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negociere

negociere

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Published by: samdoe on Aug 23, 2007
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Universitatea Spiru HaretFacultatea de Sociologie-PsihologieMatei Georgescu
Introducere înteoria negocierii
 
UPRINS 
1. DE LA NEGOCIERE LA NEGOCIATOR.....................................................................5
N
EGOCIEREA
 
ÎN
 
COTIDIAN
..........................................................................................................5P
ROCESUL
 
 NEGOCIERII
.................................................................................................................6F
UNCŢIILE
 
PROCESULUI
 
DE
 
 NEGOCIERE
..........................................................................................7
 Funcţia rezolutivă..............................................................................................................7  Funcţia decizională...........................................................................................................9 Funcţia de restructurare...................................................................................................9 Funcţia de schimb..............................................................................................................9
C
ARACTERISTICILE
 
PROCESULUI
 
DE
 
 NEGOCIERE
.............................................................................10
 A asculta şi a înţelege.....................................................................................................10Dilema negociatorului ..................................................................................................10
T
IPURI
 
FUNDAMENTALE
 
DE
 
 NEGOCIERE
........................................................................................12 N
EGOCIATORUL
........................................................................................................................13
 Personalitatea negociatorului........................................................................................13Surse de erori în activitatea negociatorului..................................................................14
2. PREGĂTIREA NEGOCIERII: COLECTAREA ŞI EVALUAREA INFORMAŢIEI,OBIECTIVE ŞI CADRU......................................................................................................16
C
ULEGEREA
 
ŞI
 
EVALUAREA
 
INFORMAŢIILOR 
.................................................................................16O
BIECTIVELE
 
 NEGOCIERII
.........................................................................................................17
Stabilirea obiectivelor negocierii...................................................................................17 Caracteristicile obiectivelor negocierii.........................................................................19
ELAŢIA
 
DE
 
 NEGOCIERE
..........................................................................................................20E
CHIPA
 
DE
 
 NEGOCIERE
.............................................................................................................22L
OCUL
 
DE
 
DESFĂŞURARE
 
A
 
 NEGOCIERII
........................................................................................24D
ISPUNEREA
 
ECHIPEI
 
DE
 
 NEGOCIERE
............................................................................................24
3. PREGĂTIREA NEGOCIERII: POZIŢIA, STRATEGIA, PLANUL ŞIPROTOCOLUL DE NEGOCIERE ....................................................................................26
P
OZIŢIA
 
DE
 
 NEGOCIERE
..............................................................................................................26
 Poziţia de deschidere......................................................................................................26 
 
 Poziţia de ruptură............................................................................................................26  Poziţia obiectiv................................................................................................................27  Poziţia maximală.............................................................................................................27  Poziţia de consens...........................................................................................................28
B
ALANŢA
 
POZIŢIEI
 
DE
 
 NEGOCIERE
 
A
 
PARTENERILOR 
.......................................................................28P
REGĂTIREA
 
PLANULUI
 
DE
 
ACŢIUNE
 
AL
 
 NEGOCIERII
......................................................................29
Strategii de negociere......................................................................................................30
Strategia directă...........................................................................................................31Strategia indirectă........................................................................................................31Strategia cooperantă....................................................................................................31Strategia conflictuală...................................................................................................31Timpul ca element strategic........................................................................................32
 Redactarea planului de negociere şi a protocolului de negociere ..............................32
Planul de negociere......................................................................................................32Protocolul de negociere...............................................................................................33
4. DERULAREA NEGOCIERII: DEBUT, FAZA EXPLORATORIE, FAZA DESCHIMB, ELEMENTE DE COMUNICARE EFICITENTĂ.........................................36
D
EBUTUL
 
 NEGOCIERII
:
PROTOCOLUL
 
DE
 
DESCHIDERE
 
ŞI
 
PREZENTARE
.............................................36O
RDINEA
 
DE
 
ZI
.........................................................................................................................37F
AZA
 
EXPLORATORIE
 
A
 
 NEGOCIERII
.............................................................................................38
 Explorarea orizontală.....................................................................................................38 Explorarea verticală........................................................................................................39
F
AZA
 
SCHIMBULUI
 
DE
 
VALORI
.....................................................................................................40
Oferta condiţională.........................................................................................................40Oferta alternativă............................................................................................................41Concesia...........................................................................................................................41Obiecţia............................................................................................................................42
E
LEMENTE
 
DE
 
COMUNICARE
 
EFICIENTĂ
........................................................................................43
 Formularea mesajului interogativ .................................................................................43 Receptarea mesajului......................................................................................................46 
Mesajul verbal..............................................................................................................46

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