{"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":"como-facilitar-uma-fase-de-negociacao-quando-a-zopa-quase-nao-esta-presente-ou-o-que-fazer-se-cada-uma-das-partes-se-esforcar-por-obter-a-maior-fatia-do-bolo","status":"publish","type":"post","link":"https:\/\/wpbackup.im-campus.com\/pt\/como-facilitar-uma-fase-de-negociacao-quando-a-zopa-quase-nao-esta-presente-ou-o-que-fazer-se-cada-uma-das-partes-se-esforcar-por-obter-a-maior-fatia-do-bolo\/","title":{"rendered":"Como facilitar uma fase de negocia\u00e7\u00e3o quando a ZOPA dificilmente est\u00e1 presente, ou o que fazer se cada parte se esfor\u00e7a pela maior fatia da torta?"},"content":{"rendered":"

A media\u00e7\u00e3o comercial \u00e9 tipicamente alinhada com a fase de negocia\u00e7\u00e3o emocional. Um dos elementos chave aqui \u00e9 identificar uma zona de potencial acordo entre as partes, conhecida como ZOPA. Teoricamente, se um intervalo entre o que \u00e9 reclamado e o que \u00e9 oferecido for demasiado grande, ou seja, n\u00e3o existe ZOPA entre as partes, a media\u00e7\u00e3o n\u00e3o vale a pena prosseguir e tem a ver com bater \u00e0 volta dos arbustos e tocar o tempo um do outro. A conclus\u00e3o de que o fosso \u00e9 demasiado grande, as partes est\u00e3o fora de ZOPA, e a media\u00e7\u00e3o n\u00e3o \u00e9 uma op\u00e7\u00e3o a utilizar n\u00e3o \u00e9 o que as partes esperam ouvir, especialmente se virem potencial na media\u00e7\u00e3o. A quest\u00e3o central \u00e9 compreender do que se trata esta lacuna. Ser\u00e1 que se trata de ambi\u00e7\u00f5es? Ou talvez seja sobre o desejo de uma parte de punir de alguma forma a outra parte? Demonstrar quem governa o espect\u00e1culo? Para revelar algo que n\u00e3o p\u00f4de ser dito mais cedo? O momento de esclarecer a raz\u00e3o influencia muito a dan\u00e7a da negocia\u00e7\u00e3o, tornando-a cada vez mais r\u00edtmica. Em contextos reais de media\u00e7\u00e3o, a flexibilidade do processo ajuda n\u00e3o s\u00f3 a identificar ZOPA, mas tamb\u00e9m a trazer as partes a ela.<\/p>\n\n\n\n

Caucus na Media\u00e7\u00e3o<\/h2>\n\n\n\n

O que considero \u00fatil \u00e9 trabalhar em caucuses para n\u00e3o sobrecarregar as partes fazendo concess\u00f5es na presen\u00e7a uns dos outros e emo\u00e7\u00f5es elevadas a este respeito.<\/p>\n\n\n\n

Um mediador n\u00e3o influencia nem julga as reivindica\u00e7\u00f5es e ofertas das partes, sejam elas demasiado grandes ou demasiado pequenas. No entanto, um mediador pode estabelecer um entendimento comum sobre porqu\u00ea e o qu\u00ea para um determinado montante de dinheiro \u00e9 reclamado\/oferecido. Por vezes, a maior fatia de tarte agarrada n\u00e3o \u00e9 control\u00e1vel posteriormente. A media\u00e7\u00e3o consiste em obter n\u00e3o o que \u00e9 desejado, mas o que \u00e9 necess\u00e1rio e control\u00e1vel. Uma boa quest\u00e3o para come\u00e7ar \u00e9 como \u00e9 que uma parte requerente conseguiu obter o montante reclamado. Na minha pr\u00e1tica, assim que obtive a resposta de que n\u00e3o era da minha conta. Segundo a parte, o meu neg\u00f3cio era \"ajud\u00e1-los a obter esta quantia de dinheiro\". A minha pergunta n\u00e3o era apenas curiosidade ociosa. Para facilitar o processo de media\u00e7\u00e3o eficazmente, preciso de explicar por que raz\u00e3o a parte requerente reclama este montante espec\u00edfico \u00e0 outra parte, e n\u00e3o o posso fornecer sem estar ciente disso. Quando uma parte reclama milh\u00f5es e n\u00e3o pode explicar a sua matem\u00e1tica, a outra parte dificilmente levar\u00e1 esta reclama\u00e7\u00e3o a s\u00e9rio. Quanto mais informa\u00e7\u00e3o a outra parte receber atrav\u00e9s de um mediador sobre os n\u00fameros, mais hip\u00f3teses ter\u00e1 de obter uma quantia atractiva para uma parte requerente.<\/p>\n\n\n\n

Perguntas em Media\u00e7\u00e3o Comercial<\/h2>\n\n\n\n

Abaixo est\u00e3o as perguntas que utilizo, se relevante, quando se trata de um caso de media\u00e7\u00e3o comercial:<\/p>\n\n\n\n

1) O que significa este n\u00famero para a sua parte, e o que significa potencialmente para a outra parte?<\/p>\n\n\n\n

2) Tenho a certeza de que sabe do que se trata a media\u00e7\u00e3o, e \u00e9 por isso que est\u00e1 aqui. Agora, por favor, ajude-me a compreender do que se trata este movimento\/queda?<\/p>\n\n\n\n

\u00c9 \u00fatil visualizar o processo de negocia\u00e7\u00e3o para mostrar a progress\u00e3o natural, aproximando cada vez mais as partes de n\u00fameros \"fixos e n\u00e3o negoci\u00e1veis\", se n\u00e3o uns dos outros, mas para chegar a um acordo, com certeza. A utiliza\u00e7\u00e3o de t\u00e9cnicas visuais que fixam os movimentos das partes no flipchart ou no quadro branco motiva-as a chegarem a um montante mutuamente aceit\u00e1vel.<\/p>\n\n\n\n

Quando as partes ficam presas num impasse e n\u00e3o querem ou n\u00e3o se podem mover, utilizo uma t\u00e9cnica que combina colchetes e truques visuais. Divido a lacuna em duas partes pelos n\u00fameros m\u00e9dios entre par\u00eanteses (destacados a verde): a esquerda est\u00e1 mais pr\u00f3xima do que uma parte requerente reclama, e o lado direito mostra o que a parte que responde oferece. Claro, pode indicar um n\u00famero firme no meio, que \u00e9 $3,875,000 aqui. Ainda assim, mesmo utilizando elementos da abordagem avaliativa, na minha opini\u00e3o, \u00e9 essencial deixar espa\u00e7o de manobra e permitir-lhes decidir qual o valor exacto que ser\u00e1 aceit\u00e1vel para ambos. Visualmente, \u00e9 o que parece:<\/p>\n\n\n\n

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

Depois fa\u00e7o as seguintes perguntas:<\/p>\n\n\n\n

1) Que op\u00e7\u00e3o \u00e9 prefer\u00edvel a si? A resposta mais prov\u00e1vel \u00e9 a op\u00e7\u00e3o pr\u00f3xima do seu pr\u00f3prio lado (destacada a vermelho).<\/p>\n\n\n\n

2) Qual \u00e9 a sua suposi\u00e7\u00e3o sobre o ponto de vista da outra parte relativamente \u00e0 sua op\u00e7\u00e3o? A resposta mais prov\u00e1vel \u00e9 que n\u00e3o a aceitar\u00e3o.<\/p>\n\n\n\n

3) Existem outras op\u00e7\u00f5es potenciais? E aqui, as partes v\u00eaem pelo menos duas delas: uma op\u00e7\u00e3o mais pr\u00f3xima do que a outra parte est\u00e1 pronta a oferecer\/reclama\u00e7\u00e3o e uma figura entre par\u00eanteses.<\/p>\n\n\n\n

4) Que op\u00e7\u00e3o gostaria de explorar? Muito provavelmente, a segunda op\u00e7\u00e3o entre par\u00eanteses destacada a verde \u00e9 mais interessante. Comparada com uma op\u00e7\u00e3o destacada a vermelho e pr\u00f3xima da outra parte, est\u00e1 mais pr\u00f3xima de cada parte, o que \u00e9 visualmente vis\u00edvel.<\/p>\n\n\n\n

5) Agora estou aqui no vosso quarto, e o poder \u00e9 vosso. Pode ver que h\u00e1 op\u00e7\u00f5es a explorar. Decide mover-se ou n\u00e3o. Qual \u00e9 a sua decis\u00e3o?<\/p>\n\n\n\n

N\u00e3o \u00e9 uma t\u00e9cnica de tamanho \u00fanico, mas poderia ajudar em algumas circunst\u00e2ncias quando, por exemplo, a relut\u00e2ncia de uma parte em se mover \u00e9 motivada por ambi\u00e7\u00f5es ou emo\u00e7\u00f5es negativas. A t\u00e9cnica ajuda a passar do lado emocional da negocia\u00e7\u00e3o para a sua ess\u00eancia. A visualiza\u00e7\u00e3o clarifica a fase de negocia\u00e7\u00e3o e facilita-a at\u00e9 certo ponto porque o ping-pong verbal normalmente n\u00e3o vai mais longe do que as palavras. Dado que o n\u00famero de pessoas no planeta que s\u00e3o visuais varia de 60% a 80%, a informa\u00e7\u00e3o visualmente apresentada \u00e9 muito mais eficaz e apreens\u00edvel. Quando o processo \u00e9 fixo e vis\u00edvel, as partes est\u00e3o na mesma p\u00e1gina sobre o que se est\u00e1 a passar.<\/p>","protected":false},"excerpt":{"rendered":"

A media\u00e7\u00e3o comercial \u00e9 tipicamente alinhada com a fase de negocia\u00e7\u00e3o emocional. Um dos elementos chave aqui \u00e9 identificar uma zona de potencial acordo entre as partes, conhecida como ZOPA. Teoricamente, se uma lacuna entre o que \u00e9 reivindicado e o que \u00e9 oferecido \u00e9 demasiado grande, ou seja, n\u00e3o existe ZOPA entre as partes, n\u00e3o vale a pena proceder \u00e0 media\u00e7\u00e3o.<\/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\/pt\/como-facilitar-uma-fase-de-negociacao-quando-a-zopa-quase-nao-esta-presente-ou-o-que-fazer-se-cada-uma-das-partes-se-esforcar-por-obter-a-maior-fatia-do-bolo\/\" \/>\n<meta property=\"og:locale\" content=\"pt_PT\" \/>\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. 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