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1 CORSO AVANZATO DI NEGOZIAZIONE Un laboratorio intensivo per lo sviluppo e la pratic a d elle c apac ità neg oz iali Scotwork Italia S.r.l. C op y rig h t

2 O I m p l t l t z o l N o z n n l h l o r o r n f f n n o n s o l o s t r u m t o t à t r u t m t à c r n c o n c r o m g r v o r p r o f t o M l r l c à n o z n l p f o r m c n o z p t t t l 1. Gli obiettivi del corso em en ar e u il iz del a eg iaz io e el e din am ic e di av e di el az io e, al in e di ar e en di at iv it dis ib iv a, a at iv it di eaz io e di et ag io al e e it. ig io ar e e ap ac it di eg iaz io e e e er an e eg ial i dei ar ec ip an i aiu an do i a: C ap ir e l a stru ttu ra c h e c ar at t er iz z a o g n i t r at t at iv a I n div idu ar e g l i sk ills c o l l eg at i ad o g n i f as e del p r o c es s o n eg o z ial e E s er c it ar s i at t iv am en t e n el l a p ra tica di q u es t e t ec n ic h e 2. I risu lta ti b iet t iv o di S c o t w o r k è di v er if ic ar e il r is u l t at o del l a p r o p r ia at t iv it à f o r m at iv a e l im p at t o in t er m in i di r is u l t at i ec o n o m ic i s u l l a v it a p r o f es s io n al e dei p ar t ec ip an t i. A t t r av er s o l a p r o p r ia a ttività di a dvisorin g e di tra in in g on th e j ob, S c o t w o r k s v o l g e u n c o s t an t e m o n it o r ag g io s u l l ap p l ic az io n e del m et o do, s u g l i es it i del c o r s o e s u i s u o i b en ef ic i c o n c r et i n el l a at t iv it à l av o r at iv a q u o t idian a. I n o l t r e S c o t w o r k c o l l ab o r a al l a p r ep ar az io n e di f r am e n eg o z ial i az ien dal i, al l a c r eaz io n e di m o del l i di g es t io n e di t r at t at iv e e p r es t a ab it u al m en t e l a p r o p r ia c o n s u l en z a p er l a c o n du z io n e di n eg o z iaz io n i. 3 C I l c o r s o b o s u u n p o s s c h t u n l 8 F a ( 8 S t s A p p r o h c h s o t t o g n t o t r t q u c h n s o l n u r l g g t o ( u n v u n q u t o u n c o n t r t n s u n p u t l u n r l o u n p r o g t n u n b u c c c h r p t o c c u n l f c u s q u t s t r u t t u r v s o n o c à c o l l c h s l c o n s t o n o o t t z l p f o r m c n o z I l c o r s o z q u t s t r u t t u r t r s o z f z p c h v g o n o r t r z c o n t u t t p t t L 8 F s o n o u n s t r u t t u r n o n r u n m p c h u n p r o c s o t r s o c u s s n o o l t r t L b r t r o z n t r h c o s t u c o n o u n s p l p r s l p t p r c o r s o c h n l v s z c h c o n s t p t t v u n p z f o r m f m o l t o g r t. Il on cetto è as at sem lice con cetto, ia e es is e a stru ttu ra, def in it a del e si ep ac ), e en de a i ip di at at iv a, al i e e ian a at a e o et a en dit a, ac is, a at az io e in dac al e, a dis a eg al e, ec am, a et az io e, dg et, ec.ec.) e e, is et a ias a del e as i in i i div ide es a a, i ap ac it eg at e, e, e al en at e, en di im iz ar e e er an e eg ial i. an al iz a es a a at av er brevi in trodu ion i teorich e e itte e coin volg en ti esercita ion i ra tich e, e en eg is at e e an al iz at e i i ar ec ip an i. e as i a a ig ida, a ap a e in div idu a es, at av er i i dan e at at iv e. e ev i in du io i eo ic e it is a em ic e em es a al a ar e at ic a del, e e è a er a es en a e e en e ai ar ec ip an i di iv er e a es er ien a at iv a ef ic ac e e at if ic an e. 4. Il M etodo I l c o r s o u t il iz z a u n m et o do as s o l u t am en t e n at u r al e e n o n ar t if ic io s o, b as at o n on s u an al is i di ca si a cca dem ici ( ca se stu dy ), m a s u vere e p rop rie n eg oz ia z ion i, a c u i s o n o c h iam at i i p ar t ec ip an t i, div is i in T E A M, e s o n o al t er n at e a 6 in t r o du z io n i t eo r ic h e.i l m o du l o t ip ic o di u n a m ez z a Scotwork Italia S.r.l. C op y rig h t

3 g r n p r T E O R I A P R E P A R A Z I O N E A L L A N E G O Z I A Z I O N E S V O L G I M E N T O V I D E O R E P L A Y O S S E R V A Z I O N E D E G L I A L T R I N E G O Z I A T O R I V A L U T A Z I O N E P t t o p t t h n o 5 p n a p p n c o r s o c c u n m o l o o s s D l l n t r D l p r n D l t à n o z D l o s s v n c o l l h D l f v u t n io at a ev ede,,,, e. er an, i ar ec ip an i an op ortu ità di ren dim en to el di ias du ia: al a ez io e eo ic a al a ep ar az io e al a at iv it eg ial e al a er az io e dei eg i al a as e di al az io e. 5. D u ra ta e n u m ero p a rtecip a n ti I l c o r s o è del l a du r at a di c ir c a 2 7 o r e s u t r e g io r n at e c o n s ec u t iv e. L in t en s it à e l a du r at a del c o r s o s o n o f u n z io n al i ai s u o i o b iet t iv i p er c o n s en t ir e l ac q u is iz io n e di u n a t ec n ic a ef f ic ac e e im m ediat am en t e ap p l ic ab il e n el p r o p r io l av o r o. G l i es er c iz i p r at ic i s o n o s t u diat i p er s eg u ir e u n a p r o g r es s io n e b en p r ec is a e m o du l ar e. I c o r s i p r ev edo n o u n n u m er o m as s im o di 12 p ar t ec ip an t i. N o n s o n o am m es s i o s s er v at o r i es t er n i. 6. Il C on ten u to A l c u n i deg l i a rg om en ti t r at t at i s o n o : C o m e r ic o n o s c er e l e o p p o r t u n it à di n eg o z iaz io n e e c o m e v al u t ar l e C o m e c ap ir e c h e l a n eg o z iaz io n e è il m o do c o r r et t o p er r is o l v er e i c o n f l it t i C o m e u s ar e e r is p o n der e al l e p iù c o m u n i t at t ic h e di n eg o z iaz io n e C o m e l av o r ar e in u n t eam di n eg o z iaz io n e C o m e c o n t r o l l ar e l a n eg o z iaz io n e s ec o n do u n p r o c es s o di 8 f as i C o m e c ap ir e di q u al i c ap ac it à s p ec if ic h e av v al er s i e c o m e u s ar l e in o g n i f as e del p r o c es s o I c in q u e m ag g io r i t em i del l a f as e del l a P R E P A R A Z I O N E C o m e m ig l io r ar e l a f as e del C O N F R O N T O e del l a D I S C U S S I O N E C o m e c o g l ier e i S E G N A L I, in t er p r et ar l i e ag ir e C o m e f o r m u l ar e P R O P O S T E, c o m e r ec ep ir l e e c o m e r is p o n der v i C o m e R I F O R M U L A R E p r o p o s t e s en z a c o s t i ag g iu n t iv i C o m e f ar e c o n c es s io n i, an al iz z ar e dif f er en t i p r io r it à e c er c ar e u n ac c o r do di r ec ip r o c a s o ddis f az io n e C o m e C O N T R A T T A R E e m et t er e u n p r ez z o al l e r ic h ies t e f at t ec i C o m e r ic o n o s c er e u n a o p p o r t u n it à di C H I U S U R A e u s ar l a C o m e g es t ir e l A C C O R D O e l e f as i s u c c es s iv e C o m e f ar e e r is p o n der e a L A M E N T E L E C o m e f ar e e r is p o n der e a R I C H I E S T E ar t ic o l at e in m o l t i p u n t i C o m e m ig l io r ar e l a C A P A C I T A d A S C O L T O C o m e u s ar e e ev it ar e A G G R E S S I O N I dei n o s t r i in t er l o c u t o r i C o m e e q u an do f ar e P A U S E o S O S P E N S I O N I C o m e af f r o n t ar e S I T U A Z I O N I D I B L O C C O C o m e c o s t r u ir e R E L A Z I O N I p r o f ic u e a L U N G O T E R M I N E. Scotwork Italia S.r.l. C op y rig h t

4 C o m e g es t ir e il t em p o C o m e r eag ir e a u n N O C o m e r eag ir e a u n S I A q u a a n? A l c u n p c o m p r s l n o z n o m s t p r o p r o b t c o m r u n w h l t o m p r q u r u o l o g c l f o r m n c o m z g l u r p o t r o v c l c o m g t o g o n o z c o m u t z t p o c o m s u m c o v o l g u n c o m p o r t t o c o o p o c o m g o m t o c o m f o r m u l u n p r o p o s t v r l p r o p o s t c o m v u n r p o s t c o m r u n N o ; c o m u n S c o m s u p s u n b l o c c o c o m p l o r b o g n p r r à r o r p r s n n c o m r l t c o m p o r g l t c o m f r c o n c s n c o m g t l f o r m n c o m p r n l f u n z n c o m r u n r t o c o m r o r m u l c o m c o n t r t c o m c o n c c o m c h u n c o r c o m p l t l c o r c o m n o z t c o m t g u g t s r u o l n o z c o m c r p o n t v s o l t l o c u t o r c o m t g u p s o n t s c o m V c s n o n C o n v c s o l o c o m g t p u t c o m t r f o r m p r o b l o s t o l o p p o r t u n à c o m t r t c o n p s o n f c c li dom de si trova risp osta i es em i: e ep ar ar i al a eg iaz io e,c e ab il ir e i i iet iv i, e edig er e a is is,c en der e al e io a in az io e, e an al iz ar e i eq il ib i di er e e es iar i, e es ir e il dial eg ial e, e il iz ar e il em, e as er e e in er e in am en er at iv, e ar en ar e il din ieg, e ar e a a, do e ap ir e a a, e in it ar e a a is a, e eag ir e a e e a i, e er ar e it az io i di, e es ar e is i io it em e es io i in ib iz io i, e eag ir e a am en el e, e er e am en el e, e ar e e ic ev er e es io i, e es ir e in az io e e en der e a io e, e eag ir e a if iu, e if ar e, e at ar e, e eder e, e iu der e ac do, e im em en ar e ac do, e eg iar e in eam, e dis in er e e es ir e i div er i i eg ial i, e ear e i er in er e, e dis in er e er e da in er es i, e in er e in iem e e in er e, e es ir e dis e, e as ar e em i e ac i in it, e at ar e er e dif ic il i, ec ec 7. I C a si G l i es er c iz i s o n o s t at i s t u diat i p er es s er e di f ac il e c o m p r en s io n e, c o r r el at i a s it u az io n i u s u al i di b u s in es s ( e p er q u es t o n o n ad u n s et t o r e s p ec if ic o, p er ev it ar e c h e i p ar t ec ip an t i p er dan o di v is t a l o b iet t iv o del c o r s o e s i p er dan o in dis q u is iz io n i t ec n ic h e) e p er o f f r ir e l o s p u n t o a s it u az io n i r eal i di t r at t at iv a. S i p r o s p et t an o l e p iù f r eq u en t i c au s e di c o n f l it t o in t er n o e es t er n o, b il at er al e e m u l t il at er al e, in u n c r es c en do di dif f ic o l t à e di p r es s io n e, p er ac c r es c er e l a dim es t ic h ez z a n el l u s o del l a t ec n ic h e s u g g er it e. 8. C osta n z a n ella q u a lità I l N et w o r k di S c o t w o r k in v es t e im p o r t i en er g ie e r is o r s e p er g ar an t ir e l a m as s im a costa n z a di q u a lità in t u t t i i s u o i c o r s i, an c h e c o n f r eq u en t i at t iv it à di t r ain in g e ag g io r n am en t o dei p r o p r i T u t o r, p er l a c u i ac q u is iz io n e di r u o l o è n ecessa rio u n tra in in g in iz ia le di circa m esi in U K e n el n et w o r k m o n dial e. O g n i c o r s o è c o n do t t o da du e T u t o r s, c h e s o n o en t r am b i a dis p o s iz io n e dei p ar t ec ip an t i p er l in t er a du r at a del c o r s o. 9. C h e cosa dif f eren z ia e q u a lif ica la n ostra p rop osta G l i as p et t i p iù s al ien t i di c iò c h e c i dif f er en z ia S c o t w o r k da 3 0 an n i s o n o : U n C orso P ra tico: r u o l o p r em in en t e n el p er c o r s o f o r m at iv o è l a p ra tica im m edia ta del l e t ec n ic h e in s eg n at e. I T u t o r s o n o p r ep ar at i a f o r n ir e u n f eedb ac k im m ediat o ai p ar t ec ip an t i p r en den do s p u n t o dag l i er r o r i, s en z a Scotwork Italia S.r.l. C op y rig h t

5 m m c r l p s o n m s o l o l c o n z n l g t n l t r t t t s u o o c o l l l l o r o o s s v n l r t à l o r n n m p t t n c o r s o l n h n o t t o p a p n o n c h é m a p p n l q u t o p r o r t c o r s o N E T u t o r l S c o t w o r k n s o n o s o l o f a m n p n n m o n l p r c n l p s r t à C u a m o l o S c o t w o r k n c u n o s t u o r J o h n M c M l f o n o r s o c m g r z l S c o t w o r k I n t n n f 3 0 a n n r c s u s s t n o z v o r o u n p s c t c o n s o l p z S p z a z S c o t w o r k h u n u n m f a h c t r o f l s u o r t u t t s u o s f o r z p c o n s o l l C a z a o g n n o p t o c o r s S c o t w o r k c c m p r o v t l p p o r t t m o n c o m p u r P M I g r l o r g z n c o r s t t o c t q u t o t ai it ic ar e e er e, a a du io e e a es io e del a at at iv a, in dip en den em en e dal es it e eg an do e er az io i al a eal av at iv a. Riscon tro costa te el on do rea le: i ar ec ip an i el deg i an i an at es at l im tto con creto e rof ittevole, l im edia ta lica bilità el a loro vita la vora tiva di an ap es du an e il. eg oz ia tori sp erti: i del a on orm tori, a con su len ti da an i im eg at i el do del im es a e al at i el e iù div er e eal az ien dal i. on ten ti orig in li: il del as e da dio ig in al e di il an, dat e e io di ag io an a del a er at io al, ed è ru tto di i di ic er a e di an al is i i div er i is em i eg ial i, av al at da a am is im a as is ic a e idat a es er ien a. ecia liz ion e: a a ica ission orm tiva e a in en at in dal a a ig in e i i i i er idar a. lien tela in tern ion le: i an ar ec ip an ai i ir a.0 an ag er en ien i dal e iù im an i az ien de del do e e da, az ie al a an iz az io e di i an a ar at er e az ien dal e an in er az ien dal e 10. M a teria le del corso A n c h e il con ten u to del m at er ial e e il m odo in c u i v ien e dis t r ib u it o il s o n o s t at i a tten ta m en te stu dia ti e aiu t an o ad o t t im iz z ar e il p er c o r s o f o r m at iv o. S i r ic ev e u n p ic c o l o o r g an iz er in p el l e, c h e c o n t ien e l e l ez io n i, u n m o u s e p ad c o n al c u n i m es s ag g i c h iav e del c o r s o e u n a p ic c o l a c ar d p l as t if ic at a c h e r ias s u m e l e o t t o f as i. S u b it o do p o il c o r s o i p ar t ec ip an t i r ic ev o n o is t r u z io n i p er s c ar ic ar e il at er ial e da in t er n et s u P D F o P D A. U n a n o s t r a r ic er c a c i in dic a c h e il 7 7 % dei p ar t ec ip an t i c o n t in u an o ad a vva lersi costa n tem en te del su p p orto del m a teria le do p o l a p ar t ec ip az io n e al c o r s o. 11. I n ostri clien ti S c o t w o r k h a in iz iat o l a s u a at t iv it à in G r an B r et ag n a n el , ac q u is en do n el t em p o u n a c l ien t el a s ia di im p r es e m u l t in az io n al i, s ia di m in o r i dim en s io n i, c o n m o l t e del l e q u al i h a in s t au r at o r ap p o r t i di c o s t an t e c o l l ab o r az io n e, div en t an do n e il p ar t n er di r if er im en t o n el c am p o del l a f o r m az io n e n eg o z ial e. P o s t o c h e l a n eg oz ia z ion e è u n a costa n te n el l a q u o t idian it à del l a v it a l av o r at iv a e n o n s o l o di c h iu n q u e, i s et t o r i in c u i ab b iam o m at u r at o u n a s ig n if ic at iv a es p er ien z a s o n o m o l t ep l ic i e t r as v er s al i. L el en c o in c l u de p r es s o c h è t u t t e l e at t iv it à p r o du t t iv e e di s er v iz i, t r a c u i s p ic c an o in du s t r ie m an if at t u r ier e, az ien de c o m m er c ial i, b an c h e, as s ic u r az io n i, s o c iet à di s er v iz i e c o n s u l en z a, as s o c iaz io n i s in dac al i, s t u di p r o f es s io n al i l eg al i. Scotwork Italia S.r.l. C op y rig h t

6 12. Il p rof ilo dei p a rtecip a n ti I p ar t ec ip an t i ap p ar t en g o n o a s et t o r i az ien dal i q u al i R el az io n i in du s t r ial i e S in dac al i, P R, M ar k et in g, S v il u p p o P r o do t t o, R & D, ar ea T ec n ic a, A m m in is t r az io n e, C o n t r o l l o e G es t io n e, L o g is t ic a, R is o r s e u m an e, S eg r et er ie O r g an iz z at iv e, I T ec c. F r eq u en t e ai c o r s i in t er az ien dal i è an c h e l a p ar t ec ip az io n e di D ir et t o r i G en er al i, D ir et t o r i A m m in is t r at iv i, D ir et t o r i S an it ar i e R es p o n s ab il i T ec n o l o g ie del l e s t r u t t u r e p u b b l ic h e e p r iv at e ( A s l, O s p edal i, C as e di R ip o s o, C as e di C u r a, C en t r i di A n al is i, D iag n o s t ic i, E n t i s c ien t if ic i, T er m e), A s s es s o r i e D ir ig en t i S an it à di R eg io n i, P r o v in c e e C o m u n i. 13. A ttrez z a tu re del corso I l c o r s o s i av v al e di u n a s o f is t ic at a at t r ez z at u r a di v ideo r eg is t r az io n e, di c u i S c o t w o r k è in t er am en t e r es p o n s ab il e. L I c o r s s s v o l g o n o p r m t b g h o t r g c t f m t r g n g s v o c h n c o C o r s A z n o n v g o n o t u s p t c l t I n o g n c o l s t r u t t u r c o r s o r h o g m t u n p r p o s n l b t c u v r à f o r n o o g n t l 14. og istica i i ef er ib il en e in al er i ain in en er ac il en e ag iu ib il i, al e el as di i ien dal i en in dic at e ev en al i edi da ar e del ien e. i as a a del ic iede in der ab il en e a ec is a dis iz io e deg i am ien i, di i er it i det ag io. 15. C orsi A z ien da li e In tera z ien da li R is p o n do n o ad o b iet t iv i e b is o g n i dif f er en t i. a) C o r s o A z ien dal e: s o ddis f a l a n ec es s it à di f o r m ar e c o n t em p o r an eam en t e p iù p er s o n e del l a s t es s a ar ea o di ar ee div er s e ( v iv am en t e c o n s ig l iat o ), di c r ear e t eam b u il din g, di af f in ar e u n l in g u ag g io c o m u n e, di c r ear e af f iat am en t o e c o n div is io n e di p r o c es s i n eg o z ial i, an c h e in t er n i. b ) C o r s o I n t er az ien dal e: s o ddis f a l a n ec es s it à di v al u t ar e e c o n o s c er e il m et o do p r im a di p r o g et t ar e u n c o r s o az ien dal e. T al e n ec es s it à è s o ddis f at t a al m eg l io c h i p ar t ec ip a ad u n in t er az ien dal e è/ s o n o f ig u r a/ e S en io r e c o n o t t im a c o n o s c en z a del l az ien da. Scotwork Italia S.r.l. C op y rig h t

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