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Ziua 4

Ziua 4. Negocierea Managementul stressului Motivarea Management versus Leadership. Pasii Negocierii. Pregatiti-va sa negociati. Stringeti informatii. Intuiti nevoile si interesele celorlalti si explorati-le pe ale dvs.

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Ziua 4

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  1. Ziua 4 • Negocierea • Managementul stressului • Motivarea • Management versus Leadership

  2. PasiiNegocierii

  3. Pregatiti-va sa negociati • Stringeti informatii. • Intuiti nevoile si interesele celorlalti si explorati-le pe ale dvs. • Formulati cea mai buna alternativa la acordul negociat (BATNA - Best Alternative to Negociated Agreement ) si cea mai proasta alternativa la acordul negociat(WATNA - Worst Alternative to Negociated Agreement ); intuiti-le pe ale celorlalti. • Stabiliti data, ora si locul intalnirii.

  4. Pasul 1: Creati cadrul optim • Invocati o abordare cooperanta • Confirmati limite temporale, pauze. • Determinati autoritatea de care dispuneti pentru a negocia. • Construiti relatia (increderea). • Concentrati-va pe proces.

  5. Pasul 2: Definiti problemele si prioritatile • Stabiliti scopul sesiunii. • Clarificati problemele din ambele perspective. • Elaborati agenda de lucru si stabiliti prioritatile.

  6. Pasul 3: Exploratiproblemelesiinteresele • Strangeti si faceti schimb de informatii. • Specificati interesul dvs. si aflati-l pe al celorlalti. • Identificati interesele comune. • Separati fiecare problema de celelalte. • Formulati un scop neutru, care sa reprezinte interesele ambelor parti.

  7. Pasul 4: Rezolvati problema si scrieti acordul • Generati optiuni. • Determinati criterii obiective. • Specificati cine va face ce, cand si in ce masura (fiti cat mai exacti). • Scrieti acordul. • Stabiliti criterii de evaluare.

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