares de executivos em mais de 30 idiomas e nos consolidamos como a maior consultoria independente de negocia\u00e7\u00e3o do mundo. Possu\u00edmos escrit\u00f3rios em 50 pa\u00edses e operamos em mais de 120 pa\u00edses. <\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9b8f72f stk-block-background is-style-plain\" data-block-id=\"9b8f72f\"><style>.stk-9b8f72f {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9b8f72f:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ca364ac stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"ca364ac\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ca364ac-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ca364ac-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-b60785e\" data-block-id=\"b60785e\"><style>.stk-b60785e {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4b24acc\" id=\"como-voces-medem-o-roi-dos-cursos\" data-block-id=\"4b24acc\"><style>.stk-4b24acc {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-4b24acc .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como voc\u00eas medem o ROI dos cursos?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-009fc99\" data-block-id=\"009fc99\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-009fc99\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-009-fc-99-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-009-fc-99-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-cabf011 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"cabf011\"><style>.stk-cabf011-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-cabf011-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-cabf011-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-3033e8f\" data-block-id=\"3033e8f\"><p class=\"stk-block-text__text\">Introduzimos a mensura\u00e7\u00e3o de ROI em 1989 e, desde ent\u00e3o, os resultados t\u00eam demonstrado impacto consistente. Em at\u00e9 90 dias ap\u00f3s o treinamento, por meio de question\u00e1rios de acompanhamento, conseguimos evidenciar ganhos reais. Validados pelo feedback dos participantes e pelos resultados percebidos pelos gestores, nossos clientes alcan\u00e7am, em m\u00e9dia, um ROI de 16,08 vezes o valor investido no curso em at\u00e9 tr\u00eas meses.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-21b086a stk-block-background is-style-plain\" data-block-id=\"21b086a\"><style>.stk-21b086a {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-21b086a:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4ee11e9 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"4ee11e9\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4ee11e9-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4ee11e9-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-547133c\" data-block-id=\"547133c\"><style>.stk-547133c {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-54f8d2f\" id=\"por-que-voces-utilizam-a-proporcao-de-6-1-participantes-por-tutor\" data-block-id=\"54f8d2f\"><style>.stk-54f8d2f {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-54f8d2f .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Por que voc\u00eas utilizam a propor\u00e7\u00e3o de 6:1 (participantes por tutor)?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-198c973\" data-block-id=\"198c973\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-198c973\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-198-c-973-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-198-c-973-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-82536a4 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"82536a4\"><style>.stk-82536a4-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-82536a4-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-82536a4-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-32f5433\" data-block-id=\"32f5433\"><p class=\"stk-block-text__text\">Acreditamos que essa \u00e9 a propor\u00e7\u00e3o m\u00ednima necess\u00e1ria para garantir a qualidade do feedback nos debriefs de negocia\u00e7\u00f5es n\u00e3o roteirizadas, realizados ap\u00f3s os exerc\u00edcios pr\u00e1ticos (case plays). Isso assegura tempo significativo de intera\u00e7\u00e3o individual com nossos consultores, proporcionando suporte direcionado e orienta\u00e7\u00f5es pr\u00e1ticas de alta qualidade.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-28dac59 stk-block-background is-style-plain\" data-block-id=\"28dac59\"><style>.stk-28dac59 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-28dac59:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-7919350 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"7919350\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-7919350-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-7919350-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-39dd5e9\" data-block-id=\"39dd5e9\"><style>.stk-39dd5e9 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-cc55ca1\" id=\"qual-e-o-nivel-de-qualificacao-dos-tutores\" data-block-id=\"cc55ca1\"><style>.stk-cc55ca1 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-cc55ca1 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Qual \u00e9 o n\u00edvel de qualifica\u00e7\u00e3o dos tutores?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-d79bc8b\" data-block-id=\"d79bc8b\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-d79bc8b\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-79-bc-8-b-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-79-bc-8-b-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4201a00 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"4201a00\"><style>.stk-4201a00-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4201a00-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4201a00-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-98e0be7\" data-block-id=\"98e0be7\"><p class=\"stk-block-text__text\">Nossos tutores s\u00e3o especialistas em negocia\u00e7\u00e3o \u2014 profissionais de neg\u00f3cios com experi\u00eancia pr\u00e1tica acumulada ao longo de d\u00e9cadas, atuando em centenas de setores. Cada tutor passa por um rigoroso programa de forma\u00e7\u00e3o em quatro etapas (\u201cTrain the Trainer\u201d), al\u00e9m de auditorias regulares para garantir a manuten\u00e7\u00e3o de altos padr\u00f5es de qualidade e desempenho. &nbsp;<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-f23c6ee stk-block-background is-style-plain\" data-block-id=\"f23c6ee\"><style>.stk-f23c6ee {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-f23c6ee:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f2d1f50 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"f2d1f50\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f2d1f50-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f2d1f50-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-554f1d9\" data-block-id=\"554f1d9\"><style>.stk-554f1d9 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-09b7013\" id=\"em-quais-setores-voces-se-especializam\" data-block-id=\"09b7013\"><style>.stk-09b7013 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-09b7013 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Em quais setores voc\u00eas se especializam?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-3a58aea\" data-block-id=\"3a58aea\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-3a58aea\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3-a-58-aea-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3-a-58-aea-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-51267e7 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"51267e7\"><style>.stk-51267e7-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-51267e7-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-51267e7-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-04cc44c\" data-block-id=\"04cc44c\"><p class=\"stk-block-text__text\">Atendemos todos os setores \u2014 as habilidades de negocia\u00e7\u00e3o s\u00e3o universais e transfer\u00edveis. Como 80% do curso \u00e9 dedicado \u00e0 pr\u00e1tica por meio de simula\u00e7\u00f5es realistas, conseguimos adaptar os casos para refletir o contexto espec\u00edfico do seu setor, garantindo m\u00e1xima relev\u00e2ncia.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9fd4bce stk-block-background is-style-plain\" data-block-id=\"9fd4bce\"><style>.stk-9fd4bce {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9fd4bce:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-9d48a52 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"9d48a52\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-9d48a52-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-9d48a52-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-0d070ec\" data-block-id=\"0d070ec\"><style>.stk-0d070ec {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-b320fce\" id=\"voces-podem-negociar-em-meu-nome\" data-block-id=\"b320fce\"><style>.stk-b320fce {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-b320fce .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\"> Voc\u00eas podem negociar em meu nome?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-5542175\" data-block-id=\"5542175\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-5542175\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-5542175-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-5542175-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e5110fd stk-block-accordion__content\" data-v=\"4\" data-block-id=\"e5110fd\"><style>.stk-e5110fd-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e5110fd-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e5110fd-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-3ed1341\" data-block-id=\"3ed1341\"><p class=\"stk-block-text__text\">Sim, apoiamos nossos clientes de tr\u00eas formas principais:<br>Consultoria estrat\u00e9gica: apoiamos as equipes antes ou durante negocia\u00e7\u00f5es, desenvolvendo playbooks que garantem prepara\u00e7\u00e3o estruturada e consist\u00eancia em negocia\u00e7\u00f5es recorrentes.<br>Atua\u00e7\u00e3o conjunta: participamos das negocia\u00e7\u00f5es como uma extens\u00e3o integrada da equipe do cliente, trazendo uma vis\u00e3o independente e maior disciplina ao processo.<br>Lideran\u00e7a da negocia\u00e7\u00e3o: conduzimos a estrat\u00e9gia, coordena\u00e7\u00e3o e debriefs, al\u00e9m de apoiar na an\u00e1lise e gest\u00e3o de negocia\u00e7\u00f5es complexas.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-71061b6 stk-block-background is-style-plain\" data-block-id=\"71061b6\"><style>.stk-71061b6 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-71061b6:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f2ce0b0 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"f2ce0b0\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f2ce0b0-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f2ce0b0-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-2dea2e8\" data-block-id=\"2dea2e8\"><style>.stk-2dea2e8 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-9dc3880\" id=\"quanto-custa-um-treinamento-da-scotwork\" data-block-id=\"9dc3880\"><style>.stk-9dc3880 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-9dc3880 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\"> Quanto custa um treinamento da Scotwork?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-b844d3d\" data-block-id=\"b844d3d\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-b844d3d\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-b-844-d-3-d-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-b-844-d-3-d-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e441305 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"e441305\"><style>.stk-e441305-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e441305-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e441305-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-dc0d9b9\" data-block-id=\"dc0d9b9\"><p class=\"stk-block-text__text\">O valor varia conforme o tipo de curso, localiza\u00e7\u00e3o, formato (in-company ou aberto) e servi\u00e7os adicionais inclu\u00eddos. Para informa\u00e7\u00f5es detalhadas, recomendamos <a href=\"http:\/\/www.scotwork.com\/contact-us\">entrar em contato conosco<\/a>.<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-e0fe8dd stk-block-background is-style-plain\" data-block-id=\"e0fe8dd\"><style>.stk-e0fe8dd {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-e0fe8dd:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ad686d3 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"ad686d3\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ad686d3-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ad686d3-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-13527aa\" data-block-id=\"13527aa\"><style>.stk-13527aa {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-07f8792\" id=\"voces-ajudam-a-consolidar-o-aprendizado-apos-o-curso\" data-block-id=\"07f8792\"><style>.stk-07f8792 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-07f8792 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Voc\u00eas ajudam a consolidar o aprendizado ap\u00f3s o curso?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-6b4f62c\" data-block-id=\"6b4f62c\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-6b4f62c\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-b-4-f-62-c-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-b-4-f-62-c-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-3677e96 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"3677e96\"><style>.stk-3677e96-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-3677e96-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-3677e96-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-9a7d426\" data-block-id=\"9a7d426\"><p class=\"stk-block-text__text\">Sim. Entendemos que o aprendizado n\u00e3o termina na sala de aula. Continuamos apoiando o desenvolvimento das compet\u00eancias, fortalecendo o conhecimento e aumentando a confian\u00e7a para aplica\u00e7\u00e3o pr\u00e1tica em negocia\u00e7\u00f5es reais.<br>Garantimos boas pr\u00e1ticas antes, durante e ap\u00f3s as negocia\u00e7\u00f5es, refor\u00e7ando processos, habilidades e comportamentos, al\u00e9m de integrar a negocia\u00e7\u00e3o \u00e0 estrutura, estrat\u00e9gia e processos organizacionais.<\/p><\/div>\n\n\n\n<p>&nbsp;<\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-866b40a stk-block-background is-style-plain\" data-block-id=\"866b40a\"><style>.stk-866b40a {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-866b40a:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c684296 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"c684296\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c684296-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c684296-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-b5fcd7d\" data-block-id=\"b5fcd7d\"><style>.stk-b5fcd7d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4b659f5\" id=\"voces-possuem-certificacoes-reconhecidas\" data-block-id=\"4b659f5\"><style>.stk-4b659f5 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-4b659f5 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Voc\u00eas possuem certifica\u00e7\u00f5es reconhecidas?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-ba17f6c\" data-block-id=\"ba17f6c\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-ba17f6c\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-ba-17-f-6-c-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-ba-17-f-6-c-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-2f82542 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"2f82542\"><style>.stk-2f82542-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-2f82542-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-2f82542-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-c901f8e\" data-block-id=\"c901f8e\"><p class=\"stk-block-text__text\">Sim. O curso Advancing Negotiation Skills possui acredita\u00e7\u00e3o CPD. Ao final do programa, voc\u00ea tamb\u00e9m recebe um certificado de conclus\u00e3o que pode ser inclu\u00eddo no seu perfil no LinkedIn.&nbsp;<\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-ecdd101 stk-block-background is-style-plain\" data-block-id=\"ecdd101\"><style>.stk-ecdd101 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-ecdd101:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-afd77dc stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"afd77dc\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-afd77dc-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-afd77dc-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-778fb7d\" data-block-id=\"778fb7d\"><style>.stk-778fb7d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-d495976\" id=\"como-posso-manter-o-controle-em-uma-negociacao\" data-block-id=\"d495976\"><style>.stk-d495976 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-d495976 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como posso manter o controle em uma negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-28301ef\" data-block-id=\"28301ef\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-28301ef\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-28301-ef-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-28301-ef-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f0ccb82 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"f0ccb82\"><style>.stk-f0ccb82-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f0ccb82-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f0ccb82-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-a46bd2f\" data-block-id=\"a46bd2f\"><p class=\"stk-block-text__text\">Na d\u00e9cada de 1970, desenvolvemos a abordagem em 8 etapas para negocia\u00e7\u00e3o. Ao compreender esse processo, voc\u00ea consegue mapear o progresso da negocia\u00e7\u00e3o e decidir quando avan\u00e7ar, desacelerar ou at\u00e9 mesmo pausar a negocia\u00e7\u00e3o para um momento mais adequado.<\/p><\/div>\n\n\n\n<p>O dom\u00ednio desse processo \u00e9 um dos principais mecanismos de controle \u00e0 sua disposi\u00e7\u00e3o durante uma negocia\u00e7\u00e3o.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/control-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/control-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-6272ec5 stk-block-background is-style-plain\" data-block-id=\"6272ec5\"><style>.stk-6272ec5 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-6272ec5:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-0b2f203 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"0b2f203\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-0b2f203-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-0b2f203-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-a8ef869\" data-block-id=\"a8ef869\"><style>.stk-a8ef869 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-e6dfe93\" id=\"como-resolver-conflitos-no-ambiente-de-trabalho\" data-block-id=\"e6dfe93\"><style>.stk-e6dfe93 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-e6dfe93 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como resolver conflitos no ambiente de trabalho?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-0af178a\" data-block-id=\"0af178a\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-0af178a\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-0-af-178-a-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-0-af-178-a-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-3e71416 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"3e71416\"><style>.stk-3e71416-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-3e71416-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-3e71416-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-813f07d\" data-block-id=\"813f07d\"><p class=\"stk-block-text__text\">Resolva conflitos no ambiente de trabalho identificando, primeiro, a causa \u2014 se \u00e9 um mal-entendido ou uma rea\u00e7\u00e3o emocional. Evite discuss\u00f5es circulares: reconhe\u00e7a o ponto de vista da outra parte e proponha solu\u00e7\u00f5es. Utilize a negocia\u00e7\u00e3o para trocar prioridades, concedendo itens de menor valor em troca de ganhos mais relevantes. Considere as consequ\u00eancias de adiar, ceder ou impor solu\u00e7\u00f5es, e busque sempre um acordo pr\u00e1tico e mutuamente ben\u00e9fico.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/resolving-every-day-conflicts\/\">https:\/\/www.scotwork.com\/negotiation-insights\/resolving-every-day-conflicts\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-880b9c7 stk-block-background is-style-plain\" data-block-id=\"880b9c7\"><style>.stk-880b9c7 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-880b9c7:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-8f23e77 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"8f23e77\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-8f23e77-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-8f23e77-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-7adecee\" data-block-id=\"7adecee\"><style>.stk-7adecee {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-0e155c7\" id=\"o-que-e-negociacao-em-procurement\" data-block-id=\"0e155c7\"><style>.stk-0e155c7 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-0e155c7 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">O que \u00e9 negocia\u00e7\u00e3o em procurement?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-a91ca5f\" data-block-id=\"a91ca5f\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-a91ca5f\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-a-91-ca-5-f-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-a-91-ca-5-f-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ad8c4aa stk-block-accordion__content\" data-v=\"4\" data-block-id=\"ad8c4aa\"><style>.stk-ad8c4aa-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ad8c4aa-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ad8c4aa-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-3862b57\" data-block-id=\"3862b57\"><p class=\"stk-block-text__text\">Negocia\u00e7\u00e3o em procurement \u00e9 o processo pelo qual profissionais da \u00e1rea negociam com fornecedores para estabelecer condi\u00e7\u00f5es favor\u00e1veis dentro de um contrato de fornecimento. Esse processo ocorre tanto na contrata\u00e7\u00e3o de novos fornecedores quanto na renegocia\u00e7\u00e3o de contratos existentes.<\/p><\/div>\n\n\n\n<p>Ao longo desse processo, a \u00e1rea de procurement interage com diferentes departamentos internos, como TI, Finan\u00e7as e Compliance, al\u00e9m de m\u00faltiplos fornecedores. Mesmo diante dessa complexidade, o objetivo \u00e9 sempre alcan\u00e7ar condi\u00e7\u00f5es equilibradas em termos de pre\u00e7o, pagamento, entrega, prazos e qualidade.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/procurement-negotiation-training\/\">https:\/\/www.scotwork.com\/negotiation-insights\/procurement-negotiation-training\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-fedaf77 stk-block-background is-style-plain\" data-block-id=\"fedaf77\"><style>.stk-fedaf77 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-fedaf77:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-533a861 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"533a861\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-533a861-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-533a861-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-16c78b8\" data-block-id=\"16c78b8\"><style>.stk-16c78b8 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-efde2a7\" id=\"existem-diferentes-estilos-de-negociacao\" data-block-id=\"efde2a7\"><style>.stk-efde2a7 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-efde2a7 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Existem diferentes estilos de negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-7c3a916\" data-block-id=\"7c3a916\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-7c3a916\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7-c-3-a-916-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7-c-3-a-916-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6829a0f stk-block-accordion__content\" data-v=\"4\" data-block-id=\"6829a0f\"><style>.stk-6829a0f-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6829a0f-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6829a0f-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-93a3833\" data-block-id=\"93a3833\"><p class=\"stk-block-text__text\">Sim. Identificamos cinco principais estilos de negocia\u00e7\u00e3o:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Acomodador: prioriza a manuten\u00e7\u00e3o do relacionamento com a outra parte.<\/li>\n\n\n\n<li>Evitador: busca evitar conflitos a qualquer custo, sem priorizar nem o relacionamento nem o resultado.<\/li>\n\n\n\n<li>Colaborativo: trabalha em conjunto para encontrar solu\u00e7\u00f5es que atendam ambas as partes.<\/li>\n\n\n\n<li>Competitivo: orientado a resultados, com abordagem direta e, muitas vezes, agressiva, priorizando o objetivo acima do relacionamento.<\/li>\n\n\n\n<li>Conciliador: busca solu\u00e7\u00f5es intermedi\u00e1rias, equilibrando interesses e promovendo acordos mutuamente aceit\u00e1veis.<\/li>\n<\/ul>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/top-5-negotiation-styles\/\">https:\/\/www.scotwork.com\/negotiation-insights\/top-5-negotiation-styles\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9fdb9f8 stk-block-background is-style-plain\" data-block-id=\"9fdb9f8\"><style>.stk-9fdb9f8 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9fdb9f8:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1054273 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"1054273\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1054273-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1054273-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-b526838\" data-block-id=\"b526838\"><style>.stk-b526838 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-364b00a\" id=\"por-que-fazer-um-curso-de-negociacao-online\" data-block-id=\"364b00a\"><style>.stk-364b00a {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-364b00a .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Por que fazer um curso de negocia\u00e7\u00e3o online?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-69e0360\" data-block-id=\"69e0360\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-69e0360\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-69-e-0360-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-69-e-0360-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-01c6c3b stk-block-accordion__content\" data-v=\"4\" data-block-id=\"01c6c3b\"><style>.stk-01c6c3b-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-01c6c3b-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-01c6c3b-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-cbe933c\" data-block-id=\"cbe933c\"><p class=\"stk-block-text__text\">A negocia\u00e7\u00e3o tem como objetivo alcan\u00e7ar acordos mutuamente ben\u00e9ficos e exige pensamento cr\u00edtico, escuta ativa e criatividade. Aprender isso sozinho pode ser desafiador, especialmente diante de orienta\u00e7\u00f5es contradit\u00f3rias ou da tend\u00eancia de replicar pr\u00e1ticas inadequadas.<br>Os cursos online de negocia\u00e7\u00e3o oferecem estrutura, m\u00e9todo e orienta\u00e7\u00e3o pr\u00e1tica, sendo uma forma eficaz de desenvolver essas habilidades de maneira consistente e aplic\u00e1vel.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/5-reasons-to-take-a-negotiation-course\/\">https:\/\/www.scotwork.com\/negotiation-insights\/5-reasons-to-take-a-negotiation-course\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-cc5ea65 stk-block-background is-style-plain\" data-block-id=\"cc5ea65\"><style>.stk-cc5ea65 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-cc5ea65:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e17a241 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"e17a241\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e17a241-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e17a241-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-fb443c8\" data-block-id=\"fb443c8\"><style>.stk-fb443c8 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-c17abb3\" id=\"quais-sao-os-principais-beneficios-da-negociacao-no-ambiente-de-negocios\" data-block-id=\"c17abb3\"><style>.stk-c17abb3 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-c17abb3 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Quais s\u00e3o os principais benef\u00edcios da negocia\u00e7\u00e3o no ambiente de neg\u00f3cios?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-6f3ef52\" data-block-id=\"6f3ef52\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-6f3ef52\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-f-3-ef-52-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-f-3-ef-52-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c88a2f4 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c88a2f4\"><style>.stk-c88a2f4-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c88a2f4-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c88a2f4-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-4f1314f\" data-block-id=\"4f1314f\"><p class=\"stk-block-text__text\">Os principais benef\u00edcios incluem:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Constru\u00e7\u00e3o de respeito: negociadores eficazes s\u00e3o reconhecidos como solucionadores de problemas e influenciadores.<\/li>\n\n\n\n<li>Aumento da confian\u00e7a: maior seguran\u00e7a ao conduzir reuni\u00f5es e fechar acordos.<\/li>\n\n\n\n<li>Escuta ativa: capacidade de entender interesses e necessidades da outra parte.<\/li>\n\n\n\n<li>Maximiza\u00e7\u00e3o de valor: evita aceitar propostas iniciais desfavor\u00e1veis e aumenta o potencial de ganhos.<\/li>\n\n\n\n<li>Cria\u00e7\u00e3o de acordos ganha-ganha: foco em resultados sustent\u00e1veis para todas as partes envolvidas.<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/the-benefits-of-negotiation-skills-in-business\/\">https:\/\/www.scotwork.com\/negotiation-insights\/the-benefits-of-negotiation-skills-in-business\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9e97ab0 stk-block-background is-style-plain\" data-block-id=\"9e97ab0\"><style>.stk-9e97ab0 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9e97ab0:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6ee3a71 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"6ee3a71\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6ee3a71-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6ee3a71-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-754cdf2\" data-block-id=\"754cdf2\"><style>.stk-754cdf2 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ec38d8b\" id=\"quais-sao-alguns-mitos-comuns-sobre-negociacao\" data-block-id=\"ec38d8b\"><style>.stk-ec38d8b {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-ec38d8b .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Quais s\u00e3o alguns mitos comuns sobre negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-08a1d7b\" data-block-id=\"08a1d7b\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-08a1d7b\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-08-a-1-d-7-b-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-08-a-1-d-7-b-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-70746b5 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"70746b5\"><style>.stk-70746b5-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-70746b5-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-70746b5-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-599d6eb\" data-block-id=\"599d6eb\"><p class=\"stk-block-text__text\">Entre os 7 mitos principais est\u00e3o:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Negocia\u00e7\u00e3o \u00e9 sobre \u201cvencer\u201d<\/li>\n\n\n\n<li>Negocia\u00e7\u00e3o \u00e9 apenas concess\u00e3o (ceder)<\/li>\n\n\n\n<li>Negocia\u00e7\u00e3o \u00e9 apenas sobre pre\u00e7o<\/li>\n\n\n\n<li>Bons negociadores nascem prontos<\/li>\n\n\n\n<li>A primeira proposta define o resultado<\/li>\n\n\n\n<li>Negocia\u00e7\u00f5es s\u00e3o sempre confrontacionais<\/li>\n\n\n\n<li>Nunca se deve revelar seus limites<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/negotiation-myths\/\">https:\/\/www.scotwork.com\/negotiation-insights\/negotiation-myths\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-8856a5d stk-block-background is-style-plain\" data-block-id=\"8856a5d\"><style>.stk-8856a5d {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-8856a5d:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-660130c stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"660130c\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-660130c-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-660130c-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-59cf775\" data-block-id=\"59cf775\"><style>.stk-59cf775 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ac5e888\" id=\"como-abordar-negociacoes-interculturais\" data-block-id=\"ac5e888\"><style>.stk-ac5e888 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-ac5e888 .stk-block-heading__text{line-height:1.5rem !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como abordar negocia\u00e7\u00f5es interculturais?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-06eb90f\" data-block-id=\"06eb90f\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-06eb90f\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-06-eb-90-f-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-06-eb-90-f-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a9cb3af stk-block-accordion__content\" data-v=\"4\" data-block-id=\"a9cb3af\"><style>.stk-a9cb3af-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a9cb3af-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a9cb3af-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-ca7c55e\" data-block-id=\"ca7c55e\"><p class=\"stk-block-text__text\">Negocia\u00e7\u00f5es interculturais exigem prepara\u00e7\u00e3o e sensibilidade \u00e0s diferen\u00e7as culturais. Com a abordagem correta, \u00e9 poss\u00edvel alcan\u00e7ar bons resultados, mesmo em contextos complexos. A prepara\u00e7\u00e3o adequada e a adapta\u00e7\u00e3o de comportamento s\u00e3o fatores cr\u00edticos para o sucesso.<br>Em nosso artigo sobre o tema, apresentamos 10 dicas essenciais para negocia\u00e7\u00f5es interculturais bem-sucedidas.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-successful-cross-cultural-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-successful-cross-cultural-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-dc5e2ad stk-block-background is-style-plain\" data-block-id=\"dc5e2ad\"><style>.stk-dc5e2ad {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-dc5e2ad:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a05932b stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"a05932b\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a05932b-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a05932b-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-f57284c\" data-block-id=\"f57284c\"><style>.stk-f57284c {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-401a07c\" id=\"quais-sao-os-beneficios-do-treinamento-em-negociacao-de-vendas\" data-block-id=\"401a07c\"><style>.stk-401a07c {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-401a07c .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Quais s\u00e3o os benef\u00edcios do treinamento em negocia\u00e7\u00e3o de vendas?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-eec82fb\" data-block-id=\"eec82fb\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-eec82fb\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-eec-82-fb-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-eec-82-fb-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6c52162 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"6c52162\"><style>.stk-6c52162-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6c52162-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6c52162-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-82bde37\" data-block-id=\"82bde37\"><p class=\"stk-block-text__text\">O treinamento traz diversos benef\u00edcios, como:<br>Melhoria da comunica\u00e7\u00e3o<br>Aumento da confian\u00e7a<br>Maior qualidade na prepara\u00e7\u00e3o<br>Melhor tomada de decis\u00e3o<br>Aumento de receita<br>Fortalecimento de relacionamentos<br>Redu\u00e7\u00e3o de conflitos<br>Melhor gest\u00e3o do tempo<br>Maior satisfa\u00e7\u00e3o do cliente<br>Vantagem competitiva<br>Ao investir em treinamento de negocia\u00e7\u00e3o em vendas, as empresas podem aprimorar suas habilidades de negocia\u00e7\u00e3o, fechar melhores acordos e alcan\u00e7ar seus objetivos.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/benefits-of-sales-negotiation-training\/\">https:\/\/www.scotwork.com\/negotiation-insights\/benefits-of-sales-negotiation-training\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-89c9659 stk-block-background is-style-plain\" data-block-id=\"89c9659\"><style>.stk-89c9659 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-89c9659:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f0fa249 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"f0fa249\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f0fa249-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f0fa249-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-cb3d87e\" data-block-id=\"cb3d87e\"><style>.stk-cb3d87e {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-d1e304c\" id=\"quais-sao-erros-comuns-em-negociacoes\" data-block-id=\"d1e304c\"><style>.stk-d1e304c {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-d1e304c .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Quais s\u00e3o erros comuns em negocia\u00e7\u00f5es?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-d87472c\" data-block-id=\"d87472c\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-d87472c\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-87472-c-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-87472-c-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1b1b020 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"1b1b020\"><style>.stk-1b1b020-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1b1b020-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1b1b020-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-83f3a84\" data-block-id=\"83f3a84\"><p class=\"stk-block-text__text\">Os principais 8 erros incluem:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Buscar atalhos<\/li>\n\n\n\n<li>N\u00e3o construir confian\u00e7a<\/li>\n\n\n\n<li>Falta de prepara\u00e7\u00e3o<\/li>\n\n\n\n<li>Falta de considera\u00e7\u00e3o pela outra parte<\/li>\n\n\n\n<li>Tentar \u201cganhar\u201d de forma desonesta<\/li>\n\n\n\n<li>Recusar-se a ceder<\/li>\n\n\n\n<li>N\u00e3o saber quando se retirar<\/li>\n\n\n\n<li>Deixar emo\u00e7\u00f5es interferirem<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/\">https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-23d02f7 stk-block-background is-style-plain\" data-block-id=\"23d02f7\"><style>.stk-23d02f7 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-23d02f7:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-09fd760 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"09fd760\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-09fd760-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-09fd760-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-45647b2\" data-block-id=\"45647b2\"><style>.stk-45647b2 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-6f7fdf0\" id=\"a-linguagem-corporal-e-importante-na-negociacao\" data-block-id=\"6f7fdf0\"><style>.stk-6f7fdf0 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-6f7fdf0 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">A linguagem corporal \u00e9 importante na negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-41bc21a\" data-block-id=\"41bc21a\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-41bc21a\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-41-bc-21-a-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-41-bc-21-a-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-eba53ad stk-block-accordion__content\" data-v=\"4\" data-block-id=\"eba53ad\"><style>.stk-eba53ad-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-eba53ad-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-eba53ad-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-ca1b8d9\" data-block-id=\"ca1b8d9\"><p class=\"stk-block-text__text\">Sim. Al\u00e9m da comunica\u00e7\u00e3o verbal, a linguagem corporal revela inten\u00e7\u00f5es, emo\u00e7\u00f5es e rea\u00e7\u00f5es.<\/p><\/div>\n\n\n\n<p>Postura, gestos e express\u00f5es faciais ajudam a interpretar a outra parte e conduzir melhor a negocia\u00e7\u00e3o. Contato visual, postura aberta e gestos receptivos favorecem confian\u00e7a e comunica\u00e7\u00e3o. J\u00e1 uma postura confiante refor\u00e7a credibilidade e influ\u00eancia na percep\u00e7\u00e3o das suas habilidades.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Manter contato visual, adotar uma postura aberta e utilizar gestos receptivos s\u00e3o exemplos de linguagem corporal positiva que fortalecem a confian\u00e7a e incentivam uma comunica\u00e7\u00e3o aberta, contribuindo para um ambiente de negocia\u00e7\u00e3o mais produtivo.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Uma linguagem corporal confiante contribui para a constru\u00e7\u00e3o de credibilidade e influencia a forma como nossas habilidades de negocia\u00e7\u00e3o s\u00e3o percebidas. Exemplos incluem manter uma postura firme, utilizar gestos assertivos e demonstrar controle emocional.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/is-body-language-important-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/is-body-language-important-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-40a923e stk-block-background is-style-plain\" data-block-id=\"40a923e\"><style>.stk-40a923e {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-40a923e:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1296e57 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"1296e57\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1296e57-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1296e57-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-54b12ee\" data-block-id=\"54b12ee\"><style>.stk-54b12ee {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4f7ac39\" id=\"como-negociar-virtualmente\" data-block-id=\"4f7ac39\"><style>.stk-4f7ac39 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-4f7ac39 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como negociar virtualmente?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-18d0639\" data-block-id=\"18d0639\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-18d0639\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-18-d-0639-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-18-d-0639-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-178baaa stk-block-accordion__content\" data-v=\"4\" data-block-id=\"178baaa\"><style>.stk-178baaa-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-178baaa-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-178baaa-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-f8a0f08\" data-block-id=\"f8a0f08\"><p class=\"stk-block-text__text\">A Scotwork oferece treinamentos virtuais e, a seguir, apresentamos nossas principais recomenda\u00e7\u00f5es para obter o m\u00e1ximo de suas negocia\u00e7\u00f5es online.<\/p><\/div>\n\n\n\n<p>Alguns pontos-chave:<\/p>\n\n\n\n<p>Prepara\u00e7\u00e3o: A prepara\u00e7\u00e3o para negocia\u00e7\u00f5es virtuais \u00e9 essencial. Na verdade, ela desempenha um papel ainda mais importante do que nas negocia\u00e7\u00f5es presenciais.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Tecnologia: usar ferramentas adequadas para facilitar a intera\u00e7\u00e3o<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Seja criativo: pensar fora da caixa pode ajudar voc\u00ea a encontrar solu\u00e7\u00f5es \u00fanicas e criar valor em uma negocia\u00e7\u00e3o virtual. Uma forma de ser criativo \u00e9 considerar os interesses e as necessidades da outra parte al\u00e9m das posi\u00e7\u00f5es declaradas. Voc\u00ea tamb\u00e9m pode usar storytelling ou met\u00e1foras para ilustrar seus pontos e torn\u00e1-los mais memor\u00e1veis e persuasivos. Ao engajar a imagina\u00e7\u00e3o e as emo\u00e7\u00f5es da outra parte, voc\u00ea pode construir rapport e influenciar o processo de tomada de decis\u00e3o.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/virtual-negotiations\/\">https:\/\/www.scotwork.com\/negotiation-insights\/virtual-negotiations\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-c07f84f stk-block-background is-style-plain\" data-block-id=\"c07f84f\"><style>.stk-c07f84f {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-c07f84f:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a3864c7 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"a3864c7\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a3864c7-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a3864c7-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-2fadf54\" data-block-id=\"2fadf54\"><style>.stk-2fadf54 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-72e8919\" id=\"como-destravar-uma-negociacao-em-impasse-deadlock\" data-block-id=\"72e8919\"><style>.stk-72e8919 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-72e8919 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como destravar uma negocia\u00e7\u00e3o em impasse (deadlock)?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-c99ac07\" data-block-id=\"c99ac07\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-c99ac07\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-c-99-ac-07-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-c-99-ac-07-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a368067 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"a368067\"><style>.stk-a368067-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a368067-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a368067-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-c78b3b4\" data-block-id=\"c78b3b4\"><p class=\"stk-block-text__text\">Um impasse ocorre quando nenhuma das partes est\u00e1 disposta a ceder e n\u00e3o se chega a um acordo. A chave para super\u00e1-lo \u00e9 focar no objetivo coletivo \u2014 identificar e construir um resultado \u201cganha-ganha\u201d. Isso nem sempre \u00e9 simples, especialmente quando as emo\u00e7\u00f5es est\u00e3o elevadas.<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Fa\u00e7a uma pausa<\/li>\n\n\n\n<li>Reestruture sua proposta<\/li>\n\n\n\n<li>Trabalhe na resolu\u00e7\u00e3o do problema<\/li>\n\n\n\n<li>Identifique pontos em comum<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>Lembrar que a outra parte \u00e9 humana ajuda a desenvolver empatia e reconhecer suas emo\u00e7\u00f5es. T\u00e9cnicas como encontrar terreno comum ou reformular propostas permitem retomar o di\u00e1logo e avan\u00e7ar na negocia\u00e7\u00e3o.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-break-a-deadlock-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-break-a-deadlock-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-09030c4 stk-block-background is-style-plain\" data-block-id=\"09030c4\"><style>.stk-09030c4 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-09030c4:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ce2b65e stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"ce2b65e\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ce2b65e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ce2b65e-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-4558a12\" data-block-id=\"4558a12\"><style>.stk-4558a12 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4919e5d\" id=\"como-construir-relacionamentos-em-negociacao\" data-block-id=\"4919e5d\"><style>.stk-4919e5d {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-4919e5d .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como construir relacionamentos em negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-6b8c449\" data-block-id=\"6b8c449\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-6b8c449\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-b-8-c-449-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-6-b-8-c-449-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-5d63194 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"5d63194\"><style>.stk-5d63194-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-5d63194-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-5d63194-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-ef1df4f\" data-block-id=\"ef1df4f\"><p class=\"stk-block-text__text\">Algumas pr\u00e1ticas essenciais para fortalecer relacionamentos:<br>&nbsp;<br>Comunica\u00e7\u00e3o aberta: fundamental quando h\u00e1 risco de mal-entendidos, especialmente em negocia\u00e7\u00f5es entre pa\u00edses ou setores diferentes.<br>&nbsp;<br>Constru\u00e7\u00e3o de confian\u00e7a: A confian\u00e7a geralmente \u00e9 constru\u00edda ao longo do tempo, por meio de a\u00e7\u00f5es que demonstram confiabilidade e integridade. Se voc\u00ea prometeu fazer algo, cumpra. Caso algo impe\u00e7a voc\u00ea de cumprir, seja transparente sobre isso.<br>&nbsp;<br>Empatia \u2013 Pratique a escuta ativa, frequentemente retomando as respostas da outra parte para garantir que voc\u00ea compreende suas motiva\u00e7\u00f5es. Quando voc\u00ea escuta algu\u00e9m com aten\u00e7\u00e3o, essa pessoa tende a confiar mais em voc\u00ea e voc\u00ea pode aprender mais sobre seus interesses, abrindo espa\u00e7o para solu\u00e7\u00f5es alternativas caso tenha chegado a um impasse.<br>&nbsp;<br>Gerenciar conflitos \u2013 A forma como voc\u00ea gerencia conflitos pode gerar respeito. Ignorar o problema n\u00e3o far\u00e1 com que ele desapare\u00e7a e pode fazer com que a outra pessoa se sinta frustrada. Ela pode at\u00e9 acreditar que voc\u00ea tem desd\u00e9m por ela, o que pode desmotiv\u00e1-la a trabalhar com voc\u00ea novamente.<br>&nbsp;<br>Colaborar \u2013 Ao trabalhar em conjunto com seus parceiros de negocia\u00e7\u00e3o, voc\u00ea pode criar acordos que beneficiem ambos os lados. Todos se sentir\u00e3o mais comprometidos com o acordo e mais dispostos a aceitar o resultado.<br>&nbsp;<br><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-relationship-building-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-relationship-building-in-negotiation\/<\/a><\/p><\/div>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-c9db51e stk-block-background is-style-plain\" data-block-id=\"c9db51e\"><style>.stk-c9db51e {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-c9db51e:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6920a21 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"6920a21\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6920a21-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6920a21-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-132f6bb\" data-block-id=\"132f6bb\"><style>.stk-132f6bb {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-5ade924\" id=\"quais-perguntas-devo-fazer-durante-uma-negociacao\" data-block-id=\"5ade924\"><style>.stk-5ade924 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-5ade924 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Quais perguntas devo fazer durante uma negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-95f4737\" data-block-id=\"95f4737\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-95f4737\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-95-f-4737-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-95-f-4737-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-9bd7940 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"9bd7940\"><style>.stk-9bd7940-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-9bd7940-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-9bd7940-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-ff5f9f7\" data-block-id=\"ff5f9f7\"><p class=\"stk-block-text__text\">Cinco tipos principais de perguntas ajudam a manter o controle:<\/p><\/div>\n\n\n\n<p>Perguntas abertas \u2013 Perguntas abertas s\u00e3o aquelas que exigem uma resposta al\u00e9m de um simples \u201csim\u201d ou \u201cn\u00e3o\u201d. Geralmente come\u00e7am com \u201ccomo\u201d ou \u201co que\u201d e s\u00e3o um meio eficaz de incentivar o di\u00e1logo e construir rapport.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Perguntas investigativas \u2013 Um subconjunto das perguntas abertas, as perguntas investigativas ajudam a revelar informa\u00e7\u00f5es adicionais da outra parte. Utilize esse tipo de pergunta para obter respostas mais profundas quando perceber que a outra parte apresenta resist\u00eancia emocional ou est\u00e1 retendo informa\u00e7\u00f5es relevantes.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Perguntas de clarifica\u00e7\u00e3o \u2013 Perguntas de clarifica\u00e7\u00e3o ajudam a confirmar se voc\u00ea compreendeu corretamente a proposta da outra parte antes de formalizar o acordo.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Perguntas hipot\u00e9ticas \u2013 Perguntas hipot\u00e9ticas podem ser usadas como um recurso estrat\u00e9gico para abordar informa\u00e7\u00f5es desconfort\u00e1veis, por\u00e9m relevantes, sem causar ofensa.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Perguntas orientadas ao \u201cn\u00e3o\u201d \u2013 Pode parecer contraintuitivo, mas introduzir perguntas orientadas ao \u201cn\u00e3o\u201d na negocia\u00e7\u00e3o pode gerar resultados positivos. Ao dar \u00e0 outra pessoa uma \u201csa\u00edda\u201d (permiss\u00e3o para dizer n\u00e3o), ela tende a se sentir mais no controle e, consequentemente, mais receptiva durante toda a negocia\u00e7\u00e3o.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/questions-to-ask-during-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/questions-to-ask-during-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-e5d9656 stk-block-background is-style-plain\" data-block-id=\"e5d9656\"><style>.stk-e5d9656 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-e5d9656:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-48a2113 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"48a2113\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-48a2113-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-48a2113-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-2c77b2d\" data-block-id=\"2c77b2d\"><style>.stk-2c77b2d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-0d737b5\" id=\"como-renegociar-termos-contratuais-com-sucesso\" data-block-id=\"0d737b5\"><style>.stk-0d737b5 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-0d737b5 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como renegociar termos contratuais com sucesso?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-4541ccb\" data-block-id=\"4541ccb\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-4541ccb\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-4541-ccb-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-4541-ccb-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-fdfd6db stk-block-accordion__content\" data-v=\"4\" data-block-id=\"fdfd6db\"><style>.stk-fdfd6db-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-fdfd6db-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-fdfd6db-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-79321ae\" data-block-id=\"79321ae\"><p class=\"stk-block-text__text\">Segundo pesquisas da Scotwork, mais de 80% dos negociadores de vendas n\u00e3o possuem um plano alternativo quando contratos n\u00e3o funcionam como esperado. Com a prepara\u00e7\u00e3o correta, a renegocia\u00e7\u00e3o torna-se vi\u00e1vel.<\/p><\/div>\n\n\n\n<p>Se o seu contrato for de longo prazo e n\u00e3o puder ser alterado, ou se uma cl\u00e1usula de renegocia\u00e7\u00e3o tiver sido omitida, ainda assim \u00e9 poss\u00edvel mudar o resultado ao apresentar uma nova proposta, garantindo que ela:<\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Corrijam desequil\u00edbrios<\/li>\n\n\n\n<li>Sejam espec\u00edficos<\/li>\n\n\n\n<li>Representem uma troca (n\u00e3o uma exig\u00eancia)<\/li>\n\n\n\n<li>Envolvam as pessoas certas<\/li>\n<\/ul>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-renegotiate-a-contract\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-renegotiate-a-contract\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-4a82f72 stk-block-background is-style-plain\" data-block-id=\"4a82f72\"><style>.stk-4a82f72 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-4a82f72:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ecfd7af stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"ecfd7af\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ecfd7af-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ecfd7af-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-f9f4ebe\" data-block-id=\"f9f4ebe\"><style>.stk-f9f4ebe {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-8badfe7\" id=\"o-que-significa-nao-negociavel\" data-block-id=\"8badfe7\"><style>.stk-8badfe7 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-8badfe7 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">O que significa \u201cn\u00e3o negoci\u00e1vel\u201d?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-bf82b57\" data-block-id=\"bf82b57\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-bf82b57\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-bf-82-b-57-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-bf-82-b-57-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4733ff0 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"4733ff0\"><style>.stk-4733ff0-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4733ff0-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4733ff0-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-3f47863\" data-block-id=\"3f47863\"><p class=\"stk-block-text__text\">Em negocia\u00e7\u00f5es de alto impacto, \u201cn\u00e3o negoci\u00e1vel\u201d n\u00e3o \u00e9 apenas uma prefer\u00eancia forte. Refere-se a valores, princ\u00edpios ou requisitos essenciais que funcionam como limites claros \u2014 pontos em que o acordo deixa de ser vi\u00e1vel ou passa a representar risco excessivo.<\/p><\/div>\n\n\n\n<p>Itens n\u00e3o negoci\u00e1veis marcam o ponto em que o acordo deixa de ser ben\u00e9fico ou passa a se tornar arriscado demais para continuar.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/non-negotiable-meaning\/\">https:\/\/www.scotwork.com\/negotiation-insights\/non-negotiable-meaning\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-2557f8c stk-block-background is-style-plain\" data-block-id=\"2557f8c\"><style>.stk-2557f8c {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-2557f8c:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a3a96e3 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"a3a96e3\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a3a96e3-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a3a96e3-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-4f5e84d\" data-block-id=\"4f5e84d\"><style>.stk-4f5e84d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-8948928\" id=\"como-negociar-um-pacote-de-desligamento-severance\" data-block-id=\"8948928\"><style>.stk-8948928 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-8948928 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como negociar um pacote de desligamento (severance)?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-7219592\" data-block-id=\"7219592\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-7219592\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7219592-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7219592-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1753f9e stk-block-accordion__content\" data-v=\"4\" data-block-id=\"1753f9e\"><style>.stk-1753f9e-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1753f9e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1753f9e-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-63b82e7\" data-block-id=\"63b82e7\"><p class=\"stk-block-text__text\">Muitos profissionais n\u00e3o percebem que empregadores esperam algum n\u00edvel de negocia\u00e7\u00e3o nesses casos.<\/p><\/div>\n\n\n\n<p>Negociar o pacote de desligamento \u00e9 importante para garantir uma compensa\u00e7\u00e3o adequada ao tempo de servi\u00e7o e ao valor gerado. A prepara\u00e7\u00e3o \u00e9 essencial para conduzir essa negocia\u00e7\u00e3o com estrat\u00e9gia e consist\u00eancia.Em nosso artigo, detalhamos as melhores formas pelas quais voc\u00ea pode se preparar para negociar seu pacote de desligamento, incluindo algumas das principais estrat\u00e9gias e t\u00e1ticas.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-severance\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-severance\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-3b8b33e stk-block-background is-style-plain\" data-block-id=\"3b8b33e\"><style>.stk-3b8b33e {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-3b8b33e:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-876f287 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"876f287\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-876f287-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-876f287-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-824577a\" data-block-id=\"824577a\"><style>.stk-824577a {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ec3ed97\" id=\"por-que-negociacoes-falham\" data-block-id=\"ec3ed97\"><style>.stk-ec3ed97 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-ec3ed97 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Por que negocia\u00e7\u00f5es falham?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-9c12883\" data-block-id=\"9c12883\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-9c12883\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-9-c-12883-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-9-c-12883-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c80191e stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c80191e\"><style>.stk-c80191e-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c80191e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c80191e-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-70e5273\" data-block-id=\"70e5273\"><p class=\"stk-block-text__text\">Negocia\u00e7\u00f5es geralmente falham por:<br>Falta de prepara\u00e7\u00e3o<br>Rea\u00e7\u00f5es emocionais<br>Falta de clareza sobre prioridades<br>Foco excessivo em \u201cvencer\u201d<br>O fracasso raramente est\u00e1 no pre\u00e7o. Na maioria dos casos, \u00e9 comportamental.<\/p><\/div>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/\">https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-ca53340 stk-block-background is-style-plain\" data-block-id=\"ca53340\"><style>.stk-ca53340 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-ca53340:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-9644687 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"9644687\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-9644687-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-9644687-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-bd9ff96\" data-block-id=\"bd9ff96\"><style>.stk-bd9ff96 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-9d60b95\" id=\"o-que-e-uma-posicao-alternativa-em-negociacao\" data-block-id=\"9d60b95\"><style>.stk-9d60b95 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-9d60b95 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">O que \u00e9 uma posi\u00e7\u00e3o alternativa em negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-d7f1364\" data-block-id=\"d7f1364\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-d7f1364\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-7-f-1364-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-7-f-1364-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-081bdcf stk-block-accordion__content\" data-v=\"4\" data-block-id=\"081bdcf\"><style>.stk-081bdcf-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-081bdcf-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-081bdcf-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-0c7aee8\" data-block-id=\"0c7aee8\"><p class=\"stk-block-text__text\">Uma posi\u00e7\u00e3o alternativa \u00e9 um resultado alternativo que voc\u00ea est\u00e1 preparado para aceitar caso seu objetivo principal n\u00e3o possa ser alcan\u00e7ado.<\/p><\/div>\n\n\n\n<p>Ter uma alternativa clara reduz decis\u00f5es emocionais e evita concess\u00f5es de \u00faltima hora sob press\u00e3o.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/resources\/we-surveyed-6-600-salespeople-and-this-is-what-we-found\">https:\/\/www.scotwork.com\/resources\/we-surveyed-6-600-salespeople-and-this-is-what-we-found<\/a>  <\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-f4e4427 stk-block-background is-style-plain\" data-block-id=\"f4e4427\"><style>.stk-f4e4427 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-f4e4427:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-b5ca958 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"b5ca958\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-b5ca958-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-b5ca958-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-cf807ec\" data-block-id=\"cf807ec\"><style>.stk-cf807ec {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-be28baf\" id=\"qual-a-diferenca-entre-posicao-e-interesse-na-negociacao\" data-block-id=\"be28baf\"><style>.stk-be28baf {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-be28baf .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Qual a diferen\u00e7a entre posi\u00e7\u00e3o e interesse na negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-3412fc6\" data-block-id=\"3412fc6\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-3412fc6\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3412-fc-6-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-3412-fc-6-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-7bb545e stk-block-accordion__content\" data-v=\"4\" data-block-id=\"7bb545e\"><style>.stk-7bb545e-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-7bb545e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-7bb545e-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-4c2f61a\" data-block-id=\"4c2f61a\"><p class=\"stk-block-text__text\">Posi\u00e7\u00e3o: o que a pessoa diz que quer<br>Interesse: o motivo pelo qual ela quer<\/p><\/div>\n\n\n\n<p>Posi\u00e7\u00f5es tendem a entrar em conflito. Interesses podem ser alinhados.<\/p>\n\n\n\n<p>Negociadores eficazes v\u00e3o al\u00e9m das posi\u00e7\u00f5es declaradas para identificar os interesses subjacentes, criando mais vari\u00e1veis de troca e aumentando as chances de chegar a um acordo.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation\">https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-b9fc409 stk-block-background is-style-plain\" data-block-id=\"b9fc409\"><style>.stk-b9fc409 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-b9fc409:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c7d87d3 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"c7d87d3\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c7d87d3-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c7d87d3-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-58e570c\" data-block-id=\"58e570c\"><style>.stk-58e570c {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-0d72ee0\" id=\"qual-e-o-papel-da-lideranca-em-uma-negociacao\" data-block-id=\"0d72ee0\"><style>.stk-0d72ee0 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-0d72ee0 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Qual \u00e9 o papel da lideran\u00e7a em uma negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-44ce277\" data-block-id=\"44ce277\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-44ce277\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-44-ce-277-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-44-ce-277-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c9e4879 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c9e4879\"><style>.stk-c9e4879-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c9e4879-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c9e4879-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-5ffce1f\" data-block-id=\"5ffce1f\"><p class=\"stk-block-text__text\">A lideran\u00e7a define o tom, o modelo e os padr\u00f5es de comportamento em toda a organiza\u00e7\u00e3o. Os l\u00edderes influenciam os resultados das negocia\u00e7\u00f5es n\u00e3o por tomarem todas as decis\u00f5es, mas por moldarem a cultura, as expectativas e as capacidades.<\/p><\/div>\n\n\n\n<p>Uma lideran\u00e7a eficaz em negocia\u00e7\u00e3o envolve:<\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Criar um framework e processo de negocia\u00e7\u00e3o claros<\/li>\n\n\n\n<li>Incentivar uma prepara\u00e7\u00e3o disciplinada e clareza de pap\u00e9is<\/li>\n\n\n\n<li>Garantir que as equipes compreendam as prioridades e os limites organizacionais<\/li>\n\n\n\n<li>Modelar os comportamentos que a organiza\u00e7\u00e3o valoriza na negocia\u00e7\u00e3o<\/li>\n\n\n\n<li>Orientar e desenvolver outros para lidar com complexidade e press\u00e3o<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>Quando l\u00edderes incorporam comportamentos estruturados de negocia\u00e7\u00e3o, eles aumentam a consist\u00eancia, reduzem riscos e fortalecem os resultados em todos os n\u00edveis da organiza\u00e7\u00e3o.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/what-is-the-role-of-leadership-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/what-is-the-role-of-leadership-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9e5aadc stk-block-background is-style-plain\" data-block-id=\"9e5aadc\"><style>.stk-9e5aadc {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9e5aadc:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4f0659f stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"4f0659f\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4f0659f-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4f0659f-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-5f9755d\" data-block-id=\"5f9755d\"><style>.stk-5f9755d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-2ba64bc\" id=\"como-o-comportamento-influencia-as-negociacoes\" data-block-id=\"2ba64bc\"><style>.stk-2ba64bc {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-2ba64bc .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como o comportamento influencia as negocia\u00e7\u00f5es?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-d9d9dc5\" data-block-id=\"d9d9dc5\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-d9d9dc5\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-9-d-9-dc-5-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-d-9-d-9-dc-5-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f1ead6d stk-block-accordion__content\" data-v=\"4\" data-block-id=\"f1ead6d\"><style>.stk-f1ead6d-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f1ead6d-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f1ead6d-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-5e903ef\" data-block-id=\"5e903ef\"><p class=\"stk-block-text__text\">O comportamento molda a forma como as pessoas se comunicam, tomam decis\u00f5es e reagem \u00e0 press\u00e3o. Diferen\u00e7as nos estilos comportamentais influenciam como as partes coletam informa\u00e7\u00f5es, interpretam propostas, gerenciam conflitos e constroem confian\u00e7a.<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Compreender o comportamento ajuda os negociadores a:<\/li>\n\n\n\n<li>Comunicar-se de maneiras que a outra parte consiga assimilar<\/li>\n\n\n\n<li>Ajustar sua abordagem para reduzir atritos<\/li>\n\n\n\n<li>Reconhecer t\u00e1ticas de press\u00e3o e evitar rea\u00e7\u00f5es emocionais<\/li>\n\n\n\n<li>Utilizar seu pr\u00f3prio estilo de forma eficaz, compensando suas fraquezas<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>O perfil comportamental n\u00e3o se trata de r\u00f3tulos de personalidade, mas de adaptar a\u00e7\u00f5es para que os negociadores permane\u00e7am construtivos, disciplinados e focados em resultados sob press\u00e3o.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/behaviour-profiling-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/behaviour-profiling-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-fccf9ff stk-block-background is-style-plain\" data-block-id=\"fccf9ff\"><style>.stk-fccf9ff {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-fccf9ff:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-8657fa2 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"8657fa2\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-8657fa2-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-8657fa2-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-66f18be\" data-block-id=\"66f18be\"><style>.stk-66f18be {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-57b364a\" id=\"como-negociar-com-alguem-que-mente\" data-block-id=\"57b364a\"><style>.stk-57b364a {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-57b364a .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Como negociar com algu\u00e9m que mente?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-a4c81fd\" data-block-id=\"a4c81fd\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-a4c81fd\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-a-4-c-81-fd-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-a-4-c-81-fd-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-130387e stk-block-accordion__content\" data-v=\"4\" data-block-id=\"130387e\"><style>.stk-130387e-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-130387e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-130387e-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-04ec80c\" data-block-id=\"04ec80c\"><p class=\"stk-block-text__text\">Quando voc\u00ea suspeita que a outra parte n\u00e3o est\u00e1 sendo verdadeira, o sucesso da negocia\u00e7\u00e3o depende de manter o foco na disciplina comportamental e em crit\u00e9rios objetivos, em vez de entrar em discuss\u00f5es sobre honestidade.<\/p><\/div>\n\n\n\n<p>Principais abordagens incluem:<\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Separar comportamento do problema: mantenha o foco em interesses e fatos observ\u00e1veis, em vez de debater a veracidade<\/li>\n\n\n\n<li>Exigir clareza e evid\u00eancias: fa\u00e7a perguntas que demandem informa\u00e7\u00f5es espec\u00edficas ou comprova\u00e7\u00f5es, evitando aceitar afirma\u00e7\u00f5es vagas<\/li>\n\n\n\n<li>Usar crit\u00e9rios objetivos: baseie a discuss\u00e3o em padr\u00f5es verific\u00e1veis (dados, benchmarks, requisitos documentados), e n\u00e3o em percep\u00e7\u00f5es subjetivas<\/li>\n\n\n\n<li>Controlar o processo, n\u00e3o a acusa\u00e7\u00e3o: chamar algu\u00e9m de mentiroso raramente ajuda; em vez disso, reforce a estrutura e as expectativas da negocia\u00e7\u00e3o<\/li>\n\n\n\n<li>Observar padr\u00f5es, n\u00e3o declara\u00e7\u00f5es isoladas: inconsist\u00eancias recorrentes s\u00e3o mais relevantes do que deslizes pontuais<\/li>\n<\/ul>\n\n\n\n<p>Ao priorizar informa\u00e7\u00f5es verific\u00e1veis e o processo, em vez de discutir a veracidade, voc\u00ea mant\u00e9m o controle e a negocia\u00e7\u00e3o produtiva.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-with-a-liar\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-with-a-liar\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-8ac4152 stk-block-background is-style-plain\" data-block-id=\"8ac4152\"><style>.stk-8ac4152 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-8ac4152:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-0e252fe stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"0e252fe\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-0e252fe-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-0e252fe-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-f1a7eba\" data-block-id=\"f1a7eba\"><style>.stk-f1a7eba {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-70621e8\" id=\"o-que-sao-perguntas-orientadas-ao-nao-em-negociacao\" data-block-id=\"70621e8\"><style>.stk-70621e8 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-70621e8 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">O que s\u00e3o perguntas orientadas ao \u201cn\u00e3o\u201d em negocia\u00e7\u00e3o?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-ae1611e\" data-block-id=\"ae1611e\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-ae1611e\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-ae-1611-e-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-ae-1611-e-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c899b84 stk-block-accordion__content\" data-v=\"4\" data-block-id=\"c899b84\"><style>.stk-c899b84-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c899b84-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c899b84-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-beb5613\" data-block-id=\"beb5613\"><p class=\"stk-block-text__text\">Perguntas orientadas ao \u201cn\u00e3o\u201d s\u00e3o t\u00e9cnicas de formula\u00e7\u00e3o que convidam a outra parte a responder \u201cn\u00e3o\u201d, o que pode fazer com que as pessoas se sintam mais confort\u00e1veis, seguras e no controle. Essas perguntas reduzem a defensividade e abrem espa\u00e7o para conversas mais profundas.<\/p><\/div>\n\n\n\n<p>Por exemplo, em vez de perguntar \u201c<strong>Voc\u00ea concorda com isso?<\/strong>\u201d, voc\u00ea pode perguntar:<\/p>\n\n\n\n<p>\u201c<strong>Seria irracional pensar que\u2026?<\/strong>\u201d<br>\u201c<strong>Este \u00e9 um mau momento para discutir isso?<\/strong>\u201d<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Uma resposta \u201cn\u00e3o\u201d sinaliza que a pessoa se sente no controle e menos pressionada, o que frequentemente leva a di\u00e1logos mais honestos e melhores resultados.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>FAQs Por que escolher a Scotwork? A Scotwork foi fundada em 1975 com um \u00fanico objetivo: trazer estrutura e clareza \u00e0 forma como as pessoas negociam. Por meio da nossa abordagem em 8 etapas (8-Step Approach\u00a9), nos tornamos pioneiros na forma de ensinar negocia\u00e7\u00e3o, estruturando nossos programas com base em aprendizado experiencial \u2014 utilizando cen\u00e1rios&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-8808","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Perguntas Frequentes - Scotwork Brasil<\/title>\n<meta name=\"description\" content=\"Encontre respostas para perguntas frequentes sobre treinamento em negocia\u00e7\u00e3o da Scotwork Brasil, entrega global, ROI, acredita\u00e7\u00e3o, custos dos cursos e habilidades pr\u00e1ticas de negocia\u00e7\u00e3o.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.scotwork.com\/br\/faq\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Perguntas Frequentes - 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