Arta negocierii<\/a>, <\/em>fostul agent FBI, Chriss Voss ne \u020bmp\u0103rt\u0103\u0219e\u0219te c\u00e2teva dintre secretele spionajului care ne pot fi de folos \u020bn via\u0163a de zi cu zi. De-a lungul carierei sale, Voss a reu\u0219it s\u0103 salveze vie\u0163i \u020bn situa\u0163ii extreme, s\u0103 solu\u0163ioneze conflicte \u020bntre cele mai temute clanuri criminale sau s\u0103 opreasc\u0103 jafuri armate \u020bn inima New York-ului. Toate aceste experien\u0163e brutale l-au \u020bnv\u0103\u0163at c\u0103 negocierea nu este o b\u0103t\u0103lie, ci un proces de descoperire. A\u0219adar, nu e suficient s\u0103 ba\u0163i din picior \u0219i s\u0103 spui \u201eeu vreau X lucru,\u201d ci este nevoie de un \u020bntreg set de tehnici care s\u0103 te ajute s\u0103-l ob\u0163ii \u0219i s\u0103 dezarmezi inamicul. \u00a0<\/p>\r\n\r\n\r\n\r\nUn alt element important \u020bn Arta negocierii <\/em>lui Voss este oglindirea. Fie c\u0103 recunoa\u0219tem sau nu, ne dorim ca ideile noastre s\u0103 fie validate de ceilal\u0163i. Cea mai bun\u0103 metod\u0103 de manipulare a interlocutorului este copierea comportamentului.<\/p>\r\n\r\n\r\n\r\nPilonul principal \u020bn orice tip de negociereeste ascultarea activ\u0103 \u0219i cunoa\u0219terea complex\u0103 a interlocutorului. Chriss Voss \u0219i-a dezvoltat o tehnic\u0103 proprie, numit\u0103 leb\u0103da neagr\u0103. <\/em>Nu, nu este vorba despre acea leb\u0103d\u0103 neagr\u0103 din Lacul Lebedelor<\/em>, ci de necunoscuta cunoscut\u0103<\/em>, acel joker despre care \u0219tim sigur c\u0103 exist\u0103, dar nu \u0219tim exact \u020bn m\u00e2na cui e. Mai pe scurt, negociatorul trebuie s\u0103 aib\u0103 \u020bn vedere, \u020bn primul r\u00e2nd, ceea ce interlocutorul \u020b\u0219i dore\u0219te s\u0103 aud\u0103, s\u0103-i identifice temerile \u0219i s\u0103 \u020bi afle principiile normative, adic\u0103 acel set de reguli \u0219i conduit\u0103 moral\u0103. Astfel, negociatorul trebuie s\u0103 ac\u0163ioneze ca un observator \u0219i s\u0103 nu se lase prad\u0103 instinctelor. \u00a0<\/p>\r\n\r\n\r\n\r\nOglindirea practicat\u0103 \u020bn mod con\u0219tient este deci arta insinu\u0103rii unei asem\u0103n\u0103ri. \u201eAi \u020bncredere \u020bn mine\u201d este un mesaj care prin oglindire \u020bi transmite incon\u0219tient celuilalt \u201enoi doi suntem asem\u0103n\u0103tori.\u201d<\/em><\/p>\r\n\r\n\r\n\r\nDe c\u00e2te ori nu ai observat c\u0103 o persoan\u0103 care te place \u020b\u0163i imit\u0103 gesturile? \u020an special, acest lucru se \u020bnt\u00e2mpl\u0103 \u020bn contextul de dating, unde exist\u0103 acea chimie \u020bntre dou\u0103 persoane, iar pozi\u0163ia corpului unuia dintre parteneri se schimb\u0103 \u020bn raport cu mi\u0219c\u0103rile celuilalt.<\/p>\r\n\r\n\r\n\r\n
Arta negocierii <\/em>este o carte care te n\u0103uce\u0219te \u020bn primul r\u00e2nd, prin confesiunile palpitante ale fostului agent FBI, dar \u0219i prin adev\u0103rurile evidente pe care le aveai sub nas, dar de care nu ai \u0163inut cont niciodat\u0103 . Po\u0163i fi cel mai puternic om din lume, \u020bns\u0103 dac\u0103 nu e\u0219ti con\u0219tient de acele p\u00e2rghii<\/em>, \u0219ansele de a e\u0219ua sunt maxime.<\/p>\r\n\r\n\r\n\r\nTrebuie s\u0103 atrag aten\u0163ia c\u0103 p\u00e2rghiile nu sunt totuna cu puterea. Donald Trump are putere enorm\u0103, dar dac\u0103 e pierdut \u020bn de\u0219ert \u0219i proprietarul singurului magazin de pe o distan\u0163\u0103 de kilometri are apa pe care \u0219i-o dore\u0219te, v\u00e2nz\u0103torul are o p\u00e2rghie. Ca negociator trebuie s\u0103 \u0219ti\u0163i tot timpul care dintre p\u0103r\u0163i crede c\u0103 are cel mai mult de pierdut dac\u0103 negocierile e\u0219ueaz\u0103. Partea care simte c\u0103 are mai mult de pierdut \u0219i se teme mai mult de pierderea respectiv\u0103 are mai pu\u0163ine p\u00e2rghii, \u0219i viceversa.<\/em><\/p>\r\n\r\n\r\n\r\nArta negocierii <\/em>\u020b\u0163i vinde acele ponturi pe care nu le po\u0163i ob\u0163ine nici de la cele mai prestigioase institu\u0163ii de \u020bnv\u0103\u0163\u0103m\u00e2nt, fie ele Harvard, Cambridge sau Oxford. Altfel spus, Chriss Voss ne \u020bnva\u0163\u0103 s\u0103 ne folosim inteligen\u0163a emo\u0163ional\u0103 pentru a ob\u0163ine orice \u020bn via\u0163\u0103.<\/p>\r\n\r\n\r\n\r\nCartea func\u0163ioneaz\u0103 dintr-un singur motiv simplu: a fost scris\u0103 \u020bn \u0219i pentru lumea real\u0103. Ea nu a ap\u0103rut \u020bntr-o sal\u0103 de clas\u0103, ci se sprijin\u0103 pe ani de experien\u0163\u0103 care au \u020bmbun\u0103t\u0103\u0163it-o p\u00e2n\u0103 aproape de perfec\u0163iune.<\/em><\/p>\r\n","protected":false},"excerpt":{"rendered":"Oare cum a\u0219 putea s\u0103 \u020bi cer \u0219efului meu o prim\u0103 sau \u020bnc\u0103 trei zile de concediu pe an? Pot oare s\u0103 \u020bmi determin partenerul de cuplu s\u0103 \u020bmi ofere mai mult\u0103 aten\u0163ie? Dar s\u0103 ob\u0163in un pre\u0163 mai bun pentru noile mele achizi\u0163ii? Indiferent c\u0103 este vorba despre via\u0163a personal\u0103 sau profesional\u0103, totul se…<\/p>\n","protected":false},"author":1,"featured_media":2737,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[8],"tags":[126,231,242],"thb-sponsors":[],"yoast_head":"\r\n
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