{"id":7047,"date":"2022-02-07T17:00:00","date_gmt":"2022-02-07T17:00:00","guid":{"rendered":"https:\/\/im-campus.com\/?p=7047"},"modified":"2022-03-22T10:17:25","modified_gmt":"2022-03-22T10:17:25","slug":"jak-ulatwic-faze-negocjacji-gdy-zopa-prawie-nie-istnieje-lub-co-zrobic-gdy-kazda-ze-stron-dazy-do-jak-najwiekszej-czesci-tortu","status":"publish","type":"post","link":"https:\/\/wpbackup.im-campus.com\/pl\/jak-ulatwic-faze-negocjacji-gdy-zopa-prawie-nie-istnieje-lub-co-zrobic-gdy-kazda-ze-stron-dazy-do-jak-najwiekszej-czesci-tortu\/","title":{"rendered":"Jak u\u0142atwi\u0107 faz\u0119 negocjacji, gdy ZOPA prawie nie istnieje, albo co zrobi\u0107, gdy ka\u017cda ze stron d\u0105\u017cy do uzyskania jak najwi\u0119kszego udzia\u0142u w tym, co ma do zaoferowania?"},"content":{"rendered":"

Mediacja handlowa jest zwykle zbie\u017cna z faz\u0105 negocjacji emocjonalnych. Jednym z kluczowych element\u00f3w jest tu okre\u015blenie strefy potencjalnego porozumienia mi\u0119dzy stronami, zwanej ZOPA. Teoretycznie, je\u015bli rozbie\u017cno\u015b\u0107 pomi\u0119dzy tym, co jest \u017c\u0105dane, a tym, co jest oferowane, jest zbyt du\u017ca, tzn. nie ma ZOPA pomi\u0119dzy stronami, mediacja nie ma sensu, a jej celem jest bicie si\u0119 w krzaki i gra na czas drugiej strony. Wniosek, \u017ce przepa\u015b\u0107 jest zbyt du\u017ca, strony nie maj\u0105 ZOPA, a z mediacji nie mo\u017cna skorzysta\u0107, nie jest tym, co strony oczekuj\u0105 us\u0142ysze\u0107, zw\u0142aszcza je\u015bli widz\u0105 w niej potencja\u0142. Podstawow\u0105 kwesti\u0105 jest zrozumienie, o co chodzi w tej luce. Czy chodzi o ambicje? A mo\u017ce chodzi o to, \u017ce jedna strona chce w jaki\u015b spos\u00f3b ukara\u0107 drug\u0105? Pokaza\u0107, kto tu rz\u0105dzi? Ujawni\u0107 co\u015b, co nie mog\u0142o by\u0107 wcze\u015bniej wypowiedziane? Moment wyja\u015bnienia przyczyny bardzo wp\u0142ywa na taniec negocjacyjny, czyni\u0105c go coraz bardziej rytmicznym. W rzeczywistych kontekstach mediacji elastyczno\u015b\u0107 procesu pomaga nie tylko w zidentyfikowaniu ZOPA, ale tak\u017ce w doprowadzeniu do niego stron.<\/p>\n\n\n\n

Kaucje w mediacji<\/h2>\n\n\n\n

To, co uwa\u017cam za pomocne, to praca w caucuses, aby nie przyt\u0142acza\u0107 stron wzajemnymi ust\u0119pstwami w obecno\u015bci drugiej strony i wysokimi emocjami w tym wzgl\u0119dzie.<\/p>\n\n\n\n

Mediator nie ma wp\u0142ywu ani nie ocenia roszcze\u0144 i ofert stron, niezale\u017cnie od tego, czy s\u0105 one zbyt du\u017ce czy zbyt ma\u0142e. Mediator mo\u017ce jednak ustali\u0107, dlaczego i za co \u017c\u0105dana\/oferowana jest okre\u015blona kwota pieni\u0119dzy. Czasami najwi\u0119kszy kawa\u0142ek tortu, jaki si\u0119 uchwyci, jest p\u00f3\u017aniej nie do ud\u017awigni\u0119cia. W mediacji nie chodzi o to, by dosta\u0107 to, czego si\u0119 chce, ale to, co jest potrzebne i mo\u017cliwe do zrealizowania. Warto zacz\u0105\u0107 od pytania, sk\u0105d strona \u017c\u0105daj\u0105ca wzi\u0119\u0142a kwot\u0119, o kt\u00f3r\u0105 si\u0119 ubiega. W mojej praktyce raz otrzyma\u0142em odpowied\u017a, \u017ce to nie moja sprawa. Wed\u0142ug strony, moim zadaniem by\u0142o \"pom\u00f3c jej uzyska\u0107 tak\u0105 kwot\u0119 pieni\u0119dzy\". Moje pytanie nie by\u0142o tylko pr\u00f3\u017cn\u0105 ciekawo\u015bci\u0105. Aby skutecznie u\u0142atwi\u0107 proces mediacji, musz\u0119 wyja\u015bni\u0107 drugiej stronie, dlaczego strona wnioskuj\u0105ca domaga si\u0119 tej konkretnej kwoty, a nie mog\u0119 tego zrobi\u0107, nie wiedz\u0105c o tym. Gdy strona \u017c\u0105da milion\u00f3w i nie potrafi wyja\u015bni\u0107, na czym polega matematyka, druga strona raczej nie potraktuje tego \u017c\u0105dania powa\u017cnie. Im wi\u0119cej informacji na temat danych liczbowych otrzyma druga strona za po\u015brednictwem mediatora, tym wi\u0119ksze szanse na uzyskanie atrakcyjnej kwoty b\u0119dzie mia\u0142a strona wnioskuj\u0105ca.<\/p>\n\n\n\n

Pytania w mediacji handlowej<\/h2>\n\n\n\n

Poni\u017cej znajduj\u0105 si\u0119 pytania, kt\u00f3re stosuj\u0119 w przypadku mediacji handlowych:<\/p>\n\n\n\n

1) Co ta liczba oznacza dla Twojej partii, a co potencjalnie mo\u017ce oznacza\u0107 dla drugiej strony?<\/p>\n\n\n\n

2) Jestem pewien, \u017ce wiesz, na czym polega mediacja, i dlatego tu jeste\u015b. Teraz prosz\u0119, pom\u00f3\u017c mi zrozumie\u0107, o co chodzi w tym ruchu\/rozbie\u017cno\u015bci?<\/p>\n\n\n\n

Pomocna jest wizualizacja procesu negocjacji, pokazuj\u0105ca naturalny post\u0119p, w kt\u00f3rym strony przechodz\u0105 od pocz\u0105tkowo \"sta\u0142ych i nienegocjowalnych\" liczb coraz bli\u017cej, je\u015bli nie do siebie, to na pewno do osi\u0105gni\u0119cia porozumienia. Wykorzystanie technik wizualnych, utrwalaj\u0105cych ruchy stron na flipcharcie lub tablicy, motywuje je do dochodzenia do kwoty mo\u017cliwej do zaakceptowania przez obie strony.<\/p>\n\n\n\n

Gdy strony utkn\u0119\u0142y w impasie i nie chc\u0105 lub nie mog\u0105 ruszy\u0107 z miejsca, stosuj\u0119 technik\u0119 \u0142\u0105cz\u0105c\u0105 nawiasowo\u015b\u0107 i sztuczk\u0119 wizualn\u0105. Dziel\u0119 luk\u0119 na dwie cz\u0119\u015bci za pomoc\u0105 \u015brednich liczb w nawiasach (zaznaczonych na zielono): lewa strona jest bli\u017csza temu, co twierdzi strona wnioskuj\u0105ca, a prawa strona pokazuje, co oferuje strona odpowiadaj\u0105ca. Oczywi\u015bcie, mo\u017cna poda\u0107 jak\u0105\u015b konkretn\u0105 liczb\u0119 znajduj\u0105c\u0105 si\u0119 pomi\u0119dzy, czyli w tym przypadku $3 875 000. Mimo to, nawet stosuj\u0105c elementy podej\u015bcia ewaluacyjnego, moim zdaniem nale\u017cy pozostawi\u0107 sobie pole manewru i pozwoli\u0107 im zdecydowa\u0107, jaka dok\u0142adna kwota b\u0119dzie do przyj\u0119cia dla obu stron. Wizualnie wygl\u0105da to nast\u0119puj\u0105co:<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n

Nast\u0119pnie zadaj\u0119 nast\u0119puj\u0105ce pytania:<\/p>\n\n\n\n

1) Kt\u00f3ra opcja jest dla Ciebie lepsza? Najbardziej prawdopodobn\u0105 odpowiedzi\u0105 jest opcja znajduj\u0105ca si\u0119 blisko w\u0142asnej strony (zaznaczona na czerwono).<\/p>\n\n\n\n

2) Jakie jest Twoje za\u0142o\u017cenie co do punktu widzenia drugiej strony w odniesieniu do Twojej opcji? Najbardziej prawdopodobn\u0105 odpowiedzi\u0105 jest to, \u017ce jej nie zaakceptuje.<\/p>\n\n\n\n

3) Czy s\u0105 jakie\u015b inne potencjalne opcje? I tu strony widz\u0105 co najmniej dwie z nich: opcj\u0119 bli\u017csz\u0105 temu, co druga strona jest gotowa zaoferowa\u0107\/za\u017c\u0105da\u0107, oraz liczb\u0119 z przedzia\u0142u.<\/p>\n\n\n\n

4) Kt\u00f3r\u0105 opcj\u0119 chcia\u0142by\u015b zbada\u0107? Najprawdopodobniej druga opcja w nawiasie zaznaczona na zielono jest bardziej interesuj\u0105ca. W por\u00f3wnaniu z opcj\u0105 zaznaczon\u0105 na czerwono i znajduj\u0105c\u0105 si\u0119 blisko drugiej strony, jest ona bli\u017csza ka\u017cdej ze stron, co jest widoczne wizualnie.<\/p>\n\n\n\n

5) Teraz jestem w twoim pokoju, a w\u0142adza nale\u017cy do ciebie. Widzisz, \u017ce istniej\u0105 opcje, kt\u00f3re mo\u017cesz zbada\u0107. Ty decydujesz, czy chcesz si\u0119 ruszy\u0107, czy nie. Jaka jest twoja decyzja?<\/p>\n\n\n\n

Nie jest to technika uniwersalna, ale mo\u017ce by\u0107 pomocna w niekt\u00f3rych sytuacjach, gdy na przyk\u0142ad niech\u0119\u0107 jednej ze stron do podj\u0119cia dzia\u0142a\u0144 jest motywowana ambicjami lub negatywnymi emocjami. Technika ta pomaga przej\u015b\u0107 od emocjonalnej strony negocjacji do ich istoty. Wizualizacja wyja\u015bnia faz\u0119 negocjacji i w pewnym stopniu j\u0105 \u0142agodzi, poniewa\u017c s\u0142owny ping-pong zazwyczaj nie si\u0119ga dalej ni\u017c s\u0142owa. Bior\u0105c pod uwag\u0119, \u017ce liczba ludzi na \u015bwiecie, kt\u00f3rzy s\u0105 wzrokowcami, waha si\u0119 od 60% do 80%, informacje przedstawione wizualnie s\u0105 o wiele bardziej skuteczne i zrozumia\u0142e. Gdy proces jest ustalony i widoczny, strony s\u0105 zgodne co do tego, co si\u0119 dzieje.<\/p>","protected":false},"excerpt":{"rendered":"

Mediacja handlowa jest zwykle zbie\u017cna z faz\u0105 negocjacji emocjonalnych. Jednym z kluczowych element\u00f3w jest tu okre\u015blenie strefy potencjalnego porozumienia mi\u0119dzy stronami, zwanej ZOPA. Teoretycznie, je\u015bli rozbie\u017cno\u015b\u0107 pomi\u0119dzy tym, co jest \u017c\u0105dane, a tym, co jest oferowane, jest zbyt du\u017ca, tzn. nie ma ZOPA pomi\u0119dzy stronami, nie warto prowadzi\u0107 mediacji.<\/p>","protected":false},"author":2,"featured_media":7049,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","_uag_custom_page_level_css":"","footnotes":""},"categories":[4],"tags":[],"class_list":["post-7047","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"acf":[],"yoast_head":"\nHow to facilitate a bargaining phase when ZOPA is hardly there, or what to do if each party strives for the biggest share of the pie? - International Mediation Campus<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/wpbackup.im-campus.com\/pl\/jak-ulatwic-faze-negocjacji-gdy-zopa-prawie-nie-istnieje-lub-co-zrobic-gdy-kazda-ze-stron-dazy-do-jak-najwiekszej-czesci-tortu\/\" \/>\n<meta property=\"og:locale\" content=\"pl_PL\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to facilitate a bargaining phase when ZOPA is hardly there, or what to do if each party strives for the biggest share of the pie? - International Mediation Campus\" \/>\n<meta property=\"og:description\" content=\"Commercial mediation is typically aligned with the emotional bargaining phase. One of the key elements here is identifying a zone of potential agreement between parties, known as ZOPA. 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