{"id":8808,"date":"2026-02-16T12:29:28","date_gmt":"2026-02-16T12:29:28","guid":{"rendered":"https:\/\/scotwork-e5h7gkdwh5fshkaz.ukwest-01.azurewebsites.net\/italy\/?page_id=8808"},"modified":"2026-10-31T22:45:11","modified_gmt":"2026-10-31T22:45:11","slug":"faq","status":"publish","type":"page","link":"https:\/\/www.scotwork.com\/it\/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;\" class=\"wp-block-cover alignfull sec-hero ban-blog\"><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-e63a44ff 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-e0634237 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\">Le domande <\/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\">pi\u00f9 <\/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\">frequenti<\/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-5d0aa476 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=\"faq\" data-block-id=\"2f4d1b3\"><style>.stk-2f4d1b3 {max-width:750px !important;min-width:auto !important;}<\/style><h1 class=\"stk-block-heading__text\">FAQ<\/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=\"perche-scegliere-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\">Perch\u00e9 scegliere 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\">Perch\u00e9 dal 1975 insegniamo a negoziare con un metodo strutturato e con l&#8217;80% del corso dedicato alla pratica, seguita da un consulente ogni sei partecipanti. Con il nostro <strong>8-Step Framework\u00a9<\/strong> siamo stati pionieri nell&#8217;insegnamento della negoziazione, fondando il nostro programma sull&#8217;apprendimento esperienziale: situazioni concrete, analisi video e debriefing guidati. In questo nessuno ci eguaglia.<\/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=\"il-corso-e-lo-stesso-in-tutto-il-mondo\" 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\">Il corso \u00e8 lo stesso in tutto il mondo?<\/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\">S\u00ec, i nostri standard globali vengono applicati localmente in tutti i mercati. Nessuno unisce come noi presenza globale e profonda conoscenza dei mercati locali. La nostra rete di oltre 180 consulenti locali, che operano in 30 lingue, ci permette di adattarci alle culture locali garantendo ovunque principi di negoziazione coerenti e di livello mondiale.<\/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=\"in-quali-paesi-e-lingue-insegnate\" 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\">In quali Paesi e in quali lingue tenete i corsi?<\/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\">In Italia teniamo i corsi in italiano e in inglese, in azienda o nella nostra sede di Milano; nel mondo lavoriamo in 30 lingue, con uffici in 50 Paesi. Abbiamo formato centinaia di migliaia di senior manager in 30 lingue e siamo diventati la prima societ\u00e0 di consulenza indipendente sulla negoziazione al mondo, con uffici in 50 Paesi e attivit\u00e0 in 120 Paesi.<\/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=\"come-misurate-il-roi-dei-risultati-del-corso\" 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\">Come misurate il ROI del corso?<\/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\">Con un questionario di follow-up a 90 giorni dal corso, in cui partecipanti e manager riportano i risultati ottenuti; lo usiamo dal 1989. Secondo il feedback dei clienti e i risultati riportati dai manager, i nostri clienti ottengono in media un ROI pari a 16,08 volte il costo del corso entro tre mesi.<\/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=\"perche-avete-un-rapporto-discenti-tutor-di-6-1\" 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\">Perch\u00e9 prevedete un consulente ogni sei partecipanti?<\/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\">Perch\u00e9 \u00e8 il rapporto minimo che permette a ogni partecipante di ricevere un feedback individuale dopo ogni simulazione di trattativa. Ogni partecipante ha cos\u00ec ampio tempo individuale con i nostri consulenti, per ricevere supporto e consigli mirati.<\/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=\"quanto-sono-qualificati-i-vostri-tutor\" 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\">Quale preparazione hanno i vostri Trainers?<\/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\">Sono professionisti con lunga esperienza di business, certificati con un programma &#8220;Train the Trainer&#8221; in 4 fasi e sottoposti ad audit regolari. Tutti hanno completato un rigoroso programma &#8220;Train the Trainer&#8221; in 4 fasi e sono sottoposti ad audit regolari, che garantiscono nel tempo la qualit\u00e0 delle prestazioni e standard elevati.<\/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=\"in-quali-settori-siete-specializzati\" 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\">In quali settori siete specializzati?<\/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\">Lavoriamo con aziende di ogni settore e adattiamo i casi di simulazione al vostro mercato. L&#8217;80% del corso \u00e8 dedicato alla pratica di negoziazione dal vivo, con esercizi di simulazione su situazioni concrete e realistiche: per questo possiamo personalizzare i casi in base al vostro settore.<\/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=\"potete-negoziare-per-mio-conto\" 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\">Potete negoziare per mio conto?<\/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\">S\u00ec, supportiamo i nostri clienti in tre modi. In primo luogo, possiamo <a href=\"https:\/\/www.scotwork.com\/it\/consulenza-in-negoziazione\/\">consigliare i team prima o durante le negoziazioni<\/a>, ad esempio con un playbook che assicuri una preparazione efficace e una conduzione coerente delle negoziazioni ricorrenti. In secondo luogo, possiamo affiancare i team durante le negoziazioni come naturale estensione del team del cliente, portando una prospettiva indipendente e rigore. In terzo luogo, possiamo guidare i team fornendo direzione strategica, coordinamento e debriefing, e aiutandoli a gestire la complessit\u00e0 delle negoziazioni pi\u00f9 articolate.<\/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-costa-un-corso-di-formazione-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 costa un corso di formazione 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\">Dipende dal corso e dal formato. Per i corsi Open a calendario, nella nostra sede di Milano, i prezzi sono pubblici: <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione\/\">Advancing Negotiation Skills (A.N.S.)<\/a>, 3 giornate consecutive, costa 3.750 \u20ac + IVA a persona; <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione-2\/\">A.N.S. II Next Level<\/a>, 2 giornate consecutive riservate a chi ha gi\u00e0 frequentato A.N.S., costa 2.900 \u20ac + IVA a persona. Le prossime date sono nella pagina <a href=\"https:\/\/www.scotwork.com\/it\/prenotazione-corsi\/\">Prenota un corso<\/a>. Per i corsi aziendali, progettati per il vostro team, il prezzo dipende dal numero di partecipanti, dalla sede e dai servizi richiesti: <a href=\"https:\/\/www.scotwork.com\/it\/contattaci\/\">contattateci<\/a> per un preventivo.<\/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=\"potete-aiutarmi-a-consolidare-gli-apprendimenti-dopo-il-corso\" 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\">Potete aiutarmi a consolidare gli apprendimenti dopo il corso?<\/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\">S\u00ec: <a href=\"https:\/\/www.scotwork.com\/it\/apprendimento-integrato\/\">dopo il corso vi affianchiamo<\/a> prima, durante e dopo le trattative, perch\u00e9 le persone applichino nel lavoro quello che hanno allenato in aula. Assicuriamo le buone pratiche prima, durante e dopo ogni negoziazione. Rafforziamo il processo, le competenze e i comportamenti corretti. Integriamo le buone pratiche di negoziazione nella struttura organizzativa, nella strategia e nei processi aziendali.<\/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-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=\"avete-unaccreditazione-riconosciuta\" 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\">Avete un accreditamento riconosciuto?<\/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\">S\u00ec, il nostro corso <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione\/\">Advancing Negotiation Skills (A.N.S.)<\/a> ha l&#8217;accreditamento CPD. Al termine del corso si riceve un attestato di partecipazione Scotwork, che si pu\u00f2 aggiungere al proprio profilo LinkedIn.<\/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=\"come-posso-mantenere-il-controllo-in-una-negoziazione\" 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\">Come posso mantenere il controllo in una negoziazione?<\/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\">Conoscendo le fasi della trattativa: sapere in quale fase ci si trova permette di decidere se andare avanti, rallentare o rinviare. Negli anni &#8217;70 abbiamo sviluppato l&#8217;8-Step Framework\u00a9 della negoziazione. Conoscere il processo permette di monitorare i propri progressi e di decidere che cosa fare per andare avanti, rallentare o rinviare la negoziazione a un altro momento. Questa conoscenza \u00e8 uno dei meccanismi di controllo fondamentali a vostra disposizione durante una negoziazione.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"come-posso-risolvere-i-conflitti-sul-luogo-di-lavoro\" 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\">Come posso risolvere i conflitti sul luogo di lavoro?<\/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\">Risolvi <a href=\"https:\/\/www.scotwork.com\/it\/negoziazione-e-gestione-dei-conflitti\/\">i conflitti sul luogo di lavoro<\/a> identificando prima la causa e valutando se si tratta di un malinteso o di una reazione emotiva. Evita i circoli viziosi: cerca di capire il punto di vista dell&#8217;altra persona e proponi soluzioni. Usa la negoziazione per scambiare priorit\u00e0, cedendo elementi di scarso valore per ottenere concessioni di grande valore per te. Valuta le conseguenze di un rinvio, di una resa o di una soluzione imposta, e punta a un accordo pratico e reciprocamente vantaggioso.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"cose-la-negoziazione-nel-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\">Cos&#8217;\u00e8 la negoziazione nel 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\">\u00c8 il confronto con cui <a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-negli-acquisti\/\">l&#8217;ufficio acquisti<\/a> concorda con i fornitori prezzo e condizioni di un contratto di fornitura, nuovo o in rinnovo. Si applica sia quando si negozia un contratto con un nuovo fornitore sia quando si rinegoziano le condizioni con un fornitore esistente, al momento del rinnovo del contratto.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Durante il processo di acquisto, il team procurement si interfaccia con diverse funzioni interne, come IT, Finance o Compliance, oltre che con pi\u00f9 fornitori. Nonostante la complessit\u00e0 della catena di stakeholder, deve lavorare con costanza per concordare il prezzo e le condizioni di pagamento pi\u00f9 equi, le modalit\u00e0 di consegna, i tempi e gli standard di qualit\u00e0.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"esistono-diversi-stili-di-negoziazione\" 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\">Esistono diversi stili di negoziazione?<\/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\">S\u00ec, cinque: accomodante, evitante, collaborativo, competitivo e compromissorio. Ognuno pesa in modo diverso la relazione con la controparte e il risultato. Identifichiamo 5 principali stili di negoziazione:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Accomodante: l&#8217;obiettivo principale del negoziatore accomodante \u00e8 mantenere la relazione tra s\u00e9 e la controparte.<\/li>\n\n\n\n<li>Evitante: lo stile di negoziazione evitante punta a evitare il conflitto a ogni costo; in questo caso n\u00e9 la relazione con il cliente n\u00e9 l&#8217;obiettivo della discussione sono considerati essenziali.<\/li>\n\n\n\n<li>Collaborativo: i negoziatori collaborativi sono estremamente preziosi per un&#8217;azienda o un&#8217;organizzazione per la loro capacit\u00e0 di lavorare in team con la controparte per trovare soluzioni e soddisfare le esigenze di entrambe le parti.<\/li>\n\n\n\n<li>Competitivo: i negoziatori competitivi sono orientati agli obiettivi, determinati e aggressivi nel loro approccio al conflitto. La relazione con la controparte non \u00e8 una priorit\u00e0.<\/li>\n\n\n\n<li>Compromissorio: il negoziatore compromissorio adotta uno stile neutro e cerca soluzioni a un conflitto che siano vantaggiose per entrambe le parti. Come chi contratta sul prezzo, vuole trovare un punto d&#8217;incontro.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"perche-dovrei-seguire-un-corso-di-negoziazione-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\">Perch\u00e9 dovrei seguire un corso di negoziazione 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\">Perch\u00e9 imparare da soli \u00e8 difficile e copiare i colleghi porta cattive abitudini; un corso online d\u00e0 un metodo e pratica guidata senza spostarsi. Una negoziazione mira a raggiungere un accordo reciprocamente vantaggioso tra due o pi\u00f9 persone. \u00c8 una vera e propria arte, un equilibrio delicato che richiede pensiero critico, ascolto attivo e creativit\u00e0 nelle risposte. Imparare da soli, per\u00f2, pu\u00f2 sembrare impossibile. I consigli sono spesso contraddittori e imitare i colleghi rischia di far prendere cattive abitudini. Scotwork offre corsi di formazione virtuali: per questo seguire <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/negotiating-essentials-elearning-di-negoziazione\/\">un corso di negoziazione online<\/a> pu\u00f2 essere la soluzione giusta.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"quali-sono-i-principali-vantaggi-della-negoziazione-in-ambito-aziendale\" 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\">Quali sono i principali vantaggi della negoziazione in ambito aziendale?<\/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\">Negoziare bene porta accordi di maggior valore, pi\u00f9 rispetto e sicurezza nelle trattative, un ascolto pi\u00f9 attento e soluzioni che convengono a entrambe le parti. Ecco, secondo noi, i 5 principali vantaggi della negoziazione in ambito aziendale:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Costruisce rispetto: chi negozia bene pu\u00f2 lasciare negli altri l&#8217;impressione duratura di essere un ottimo problem solver, un innovatore e un leader influente.<\/li>\n\n\n\n<li>Rafforza la sicurezza: imparare a negoziare bene ti permette di affrontare riunioni e trattative con serenit\u00e0.<\/li>\n\n\n\n<li>Ascolto attivo: contrariamente a quanto si crede, negoziare non significa solo parlare. Significa ascoltare attivamente ci\u00f2 che dice la controparte e capire che cosa vuole, che cosa le serve e che cosa \u00e8 negoziabile.<\/li>\n\n\n\n<li>Massimizza il valore: negli affari non bisogna mai accettare la prima offerta ricevuta, perch\u00e9 di solito \u00e8 la migliore per chi la fa, non per voi. Negoziare offre le migliori possibilit\u00e0 di concludere un accordo equo che avvantaggi tutti.<\/li>\n\n\n\n<li>Crea situazioni win-win: contrariamente a quanto la televisione potrebbe far credere, i negoziatori esperti non puntano a battere la controparte, ma a creare una situazione vantaggiosa per tutti.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"quali-sono-alcuni-miti-comuni-sulla-negoziazione\" 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\">Quali sono alcuni miti comuni sulla negoziazione?<\/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\">Il pi\u00f9 diffuso \u00e8 che negoziatori si nasce: in realt\u00e0 \u00e8 una competenza che si allena. Altri miti: si negozia solo sul prezzo, negoziare significa vincere. Ecco i 7 principali miti sulla negoziazione:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Negoziare significa solo vincere<\/li>\n\n\n\n<li>La negoziazione \u00e8 una questione di compromesso<\/li>\n\n\n\n<li>Si negozia solo sul prezzo<\/li>\n\n\n\n<li>Negoziatori si nasce, non si diventa<\/li>\n\n\n\n<li>La prima offerta stabilisce il punto di ancoraggio<\/li>\n\n\n\n<li>Le negoziazioni sono sempre conflittuali<\/li>\n\n\n\n<li>Non dovresti mai rivelare la tua posizione limite<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"come-posso-affrontare-le-negoziazioni-interculturali\" 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\">Come posso affrontare le negoziazioni interculturali?<\/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\">Preparandosi sulle differenze culturali della controparte (tempi, gerarchie, modo di dire di no) prima di sedersi al tavolo, non durante. Le negoziazioni interculturali possono essere un compito impegnativo, soprattutto se non si ha familiarit\u00e0 con le differenze culturali tra s\u00e9 e la controparte. Tuttavia, con una preparazione adeguata e il giusto approccio, \u00e8 possibile raggiungere un risultato negoziale di successo. Nel nostro articolo sull&#8217;argomento presentiamo 10 consigli essenziali per negoziare con successo in contesti interculturali.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"quali-sono-i-vantaggi-della-formazione-alla-negoziazione-commerciale\" 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\">Quali sono i vantaggi della formazione alla negoziazione commerciale?<\/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\"><a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-nelle-vendite\/\">Accordi migliori e pi\u00f9 margine<\/a>: chi \u00e8 formato si prepara meglio, comunica con pi\u00f9 sicurezza e concede meno sotto pressione. La formazione pu\u00f2 migliorare le capacit\u00e0 comunicative, aumentare la fiducia, potenziare la preparazione, migliorare il processo decisionale, incrementare i ricavi, migliorare le relazioni, ridurre i conflitti, ottimizzare la gestione del tempo, aumentare la soddisfazione dei clienti e fornire un vantaggio competitivo. Investendo nella formazione alla negoziazione commerciale, le aziende possono migliorare le proprie competenze negoziali, ottenere accordi migliori e raggiungere i propri obiettivi.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"quali-sono-gli-errori-piu-comuni-in-una-negoziazione\" 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\">Quali sono gli errori pi\u00f9 comuni in una negoziazione?<\/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\">Il pi\u00f9 comune \u00e8 arrivare impreparati; seguono cercare scorciatoie, non costruire fiducia, rifiutare ogni compromesso e lasciarsi guidare dalle emozioni. Ecco gli 8 principali errori commessi durante le negoziazioni:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Cercare scorciatoie<\/li>\n\n\n\n<li>Mancata costruzione della fiducia<\/li>\n\n\n\n<li>Mancanza di preparazione<\/li>\n\n\n\n<li>Mancanza di considerazione<\/li>\n\n\n\n<li>Tentare di vincere in modo disonesto<\/li>\n\n\n\n<li>Rifiuto di scendere a compromessi<\/li>\n\n\n\n<li>Incapacit\u00e0 di abbandonare il tavolo<\/li>\n\n\n\n<li>Lasciarsi condizionare dalle emozioni<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"il-linguaggio-del-corpo-e-importante-nella-negoziazione\" 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\">Il linguaggio del corpo \u00e8 importante nella negoziazione?<\/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\">S\u00ec: postura, gesti ed espressioni rivelano intenzioni e reazioni che le parole non dicono, e leggerli aiuta a capire la controparte. La comunicazione verbale \u00e8 importante, ma \u00e8 anche possibile leggere le intenzioni, i sentimenti e le reazioni di qualcuno attraverso il linguaggio del corpo.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Il linguaggio del corpo comprende segnali non verbali, tra cui postura, gesti ed espressioni facciali, che possono trasmettere le emozioni e le intenzioni autentiche di una persona. I negoziatori possono comprendere meglio il punto di vista della controparte osservando questi segnali, il che li aiuter\u00e0 a orientarsi nel processo di negoziazione.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mantenere il contatto visivo, adottare una postura aperta e fare gesti accoglienti sono esempi di linguaggio del corpo positivo che favoriscono la fiducia e incoraggiano una comunicazione aperta, creando un ambiente di negoziazione pi\u00f9 produttivo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Un linguaggio del corpo sicuro contribuisce a costruire credibilit\u00e0 e influenza il modo in cui gli altri percepiscono le nostre capacit\u00e0 negoziali. Ne sono esempi stare in piedi con sicurezza, fare gesti assertivi e mantenere la calma.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"come-posso-negoziare-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\">Come posso negoziare 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\">Preparandosi ancora pi\u00f9 che in presenza, scegliendo la tecnologia giusta e verificando spesso di aver capito la controparte, che a distanza si legge meno. Ecco i nostri consigli principali per ottenere il massimo dalle negoziazioni a distanza.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Preparazione: prepararsi per le negoziazioni virtuali \u00e8 fondamentale. In effetti, la preparazione svolge un ruolo ancora pi\u00f9 importante nella negoziazione virtuale rispetto a quella in presenza.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Tecnologia: con la giusta tecnologia, non solo \u00e8 possibile superare le sfide delle negoziazioni virtuali, ma anche sfruttarne i vantaggi per ottenere risultati di successo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Sii creativo: pensare fuori dagli schemi pu\u00f2 aiutarti a trovare soluzioni originali e creare valore in una negoziazione virtuale. Un modo per essere creativi \u00e8 pensare agli interessi e alle esigenze della controparte al di l\u00e0 delle posizioni dichiarate. Puoi anche utilizzare lo storytelling o le metafore per illustrare i tuoi punti e renderli pi\u00f9 memorabili e convincenti. Coinvolgendo l&#8217;immaginazione e le emozioni della controparte, puoi costruire un rapporto e influenzare il suo processo decisionale.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"come-posso-superare-uno-stallo-in-una-negoziazione\" 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\">Come posso superare uno stallo in una negoziazione?<\/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\">Prendendo una pausa, riformulando la propria proposta e tornando agli interessi comuni invece che alle posizioni. La chiave per superare lo stallo \u00e8 concentrarsi sull&#8217;obiettivo comune e individuare e concordare un risultato &#8220;win-win&#8221;. Spesso \u00e8 pi\u00f9 facile a dirsi che a farsi, soprattutto quando gli animi sono accesi.<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Prenditi una pausa.<\/li>\n\n\n\n<li>Riformula la tua offerta.<\/li>\n\n\n\n<li>Risolvi il problema.<\/li>\n\n\n\n<li>Trova un terreno comune.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ricordare che la controparte \u00e8 umana pu\u00f2 aiutarti a empatizzare e riconoscere i suoi sentimenti. Lo stallo pu\u00f2 essere risolto in modo costruttivo adottando tecniche come stabilire un terreno comune o riformulare la propria offerta. Approcci di questo tipo possono aiutare a riavvicinare le parti e a rimettere in moto la trattativa.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"come-posso-costruire-relazioni-nella-negoziazione\" 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\">Come posso costruire relazioni nella negoziazione?<\/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\">Mantenendo le promesse, comunicando in modo chiaro e ascoltando davvero la controparte: la fiducia nasce da comportamenti coerenti nel tempo. Ecco alcuni consigli principali per costruire relazioni solide nella negoziazione.<br>&nbsp;<br>Comunicazione aperta: una comunicazione chiara \u00e8 fondamentale quando c&#8217;\u00e8 margine per incomprensioni, come quando le negoziazioni si estendono a Paesi o settori diversi.<br>&nbsp;<br>Costruisci la fiducia: la fiducia si guadagna solitamente nel tempo, attraverso azioni che dimostrano affidabilit\u00e0 e integrit\u00e0. Se hai promesso di fare qualcosa, mantieni la promessa. Se qualcosa te lo impedisce, sii trasparente al riguardo.<br>&nbsp;<br>Empatizza: pratica l&#8217;ascolto attivo, rispecchiando frequentemente le risposte della controparte per assicurarti di comprenderne la motivazione. Quando ascolti attentamente qualcuno, \u00e8 pi\u00f9 incline a fidarsi di te e potresti scoprire di pi\u00f9 sui suoi interessi, aprendo la porta a soluzioni alternative se hai raggiunto uno stallo.<br>&nbsp;<br>Gestisci il conflitto: il modo in cui gestisci il conflitto pu\u00f2 guadagnarti un certo rispetto. Ignorare il problema non lo far\u00e0 sparire e pu\u00f2 far sentire l&#8217;altra persona frustrata. Potrebbe persino credere che tu la disprezzi, scoraggiandola dal lavorare di nuovo con te.<br>&nbsp;<br>Collabora: lavorando insieme ai tuoi partner nella negoziazione, puoi creare accordi vantaggiosi per entrambe le parti. Tutti si sentiranno pi\u00f9 coinvolti nell&#8217;accordo e pi\u00f9 propensi ad accettarne il risultato.<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=\"quali-domande-dovrei-porre-durante-una-negoziazione\" 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\">Quali domande dovrei porre durante una negoziazione?<\/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\">Soprattutto domande aperte ed esplorative per raccogliere informazioni, poi domande di chiarimento per verificare la proposta prima di chiudere. Ecco cinque tipi di domande che ti permettono di mantenere il controllo della conversazione, anche quando la negoziazione prende una piega inaspettata.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Domande aperte: sono quelle che richiedono una risposta che va oltre un semplice &#8220;s\u00ec&#8221; o &#8220;no&#8221;. Di solito iniziano con &#8220;come&#8221; o &#8220;cosa&#8221; e sono un mezzo efficace per incoraggiare il dialogo e costruire un rapporto.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Domande esplorative: sono un sottoinsieme delle domande aperte e aiutano a ottenere informazioni aggiuntive dalla controparte. Usale per ottenere una risposta pi\u00f9 approfondita se ritieni che la controparte opponga resistenza emotiva e stia trattenendo informazioni utili.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Domande di chiarimento: aiutano a verificare di aver compreso correttamente la proposta della controparte prima di firmare.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Domande ipotetiche: sono uno strumento strategico per affrontare informazioni scomode ma rilevanti senza offendere.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Domande orientate al &#8220;no&#8221;: pu\u00f2 sembrare controintuitivo, ma introdurre domande orientate al &#8220;no&#8221; pu\u00f2 produrre risultati positivi. Dando all&#8217;altra persona una &#8220;via d&#8217;uscita&#8221; (il permesso di dire no), \u00e8 probabile che si senta pi\u00f9 in controllo e, di conseguenza, pi\u00f9 positivamente disposta nei tuoi confronti per tutta la durata della negoziazione.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"come-posso-rinegoziare-con-successo-le-condizioni-contrattuali\" 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\">Come posso rinegoziare con successo le condizioni contrattuali?<\/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\">Si rinegozia con successo preparandosi come per una trattativa nuova e con un piano di riserva chiaro, nel caso l&#8217;accordo attuale non regga. Con la giusta preparazione, la rinegoziazione \u00e8 un&#8217;opzione percorribile.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Se il contratto \u00e8 a lungo termine e non pu\u00f2 essere modificato, o se \u00e8 stata omessa una clausola di rinegoziazione, \u00e8 comunque possibile cambiare il risultato formulando una nuova proposta, assicurandosi che:<\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Colmi le lacune<\/li>\n\n\n\n<li>Sia specifica<\/li>\n\n\n\n<li>Sia uno scambio, non una richiesta<\/li>\n\n\n\n<li>Coinvolga le persone giuste<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"cosa-significa-non-negoziabile-nel-contesto-di-una-negoziazione-ad-alto-rischio\" 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\">Cosa significa &#8220;non negoziabile&#8221; in una trattativa ad alta posta in gioco?<\/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\">Indica una condizione oltre la quale l&#8217;accordo non conviene pi\u00f9 o diventa troppo rischioso: un limite, non una semplice preferenza espressa con fermezza.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">I punti non negoziabili segnano il momento in cui l&#8217;accordo cessa di essere vantaggioso o diventa troppo rischioso per continuare.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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-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=\"perche-le-negoziazioni-falliscono\" 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\">Perch\u00e9 le negoziazioni falliscono?<\/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\">Le negoziazioni falliscono spesso a causa di una preparazione inadeguata, reazioni emotive, mancanza di chiarezza sulle priorit\u00e0 o un&#8217;attenzione eccessiva alla vittoria anzich\u00e9 alla costruzione del valore.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Il fallimento \u00e8 raramente causato solo dal prezzo. Di solito \u00e8 di natura comportamentale.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"cose-un-piano-di-riserva-in-una-negoziazione\" 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\">Cos&#8217;\u00e8 un piano di riserva in una negoziazione?<\/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\">Un piano di riserva \u00e8 un risultato alternativo che si \u00e8 disposti ad accettare se l&#8217;obiettivo primario non pu\u00f2 essere raggiunto.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Avere un piano di riserva chiaro riduce le decisioni dettate dall&#8217;emotivit\u00e0 e previene concessioni dell&#8217;ultimo minuto fatte sotto pressione.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Per misurare le capacit\u00e0 del tuo team: <a href=\"https:\/\/www.scotwork.com\/it\/capability-survey\/\">Assessment sulle capacit\u00e0 di negoziazione (N.S.C.S.)<\/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-e-la-differenza-tra-posizione-e-interesse-in-una-negoziazione\" 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 \u00e8 la differenza tra posizione e interesse in una negoziazione?<\/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\">La posizione \u00e8 ci\u00f2 che qualcuno dice di volere. L&#8217;interesse \u00e8 il perch\u00e9 lo vuole.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Le posizioni spesso confliggono. Gli interessi possono spesso essere allineati.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">I negoziatori efficaci vanno oltre le posizioni dichiarate per scoprire gli interessi sottostanti, creando pi\u00f9 variabili da scambiare e aumentando le possibilit\u00e0 di accordo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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-il-ruolo-del-leader-in-una-negoziazione\" 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 \u00e8 il ruolo del leader in una negoziazione?<\/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\">Il leader non conduce ogni trattativa: fissa processo, priorit\u00e0 e limiti, d\u00e0 l&#8217;esempio e allena i collaboratori a negoziare. <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/masters-corso-di-negoziazione-strategica\/\">I leader influenzano i risultati della negoziazione<\/a> non prendendo ogni decisione in prima persona, ma plasmando la cultura, le aspettative e le competenze.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Una leadership efficace nella negoziazione implica:<\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Creare un framework e un processo di negoziazione chiari<\/li>\n\n\n\n<li>Incoraggiare una preparazione disciplinata e la chiarezza dei ruoli<\/li>\n\n\n\n<li>Garantire che i team comprendano le priorit\u00e0 e i limiti organizzativi<\/li>\n\n\n\n<li>Dare l&#8217;esempio con i propri comportamenti<\/li>\n\n\n\n<li>Promuovere i comportamenti negoziali che l&#8217;organizzazione valorizza<\/li>\n\n\n\n<li>Fare coaching ai collaboratori e prepararli a gestire complessit\u00e0 e pressione<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Quando i leader integrano comportamenti di negoziazione strutturati, aumentano la coerenza, riducono i rischi e rafforzano i risultati a tutti i livelli dell&#8217;organizzazione.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"in-che-modo-il-comportamento-influenza-le-negoziazioni\" 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\">In che modo il comportamento influenza le negoziazioni?<\/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\">Il comportamento influenza il modo in cui le persone comunicano, prendono decisioni e rispondono alla pressione. Le differenze nello stile comportamentale influenzano il modo in cui le parti raccolgono informazioni, interpretano le offerte, gestiscono i conflitti e costruiscono la fiducia.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Comprendere il comportamento aiuta i negoziatori a:<\/li>\n\n\n\n<li>Comunicare in modo che la controparte possa recepire la proposta<\/li>\n\n\n\n<li>Adattare il proprio approccio per ridurre le frizioni<\/li>\n\n\n\n<li>Riconoscere le tattiche di pressione ed evitare di reagire emotivamente<\/li>\n\n\n\n<li>Utilizzare efficacemente il proprio stile compensando i punti deboli<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La profilazione comportamentale non serve ad attribuire etichette di personalit\u00e0: serve ad adattare le azioni perch\u00e9 i negoziatori restino costruttivi, disciplinati e orientati ai risultati anche sotto pressione.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Per approfondire: <a href=\"https:\/\/www.scotwork.com\/it\/profilazione-delle-preferenze-comportamentali\/\">Profilo comportamentale di negoziazione<\/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=\"come-negoziare-con-un-bugiardo\" 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\">Come si negozia con chi 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 si sospetta che la controparte non stia dicendo la verit\u00e0, il successo della negoziazione dipende dal concentrarsi sulla disciplina comportamentale e su standard oggettivi, anzich\u00e9 dal farsi trascinare in discussioni sull&#8217;onest\u00e0.<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Gli approcci chiave includono:<\/p>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Separare il comportamento dalla questione: rimani concentrato sugli interessi e sui fatti osservabili piuttosto che dibattere sulla veridicit\u00e0.<\/li>\n\n\n\n<li>Richiedere chiarezza e prove: poni domande che richiedano informazioni specifiche o prove piuttosto che accettare affermazioni vaghe.<\/li>\n\n\n\n<li>Utilizzare criteri oggettivi: ancora la discussione a standard verificabili (dati, benchmark, requisiti documentati) piuttosto che a dichiarazioni soggettive.<\/li>\n\n\n\n<li>Controllare il processo invece di accusare: dare del bugiardo a qualcuno raramente aiuta; meglio rafforzare la struttura e le aspettative della negoziazione.<\/li>\n\n\n\n<li>Osservare le ricorrenze, non le singole affermazioni: le incoerenze sistematiche contano pi\u00f9 degli scivoloni isolati.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Quando si enfatizzano le informazioni verificabili e il processo rispetto al dibattito sulla verit\u00e0, si conserva il proprio potere negoziale e la trattativa resta produttiva.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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=\"cosa-sono-le-domande-orientate-al-no-in-una-negoziazione\" 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\">Cosa sono le domande orientate al &#8220;no&#8221; in una negoziazione?<\/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\">Le domande orientate al &#8220;no&#8221; sono tecniche di formulazione che invitano la controparte a rispondere &#8220;no&#8221;, il che pu\u00f2 far sentire le persone pi\u00f9 a proprio agio, sicure e in controllo. Queste domande abbassano la barriera difensiva e aprono a una conversazione pi\u00f9 profonda.\n<\/p><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Ad esempio, invece di chiedere &#8220;<strong>Sei d&#8217;accordo con questo?<\/strong>&#8220;, potresti chiedere:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">&#8220;<strong>\u00c8 irragionevole pensare che\u2026?<\/strong>&#8221; oppure<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">&#8220;<strong>\u00c8 un brutto momento per discutere di questo?<\/strong>&#8220;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Un &#8220;no&#8221; come risposta segnala che l&#8217;interlocutore sente di avere il controllo e di essere meno sotto pressione, il che spesso porta a un dialogo pi\u00f9 onesto e a risultati migliori.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><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>FAQ Perch\u00e9 scegliere Scotwork? Perch\u00e9 dal 1975 insegniamo a negoziare con un metodo strutturato e con l&#8217;80% del corso dedicato alla pratica, seguita da un consulente ogni sei partecipanti. Con il nostro 8-Step Framework\u00a9 siamo stati pionieri nell&#8217;insegnamento della negoziazione, fondando il nostro programma sull&#8217;apprendimento esperienziale: situazioni concrete, analisi video e debriefing guidati. In questo&#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 v28.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>FAQ - Scotwork Italia<\/title>\n<meta name=\"description\" content=\"Trova risposte alle FAQ sulla formazione alla negoziazione di Scotwork Italia, erogazione globale, ROI, accreditamento, costi dei corsi e competenze pratiche di negoziazione.\" \/>\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\/it\/faq\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"FAQ - 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