{"id":12724,"date":"2026-05-04T17:24:59","date_gmt":"2026-05-04T17:24:59","guid":{"rendered":"https:\/\/scotwork-e5h7gkdwh5fshkaz.ukwest-01.azurewebsites.net\/?page_id=12724"},"modified":"2026-05-05T11:31:17","modified_gmt":"2026-05-05T11:31:17","slug":"glossario-della-negoziazione","status":"publish","type":"page","link":"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/","title":{"rendered":"Glossary of Negotiation Terms"},"content":{"rendered":"\n<div class=\"wp-block-cover alignfull sec-hero ban-blog sec-blog-opinion\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-background-dim-80 has-background-dim\"><\/span><img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1707\" class=\"wp-block-cover__image-background wp-image-3601\" alt=\"\" src=\"\/italy\/wp-content\/uploads\/2025\/06\/shutterstock_121514233-scaled.jpg\" data-object-fit=\"cover\" srcset=\"\/wp-content\/uploads\/2025\/06\/shutterstock_121514233-scaled.jpg 2560w, \/wp-content\/uploads\/2025\/06\/shutterstock_121514233-300x200.jpg 300w, \/wp-content\/uploads\/2025\/06\/shutterstock_121514233-1024x683.jpg 1024w, \/wp-content\/uploads\/2025\/06\/shutterstock_121514233-768x512.jpg 768w, \/wp-content\/uploads\/2025\/06\/shutterstock_121514233-1536x1024.jpg 1536w, \/wp-content\/uploads\/2025\/06\/shutterstock_121514233-2048x1365.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-block-group-is-layout-constrained\" id=\"carouselExampleCaptions\">\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 alignwide carousel-item active is-vertical is-layout-flex wp-container-core-group-is-layout-1 wp-block-group-is-layout-flex\">\n<p><\/p>\n\n\n\n<h1 class=\"wp-block-heading has-base-color has-text-color has-link-color has-georgia-font-family has-max-48-font-size wp-elements-2eb4c08c76b6c342d77acfefeb1fda28\" style=\"font-style:normal;font-weight:700;line-height:1.1\">Glossario delle Termini della Negoziazione<br><\/h1>\n\n\n\n<p class=\"has-montserrat-font-family has-medium-font-size\" style=\"font-style:normal;font-weight:500;line-height:1.5\">A partire dal 1975 abbiamo definito la negoziazione come il processo di scambio che ha una struttura. Da allora in Scotwork siamo diventati specialisti di negoziazione di livello mondiale e abbiamo fornito ai nostri clienti la consulenza e il coaching pi\u00f9 coinvolgenti ed efficaci per ottenere il successo.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n\n<section class=\"sec-blog sec-blog-op custom-blog-gap\">\n    <div class=\"container\">\n        <div class=\"row-blo-top\">\n            <form role=\"search\" method=\"get\" action=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/\" class=\"search-form d-flex gap-3 flex-wrap\">\n                <input type=\"search\" name=\"search\" placeholder=\"Search Negotiation Articles\" class=\"icon-search\" value=\"\" \/>\n\n                <!-- Filter by category (categories are pulled from base site when switched) -->\n                <select name=\"category_filter\" class=\"form-select\" style=\"display:none\">\n                    <option value=\"\">Filter by categories<\/option>\n                    <option value='termini-della-negoziazione' >TERMINI DELLA NEGOZIAZIONE<\/option><option value='uncategorized' >Uncategorized<\/option>                <\/select>\n\n                <!-- Sort by options -->\n                <select name=\"sort_by\" class=\"form-select\">\n                    <option value=\"\">Sort by<\/option>\n                    <option value=\"date_desc\"  >Newest to Oldest<\/option>\n                    <option value=\"date_asc\"   >Oldest to Newest<\/option>\n                    <option value=\"title_asc\"  >Title A\u2013Z<\/option>\n                    <option value=\"title_desc\" >Title Z\u2013A<\/option>\n                <\/select>\n\n                <button type=\"submit\" class=\"btn btn-primary\">Apply<\/button>\n            <\/form>\n        <\/div>\n\n        <style>\n            ul.page-numbers { list-style: none; }\n            .icon-search { padding-right: 33px; }\n            ul.pagination li span.pagination.current {\n                color: #fff;\n             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 }\n            h3 a {\n    text-decoration: none;\n}\nh3 a:hover  {\ncolor: initial;\n    text-decoration: underline;\n}\n        <\/style>\n\n        <div class=\"row row-gap-20\">                <div class=\"col-12 col-sm-12 col-md-6 col-lg-6 col-xl-6 bg-white change-bg-c\">\n                    <div class=\"box-neg-ins custom-articles\">\n                        <div class=\"custom-min-height1\">\n                          <h3><a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/negoziazione-basata-sui-principi-principled-negotiation\/\" title=\"Principled Negotiation\">Principled Negotiation<\/a><\/h3>\n                          \n                        <\/div>\n                        <!-- Permalink points to base site (blog 1), where the post actually lives -->\n                        <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/negoziazione-basata-sui-principi-principled-negotiation\/\" title=\"Read the post\" class=\"btn\">Learn More<\/a>\n                    <\/div>\n                <\/div>\n                                <div class=\"col-12 col-sm-12 col-md-6 col-lg-6 col-xl-6 bg-white change-bg-c\">\n                    <div class=\"box-neg-ins custom-articles\">\n                        <div class=\"custom-min-height1\">\n                          <h3><a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/logrolling-in-negoziazione\/\" title=\"Logrolling in Negoziazione\">Logrolling in Negoziazione<\/a><\/h3>\n                          \n                        <\/div>\n                        <!-- Permalink points to base site (blog 1), where the post actually lives -->\n                        <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/logrolling-in-negoziazione\/\" title=\"Read the post\" class=\"btn\">Learn More<\/a>\n                    <\/div>\n                <\/div>\n                <\/div><div class=\"row row-gap-20\">                <div class=\"col-12 col-sm-12 col-md-6 col-lg-6 col-xl-6 bg-white change-bg-c\">\n                    <div class=\"box-neg-ins custom-articles\">\n                        <div class=\"custom-min-height1\">\n                          <h3><a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/negoziazione-win-lose\/\" title=\"Negoziazione Win-Lose\">Negoziazione Win-Lose<\/a><\/h3>\n                          \n                        <\/div>\n                        <!-- Permalink points to base site (blog 1), where the post actually lives -->\n                        <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/negoziazione-win-lose\/\" title=\"Read the post\" class=\"btn\">Learn More<\/a>\n                    <\/div>\n                <\/div>\n                                <div class=\"col-12 col-sm-12 col-md-6 col-lg-6 col-xl-6 bg-white change-bg-c\">\n                    <div class=\"box-neg-ins custom-articles\">\n                        <div class=\"custom-min-height1\">\n                          <h3><a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/concessione-in-negoziazione\/\" title=\"Concessioni Negoziali\">Concessioni Negoziali<\/a><\/h3>\n                          \n                        <\/div>\n                        <!-- Permalink points to base site (blog 1), where the post actually lives -->\n                        <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/concessione-in-negoziazione\/\" title=\"Read the post\" class=\"btn\">Learn More<\/a>\n                    <\/div>\n                <\/div>\n                <\/div><div class=\"row row-gap-20\">                <div class=\"col-12 col-sm-12 col-md-6 col-lg-6 col-xl-6 bg-white change-bg-c\">\n                    <div class=\"box-neg-ins custom-articles\">\n                        <div class=\"custom-min-height1\">\n                          <h3><a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/ancoraggio-in-negoziazione\/\" title=\"Ancoraggio Negoziale\">Ancoraggio Negoziale<\/a><\/h3>\n                          \n                        <\/div>\n                        <!-- Permalink points to base site (blog 1), where the post actually lives -->\n                        <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/ancoraggio-in-negoziazione\/\" title=\"Read the post\" class=\"btn\">Learn More<\/a>\n                    <\/div>\n                <\/div>\n                                <div class=\"col-12 col-sm-12 col-md-6 col-lg-6 col-xl-6 bg-white change-bg-c\">\n                    <div class=\"box-neg-ins custom-articles\">\n                        <div class=\"custom-min-height1\">\n                          <h3><a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/initial-public-offering-ipo\/\" title=\"Initial Public Offering (IPO)\">Initial Public Offering (IPO)<\/a><\/h3>\n                          \n                        <\/div>\n                        <!-- Permalink points to base site (blog 1), where the post actually lives -->\n                        <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/initial-public-offering-ipo\/\" title=\"Read the post\" class=\"btn\">Learn More<\/a>\n                    <\/div>\n                <\/div>\n                <\/div><div class=\"row row-gap-20\">                <div class=\"col-12 col-sm-12 col-md-6 col-lg-6 col-xl-6 bg-white change-bg-c\">\n                    <div class=\"box-neg-ins custom-articles\">\n                        <div class=\"custom-min-height1\">\n                          <h3><a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/prezzo-di-riserva\/\" title=\"Prezzo di Riserva\">Prezzo di Riserva<\/a><\/h3>\n                          \n                        <\/div>\n                        <!-- Permalink points to base site (blog 1), where the post actually lives -->\n                        <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/prezzo-di-riserva\/\" title=\"Read the post\" class=\"btn\">Learn More<\/a>\n                    <\/div>\n                <\/div>\n                                <div class=\"col-12 col-sm-12 col-md-6 col-lg-6 col-xl-6 bg-white change-bg-c\">\n                    <div class=\"box-neg-ins custom-articles\">\n                        <div class=\"custom-min-height1\">\n                          <h3><a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/zopa-zone-of-possible-agreement\/\" title=\"ZOPA\">ZOPA<\/a><\/h3>\n                          \n                        <\/div>\n                        <!-- Permalink points to base site (blog 1), where the post actually lives -->\n                        <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/zopa-zone-of-possible-agreement\/\" title=\"Read the post\" class=\"btn\">Learn More<\/a>\n                    <\/div>\n                <\/div>\n                <\/div><div class=\"row row-gap-20\">                <div class=\"col-12 col-sm-12 col-md-6 col-lg-6 col-xl-6 bg-white change-bg-c\">\n                    <div class=\"box-neg-ins custom-articles\">\n                        <div class=\"custom-min-height1\">\n                          <h3><a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/batna-best-alternative-to-a-negotiated-agreement\/\" title=\"BATNA\">BATNA<\/a><\/h3>\n                          \n                        <\/div>\n                        <!-- Permalink points to base site (blog 1), where the post actually lives -->\n                        <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/batna-best-alternative-to-a-negotiated-agreement\/\" title=\"Read the post\" class=\"btn\">Learn More<\/a>\n                    <\/div>\n                <\/div>\n                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