{"id":3341,"date":"2021-04-14T14:38:49","date_gmt":"2021-04-14T17:38:49","guid":{"rendered":"https:\/\/globalattitude.org.br\/a-arte-de-barganhar-negociacao-metodos-e-skills\/"},"modified":"2023-04-18T17:13:16","modified_gmt":"2023-04-18T20:13:16","slug":"a-arte-de-barganhar-negociacao-metodos-e-skills","status":"publish","type":"post","link":"https:\/\/globalattitude.org.br\/en\/a-arte-de-barganhar-negociacao-metodos-e-skills\/","title":{"rendered":"A arte de “barganhar”: negocia\u00e7\u00e3o, m\u00e9todos e skills"},"content":{"rendered":"

O ser humano est\u00e1 sempre buscando novas ferramentas e novos modos de negociar. A negocia\u00e7\u00e3o \u00e9 uma forma de tomada de decis\u00e3o da qual duas ou mais partes discutem um tema em comum em busca de solucionar as diferen\u00e7as relativas a seus interesses (WHEELER, 2014). No momento presente, no forte entrela\u00e7amento das rela\u00e7\u00f5es internacionais, exige-se o planejamento e aprimoramento da pr\u00e1tica, seja na leitura do ambiente, timing, tom de voz, na utiliza\u00e7\u00e3o da sensibilidade hol\u00edstica, ao passo que a tomada de decis\u00f5es, ao mapear pessoas e interesses, sejam realizados de maneira mais precisa poss\u00edvel para alcan\u00e7ar o resultado esperado.\u00a0<\/span><\/p>\n

\u00a0A efic\u00e1cia do negociador depende de muitos fatores, \u00e9 preciso ir al\u00e9m e avaliar as m\u00faltiplas capacidades intelectuais e emocionais daqueles que participam. Caracter\u00edsticas e habilidades podem ser divididas em duas categorias: as <\/span>hard skills <\/span><\/i>e <\/span>soft skills <\/span><\/i>(ANTUNES, 2020). As <\/span>hard skills <\/span><\/i>s\u00e3o conhecidas \u00e0quelas habilidades que seriam f\u00e1ceis de serem aprendidas e ensinadas; normalmente relacionadas com o saber fazer algo (<\/span>know-how<\/span><\/i>), com conhecimentos t\u00e9cnicos e profissionais e uso das ferramentas e m\u00e9todos que permitem a realiza\u00e7\u00e3o das tarefas. As <\/span>soft skills <\/span><\/i>s\u00e3o \u00e0quelas ligadas a caracter\u00edsticas pessoais, subjetivas, mais dif\u00edceis de serem desenvolvidas, mensuradas e avaliadas. S\u00e3o as habilidades humanas, ou habilidades interpessoais. Elas est\u00e3o ligadas ao modo como uma pessoa age, reage e se relaciona com os outros. Como exemplo, cita-se Rosenberg (2006) e o processo denominado \u2018Comunica\u00e7\u00e3o N\u00e3o Violenta\u2019, uma t\u00e9cnica que se baseia em habilidades de linguagem, comunica\u00e7\u00e3o, oferece uma estrutura b\u00e1sica e um conjunto de habilidades para abordar os problemas humanos.<\/span><\/p>\n

As caracter\u00edsticas e compet\u00eancias pessoais s\u00e3o fatores determinantes para as realiza\u00e7\u00f5es e a obten\u00e7\u00e3o dos resultados positivos, em conjunto com outras pessoas e por meio delas (WELCH, 2014). A for\u00e7a principal que define o sucesso ou o fracasso de uma negocia\u00e7\u00e3o \u00e9 o planejamento que precede o di\u00e1logo entre as partes. De acordo com o M\u00e9todo Harvard (FISHER; URY, 2014), dentre outras habilidades, e utilizando a t\u00e9cnica de <\/span>brainstorming<\/span><\/i>, deve-se considerar o papel da identidade dos negociadores, escutar ativamente e demonstrar entender o que est\u00e1\u0301 sendo dito, no enfrentamento do problema (e n\u00e3o das pessoas), deve-se ser objetivo, mas com certa flexibilidade e principalmente, buscar os ganhos m\u00fatuos.<\/span><\/p>\n

A arte de \u2018barganhar” (discuss\u00e3o m\u00fatua e arranjo dos termos de uma transa\u00e7\u00e3o ou acordo) data de 1570, conforme a etimologia da palavra (OED, 2021), informa que a a\u00e7\u00e3o dos atores dependem um do outro, de \u2018lidar com pessoas\u2019. No fim, a boa negocia\u00e7\u00e3o procura encontrar solu\u00e7\u00f5es para que as partes possam atingir os seus objetivos, e que identifiquem mais recursos ou descubram meios espec\u00edficos para compartilhar e coordenar o uso de recursos existentes. Ou seja, gerar resultados atrav\u00e9s de um acordo sensato, eficiente e melhorar, ou, pelo menos, n\u00e3o piorar o relacionamento entre as partes. <\/span><\/p>\n

\n

Refer\u00eancias:<\/span><\/p>\n

ANTUNES, <\/span>Lucedile.<\/span> Soft skills: <\/b>compet\u00eancias essenciais para os novos tempos. S\u00e3o Paulo, <\/span>Literare Books International, 2020.<\/span><\/span><\/h1>\n

FISHER, Roger; URY, William L.; PATTON, Bruce. <\/span>Como chegar ao sim<\/b>: como negociar acordos sem fazer<\/span><\/span><\/p>\n

concess\u00f5es. Rio de Janeiro, Solomon, 2014.<\/span><\/p>\n

OED- <\/span>Online Etymology Dictionary<\/b>. Dispon\u00edvel em: <\/span>https:\/\/www.etymonline.com\/search?q=negociacio<\/span><\/a>. Acesso em: 30 de mar. de 2021.\u00a0<\/span><\/span><\/h1>\n

ROSENBERG, Marshall. <\/span>Comunica\u00e7\u00e3o n\u00e3o-violenta<\/b>: t\u00e9cnicas para aprimorar relacionamentos pessoais e profissionais. S\u00e3o Paulo: Editora \u00c1gora, 2006.<\/span><\/span><\/p>\n

WELCH, Jack. <\/span>The Three Keys to Leadership<\/b>. Dispon\u00edvel em: <\/span>https:\/\/riseperformancegroup.com\/the-three-keys-to-leadership-jack-welch\/<\/span><\/a>. Acesso em: 30 de mar. de 2021.
\n<\/span><\/span>WHEELER, Michael. <\/span>A arte da negocia\u00e7\u00e3o<\/b>: como improvisar acordos em um mundo ca\u00f3tico. S\u00e3o Paulo: Texto Editores, 2014.<\/span><\/span><\/h1>\n","protected":false},"excerpt":{"rendered":"

O ser humano est\u00e1 sempre buscando novas ferramentas e novos modos de negociar. A negocia\u00e7\u00e3o \u00e9 uma forma de tomada de decis\u00e3o da qual duas ou mais partes discutem um tema em comum em busca de solucionar as diferen\u00e7as relativas a seus interesses (WHEELER, 2014). No momento presente, no forte entrela\u00e7amento das rela\u00e7\u00f5es internacionais, exige-se […]<\/p>\n","protected":false},"author":1,"featured_media":3342,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"categories":[211,35,33],"tags":[23,8,224,27,161,203,4,209,226,204,215,14,216,61,227],"class_list":["post-3341","post","type-post","status-publish","format-standard","hentry","category-nota","category-opiniao","category-oportunidades","tag-artigo","tag-brasil","tag-crise-economica","tag-economia","tag-global-attitude","tag-governo","tag-instituto-global-attitude","tag-mercado-de-trabalho","tag-negociacao","tag-objetivos","tag-oportunidade","tag-politica","tag-politicas-publicas","tag-relacoes-internacionais","tag-tecnicas-de-negociacao"],"acf":[],"aioseo_notices":[],"yoast_head":"\nA arte de \u2018barganhar\u2019: negocia\u00e7\u00e3o, m\u00e9todos e skills<\/title>\n<meta name=\"description\" content=\"O ser humano est\u00e1 sempre buscando novas ferramentas e novos modos de negociar. 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