{"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":"2026-04-28T14:34:33","modified_gmt":"2026-04-28T14:34:33","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;min-height:unset;\" class=\"wp-block-cover alignfull sec-hero ban-blog has-aspect-ratio\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-background-dim\"><\/span><img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1440\" class=\"wp-block-cover__image-background wp-image-9436\" alt=\"\" src=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-scaled.jpg\" style=\"object-position:30% 13%\" data-object-fit=\"cover\" data-object-position=\"30% 13%\" srcset=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-scaled.jpg 2560w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-300x169.jpg 300w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-1024x576.jpg 1024w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-768x432.jpg 768w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-1536x864.jpg 1536w, \/wp-content\/uploads\/2026\/03\/shutterstock_2079454738-2048x1152.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><div class=\"wp-block-cover__inner-container is-layout-flow wp-block-cover-is-layout-flow\">\n<div class=\"wp-block-group alignwide carousel slide has-global-padding is-layout-constrained wp-container-core-group-is-layout-3 wp-block-group-is-layout-constrained\" id=\"carouselExampleCaptions\" style=\"padding-right:var(--wp--preset--spacing--small);padding-left:var(--wp--preset--spacing--small)\">\n<div class=\"wp-block-group alignwide carousel-inner has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group carousel-item active is-vertical is-content-justification-left is-layout-flex wp-container-core-group-is-layout-1 wp-block-group-is-layout-flex\" style=\"padding-top:0\">\n<h2 class=\"wp-block-heading has-georgia-font-family has-max-48-font-size\" style=\"font-style:normal;font-weight:700;line-height:1.1\">Frequently <\/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\">Asked <\/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\">Questions<\/h2>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-group alignwide has-base-background-color has-background has-global-padding is-layout-constrained wp-container-core-group-is-layout-4 wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--medium);padding-right:var(--wp--preset--spacing--small);padding-bottom:var(--wp--preset--spacing--medium);padding-left:var(--wp--preset--spacing--small)\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-2f4d1b3\" id=\"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\">Scotwork \u00e8 stata fondata nel 1975 con un obiettivo: portare struttura e chiarezza nel modo in cui le persone negoziano. Attraverso il nostro <strong>8-Step Approach\u00a9<\/strong>, siamo diventati pionieri nel modo in cui la negoziazione veniva insegnata, basando il nostro programma sull&#8217;apprendimento esperienziale attraverso scenari del mondo reale, prove video e debriefing guidati. Nessun altro si avvicina a noi.<\/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. Siamo insuperabili nella nostra combinazione di portata globale e ricca conoscenza locale. La nostra rete di oltre 180 consulenti locali, che operano in 30 lingue, ci consente di adattarci alle culture locali garantendo al contempo principi di negoziazione coerenti e di livello mondiale in tutto il mondo.<\/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 lingue insegnate?<\/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\">Abbiamo formato centinaia di migliaia di senior manager in 30 lingue, e siamo cresciuti fino a diventare la prima societ\u00e0 di consulenza indipendente sulla negoziazione al mondo, con uffici in 50 paesi e operazioni 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 dei risultati 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\">Abbiamo introdotto il monitoraggio del ROI nel 1989 e mostra costantemente risultati solidi per i clienti gi\u00e0 90 giorni dopo la formazione, attraverso il nostro questionario di follow-up. Validati dal feedback dei clienti e dai risultati dei manager, i nostri clienti ottengono un ROI medio di 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 avete un rapporto discenti-tutor di 6:1?<\/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\">Riteniamo che questo sia il rapporto minimo per fornire la qualit\u00e0 di feedback necessaria affinch\u00e9 i debriefing di negoziazione non strutturati siano costruttivi dopo le simulazioni. Questo garantisce ampio tempo di qualit\u00e0 individuale con i nostri consulenti per 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\">Quanto sono qualificati i vostri tutor?<\/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\">I nostri tutor sono esperti di negoziazione, professionisti del business del mondo reale con decenni di esperienza in centinaia di settori. Ogni tutor ha completato un rigoroso programma &#8220;Train the Trainer&#8221; in 4 fasi, con audit regolari per garantire il mantenimento di performance di qualit\u00e0 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\">Formiamo tutti i settori; le competenze sono universali e trasferibili. Con l&#8217;80% del nostro corso dedicato alla pratica di negoziazione dal vivo attraverso scenari realistici del mondo reale in cui i partecipanti prendono parte a esercizi di simulazione dal vivo, possiamo personalizzare i casi specifici per il 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 consigliare i team prima o durante le negoziazioni, ad esempio sviluppando un playbook per una preparazione efficace e una delivery coerente per le negoziazioni ricorrenti. In secondo luogo, possiamo affiancare i team durante le negoziazioni come estensione naturale della forza lavoro del cliente, apportando una prospettiva indipendente e disciplina. In terzo luogo, possiamo guidare i team fornendo direzione strategica, coordinamento e debriefing, nonch\u00e9 aiutando a districare le 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\">Il prezzo varia in base al tipo di corso Scotwork a cui si partecipa, alla sede del corso, che si tratti di formazione aziendale o corsi interaziendali a calendario presso la nostra sede di Milano, e agli eventuali servizi aggiuntivi richiesti. Per ulteriori informazioni, contattateci.<\/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\">Sappiamo che l&#8217;apprendimento non si esaurisce in aula e continuiamo ad aiutare a rafforzare le conoscenze e le competenze, sviluppando la fiducia per il richiamo e l&#8217;applicazione futuri nei vostri scenari del mondo reale. Garantiamo le migliori pratiche prima, durante e dopo tutte le negoziazioni. Rinforziamo il processo, le competenze e i comportamenti di best practice. Incorporiamo le best practice 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&#8217;accreditazione riconosciuta?<\/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, abbiamo l&#8217;Accreditamento CPD per il nostro corso Advancing Negotiation Skills. \u00c8 inoltre possibile ricevere un certificato di completamento del corso da aggiungere su 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\">Nel corso degli anni &#8217;70 abbiamo sviluppato l&#8217;8-Step Approach\u00a9 alla negoziazione. La comprensione del processo consente di monitorare i propri progressi e decidere cosa \u00e8 necessario fare per andare avanti, rallentare o rimandare la negoziazione a una data successiva. La conoscenza del processo \u00e8 uno dei meccanismi di controllo fondamentali a vostra disposizione durante una negoziazione.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/control-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/control-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-6272ec5 stk-block-background is-style-plain\" data-block-id=\"6272ec5\"><style>.stk-6272ec5 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-6272ec5:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-0b2f203 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"0b2f203\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-0b2f203-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-0b2f203-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-a8ef869\" data-block-id=\"a8ef869\"><style>.stk-a8ef869 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-e6dfe93\" id=\"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 i conflitti sul luogo di lavoro 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 su elementi di basso valore per ottenere per te concessioni di alto valore. Considera le conseguenze del ritardo, della resa o dell&#8217;imposizione di soluzioni, e punta a un accordo pratico e reciprocamente vantaggioso.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/resolving-every-day-conflicts\/\">https:\/\/www.scotwork.com\/negotiation-insights\/resolving-every-day-conflicts\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-880b9c7 stk-block-background is-style-plain\" data-block-id=\"880b9c7\"><style>.stk-880b9c7 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-880b9c7:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-8f23e77 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"8f23e77\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-8f23e77-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-8f23e77-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-7adecee\" data-block-id=\"7adecee\"><style>.stk-7adecee {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-0e155c7\" id=\"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\">La negoziazione nel procurement \u00e8 esattamente ci\u00f2 che dice: il processo attraverso il quale i negoziatori del procurement comunicano con i fornitori per concordare condizioni favorevoli nell&#8217;ambito di un contratto di fornitura. Il processo viene adottato sia nella negoziazione di un contratto con un nuovo fornitore sia nella negoziazione di nuove condizioni con un fornitore esistente, nell&#8217;ambito del processo di rinnovo del contratto.<\/p><\/div>\n\n\n\n<p>Nel corso del processo di procurement, il team di procurement gestir\u00e0 vari dipartimenti interni come IT, Finance o Compliance, nonch\u00e9 molteplici fornitori. Nonostante la complessa catena di stakeholder, il team di procurement deve lavorare costantemente 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><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/procurement-negotiation-training\/\">https:\/\/www.scotwork.com\/negotiation-insights\/procurement-negotiation-training\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-fedaf77 stk-block-background is-style-plain\" data-block-id=\"fedaf77\"><style>.stk-fedaf77 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-fedaf77:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-533a861 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"533a861\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-533a861-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-533a861-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-16c78b8\" data-block-id=\"16c78b8\"><style>.stk-16c78b8 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-efde2a7\" id=\"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\">Identifichiamo 5 principali stili di negoziazione:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>Accomodante \u2013 L&#8217;obiettivo principale del negoziatore accomodante \u00e8 mantenere la relazione tra s\u00e9 e la controparte.<\/li>\n\n\n\n<li>Evitante \u2013 Lo stile di negoziazione evitante consiste nell&#8217;evitare il conflitto a tutti i costi; in questo caso, n\u00e9 la relazione con il cliente n\u00e9 l&#8217;obiettivo della discussione sono essenziali.<\/li>\n\n\n\n<li>Collaborativo \u2013 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 \u2013 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 \u2013 Il negoziatore compromissorio adotta uno stile neutro che cerca soluzioni reciprocamente vantaggiose a un conflitto. Come i contrattatori, vogliono trovare un punto d&#8217;incontro.<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/top-5-negotiation-styles\/\">https:\/\/www.scotwork.com\/negotiation-insights\/top-5-negotiation-styles\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9fdb9f8 stk-block-background is-style-plain\" data-block-id=\"9fdb9f8\"><style>.stk-9fdb9f8 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9fdb9f8:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1054273 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"1054273\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1054273-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1054273-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-b526838\" data-block-id=\"b526838\"><style>.stk-b526838 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-364b00a\" id=\"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\">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. Tuttavia, imparare a farlo da soli pu\u00f2 sembrare impossibile. I consigli sono spesso contraddittori, e copiare i colleghi potrebbe portare ad acquisire cattive abitudini. Scotwork offre corsi di formazione virtuali ed \u00e8 per questo che seguire un corso di negoziazione online potrebbe essere la soluzione a tutti i vostri problemi.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/5-reasons-to-take-a-negotiation-course\/\">https:\/\/www.scotwork.com\/negotiation-insights\/5-reasons-to-take-a-negotiation-course\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-cc5ea65 stk-block-background is-style-plain\" data-block-id=\"cc5ea65\"><style>.stk-cc5ea65 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-cc5ea65:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e17a241 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"e17a241\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e17a241-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e17a241-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-fb443c8\" data-block-id=\"fb443c8\"><style>.stk-fb443c8 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-c17abb3\" id=\"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\">Ecco i nostri 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 \u2013 Negoziare bene pu\u00f2 lasciare negli altri un&#8217;impressione duratura di eccellente problem-solver, innovatore e leader influente.<\/li>\n\n\n\n<li>Costruisce fiducia \u2013 Imparare a negoziare bene pu\u00f2 permetterti di affrontare riunioni o trattative con serenit\u00e0.<\/li>\n\n\n\n<li>Ascolto attivo \u2013 Contrariamente a quanto si crede, la negoziazione non riguarda solo il parlare. Si tratta di ascoltare attivamente ci\u00f2 che dice la controparte e di identificare cosa vuole, cosa le serve e cosa \u00e8 negoziabile.<\/li>\n\n\n\n<li>Massimizzare il valore \u2013 Non bisogna mai accettare la prima offerta ricevuta in ambito aziendale, di solito perch\u00e9 \u00e8 la migliore per loro, ma 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 \u2013 Contrariamente a quanto la televisione ci potrebbe far credere, i negoziatori esperti non puntano a battere la controparte; vogliono creare uno scenario win-win per tutti.<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/the-benefits-of-negotiation-skills-in-business\/\">https:\/\/www.scotwork.com\/negotiation-insights\/the-benefits-of-negotiation-skills-in-business\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9e97ab0 stk-block-background is-style-plain\" data-block-id=\"9e97ab0\"><style>.stk-9e97ab0 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9e97ab0:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6ee3a71 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"6ee3a71\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6ee3a71-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6ee3a71-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-754cdf2\" data-block-id=\"754cdf2\"><style>.stk-754cdf2 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ec38d8b\" id=\"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\">Ecco i 7 principali miti sulla negoziazione:<\/p><\/div>\n\n\n\n<ul style=\"padding-bottom:15px\" class=\"wp-block-list\">\n<li>La negoziazione riguarda solo il vincere<\/li>\n\n\n\n<li>La negoziazione \u00e8 una questione di compromesso<\/li>\n\n\n\n<li>La negoziazione riguarda solo il prezzo<\/li>\n\n\n\n<li>I buoni negoziatori nascono, non si formano<\/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><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/negotiation-myths\/\">https:\/\/www.scotwork.com\/negotiation-insights\/negotiation-myths\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-8856a5d stk-block-background is-style-plain\" data-block-id=\"8856a5d\"><style>.stk-8856a5d {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-8856a5d:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-660130c stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"660130c\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-660130c-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-660130c-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-59cf775\" data-block-id=\"59cf775\"><style>.stk-59cf775 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ac5e888\" id=\"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\">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, discutiamo 10 consigli essenziali per negoziazioni interculturali di successo.<\/p><\/div>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-successful-cross-cultural-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/tips-for-successful-cross-cultural-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-dc5e2ad stk-block-background is-style-plain\" data-block-id=\"dc5e2ad\"><style>.stk-dc5e2ad {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-dc5e2ad:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a05932b stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"a05932b\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a05932b-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a05932b-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-f57284c\" data-block-id=\"f57284c\"><style>.stk-f57284c {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-401a07c\" id=\"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\">La formazione alla negoziazione commerciale offre numerosi vantaggi per le persone e le organizzazioni che desiderano migliorare le proprie competenze di negoziazione. 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><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\">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>Mancanza di 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><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/\">https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-23d02f7 stk-block-background is-style-plain\" data-block-id=\"23d02f7\"><style>.stk-23d02f7 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-23d02f7:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-09fd760 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"09fd760\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-09fd760-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-09fd760-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-45647b2\" data-block-id=\"45647b2\"><style>.stk-45647b2 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-6f7fdf0\" id=\"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\">La negoziazione mira a creare un accordo reciprocamente vantaggioso tra due o pi\u00f9 parti. 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>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><\/p>\n\n\n\n<p>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><\/p>\n\n\n\n<p>Un linguaggio del corpo sicuro pu\u00f2 contribuire a costruire credibilit\u00e0 e influenzare la percezione delle nostre capacit\u00e0 e abilit\u00e0 negoziali. Esempi di tale linguaggio del corpo includono stare in piedi con sicurezza, fare gesti assertivi e mantenere la calma.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/is-body-language-important-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/is-body-language-important-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-40a923e stk-block-background is-style-plain\" data-block-id=\"40a923e\"><style>.stk-40a923e {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-40a923e:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1296e57 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"1296e57\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1296e57-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1296e57-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-54b12ee\" data-block-id=\"54b12ee\"><style>.stk-54b12ee {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4f7ac39\" id=\"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\">Scotwork offre corsi di formazione virtuali ed ecco i nostri consigli principali per ottenere il massimo dalle vostre negoziazioni virtuali.<\/p><\/div>\n\n\n\n<p>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><\/p>\n\n\n\n<p>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><\/p>\n\n\n\n<p>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><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/virtual-negotiations\/\">https:\/\/www.scotwork.com\/negotiation-insights\/virtual-negotiations\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-c07f84f stk-block-background is-style-plain\" data-block-id=\"c07f84f\"><style>.stk-c07f84f {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-c07f84f:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a3864c7 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"a3864c7\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a3864c7-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a3864c7-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-2fadf54\" data-block-id=\"2fadf54\"><style>.stk-2fadf54 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-72e8919\" id=\"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\">Uno stallo si verifica quando nessuna delle parti \u00e8 disposta a cedere e le parti in trattativa non riescono a raggiungere un accordo. La chiave per superare lo stallo \u00e8 concentrarsi sull&#8217;obiettivo comune ed identificare e concordare un risultato &#8220;win-win&#8221;. Spesso \u00e8 pi\u00f9 facile a dirsi che a farsi, soprattutto quando le emozioni sono alle stelle.<\/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><\/p>\n\n\n\n<p>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. Tali approcci negoziali possono aiutare a riportare i negoziatori dalla propria parte e a rimettere le cose in moto.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-break-a-deadlock-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-break-a-deadlock-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-09030c4 stk-block-background is-style-plain\" data-block-id=\"09030c4\"><style>.stk-09030c4 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-09030c4:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ce2b65e stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"ce2b65e\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ce2b65e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ce2b65e-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-4558a12\" data-block-id=\"4558a12\"><style>.stk-4558a12 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-4919e5d\" id=\"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\">Ecco alcuni consigli principali per costruire relazioni solide nella negoziazione.<br>&nbsp;<br>Comunicazione aperta \u2013 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 \u2013 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 \u2013 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 \u2013 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 \u2013 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\">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>Domande aperte \u2013 Le 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><\/p>\n\n\n\n<p>Domande esplorative \u2013 Un sottoinsieme delle domande aperte, le domande esplorative aiutano a scoprire informazioni aggiuntive dalla controparte. Usa le domande esplorative come modo per ottenere una risposta pi\u00f9 approfondita se ritieni che la controparte stia manifestando resistenza emotiva e stia trattenendo informazioni utili.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Domande di chiarimento \u2013 Le domande di chiarimento aiutano a confermare se hai compreso correttamente la proposta della controparte, o meno, prima di firmare.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Domande ipotetiche \u2013 Le domande ipotetiche possono essere utilizzate come strumento strategico per affrontare con successo informazioni scomode ma rilevanti senza offendere.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Domande orientate al &#8220;no&#8221; \u2013 Potrebbe sembrare controintuitivo, ma introdurre domande orientate al &#8220;no&#8221; nella situazione pu\u00f2 produrre alcuni 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><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/questions-to-ask-during-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/questions-to-ask-during-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-e5d9656 stk-block-background is-style-plain\" data-block-id=\"e5d9656\"><style>.stk-e5d9656 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-e5d9656:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-48a2113 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"48a2113\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-48a2113-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-48a2113-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-2c77b2d\" data-block-id=\"2c77b2d\"><style>.stk-2c77b2d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-0d737b5\" id=\"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\">Secondo le ricerche di Scotwork, oltre l&#8217;80% dei negoziatori commerciali non ha un piano di riserva per quando i contratti negoziati non funzionano come previsto. Con la giusta preparazione, la rinegoziazione \u00e8 un&#8217;opzione percorribile.<\/p><\/div>\n\n\n\n<p>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>Affronti i gap<\/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><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; nel contesto di una negoziazione ad alto rischio?<\/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\">Non si tratta semplicemente di una preferenza espressa con fermezza; questo termine si riferisce a valori fondamentali, convinzioni o requisiti che sono spesso considerati condizioni imprescindibili.<\/p><\/div>\n\n\n\n<p>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><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/non-negotiable-meaning\/\">https:\/\/www.scotwork.com\/negotiation-insights\/non-negotiable-meaning\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-2557f8c stk-block-background is-style-plain\" data-block-id=\"2557f8c\"><style>.stk-2557f8c {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-2557f8c:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a3a96e3 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"a3a96e3\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a3a96e3-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a3a96e3-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-4f5e84d\" data-block-id=\"4f5e84d\"><style>.stk-4f5e84d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-8948928\" id=\"come-posso-negoziare-la-fine-del-rapporto-di-lavoro\" data-block-id=\"8948928\"><style>.stk-8948928 {padding-bottom:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-8948928 .stk-block-heading__text{line-height:1.5em !important;font-family:\"Georgia\", Sans-serif !important;}<\/style><h4 class=\"stk-block-heading__text\">Come posso negoziare la fine del rapporto di lavoro?<\/h4><\/div>\n\n\n\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-7219592\" data-block-id=\"7219592\"><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-7219592\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7219592-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-7219592-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg data-prefix=\"fas\" data-icon=\"chevron-down\" class=\"svg-inline--fa fa-chevron-down fa-w-14\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 448 512\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path fill=\"currentColor\" d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div><\/span><\/div>\n<\/div><\/div>\n<\/div><\/div><\/summary>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-1753f9e stk-block-accordion__content\" data-v=\"4\" data-block-id=\"1753f9e\"><style>.stk-1753f9e-container{padding-top:0px !important;padding-right:0px !important;padding-bottom:0px !important;padding-left:0px !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-1753f9e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-1753f9e-inner-blocks\">\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-63b82e7\" data-block-id=\"63b82e7\"><p class=\"stk-block-text__text\">Ci\u00f2 che molti dipendenti non sanno \u00e8 che la maggior parte dei datori di lavoro si aspetta un certo livello di negoziazione del trattamento di fine rapporto.<\/p><\/div>\n\n\n\n<p>Le negoziazioni sul trattamento di fine rapporto sono una parte fondamentale per garantire di ricevere un&#8217;indennit\u00e0 che rifletta il proprio valore e compensi adeguatamente la durata del servizio prestato. Nel nostro articolo approfondiamo i modi migliori per prepararsi a negoziare il trattamento di fine rapporto, incluse alcune strategie e tattiche chiave.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-severance\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-severance\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-3b8b33e stk-block-background is-style-plain\" data-block-id=\"3b8b33e\"><style>.stk-3b8b33e {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-3b8b33e:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-876f287 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"876f287\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-876f287-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-876f287-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-824577a\" data-block-id=\"824577a\"><style>.stk-824577a {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ec3ed97\" id=\"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;eccessiva attenzione al vincere piuttosto che alla strutturazione del valore.<\/p><\/div>\n\n\n\n<p>Il fallimento \u00e8 raramente causato solo dal prezzo. Di solito \u00e8 di natura comportamentale.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/\">https:\/\/www.scotwork.com\/negotiation-insights\/common-negotiation-mistakes\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-ca53340 stk-block-background is-style-plain\" data-block-id=\"ca53340\"><style>.stk-ca53340 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-ca53340:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-9644687 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"9644687\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-9644687-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-9644687-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-bd9ff96\" data-block-id=\"bd9ff96\"><style>.stk-bd9ff96 {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-9d60b95\" id=\"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>Avere un piano di riserva chiara riduce il processo decisionale emotivo e previene concessioni dell&#8217;ultimo minuto dettate dalla pressione.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/resources\/we-surveyed-6-600-salespeople-and-this-is-what-we-found\">https:\/\/www.scotwork.com\/resources\/we-surveyed-6-600-salespeople-and-this-is-what-we-found<\/a>  <\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-f4e4427 stk-block-background is-style-plain\" data-block-id=\"f4e4427\"><style>.stk-f4e4427 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-f4e4427:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-b5ca958 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"b5ca958\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-b5ca958-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-b5ca958-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-cf807ec\" data-block-id=\"cf807ec\"><style>.stk-cf807ec {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-be28baf\" id=\"qual-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>Le posizioni spesso confliggono. Gli interessi possono spesso essere allineati.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>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><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation\">https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-b9fc409 stk-block-background is-style-plain\" data-block-id=\"b9fc409\"><style>.stk-b9fc409 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-b9fc409:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-c7d87d3 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"c7d87d3\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-c7d87d3-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-c7d87d3-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-58e570c\" data-block-id=\"58e570c\"><style>.stk-58e570c {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-0d72ee0\" id=\"qual-e-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\">La leadership stabilisce il tono, il modello e gli standard di comportamento in tutta l&#8217;organizzazione. I leader influenzano i risultati della negoziazione non prendendo ogni decisione in prima persona, ma plasmando la cultura, le aspettative e le competenze.<\/p><\/div>\n\n\n\n<p>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>Modellare i comportamenti che<\/li>\n\n\n\n<li>l&#8217;organizzazione valorizza nella negoziazione<\/li>\n\n\n\n<li>Fare coaching e sviluppare gli altri per gestire complessit\u00e0 e pressione<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>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><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/what-is-the-role-of-leadership-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/what-is-the-role-of-leadership-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-9e5aadc stk-block-background is-style-plain\" data-block-id=\"9e5aadc\"><style>.stk-9e5aadc {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-9e5aadc:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4f0659f stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"4f0659f\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4f0659f-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4f0659f-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-5f9755d\" data-block-id=\"5f9755d\"><style>.stk-5f9755d {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-2ba64bc\" id=\"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><\/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 modi 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><\/p>\n\n\n\n<p>La profilazione comportamentale non riguarda le etichette di personalit\u00e0: si tratta di adattare le azioni affinch\u00e9 i negoziatori rimangano costruttivi, disciplinati e orientati ai risultati sotto pressione.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/behaviour-profiling-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/behaviour-profiling-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-fccf9ff stk-block-background is-style-plain\" data-block-id=\"fccf9ff\"><style>.stk-fccf9ff {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-fccf9ff:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-8657fa2 stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"8657fa2\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-8657fa2-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-8657fa2-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-66f18be\" data-block-id=\"66f18be\"><style>.stk-66f18be {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-57b364a\" id=\"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 negoziare con un bugiardo?<\/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 dalla concentrazione sulla disciplina comportamentale e su standard oggettivi, piuttosto che dal lasciarsi coinvolgere in discussioni sull&#8217;onest\u00e0.<\/p><\/div>\n\n\n\n<p>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, non l&#8217;accusa: dare a qualcuno del bugiardo raramente aiuta, ed invece, rafforza la struttura e le aspettative della negoziazione.<\/li>\n\n\n\n<li>Osservare i pattern, non le singole affermazioni: le incoerenze sistematiche contano pi\u00f9 degli scivoloni isolati.<\/li>\n<\/ul>\n\n\n\n<p>Quando si enfatizzano le informazioni verificabili e il processo rispetto al dibattito sulla verit\u00e0, si mantiene la leva negoziale e si mantiene la negoziazione produttiva.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-with-a-liar\/\">https:\/\/www.scotwork.com\/negotiation-insights\/how-to-negotiate-with-a-liar\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n\n\n\n<details class=\"wp-block-stackable-accordion stk-block-accordion stk-inner-blocks stk-block-content stk-block stk-8ac4152 stk-block-background is-style-plain\" data-block-id=\"8ac4152\"><style>.stk-8ac4152 {background-color:#fffffe !important;border-style:solid !important;border-color:#e7ecf0 !important;border-top-width:0px !important;border-right-width:0px !important;border-bottom-width:1px !important;border-left-width:0px !important;max-width:750px !important;min-width:auto !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-right:auto !important;margin-bottom:10px !important;margin-left:auto !important;}.stk-8ac4152:before{background-color:#fffffe !important;}<\/style>\n<summary class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-0e252fe stk--container-small stk-block-accordion__heading\" data-v=\"4\" data-block-id=\"0e252fe\"><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-0e252fe-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-0e252fe-inner-blocks\">\n<div class=\"wp-block-stackable-icon-label stk-block-icon-label stk-block stk-f1a7eba\" data-block-id=\"f1a7eba\"><style>.stk-f1a7eba {margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-70621e8\" id=\"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 ad una conversazione pi\u00f9 profonda.\n<\/p><\/div>\n\n\n\n<p>Ad esempio, invece di chiedere &#8220;<strong>Sei d&#8217;accordo con questo?<\/strong>&#8220;, potresti chiedere:<\/p>\n\n\n\n<p>&#8220;<strong>\u00c8 irragionevole pensare che\u2026?<\/strong>&#8221; oppure<\/p>\n\n\n\n<p>&#8220;<strong>\u00c8 un brutto momento per discutere di questo?<\/strong>&#8220;<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Una risposta come il &#8220;no&#8221; 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><\/p>\n\n\n\n<p><a href=\"https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation\/\">https:\/\/www.scotwork.com\/negotiation-insights\/no-oriented-questions-in-negotiation\/<\/a><\/p>\n<\/div><\/div><\/div>\n<\/details>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>FAQ Perch\u00e9 scegliere Scotwork? Scotwork \u00e8 stata fondata nel 1975 con un obiettivo: portare struttura e chiarezza nel modo in cui le persone negoziano. Attraverso il nostro 8-Step Approach\u00a9, siamo diventati pionieri nel modo in cui la negoziazione veniva insegnata, basando il nostro programma sull&#8217;apprendimento esperienziale attraverso scenari del mondo reale, prove video e debriefing&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-8808","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>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=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"FAQ - 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