{"id":9881,"date":"2026-03-17T11:43:09","date_gmt":"2026-03-17T11:43:09","guid":{"rendered":"https:\/\/scotwork-e5h7gkdwh5fshkaz.ukwest-01.azurewebsites.net\/italy\/?page_id=9881"},"modified":"2026-04-29T12:18:23","modified_gmt":"2026-04-29T12:18:23","slug":"competenze-di-negoziazione-per-le-risorse-umane","status":"publish","type":"page","link":"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-per-le-risorse-umane\/","title":{"rendered":"HR Negotiation Skills"},"content":{"rendered":"\n<div class=\"wp-block-group alignfull capability-survey ans has-background has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"background-color:#f0f4f7\">\n<div class=\"wp-block-cover alignfull sec-hero\" style=\"padding-right:20px;padding-left:20px\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-background-dim-60 has-background-dim\"><\/span><img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1451\" class=\"wp-block-cover__image-background wp-image-9901\" alt=\"\" src=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2707735347-scaled.jpg\" data-object-fit=\"cover\" srcset=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2707735347-scaled.jpg 2560w, \/wp-content\/uploads\/2026\/03\/shutterstock_2707735347-300x170.jpg 300w, \/wp-content\/uploads\/2026\/03\/shutterstock_2707735347-1024x580.jpg 1024w, \/wp-content\/uploads\/2026\/03\/shutterstock_2707735347-768x435.jpg 768w, \/wp-content\/uploads\/2026\/03\/shutterstock_2707735347-1536x870.jpg 1536w, \/wp-content\/uploads\/2026\/03\/shutterstock_2707735347-2048x1161.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><div class=\"wp-block-cover__inner-container is-layout-flow wp-block-cover-is-layout-flow\">\n<div class=\"wp-block-group alignwide carousel slide has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" id=\"carouselExampleCaptions\">\n<div class=\"wp-block-group alignwide carousel-inner has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns alignwide is-layout-flex wp-container-core-columns-is-layout-1 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:75%\">\n<div class=\"wp-block-group carousel-item active has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<p class=\"has-text-align-left has-montserrat-font-family has-x-small-font-size\" style=\"margin-top:0;margin-right:0;margin-bottom:0;margin-left:0;padding-top:var(--wp--preset--spacing--small);padding-bottom:0\"><\/p>\n\n\n\n<h1 class=\"wp-block-heading alignwide has-base-color has-text-color has-link-color has-georgia-font-family has-max-48-font-size wp-elements-3e3e8c6115736bac392a8b290c1f0ff1\" style=\"margin-right:0;margin-left:0;padding-top:var(--wp--preset--spacing--x-small);padding-bottom:var(--wp--preset--spacing--x-small);font-style:normal;font-weight:700;line-height:1.1\">Competenze di negoziazione per le Risorse Umane<\/h1>\n\n\n\n<div class=\"wp-block-group alignfull max-w-635 is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading has-montserrat-font-family has-medium-font-size\" style=\"margin-top:0;font-style:normal;font-weight:500;line-height:1.5\">Acquisisci maggiore fiducia nelle tue competenze fondamentali mentre gestisci le numerose negoziazioni, conversazioni critiche e conflitti quotidiani nelle Risorse Umane.<\/h2>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color has-montserrat-font-family has-small-font-size wp-elements-866eb020a8e1307b6686a2e69a7ab995\" style=\"font-style:normal;font-weight:700;line-height:1.3\"><\/p>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-0ac58db\" data-block-id=\"0ac58db\"><style>.stk-0ac58db {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button transparent-bg stk-block stk-f51665d\" data-block-id=\"f51665d\"><style>.stk-f51665d {margin-top:0px !important;}.stk-f51665d .stk-button{background:#f5d9cf !important;}.stk-f51665d .stk-button:hover:after{background:#ffffff00 !important;opacity:1 !important;}.stk-f51665d .stk-button:before{border-style:solid !important;border-color:#f5d9cf !important;}.stk-f51665d .stk-button:hover:before{border-color:#f5d9cf !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-f51665d .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;font-family:\"Montserrat\", Sans-serif !important;}.stk-f51665d .stk-button:hover .stk-button__inner-text{color:#fffffe !important;}@media screen and (max-width: 1023px){.stk-f51665d .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/contattaci\/\"><span class=\"has-text-color stk-button__inner-text\">Contattaci<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:55%\"><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-07f74a6 stk-block-background\" data-block-id=\"07f74a6\"><style>.stk-07f74a6 {background-color:#f5d9cf !important;background-position:center right !important;background-repeat:no-repeat !important;background-size:contain !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:60px !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:60px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-07f74a6:before{background-color:#f5d9cf !important;}@media screen and (max-width: 767px){.stk-07f74a6 {padding-right:20px !important;padding-left:20px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-07f74a6-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a5c78f9 page-width\" data-v=\"4\" data-block-id=\"a5c78f9\"><style>.stk-a5c78f9 {padding-top:80px !important;padding-bottom:80px !important;}.stk-a5c78f9-container{max-width:1270px !important;min-width:auto !important;margin-right:auto !important;margin-left:auto !important;}@media screen and (max-width: 1023px){.stk-a5c78f9 {padding-top:60px !important;padding-right:0px !important;padding-bottom:60px !important;padding-left:0px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a5c78f9-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a5c78f9-inner-blocks\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-ebf9f72\" id=\"comprendiamo-le-sfide-delle-vostre-trattative\" data-block-id=\"ebf9f72\"><style>.stk-ebf9f72 {margin-bottom:20px !important;}.stk-ebf9f72 .stk-block-heading__text{font-size:var(--stk--preset--font-size--x-large, 30px) !important;line-height:1.1em !important;font-weight:bold !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 1023px){.stk-ebf9f72 .stk-block-heading__text{font-size:var(--stk--preset--font-size--x-large, 30px) !important;}}<\/style><h2 class=\"stk-block-heading__text\">Comprendiamo le sfide delle vostre trattative<\/h2><\/div>\n\n\n\n<p class=\"has-x-small-font-size\">Dalle nostre radici profonde costruite 50 anni fa ai tavoli impegnativi delle negoziazioni sindacali, Scotwork continua ad aiutare organizzazioni e professionisti delle Risorse Umane in tutto il mondo a migliorare le proprie performance di negoziazione.<\/p>\n\n\n\n<p class=\"has-x-small-font-size\">In Scotwork, sappiamo che le situazioni lavorative non sono semplicemente problemi da &#8220;risolvere&#8221;, ma negoziazioni da gestire. Applicando il nostro framework strutturato\u2014preparazione, domande, ascolto e scambio di valore\u2014aiutiamo a trasformare i professionisti delle Risorse Umane da gestori reattivi dei conflitti in facilitatori strategici del dialogo costruttivo.<\/p>\n\n\n\n<p class=\"has-x-small-font-size\">Insieme, possiamo progettare la giusta combinazione di formazione, supporto alle trattative e risorse su misura per le tue esigenze. Ti aiuteremo a trasformare i conflitti lavorativi in opportunit\u00e0 per rafforzare la collaborazione, la fiducia e le performance organizzative.<\/p>\n<\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-2e6535f stk-block-background stk--has-background-overlay\" data-block-id=\"2e6535f\"><style>.stk-2e6535f {background-color:#eef2f5 !important;background-image:url(\/wp-content\/uploads\/2025\/09\/shape-ans-course-right.png) !important;background-position:center right !important;background-repeat:no-repeat !important;background-size:contain !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-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-2e6535f:before{background-color:#eef2f5 !important;opacity:0 !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-2e6535f-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e45ac88 page-width\" data-v=\"4\" data-block-id=\"e45ac88\"><style>.stk-e45ac88-container{max-width:1270px !important;min-width:auto !important;margin-right:auto !important;margin-left:auto !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e45ac88-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e45ac88-inner-blocks\">\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-16df670 two-col-container\" data-block-id=\"16df670\"><style>.stk-16df670 {padding-top:80px !important;padding-bottom:40px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-16df670-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-16df670 {padding-top:60px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}}@media screen and (max-width: 767px){.stk-16df670 {padding-top:60px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-16df670-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-98617ac stk-block-background content-info-left\" data-v=\"4\" data-block-id=\"98617ac\"><style>.stk-98617ac {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;}.stk-98617ac:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-98617ac {flex:var(--stk-flex-grow, 1) 1 calc(49% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-98617ac {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-98617ac {padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-98617ac-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-98617ac-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-8b50f6f\" data-block-id=\"8b50f6f\"><style>.stk-8b50f6f {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-8b50f6f .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-9903\" src=\"\/wp-content\/uploads\/2026\/03\/55.jpg\" width=\"2366\" height=\"1404\" alt=\"Two professionals sit at a desk in a modern office, collaborating while looking at a laptop. A potted plant, documents, and office supplies are on the desk, with shelves and large windows in the background.\" srcset=\"\/wp-content\/uploads\/2026\/03\/55.jpg 2366w, \/wp-content\/uploads\/2026\/03\/55-300x178.jpg 300w, \/wp-content\/uploads\/2026\/03\/55-1024x608.jpg 1024w, \/wp-content\/uploads\/2026\/03\/55-768x456.jpg 768w, \/wp-content\/uploads\/2026\/03\/55-1536x911.jpg 1536w, \/wp-content\/uploads\/2026\/03\/55-2048x1215.jpg 2048w\" sizes=\"auto, (max-width: 2366px) 100vw, 2366px\" \/><\/span><\/figure><\/div>\n\n\n\n<h2 class=\"wp-block-heading has-georgia-font-family has-x-large-font-size\" style=\"margin-top:0;line-height:1.3\"><strong><strong>Differenze interpersonali<\/strong><\/strong><\/h2>\n\n\n\n<p class=\"has-montserrat-font-family has-x-small-font-size\" style=\"line-height:1.7\">Scontri di personalit\u00e0, difficolt\u00e0 comunicative e stili di lavoro divergenti possono rapidamente influire sul morale, sulla produttivit\u00e0 e sulla fiducia nella leadership. Le Risorse Umane agiscono spesso come mediatori neutrali in queste controversie.<br><br>La formazione alla negoziazione supporta le Risorse Umane aiutandole a strutturare conversazioni che portino alla luce gli interessi sottostanti piuttosto che le posizioni rigide. Invece di imporre soluzioni, le Risorse Umane possono guidare le parti verso un dialogo costruttivo e risultati reciprocamente vantaggiosi che preservino le relazioni lavorative a lungo termine.<\/p>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-b185df2 stk-block-background conten-img-right stk--has-background-overlay\" data-v=\"4\" data-block-id=\"b185df2\"><style>.stk-b185df2 {background-image:url(\/wp-content\/uploads\/2026\/03\/55.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;overflow:hidden !important;margin-right:-16% !important;}@media screen and (min-width: 768px){.stk-b185df2 {flex:var(--stk-flex-grow, 1) 1 calc(50.999999999999986% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-b185df2 {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-b185df2-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-b185df2-inner-blocks\"><\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-6b37c48 two-col-container content-right\" data-block-id=\"6b37c48\"><style>.stk-6b37c48 {padding-top:40px !important;padding-right:0px !important;padding-bottom:40px !important;padding-left:0px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-6b37c48-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-6b37c48 {padding-top:0px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-6b37c48-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-5ba337d stk-block-background conten-img-left stk--has-background-overlay\" data-v=\"4\" data-block-id=\"5ba337d\"><style>.stk-5ba337d {background-image:url(\/wp-content\/uploads\/2026\/03\/60.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-left-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;margin-right:0% !important;margin-left:-16% !important;}@media screen and (min-width: 768px){.stk-5ba337d {flex:var(--stk-flex-grow, 1) 1 calc(51% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-5ba337d {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-5ba337d-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-5ba337d-inner-blocks\"><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a767790 stk-block-background content-info-right\" data-v=\"4\" data-block-id=\"a767790\"><style>.stk-a767790 {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;}.stk-a767790:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-a767790 {flex:var(--stk-flex-grow, 1) 1 calc(49% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-a767790 {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-a767790 {padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a767790-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a767790-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-8ea16dc\" data-block-id=\"8ea16dc\"><style>.stk-8ea16dc {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-8ea16dc .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-9908\" src=\"\/wp-content\/uploads\/2026\/03\/60.jpg\" width=\"2304\" height=\"1437\" alt=\"Wooden cutout figures stand stacked in a pyramid shape on a table, with a blurred modern indoor background and warm overhead lights.\" srcset=\"\/wp-content\/uploads\/2026\/03\/60.jpg 2304w, \/wp-content\/uploads\/2026\/03\/60-300x187.jpg 300w, \/wp-content\/uploads\/2026\/03\/60-1024x639.jpg 1024w, \/wp-content\/uploads\/2026\/03\/60-768x479.jpg 768w, \/wp-content\/uploads\/2026\/03\/60-1536x958.jpg 1536w, \/wp-content\/uploads\/2026\/03\/60-2048x1277.jpg 2048w\" sizes=\"auto, (max-width: 2304px) 100vw, 2304px\" \/><\/span><\/figure><\/div>\n\n\n\n<h2 class=\"wp-block-heading has-georgia-font-family has-x-large-font-size\" style=\"margin-top:0;line-height:1.3\"><strong><strong><strong><strong>Allineamento degli stakeholder<\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<p class=\"has-montserrat-font-family has-x-small-font-size\" style=\"line-height:1.7\">I professionisti delle Risorse Umane si trovano al centro delle operazioni interne e spesso si confrontano con conflitti di obiettivi o priorit\u00e0 tra i dipartimenti. Ad esempio, i team operativi possono dare priorit\u00e0 alla massima efficienza, mentre i dipendenti sostengono modalit\u00e0 di lavoro flessibili.<\/p>\n\n\n\n<p class=\"has-montserrat-font-family has-x-small-font-size\" style=\"line-height:1.7\">Poich\u00e9 le Risorse Umane devono garantire il raggiungimento degli obiettivi aziendali nel rispetto delle politiche aziendali, i negoziatori necessitano delle competenze per allineare questi interessi apparentemente incompatibili. Esplorando i compromessi e chiarendo le priorit\u00e0, le Risorse Umane possono raggiungere accordi che supportino sia la produttivit\u00e0 organizzativa che il benessere dei dipendenti.<\/p>\n<\/div><\/div><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-78fb1a0 stk-block-background stk--has-background-overlay\" data-block-id=\"78fb1a0\"><style>.stk-78fb1a0 {background-color:#eef2f5 !important;background-image:url(\/wp-content\/uploads\/2025\/09\/shape-expert-coaching-left.png) !important;background-position:center left !important;background-repeat:no-repeat !important;background-size:contain !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-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-78fb1a0:before{background-color:#eef2f5 !important;opacity:0 !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-78fb1a0-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-706d833 page-width\" data-v=\"4\" data-block-id=\"706d833\"><style>.stk-706d833-container{max-width:1270px !important;min-width:auto !important;margin-right:auto !important;margin-left:auto !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-706d833-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-706d833-inner-blocks\">\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-0d51be8 two-col-container\" data-block-id=\"0d51be8\"><style>.stk-0d51be8 {padding-top:40px !important;padding-bottom:40px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-0d51be8-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-0d51be8 {padding-top:0px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}}@media screen and (max-width: 767px){.stk-0d51be8 {padding-top:0px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-0d51be8-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-15bcf12 stk-block-background content-info-left\" data-v=\"4\" data-block-id=\"15bcf12\"><style>.stk-15bcf12 {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;}.stk-15bcf12:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-15bcf12 {flex:var(--stk-flex-grow, 1) 1 calc(49% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-15bcf12 {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-15bcf12 {padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-15bcf12-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-15bcf12-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-f33f043\" data-block-id=\"f33f043\"><style>.stk-f33f043 {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-f33f043 .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-9910\" src=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2605454083-scaled.jpg\" width=\"2560\" height=\"1707\" alt=\"Two men arm wrestling across a table in a modern office setting, both smiling and appearing competitive. Laptops and office supplies are on the table, and glass partitions are in the background.\" srcset=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2605454083-scaled.jpg 2560w, \/wp-content\/uploads\/2026\/03\/shutterstock_2605454083-300x200.jpg 300w, \/wp-content\/uploads\/2026\/03\/shutterstock_2605454083-1024x683.jpg 1024w, \/wp-content\/uploads\/2026\/03\/shutterstock_2605454083-768x512.jpg 768w, \/wp-content\/uploads\/2026\/03\/shutterstock_2605454083-1536x1024.jpg 1536w, \/wp-content\/uploads\/2026\/03\/shutterstock_2605454083-2048x1365.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><\/span><\/figure><\/div>\n\n\n\n<h2 class=\"wp-block-heading has-georgia-font-family has-x-large-font-size\" style=\"margin-top:0;line-height:1.3\"><strong><strong><strong>Controversie ad alto rischio<\/strong><\/strong><\/strong><\/h2>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family\" style=\"line-height:1.7\">Che si tratti di gestire i rinnovi dei contratti sindacali, le riduzioni del personale o le denunce comportamentali sensibili (come discriminazioni o decisioni di promozione inique), le Risorse Umane devono agire in modo imparziale per proteggere l&#8217;organizzazione da rischi legali e reputazionali.<\/p>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family\" style=\"line-height:1.7\">Con la giusta formazione, i negoziatori rafforzano la propria capacit\u00e0 di mantenere la calma in ambienti ad alto rischio, porre domande efficaci e raggiungere accordi equi e sostenibili che tutelino sia l&#8217;organizzazione che le sue persone.<\/p>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-cee159e stk-block-background conten-img-right stk--has-background-overlay\" data-v=\"4\" data-block-id=\"cee159e\"><style>.stk-cee159e {background-image:url(\/wp-content\/uploads\/2026\/03\/shutterstock_2605454083-scaled.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;overflow:hidden !important;margin-right:-16% !important;}@media screen and (min-width: 768px){.stk-cee159e {flex:var(--stk-flex-grow, 1) 1 calc(50.999999999999986% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-cee159e {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-cee159e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-cee159e-inner-blocks\"><\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-6e95bce two-col-container content-right\" data-block-id=\"6e95bce\"><style>.stk-6e95bce {padding-top:40px !important;padding-right:0px !important;padding-bottom:80px !important;padding-left:0px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-6e95bce-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-6e95bce {padding-top:0px !important;padding-right:20px !important;padding-bottom:60px !important;padding-left:20px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-6e95bce-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-498afd5 stk-block-background conten-img-left stk--has-background-overlay\" data-v=\"4\" data-block-id=\"498afd5\"><style>.stk-498afd5 {background-image:url(\/wp-content\/uploads\/2026\/03\/shutterstock_2498784001-scaled-e1773755550252.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-left-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;margin-right:0% !important;margin-left:-16% !important;}@media screen and (min-width: 768px){.stk-498afd5 {flex:var(--stk-flex-grow, 1) 1 calc(51% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-498afd5 {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-498afd5-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-498afd5-inner-blocks\"><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e286a70 stk-block-background content-info-right\" data-v=\"4\" data-block-id=\"e286a70\"><style>.stk-e286a70 {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;}.stk-e286a70:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-e286a70 {flex:var(--stk-flex-grow, 1) 1 calc(49% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-e286a70 {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-e286a70 {padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e286a70-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e286a70-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-cb79488\" data-block-id=\"cb79488\"><style>.stk-cb79488 {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-cb79488 .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-9909\" src=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2498784001-scaled-e1773755550252.jpg\" width=\"2560\" height=\"1707\" alt=\"A stack of colorful stones balanced carefully on top of each other in shallow water, with a flat stone in the middle holding two small stones on each end. The water is clear with various pebbles visible beneath the surface.\" srcset=\"\/wp-content\/uploads\/2026\/03\/shutterstock_2498784001-scaled-e1773755550252.jpg 2560w, \/wp-content\/uploads\/2026\/03\/shutterstock_2498784001-scaled-e1773755550252-300x200.jpg 300w, \/wp-content\/uploads\/2026\/03\/shutterstock_2498784001-scaled-e1773755550252-1024x683.jpg 1024w, \/wp-content\/uploads\/2026\/03\/shutterstock_2498784001-scaled-e1773755550252-768x512.jpg 768w, \/wp-content\/uploads\/2026\/03\/shutterstock_2498784001-scaled-e1773755550252-1536x1024.jpg 1536w, \/wp-content\/uploads\/2026\/03\/shutterstock_2498784001-scaled-e1773755550252-2048x1366.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><\/span><\/figure><\/div>\n\n\n\n<h2 class=\"wp-block-heading has-georgia-font-family has-x-large-font-size\" style=\"margin-top:0;line-height:1.3\"><strong><strong><strong><strong><strong>Equit\u00e0 sul luogo di lavoro<\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family\" style=\"line-height:1.7\">Con l&#8217;ingresso delle nuove generazioni nel mondo del lavoro, concetti come la motivazione del datore di lavoro, percorsi di carriera trasparenti, uguaglianza di genere e l&#8217;ascesa delle donne nella leadership sono pi\u00f9 importanti che mai.<\/p>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family\" style=\"line-height:1.7\">Gestire queste esigenze in evoluzione richiede alle Risorse Umane di bilanciare costantemente le aspettative individuali con le realt\u00e0 organizzative. La formazione alla negoziazione instilla pratiche etiche che consentono alle Risorse Umane di promuovere l&#8217;equit\u00e0 sul luogo di lavoro e ottenere il consenso della leadership, stabilendo confini chiari senza perdere empatia.<\/p>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-d3d3fd2\" data-block-id=\"d3d3fd2\"><style>.stk-d3d3fd2 {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button stk-block stk-610622f\" data-block-id=\"610622f\"><style>.stk-610622f {margin-top:0px !important;}.stk-610622f .stk-button{background:#f5d9cf !important;}.stk-610622f .stk-button:hover:after{background:#fffffe !important;opacity:1 !important;}.stk-610622f .stk-button:before{border-style:solid !important;border-color:#f5d9cf !important;}.stk-610622f .stk-button:hover:before{border-color:#f5d9cf !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-610622f .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;font-family:\"Montserrat\", Sans-serif !important;}.stk-610622f .stk-button:hover .stk-button__inner-text{color:#0f0e17 !important;}@media screen and (max-width: 1023px){.stk-610622f .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/contattaci\/\"><span class=\"has-text-color stk-button__inner-text\">Contattaci<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n<\/div><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group alignfull sec-cap-sur ans has-contrast-background-color has-background has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"margin-top:0;margin-bottom:0;--triangle-color:#a2d9d8\">\n<div class=\"wp-block-group mw-974 is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-2 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"padding-right:var(--wp--preset--spacing--x-small);padding-bottom:var(--wp--preset--spacing--x-small);padding-left:0\">\n<p class=\"has-base-color has-text-color has-link-color has-montserrat-font-family has-x-small-font-size wp-elements-dfa5f8bdf5bc7170a2d2bf82c32e15cf\" style=\"font-style:normal;font-weight:800;line-height:1.5\">VALUTA LE COMPETENZE DEL TEAM<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-base-color has-text-color has-link-color has-georgia-font-family has-max-48-font-size wp-elements-15cf6a95093169e5b1c79c93c71cce6d\" style=\"margin-top:0;line-height:1.1\"><strong>Scoprite quanto possono migliorare i vostri negoziatori<\/strong><\/h2>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color wp-elements-e1bae7843b14d386131824a588bea5cd\">Vi siete mai chiesti quanto sia efficace il vostro team o la vostra organizzazione nella negoziazione? Sono al di sopra o al di sotto delle migliori pratiche comprovate? Dove perdono valore o rischiano relazioni preziose? Quali sono le loro priorit\u00e0: cosa bisogna sistemare per primo? Qual \u00e8 la migliore pratica alternativa a cui aspirano, soprattutto quando si profila un possibile accordo?<\/p>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color wp-elements-3e6918d797c672e3d57f50af5637b3da\">Il nostro sondaggio online sulle capacit\u00e0 di negoziazione vi indica come massimizzare immediatamente e costantemente le prestazioni dei negoziatori.<\/p>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-c1766ff\" data-block-id=\"c1766ff\"><style>.stk-c1766ff {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button stk-block stk-efda67e\" data-block-id=\"efda67e\"><style>.stk-efda67e {margin-top:0px !important;}.stk-efda67e .stk-button{background:#daf2f3 !important;}.stk-efda67e .stk-button:hover:after{background:#2b2a34 !important;opacity:1 !important;}.stk-efda67e .stk-button:before{border-style:solid !important;border-color:#daf2f3 !important;}.stk-efda67e .stk-button:hover:before{border-color:#daf2f3 !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-efda67e .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;}.stk-efda67e .stk-button:hover .stk-button__inner-text{color:#fffffe !important;}@media screen and (max-width: 1023px){.stk-efda67e .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/capability-survey\/\"><span class=\"has-text-color stk-button__inner-text\">Per saperne di pi\u00f9<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-container-core-column-is-layout-4 wp-block-column-is-layout-flow\" style=\"padding-right:0;padding-bottom:var(--wp--preset--spacing--x-small)\">\n<p class=\"has-base-color has-text-color has-link-color has-montserrat-font-family has-x-small-font-size wp-elements-72a9b7979e0ea053981becd13fce87d9\" style=\"font-style:normal;font-weight:800\">STILE COMPORTAMENTALE<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-base-color has-text-color has-link-color has-georgia-font-family has-max-48-font-size wp-elements-287f9b6e63e918a7517d1c2f6b8af95b\" style=\"margin-top:0;margin-bottom:3px;line-height:1.1\"><strong>Sbloccate il vostro pieno potenziale negoziale<\/strong><\/h2>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color wp-elements-89d5d7f2e07055870d527dc5a5bfa6a1\">Qual \u00e8 il tuo stile naturale di negoziazione? Questo stile influenza il modo in cui negoziamo, rendendo alcuni aspetti naturali e altri pi\u00f9 impegnativi.<\/p>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color wp-elements-2457e08836ea7d6cd156177953c17ae0\">Il nostro modello di profilazione evidenzia il tuo approccio preferito per consentirti di adattarti e diventare un negoziatore pi\u00f9 versatile.<\/p>\n\n\n\n<div style=\"height:7.5%\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-d721afb\" data-block-id=\"d721afb\"><style>.stk-d721afb {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button stk-block stk-4b9f423\" data-block-id=\"4b9f423\"><style>.stk-4b9f423 {margin-top:0px !important;}.stk-4b9f423 .stk-button{background:#daf2f3 !important;}.stk-4b9f423 .stk-button:hover:after{background:#2b2a34 !important;opacity:1 !important;}.stk-4b9f423 .stk-button:before{border-style:solid !important;border-color:#daf2f3 !important;}.stk-4b9f423 .stk-button:hover:before{border-color:#daf2f3 !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-4b9f423 .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;}.stk-4b9f423 .stk-button:hover .stk-button__inner-text{color:#fffffe !important;}@media screen and (max-width: 1023px){.stk-4b9f423 .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/profilazione-delle-preferenze-comportamentali\/\"><span class=\"has-text-color stk-button__inner-text\">Per saperne di pi\u00f9<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div>\n<\/div>\n\n\n\n<p><\/p>\n<\/div>\n<\/div>\n\n\n\n<p><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Comprendiamo le sfide delle vostre trattative Dalle nostre radici profonde costruite 50 anni fa ai tavoli impegnativi delle negoziazioni sindacali, Scotwork continua ad aiutare organizzazioni e professionisti delle Risorse Umane in tutto il mondo a migliorare le proprie performance di negoziazione. In Scotwork, sappiamo che le situazioni lavorative non sono semplicemente problemi da &#8220;risolvere&#8221;, ma&#8230;<\/p>\n","protected":false},"author":6,"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-9881","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>Competenze di Negoziazione per le Risorse Umane - Scotwork Italia<\/title>\n<meta name=\"description\" content=\"Dota i team HR delle competenze di negoziazione di Scotwork Italia per gestire i conflitti sul luogo di lavoro, allineare gli stakeholder e raggiungere risultati equi e sostenibili.\" \/>\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\/competenze-di-negoziazione-per-le-risorse-umane\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Competenze di Negoziazione per le Risorse Umane - 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