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Ngor - Art sau Thn

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2014

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1ntrodur42aptolul 1. Arta Ngor52.1Dfnra tmologa trmnulu d ngor52.2Nstata ngor omral72.2.1Prl dn ngor72.2.2ntrdpndnta parlor82.2.3Partulartl ngor omral92.3Ngora a ntraun uman92.4Forml d ngor113aptolul 2. Thn, Stratg Tat d Ngor.143.1Thn d Ngor143.2Stratg d Ngor153.3Tat d Ngor213.3.1Tat d onvngr223.3.2Tat folost n ngora dstrbutv (onfltual)233.3.3Tat ofnsv233.3.4Tat dfnsv.253.3.5Tat axat p dstorsun n omunar (pratat n momnt d drut)263.3.6Tat moonal.273.3.7Tat nloal.273.3.8Tat axat p fatorul tmp.293.3.9Alt tat d ngor294aptolul 3 Studu d az: Ngoatorul324.1Prsonaltata ngoatorulu324.2omptnta ngoatorulu344.2.1unotnl344.2.2Apttudnl354.2.3Abltata394.2.4Attudna404.3Stlur d ngor414.4ultura naonal stlul d ngor424.5aratrstl ngoatorlor dn dvrs tar444.5.1Amra d Nord (SUA anada)444.5.2Amra d Sud Amra Latn444.5.3uropa d st ntral454.5.4uropa Odntal464.5.5Orntul Mjlou Apropat484.5.6Afra484.5.7Asa495onluz516Bblograf52

1 ntrodur

Ngora a fost st una dn lmntl snal nd vn vorba d ruta n afar. l ma mar ompan dn lum au fost fondat a urmar a ablt ldrlor lor d a ru s gsas balanta optm ntr tlurl obtvl prsonal, n ala tmp rsptara tna d a t nd s la d la tn n rlaa u partnrul d ngor. Ngora st prznt n toat domnl v noastr, putm spun ngora omral st doar un aspt xtns al ngor ar ar dja lo n far momnt, n dfrt stua d z u z. Atuala lurar dort s analzz dfrnl lmnt ar fa a o ngor s f una d sus, dfrtl stratg, thn d ngor, partulart ar trbu unosut n vdra atngr sopulu dort. Lurara st mprt n tr pr.

n aptolul 1 st dfnt Ngora, npndu-s u o dfn o przntar a tmolog astu uvnt, urmnd u dat rfrtoar la parursul un ngor omral. D asmna n ast aptol s ma vorbt dspr ngora a ntraun uman, t dspr dfrtl form d ngor.

n aptolul 2 s tr la dntfara stratglor, thnlor tatlor d ngor ar au un mpat t ma putrn n adrul un ngor. A s fa dfrnra ntr stratg, thn, tat, fnd analzat d asmna att abordrl poztv dntr-o ngor, t rsurl folosr anumtor stratg, thn sau tat. Sunt analzat ma n dtalu dfrt tat, prum tata d onvngr, tat folost n ngora dstrbutv, tat ofnsv, tat dfnsv, tat axat p dstorsun n omunar ,tat moonal, tat nloal, t tat axat p fatorul tmp.

n adrul aptolulu 3 s prznt studul d az axat p tpologa ngoatorulu. Vorbm a dspr fator ar n d prsonaltata ngoatorulu ar pot adu avantaj n adrul un ngor. Sunt dsrs d asmna omptntl d ar trbu s da dovad ngoatorul, vorbndu-s a d lmnt prum unotn aumulat, apttudn, t lmnt prum ablta, tpur d attudn ar dau l ma bun rzultat. Tot n adrul astu aptol s fa rfrr la dvrsl stlur d ngor,t d lgtura dntr ultura naonal stlul d ngor. D asmna sunt przntat a aratrstl ngoatorlor dn dvrs tar, analza axndu-s p przntara ngoatorlor dn stat prum Amra d Nord, und n axm p SUA anada, Amra d Sud Amra Latn, uropa d st ntrala, uropa Odntal, t Asa.

2 aptolul 1. Arta Ngor

2.1 Dfnra tmologa trmnulu d ngor

Da n rfrm la tmologa uvntulu ngor, asta ar orgna n lmba latn, und ngoato (ngustor, omr: A ngoa) vn d la ngotan (a fa omr, a fa afar). uvntl ar formaz uvntul latns ngoato sunt ng, ar st drvat dn ngar, uvnt s rfr la a rfuza, a s tgdu, ato ar nsmna dstndr, odhn, thn. n dfnra ngor s ntlns dfrt punt d vdr. D rgul, ar abordaz ngora drpt atvtat dplomat, aord asta un onnut ma larg, ar spalt dn atvtata d omr ntrnaonal, o rdu la prnpall lmnt al tranza omral, n sfrt sunt un dntr ata ar o lag aproap n xlusvtat d nouna d pr.[footnoteRef:1] Dn atgora prmlor dfn s poat mnona a dat d Arthur Lall, ar onsdr "ngora st un pros d abordar a un dsput sau stua ntrnaonal prn mjloa pan, altl dt l jurd sau arbtraj, u sopul d a promova o anumt nlgr, mbuntr, aplanar a dsput ntr prl ntrsat" (Modrn ntrnaonal Ngotaton: Prnpls and Prat). Mra Mlta afrm "ngorl sunt pros ompttv, dsfurat n adrul unor onvorbr pan d tr una sau ma mult pr, urmrs mprun ralzara, n mod optm sgur, a unor obtv fxat n uprnsul un solu xplt, agrat n omun" (Tora prata ngorlor). [1: Ngotaton: Dfnton and Typs, Managr's ssus n Ngotaton, ultural Dffrns and th Ngotaton Pross; Mhal Mhnrt; GRN Vrlag, 2008]

n sns larg, ngora apar a o form onntrat ntratv d omunar ntruman, n ar dou sau ma mult pr aflat n dzaord urmrs s ajung la o nlgr ar rzolv o problm omun sau atng un sop omun. nlgra prlor poat f un smplu aord vrbal, onsoldat prntr-o strngr d mn, poat f un onsns tat, o srsoar d ntn sau un protool, rdatat n grab, poat f o onvn sau un ontrat, rdatat u rsptara unor produr uzan omun, dar ma poat nsmna un armstu, un pat sau un tratat ntrnaonal, rdatat u rsptara unor produr uzan spal.[footnoteRef:2] Prn ngor nlgm or form d onfruntar narmat, prn ar dou sau ma mult pr u ntrs poz ontradtor, dar omplmntar, urmrs s ajung la un aranjamnt rpro avantajos al ru trmn nu sunt unosu d la nput1. n aast onfruntar, n mod prnpal loal, sunt adus argumnt prob, sunt formulat prtn ob, sunt fut ons ompromsur pntru a vt att rupra rlalor, t onfltul dshs. Ngora prmt rara, mnnra dzvoltara un rla ntruman sau soal, n gnral, a a un rla d afar, n partular. Ma trbu mnonat faptul ngorl nu urmrs totdauna u nstat rzultat manfstat n dra un nlgr. Adsa l sunt purtat pntru ftl lor olatral um ar f: mnnra ontratulu, tgara d tmp, mpdara dtrorr stua n onflt. n afar d asta, ntlnrl ngoatorlor pot f prvt a un anal potnal d omunr urgnt n stua d rz. [footnoteRef:3]Absna omunr poat f onsdrat a un smn alarmant al mposblt d dsfurar a ngor; przna st un ndu al anslor a ngora s s produ. n ala tmp, trbu s aordm sufnt grj lmatulu d dsr d onstru gradual tmn. Sugstv st dfna ar onsdr ngora drpt "arta, auna d a du la bun sfrt marl afar, afar publ, tratatvl ntr ma mult guvrn n vdra unu aord blatral sau multlatral. [2: bdm] [3: bdm]

Dup un autor, ngora st onsdrat un pros dnam d ajustar a dfrtlor d argumnt, prn ar prl u obtv propr, ndfrnt n domnu, dsut pntru a ajung la un onsns, p baza ntrsulu rpro. n raport u zona d ntrs n ar s poart ngor, putm fa dstn ntr ma mult form spf d ngor. a ma uzual st ngora afarlor sau ngora omral, ar s onrtzaz n ontrat, at fapt d omr, prum vnzara-umprara, partnratul, nhrra, onsuna, franhsng-ul. Un spau larg st oupat d ngorl polt. Asta pot f ngor ntrn, atun nd s poart ntr partd organza d nvl naonal, dar ngor xtrn, atun nd s ralzaz ntr guvrn organza ntrnaonal.[footnoteRef:4] Ngorl polt xtrn rprznt sfra dploma. n sfrt, ma poat f vorba d ngor sndal (patronat - sndat), ngor salaral al onfltlor d mun, ngor p problm d asstn prot soal, ngor parlamntar, jurd, t. Ngora omral (ngora afarlor st o form partular d ngor, ntrat p xstna unu produs sau a unu srvu, p d o part, a un nvo d satsfut prn asta, p d alt part. [4: Ngotaton; Thompson; Parson duaton anada, 1998]

Aordul ar un aratr omral s poat onrtza ntr-un at d omr, o onvn, o omand, un ontrat d vnzar- umprar, un partnrat, un lasng, sau doar n modfara unor lauz, a unor nvlur d pr, a unor ond d altat, d lvrar sau d transport. Ngora, a atvtat spf omrulu, st dfnt d donarul WBSTR drpt totaltata "tratatvlor, dsulor trgullor purtat n vdra ralzr unu aord n tranzaa d afar". Lamon L, n lurara s "Purhasng and Matrals Managmnt", nlg ngora a fnd "o art prn ar vnztorul umprtorul, d ob n dsu fa-n fa, stabls trmn pr a unu ontrat". Ngora, u apla ndosb n rlal omral, rprznt un omplx d pros d planfar, analz tratatv dsfurat ntr do sau ma mul partnr, n vdra ralzr unor tranza omral sau d ooprar onom ntrnaonal.[footnoteRef:5] n dfnra onptulu d ngor, trbu sublnat dou aspt snal pntru rlal onom ntrnaonal ontmporan: rna nhr ngor p analz rguroas al fnomnlor onsttu obtul asta; d asmna dorn optm pntru ambl pr d a s ajung la o nlgr. Da s obsrva un trnd dn ntrgul st d ngor ar au lo la nvl mondal, st ala rlal d afar ar rzsta, ngorl t ma durabl d sus sunt l ar rzult n urma un atn tr rsptara nvolor amblor partnr d dsu. [5: bdm]

2.2 Nstata ngor omral

S ajung la tapa ngor omral atun nd sunt ndplnt urmtoarl lmnt, asta p o pa t d t funonala: - n prmul rnd, st nvoa d xstna un nlgr nal d prnpu, ar s rzult n urma unu ntrs ral al amblor pr, ata aptnd n mar ofrtl ntal przntat, ntr l dou pr dja fnd drulat shmbur d rr d ofrt ofrt. Dup aa, ngora omral np pntru a lmur ngoa anumt lmnt d dtalu.[footnoteRef:6] -xstna dorna prlor, n obnra unu aord pntru ar sunt dspus s - fa rpro ons; -Lpsa unor rgul produr prstablt oblgator sau lpsa un autort aflat dasupra prlor n dvrgn, ar s mpun aordul pst vona astora, az n ar prl sunt nvot s aut s rz, n omun, ondl d ralzar a aordulu. [6: bdm]

2.2.1 Prl dn ngor

Prntr prl ar au part la o ngor s afla f hp d ngoator, f ngoator ndvdual. Da n rfrm la tpul d ngor, asta varaz n fun d numrul parlor, ngora putnd f blatral, atun nd la ngor au part dou pr, ndfrnt da ata sunt ngoator ndvdual sau hp d ngor, d asmna ngor multlatral -sau n grup - nd sunt ma mult d dou pr dstnt ar partpa la ngor. O ngor n grup st urmtoara: f ma multor dpartamnt dn adrul organza stabls um s- rpartzz spaul ntr-un nou sdu astfl a solua gst s orspund xgnlor frua. Ngora mpla tratatv ntr ma mult pr u ntrs dvrgn. La nvl ntrnaonal ast tp d ngor multlatral st ds ntlnt[footnoteRef:7], fnd d l ma mult or azul s f adus la aa mas un numr d prsoan ar n uda ntrslor ar sunt dvrgnt, trbu s ajung la un st d tnrs omun ar sunt mutual avantajaos pntru toat prl. [7: ntrnatonal ommral Agrmnts: A Prmr on Draftng, Ngotatng, and Rsolvng Dsputs; Wllam F. Fox; Kluwr Law ntrnatonal; 2009]

2.2.2 ntrdpndnta parlor

ntrdpndnta parlor st o prm ond a ngor. Oamn ntraonaz prmannt un u al apar multpl motv d ntrdpndnt. n azul ngor, ntrdpndnta provn dn partpara parlor la un prot omun sau la rzolvara un problm omun.

- Protul omun rprznt o ntrprndr a parlor pntru ralzara ra sunt nsar forturl lor onjugat. D xmplu dou stat vn dors s stablas ntr l rla durabl, omral, ultural sau d alt natur partpa la un prot omun. Dou ompan nfnaz o sotat mxt au un prot omun. Dar do so ar planfa ondul d odhn s angajaz ntr- un prot ar prvt p amb partnr. - Problm omun xsta atun nd apar o dfrn ntr stara przna a dort d pr, prum anumt obstaol ar trbu dpt. u alt uvnt, folosm trmnul d problm, avnd n vdr ma als stua ar nas dfult. Da ast dfult prvs ambl pr pot f dpt doar prn ontrbua fra, atun prl sunt onfruntat u o problm omun.

D xmplu, shmbara trmnulu un lurr mportant dn dspoza ondur ntrprndr, l pun att p xutant (sau xutan), t p suprorul lu (sau lor) drt n faa un problm omun.[footnoteRef:8] Sau, n atvtata otdan, aglomrara spaulu d parar dn faa bloulu, pun vn n stuaa d a gs solu pntru raloara astua n nol ond rat. n ltratura d spaltat, da d ntrdpndnt rzultat dn protul su problm omun st xprmat prn trmnul d ntrs omun. Ngoator au ntrs omun ntr-o stua data, a fa s poart tratatv pntru a ajung la o nlgr. n lpsa astora ntr ar xsta o star d ndfrnt nu s- ar pun problma ngor. ntrsul omun ntr-o ngor omral st n prmul rnd satsfara nvolor onom, ar s poat ralza prn nhra tranza. Analznd ma n dtalu pozl lor, pot f dntfat alt ntrs omun, um ar f: dorna frua d a f tratat ort, dorna d a stabl rla bun p trmn lung t. n azul rlalor d muna dntr-o ntrprndr, ntrsul omun rzulta dn dorna parlor angajat n ngor (x.: f a doua dpartamnt) d a ontrbu la ralzara obtvlor gnral al organza. Analznd ma n dtalu ntrauna lor, pot f dntfat numroas alt punt d ntrs omun. [8: bdm]

2.2.3 Partulartl ngor omral

nlas a pros d omunar ntruman, ngora omral omport o sr d aspt aratrst ar o partularzaz. Ngora omral st un pros organzat, onrtzat ntr-un ansamblu d natv, shmbur d msaj, ontrat onfruntr, ar au lo ntr partnr d afar, u rsptara unor rgul uzan statornt ntr-un mdu jurd, ultural, polt onom dtrmnat.[footnoteRef:9] Tratatvl sunt purtat ntr-un adru ma mult sau ma pun formal, p baza unor prnp, produr uzan ma mult sau ma pun dtrmnat sunt dus d ngoator ma mult sau ma pun alfa, ar au apatata jurd d a angaja suml p ar l rprznt. Prl sunt oblgat s rspt rnl d ordn produral dontolog, onsarat a atar n odul omral n mdul afarlor. Ngora st un pros ompttv n ar, pornnd d la baza ntrslor omun, prl urmrs ralzara unu aord ar, n parall u satsfara ntrslor omun, s asgur avantaj propr prpondrnt. n sna sa, ns, ngora trbu s ondu la un onsns nu la o vtor a una dntr pr asupra lorlalt.[footnoteRef:10] n ngor, n uda asptulu ompttv ar a natr spontan, xst partnr ma urnd dt advrsar. Ngora st un pros d ntraun, ajustar armonzar a ntrslor dstnt al prlor, astfl nt, dnolo d aratrul ompttv al raporturlor dntr pr, aordul d von s dvn rpro avantajos. Ngora omral nu trbu abordat a un jo u sum nul n ar a o part tg, alalt prd. Toat prl ngoatoar pot ava d tgat n una d prdut. ns n fnal, ngora ar un sngur l, ala fnd atngra unu ntrs omun ralzara un olaborr ntr pr. Far part va f ma mult sau ma pun d sus n ngor n fun d lauzl favorabl obnut n favoara sa, d n sn fnalzara un ngor har da au fost fut ons poat f onsdrat un sus, atta tmp t xsta va d tgat d p urma olaborr. [9: bdm] [10: Barganng for Advantag: Ngotaton Stratgs for Rasonabl Popl; G. Rhard Shll; Pngun; 2006]

2.3 Ngora a ntraun uman

Pntru a n rfr la asptul d ntraun uman al ngor trbu s lum n onsdrar alt form d ntraun ar s dsfoar ntr oamn. n ast sns, studl arat a ngora st orlat u stua prum rzolvara unor problm, t p d alt part u stua d onfruntar ntr oamn. Dn ast motv, o ntraun uman poat s voluz p orar dntr ast oordonat - rzolvara problmlor, onfruntara pur sau ngor. Prsoanl mplat vor f l ar vor opta pntru una sau alta dntr posblt. [footnoteRef:11]Dfrnl dntr l tr tpur d ntraun sunt mar; ar vdnra lor n ajuta s nlgm ma bn spful ngor, subtul ar n ntrsaz p no. Rzolvara problmlor st o form d ntraun n ar prl mplat prp obtvl lor rfrtoar la o problm omun a fnd dnt. [11: bdm]

Protul omun st domnat d onsns ar prl mplat s angajaz ntr-un pros raonal d gsr a solu optm. Pntru aasta gnraz ma mult solu posbl , p baza unor rtr obtv, o alg p a onvnabl. st o stua smlar rzolvr un problm d matmat: prl pot ava anumt prfrn pntru o aun or o solu, dar o vor alg p a ma potrvt stua. Nmn nu va prtnd partnrul s rnun la alulul dfrnal da l rnuna la l algortm. D asmna rzultatul fnal nu dpnd d prfrn, d prortl sau obtvl frua, ar sntmntl prsonal nu joa n un rol. Putm snttza ast aratrst astfl:

-ntratuna dntr pr st domnat d ntrsl omun nu xsta ntrs partular smnfatv;

-onlurara s fa urmnd anumt mtodolog, domnant raonal;

-soluta fnal st una ar satsfa rtrl stablt nal;

-nu apar (sau da apar nu sunt rlvant) aspt moonal.

onfruntara pur rprznt o dsfurar onfltual a ntraun, n ar prl prp obtvl lor sunt ronlabl nu pot f atns dt prn mpunra prn for a solu propr; pntru aasta trbu tgata vtora asupra advrsarulu.[footnoteRef:12] onfruntara pur s bazaz p raportul d putr dntr partpan: asta dvn lmntul h al prosulu. Aunl parlor sunt ndrptat ma als spr ntrra for propr, talara slbra for advrsarulu. onlurara lor s afla sub smnul ala onfruntr, prl utlznd mtodl p ar l onsdra advat n asmna stua: amnnr, ataur la prsoan, manpular t. n domnul soal, dvrgntl dntr angaja admnstra au adsa form onfltual, um ar f: rvolt haot, oupara spalor d mun (dn parta angajalor), nhdra fabr, rurgra la sprgtor d grva (dn parta patronlor). Fnaltata onfruntr pur st obnra vtor nfrngra advrsarulu. u alt uvnt prl nar s- mpun n mod unlatral solua propr, har da aasta st dzavantajoas pntru advrsar. Prn urmar, asptl prnpal sunt: [12: bdm]

ntrsl partular dfrt prdomna;

ntratuna parlor st domnat d lupt;

soluta fnal st mpus d parta a ma putrn;

raportul d putr dntr pr st un aspt ntral n ntrauna lor

P baza onptulu d aord rpro avantajos s poat dfn susul ngor. O ngor ar sus da far partnr ralzaz un tg satsftor dn puntul su d vdr smt a llalt st mulumt d rzultat.[footnoteRef:13] Da ast ond nu sunt ndplnt, n fnal o part smndu-s ndrptta sau nlata, atun ngora a fost un , har da s-a nhat u un aord. a urmar a astu d a lua n onsdrar nvol llalt pr onsnl ulu pot dvn vzbl atun nd ngora trbu s s pun n prat. Parta ar s onsdra ndrptta va nra s obn ma mult pntru a ompnsa prdra sufrt n momntul un no ngor, sau aasta nra s nur aplara aordulu la ar s-a ajuns. S ajung a o prm vtor s dvn ntr-un fnal un da nu s au n onsdrar nvol partnrulu d ngor. [13: 4. ommunaton and ngotaton; Lnda Putnam, Mhal . Roloff; Sag; 1992]

2.4 Forml d ngor

Da putm dsuta d o ax n ar s pozonaz ngora, atun la aptl al ax ar sta orntara tr ofruntar sau tr attudna d rzolvar a problmlor. Da ngora tnd ma mult spr onflt, sau spr rzolvara problmlor, putm vorb d ngor prdomnant dstrbutva sau ngor prdomnant ntgratva.

Ngora prdomnant dstrbutv s aratrzaz prn nrara protagontlor d a- dstrbu tgurl prdrl asoat subtulu ngoat, ajungnd la un omproms.[footnoteRef:14] ntr-o xprs onsarat, ar lo "mprra prjtur" ntr ntrsa. Prl nar s- mpart valorl osturl, obtvul fra fnd s rvnd s- adjud un tg propru t ma mar. D xmplu, dou suror ar au o sngur portoala ar dor a far s obn o part t ma mar; n fnal s pot nlg s o mpart "frt", lund far t o jumtat. Aast solu rprznt un omproms. n trmn matmat, ngora dstrbutv rprznt un jo u suma nul. [14: bdm]

Ngora prdomnant ntgratva s aratrzaz prn nrara protagontlor d a gs modalt d a major tgul global, p ar apo s -l mpart prn ralzara unu omproms, astfl nt far s prmas ma mult. Protagont s strdus s "mras prjtura" p ar o mpart. n trmn matmat, ngora nu ma st un jo u suma fxa u suma majorat.[footnoteRef:15] Pntru a rt prjtura, trbu ntrodus n dsu no valor ar s f mprt. n nhr, vom justfa d s utlzaz xprsl "prdomnant dstrbutva" "prdomnant ntgratva". Motvul st a n prat st gru d dntfat form pur, ntgratv sau dstrbutv, ombna al astor aratrst. Totu, o ngor spfa poat s onn lmnt ntgratv (x.: ntrodura unor solu no, ratv) ma numroas; n mod smlar, pot domna lmntl dstrbutv (x.: far part nar s- adjud parta ma mar a tgulu). [15: bdm]

xsta totu un al trla tp d ngor, ngora raonal.Ngora raonal st a n ar prl nu- propun nu doar s fa sau s obn ons onsmt, d p poz d ngor subtv, nar s rzolv ltgl d fond d p o poz obtv, alta dt poza una sau alta dn l. Pntru aasta, trbu dfnt lar ntrsl mutual, n adrul un transparn snrt total, fr aplul la a ma m dsmular sau suspun. S np u formulara problmlor trbu rzolvat, a rspunsur la ntrbr d gnul: " nu mrg? ", "Und s afl rul? ", "um s manfst asta? ", "ar sunt faptl ar ontravn stua dort? ". S ontnu u un dagnost al stua xstnt, nsstndu-s asupra auzlor ar mpd rzolvara problmlor. Apo, s aut solul tort s stabls d omun aord msurl prn ar, l pun o part dn solul tort pot f pus n prat.[footnoteRef:16] onluzonnd, algortmul raonalt nsamn: -Dfnra problmlor; -Dagnostara auzlor; -utara solulor. Ngoatorul aut s nlag mza pus n jo d partnr, s unoas sntmntl, motval prouprl astua. Dvrgnl ar rmn nrzolvat sunt rglat prn rursul la rtr obtv, prum rfrnl tnf, norml lgal, norml moral sau prn rursul la ofl unu arbtraj nutru. Un alt rtru d lasfar a ngorlor omral st ala ar ar la baz flul tranza nhat. n ast az s dstng urmtoarl tpur d ngor omral: [16: Th ssntals of Ngotaton; Harvard Busnss Shool Prss; Harvard Busnss Prss, 2005]

a) Dup obt: - Ngor d vnzar-umprar; ngor d omson; ngor d ooprar onomo-tnf; ngor d onsgna; ngor d srv; ngor d fatorng, franhsng, lasng, lohn, tursm, t.

b) Dup nvl: - Ngor ntr grupur onom; ngor ntrguvrnamntal; ngor ntr oms mxt; ngor ntrdpartamntal; ngor ntr guvrn frm; ngor ntr frm. [footnoteRef:17] [17: bdm]

) Dup sop: - Ngor pntru no tranza; ngor d prlungr; ngor d modfar; ngor d normalzar; ngor strl.

d) Dup numr d partpan: - Ngor blatral; ngor multlatral.

) Dup modul um s dsfoar: - Ngor drt (ntr przn, prn orspondn, prn tlfon, t. ); ngor ndrt (prn ntrmdar); ngor n tmp (susv, smultan, t.).

f) Dup tpul d mrfur: -ngor d bunur d onsum (d xmplu: ltrothn); -ngor d man, utlaj, hpamnt, t.; -ngor d matr prm; -ngor d burs; - ngor szonr (d xmplu: d mod); -ngor d thnolog nalt.

3 aptolul 2. Thn, Stratg Tat d Ngor.

3.1 Thn d Ngor

Atun nd n rfrm la thnl d ngor, asta pot f snttzat a umulul prodlor ar sunt uztat n tmpul ngor dntr pr n vdra smnr un nlgr. har da xsta numroas thn d ngor, sngurul fator ar prvd o ngor d sus st abltata ngoatorulu, ar s folost nlusv d thn d ngor. Thna d ngor va f ntotdauna ma pun stabl dt o stratg, dar ar un grad d stabltat mult ma rdat dt o tat, ar st snalmnt puntual.[footnoteRef:18] Dntr thnl d ngor, putm amnt urmtoarl: [18: Prnpls of Ngotaton: Stratgs, Tats, Thnqus to Rah Agrmnt; Matthw Guaso, Ptr R. Robnson; ntrprnur Prss; 2007]

Thna surt-rutr, onst n vtara unu partnr dfl.

Thna ngor n spral, prsupun rluara ngor la un nvl supror, ofrnd ond ma bun.

Thna ostatulu, sunt ofrt produs fr ps d shmb, asstn d spaltat, srv t. Pntru asta s ngoaz ultror, ndpndnt d prul stablt nal.

Thna obosr partnrulu, prn algra unu lo mpropru pntru ngor (sl aglomrat, zgomotoas, folosra unu moblr norspunztor), ssun prlungt d ngor, ond d azar nonfortabl t.

Thna ultmatumulu, onst n avansara d propunr d a ror aptar st ondonat ontnuara ngor.

Thna fals onurn, nlara partnrulu d afar n a prvt numrul putra onurnlor, smulara unor dsu u al partnr.

Thna faptulu mplnt, ar a sop stopara lvrrlor d produs, ps d shmb urmnd s s nogoz mrra prulu d p noua poz.

Thna atorulu, prn xprmara dlbrat a unor trr aftv, urmrndu-s obnra natv, mprsonara partnrulu.[footnoteRef:19] [19: bdm]

Thna mandatulu lmtat, nd ngoatorul st forat s dz ma mult dt ar dor, nvond lpsa mandatulu pntru ontnuara ngor.

Thna posbltlor lmtat, n ar bugtul st ma m dt prtnl ngoatorulu.

Thna amplfr onurn, prn ngor smultan u ma mul partnr.

Thna tm ou (ntrrupr ngor), n vdra tmprr unu partnr rtat, dzorganzr argumnta sal.

Thna abatr atn, aratrzat d rara unor onfuz prn shmbara subtulu amnara lur dzlor.

Thna ngor strl, s folost atun nd nu s dort a s ajung la un aord, urmrndu-s nhra ontratulu u un alt partnr.

Thna falslor ons, nvntara d ob obstaol mar, przntat apo a fnd ons. [footnoteRef:20] [20: bdm]

xst alt thn ma pun folost dnumt subsdar:

Thna pvolor fal, nludra unor prtn mar ar vor f rtras n faa rfuzulu partnrulu, n shmbul unor avantaj ar rau n raltat advratl obtv al ngoatorulu.

Thna blanulu, ngoatorul ompar avantajl nonvnntl sal u l al partnrulu. Ast blan st przntat astfl nt stuaa partnrulu s par mult ma avantajoas dt a natorulu.

Thna lor patru trpt, onst n aranjara solulor onform proprulu ntrs a anslor d aptabltat dn parta partnrulu.

Thna folosr unu rprzntant, urmrt dou aspt: formara un opn asupra motvalor partnrulu; prgtra trnulu pntru ngorl fnal. Prntr avantajl ast thn s numra faptul aasta prmt rvzura d tr supror a unor subt dja ngoat.

Toat ast thn d ngor sunt pus la dspoza ngoatorulu, asta aprnd t ma bn nd asta trbu folost sau nu. a fa dfrna ntr rzultatl obnut d dvr ngoator st flul n ar ast thn sunt folost d tr ngoator.

3.2 Stratg d Ngor

Momntul n ar apar nvoa un stratg d ngor st ala d dnanta npr ngor, stratga d ngor avnd rolul d a antpa anumt volu al ngorlor, d prgtr dn tmp a unor rspunsur advat pntru susnra poz dn adrul ngor.[footnoteRef:21] Stratga d ngor uprnd n prnpal nforma dat prn ar sunt onturat obtvl d urmrt modaltl d aun pntru atngra astora. onnutul stratg ar n vdr patru problm prnpal anum: [21: Barganng for Advantag: Ngotaton Stratgs for Rasonabl Popl; G. Rhard Shll; Pngun; 2006]

- stablra vzun d ansamblu a ngor (orntara), rsptv algra modulu d luru a hp d ngor, plnd d la datl onrt al ngor nnd sama d opunl posbl, d vntuall rsur, rstr, onstrngr pot apra p parursul dsfurr ngor;

- fxara prortlor obtvlor, n sundar prnpal, dup ar s va tr la sltara thnlor prfrnal la adaptara atora la ondl onrt n ar s va dsfura ngora;[footnoteRef:22] [22: bdm]

- algra mjloalor d aun a adrulu ngor, rsptv algra loulu, momntulu a produr d ngor, stablra omponn hp d ngor, a modaltlor d argumntar ontra-argumntar, a lmtlor mandatulu d ngor;

- dntfara solulor d rtragr, d shmbar a orntr p parursul dsfurr ngor, n fun d orntara p ar asta o vor unoat.

Algra stratg, s fa n fun d o sr d fator:

- rsursl propr (matral, uman, t.);

- stuaa d domnar sau d dpndn fa d pa

- onjuntura n ar s dsfoar ngora;

- aunl posbl al partnrulu;

- prsonaltata ngoatorlor,t.

La laborara stratg, s pla d la o analz aprofundat a astor fator, nrnd s s adopt solu fnt ralst. n vdra stmulr atvt n prosul prgtr ngor laborr stratg, s poat folos mtoda branstormng (furtuna rrlor). Branstormngul, st o mtod d stmular a ratvt n prosul dzonal, ar s bazaz p prnpul ma nt nvntaz, apo dd.[footnoteRef:23] Stratga p ar o poat alg un ngoator poat f f una drt, atun nd l st stpn p stua sgur d rzultatl sal, f una ndrt, nd raportul d for mprjurrl nu- sunt favorabl. Stratgl drt sunt folost atun nd raportul d for st nt favorabl ngoatorulu, ar putra d ngor mpun u uurn vona lu ma putrn, prntr-o btl surt dsv. n azul stratg ndrt, ngoatorul alg solu d uzur, lovtur latral folost ma als mjloa psholog, pntru a lmta lbrtata d aun a advrsarulu. Stratga ndrt st folost atun nd advrsarul st ma putrn. A o folos nsamn a lov advrsarul n puntl sal l ma slab. Manpulara prn mjloa d prsun, st sngura rsurs d ar poat dspun l lpst d putr. Fa d pratl manpulator, xst dou modalt xtrm d rpost: gnorara lor (a poat du la saladara arsnalulu llalt pr) sau rspunsul hvalnt dnt pntru dnt (a poat du la saladara onfltulu dntr pr). [23: bdm]

Stratg bazat p for (onfltual) aplabl n ondl d onflt dshs, n ar s aut s s obn avantaj, fr a fa ons n shmbul lor. pla d la prmsa or tg al unu partnr s ralzaz p sama prdr lulalt partnr. Sunt dur, tnsonat bazat p o dspropor d putr n ngorl dntr pr. l sunt putrn nflunat d shmbara onjuntur d pa. n adrul astor stratg, st snal a ssza dn tmp natura tpul onfltual d von:[footnoteRef:24] [24: ntrnatonal Trad: Thory, Stratgs, and vdn; Lus Rvra-Batz, Mara-Angls Olva; Oxford Unvrsty Prss; 2003]

- onflt d rdn prfrn, gnrat d dfrna d ordn ultural prptual. Ast gn d onflt au amploar, duraz du la puzara advrsarulu. Rlal d afar stablt prn astfl d stratg onfltual pot f proftabl, dar nu d lung durat.

- onflt d ntrs, lgat d onurn, d surs d matr prm, d mprra tgurlor, t.;

- onflt d nstrumntar, n ar advrsar au ala obtv fnal, dar nu ad d aord asupra mtodlor mjloalor utlzat pntru al atng.

Stratg ompttv gnraz tat d nflun ngatv agrsv prum avrtsmntul, amnnara drt rprsall.

Stratg oopratv sunt ala ar urmrs un hlbru ntr avantaj ons, vtnd onfltul dshs, rfuznd mjloal agrsv d prsun. Ast stratg s bazaz p tat d nflun poztv prum promsunl, romandrl, onsl rompnsl.[footnoteRef:25] Dup modul n ar sunt lansat aptat ofrtl omnzl stratga poat f d dou atgor: [25: bdm]

- stratga dz rapd

- ontratara d urgn a mrf, atptara nfnd bun la nm;

- stratga dz d atptar ondl unu ontrat pot f mbuntt prn ngor trra tmpulu. l dou stratg sunt als n stua dfrt, n fun d: - natura mrf; - prsuna nst d dsfar/aprovzonar; - altata d vnztor/umprtor p ar o ar ngoatorul; - raportul dntr partnr p paa xtrn.

Domnara p d tr xportator s aratrzaz prn pondra mar p ar asta o dn n nsarul mportulu, bazat p o produ ompttv, dtrmnat d ostur d produ rdus d nvlul thno-altatv supror. Stratga adoptat va f aa a dz rapd: va ofr antt m la prur mar, xrtnd prsun asupra mportatorulu, pntru a-1 dtrmna s s dd rapd.

Domnara p d tr mportator l va dtrmna p asta s alag stratga d atptar: va slta l ma avantajoas ofrt, omandnd antt modst ofrnd prur m. xportatorul aflat n stua d dpndn va lua msur dn tmp pntru dvrsfara dbulor d dsfar, fnd nvot s adopt stratga dz rapd.[footnoteRef:26] mportatorul s afl n stua d dpndn atun nd paa st domnat d xportator. Pntru a spa d prsuna xrtat d xportator, asta trbu s- dvrsf dn tmp ansl d aprovzonar. Numa n ast fl l va puta adopta o stratg d atptar, d sltar a lor ma onvnabl ofrt, pndnd momntl onjuntural optm. Stuaa d nsguran poat apra: [26: bdm]

- nd mportator/xportator sunt nsufn xprmnta nu unos fnomnl p xtrn n profunzm;

- n azul unor drglr onjuntural (for major sau d vnmnt fortut).

n ast ond, att xportatorul t mportatorul vor adopta u prdl stratga d atptar, d, d mult or l poat produ prjud. Algra stratg n azurl d ma sus, dpnd d raportul dntr partnr d pa, ar poat f d domnar, d dpndn sau d nsguran. D asmna, dpnd d natura mrf, d momntl onjuntural, d gradul d prsun al nst. n fun d modul loul d aun dstngm:

- stratga p prnpul nd;

- stratga p prnpul um und.

1) Stratgl "ND" onstau n dtrmnara tmpulu optm n ar s va lua dza d nhr a tranza sunt folost u prortat n azul ngorlor ar onn lmnt no. Lmta st stratga lu putrn, u posblt mar d vnzar/umprar s bazaz p xrtara un prsun psholog asupra partnrulu, dtrmnat d amnnara u surgra tmpulu programat, n sopul d a-1 dtrmna s aord anumt ons.[footnoteRef:27] Abnra n luara dz pntru nhra tranza d afar, st folost d omran u xprn, bn doumnta, dorn d mar tgur. Ngoatorul n auz s bazaz p lpsa/slab nformar a oponntulu su. Smularul s bazaz p nadvrur, n a prvt posbltl p ar l ar ngoatorul n auz, d a vnd/umpra marfa aflat n dsu. a vnztor, l va strng psudoargumnt pntru a dmonstra marfa st soltat (rra dpt substanal ofrta), ar rr mportant nsatsfut, l dort s da prortat un rla tradonal. Pldoara lu ar drpt sop majorara prulu, sprnd s-1 mprsonz p oponntul slab nformat. Faptul mplnt st o stratg folost n rla d afar tradonal, att d umprtor t d furnzor. Furnzorul trmt o anttat ma mar dt a stablt, p motvul unor problm la nrar, apatata d transport fnd ma mar dt a programat. umprtorul poat s rspng marfa lvrat suplmntar, ns nu rurg la o astfl d msur, rnd o rdur d pr.[footnoteRef:28] Furnzorul nd a laborat aast stratg a luat n alul aast bonfa rmnnd s ngoz nvlul , ar nu poat f pra mar, avnd n vdr rlal tradonal. Surprz s bazaz p lpsa d doumntar a partnrulu d ngor, surprza onstnd n shmbara brus d attudn, ntr-un momnt natptat d advrsar. Rtragra st stratga utlzat n faza fnal a ngorlor d vnztor/umprtor, n sopul sporr la maxmum a avantajulu su. [27: Ngotaton: stratgs for mutual gan; Lavna Hall; Sag, 1993 ] [28: bdm]

2) Stratgl "UM UND" urmrs protara modulu loulu d luar a dzlor, apabl s sporas la maxmum bnful. ntrsa st o stratg bazat p o nruar d ntrs, urmrndu-s amplfara ntrsulu partnrulu, n sopul sporr bnfulu rpro, n adrul unor tranza d bartr, d rdt sau d alt natur. Partpara st o stratg spf rlalor d ooprar ndustral (sub o dvrstat d form, ntrs domn). nvstl strn, provnt d la frm u rputa, dntoar d thnolog modrn, ar ralzaz produs d mar, u rnum p plan ntrnaonal, du la modrnzar vlza, la sporra avu naonal.[footnoteRef:29] Partnrul strn va partpa n mod loal la sporra bnfulu, fnd drt ntrsat. Hazardara st o stratg a noroulu, bazat p joul la zro: or tg totul, or prz totul. [29: bdm]

st utlzat d ngoator urajo ar umpr mrfur la un anumt pr spr a l vnd a doua z la un pr ma mar sau n adrul opraunlor d burs. Ata las proftul p sama hazardulu, bazndu-s n xlusvtat p prnpul "und st tg st pagub. Ptura st stratga ngoatorulu prudnt, ar nu aonaz nodat dsoprt. Poza adoptat dmnuaz bnful dort, dar l pun la adpost d un vntual rs. st folost n dfrt domn prum: la bursl d mrfur valor, n opraun d rxport, n ngor (nd omrantul adopt o poz frm, raonal, dar ntransgnt n prtn, vzaz maxmum d avantaj). sora, onst n ondonara vnzr/umprr unor produs, sau asora unu produs, srvu su prot u anumt prsoan nflunt polt, artst, onom t., bnfnd d o magn poztv a astora; Dsora, ar a sop dsrdtara unor produs/srv prn stablra un lgtur u prsoan npopular, sau u vnmnt u un mpat nfavorabl asupra onsumatorlor; Ptur u ptur (stratga salamulu tat). st bazat p rafnamnt dploma, folost d ngoator asat fapt pntru ar s ma spun "ptura hnzas".[footnoteRef:30] Ngoatorul ar o utlzaz nu-1 va pun nodat la ol p advrsarul su (nrnd s-1 dstrug u argumnt mbatabl), va proda u tat, artndu- prtnl pun t pun mulumndu-s s prmas dn parta lulalt flu dup flu, pn va obn ntrg salamul. [30: Ngotaton: Thory and Stratgy; Russll Korobkn; Aspn Publshrs, 2009]

Dup sopurl urmrt, stratgl d ngor pot f grupat n:

1) Stratgl ar vzaz aordara sau obnra d ons, uprnd: Stratga fr ons prznt un grad sport d nrttudn, doar onsl sunt lmnt atptat n ursul ngorlor. Stratg transform ngora ntr-un pros unlatral, dund la mpunra unu aord n ondl dtat d natorul ast stratg. Aast stratg s poat apla atun nd prl ar ngoaz au putr ngal, nd ngora mpl o sum d ban pra m sau nd tmpul st pra surt pntru a s ralza o ngor laboroas t Stratga fr ons suplmntar dfr fa d stratga fr ons, prn momntul mplmntr . Stratga fr ons st folost la nputul ngor, n tmp a n dsu st ntrodus dup s-au aordat dfrt ons. st folost atun nd prl au onvnt asupra unu aord parta ar o apl st d prr poat ralza aordul rsptv fr a ma aorda alt ons.[footnoteRef:31] Stratga aordr d ons st aplat d parta ar ondu tratatvl d ngor n vdra dpr unu mpas, prn aordara un ons stablt antror. Da advrsarul obsrv ast luru poat apar o star tnsonat, xstnd rsul d a nu s ajung la n un aord. [31: bdm]

Stratga d a fa prma ons st folost pntru ralzara unu lmat plut d ngor, pntru rdura tnsun xstnt, pntru dzarmara pr advrs, sau pntru asgurara mr vtoar n adrul ngor, parta ar a aordat o ons atptnd ultror o ompnsa.

2) Stratga tg - tg (wn - wn) prsupun abordara ngor d p poz aproxmatv gal, l dou pr utnd solua optm, ar s satsfa n l ma bun ond proprl atptr. Stratga s apl atun nd prl sunt d aord s onlurz pntru a dntfa problml ar mpd ralzara aordulu. Aplara drular a ast stratg poat f ns obstruonat d rfuzul d a rspund favorabl propunrlor partnrulu.

3) Stratga wn-los. Toat onsnl vn n dfavoara un pr, dar vor onsttu n fnal avantajl pr llalt. S raz un lmat d nnrdr, n ar ntrsl sunt total opus tot a ntrt o part, o slbt alalt. onsl sunt onsdrat o xprs a slbun.

4) Stratga nu vzaz ajungra la un aord. Utlzat nd s dort amnara dz (n vdra rr unu avantaj), s urmrt strngra d nforma suplmntar sau nd s urmrt nflunara prr un tr pr ar lgtur u partpan la ngor.[footnoteRef:32] [32: bdm]

5) Stratga aonr n vdra nhr aordulu. Stratga vn s ompltz aplara altor stratg ar au dus ngora ntr-un anumt punt n ar st prfrabl s s obn un aord frm asupra trmnlor onvn, n lo s s ontnu ngora s s rt prdra aordulu.

Stratga trbu prvt a un mod d gndr, a o manr d abordar dnam a un onfruntr sau a unu onflt psholog ntr dou sau ma mult von. a st la baza orr stratg st dorna d a antpa d a gstona t ma bn raportul d for dn adrul ngorlor, n vdra prgtr un poz ar s susn t ma bn targturl asumat d a f atns. tgtorul st ala ar rut s ab o vdr d ansamblu t ma bun asupra ngor ar ar lo ntr pr, ar rut s dntf t ma bn avantajl sal n ngor, s nlag t ma bn nvol partnrulu d afar.

3.3 Tat d Ngor

Tatl d ngor rprznt lmnt d stratg ar s foloss d dvrs mtod mjloa pntru a atn sopul stratg d ngor asumat nant d npra astora.

n ontxtul stratg d ngor, tata rprznt parta dnam dn ast pros, tatl fnd prn ar un ngoator poat s s adaptz la dvrsl volu dn adrul ngorlor.[footnoteRef:33] Ngoatorul profsonst trbu s unoas ast tat att pntru a l utlza n proprul ntrs, t pntru a l ssza ontraara atun nd sunt utlzat d tr partnr. Tatl s foloss n mod spontan, dtrmnat d dnam paral mprvzbl a ngor, ar sltara lor dpnd att d rumstan t d prsonaltata, xprna abltata ngoatorulu. Tatl rprznt lmntul flxbl , dnam al ondur tratatvlor, l adaptndu-s la stual no aprut n dvrs tap al ngor. La stablra tat s au n vdr urmtoarl lmnt : [33: Ngotaton: Pross, Tats, Thory; Davd hurhman; Unvrsty Prss of Amra; 1995]

- mprjurrl n ar ar lo ngora;

- sopul urmrt mjloal d ar s dspun;

- aunl partnrulu d ngor;

- thnl folost, dozara laborara astora;

- tata trbu astfl onput, nt s rspund unor problm mportant;

- subtl asupra rora urmaz s s xrt prsun;

- gradul d tnsun al prsun d xrtat;

- argumnt, ontraargumnt susnra lor;

- ordna abordr problmlor urmz a f ngoat.

Tatl d ngor pot f nprt, n:

3.3.1 Tat d onvngr

Sunt utlzat d ngoator ar urmrs s ajung la un aord ar s mulumas ambl pr. Dntr asta mnonm urmtoarl: Daatun (promsuna ondonat). Ngoator u xprn n atnonaz s nu aordm nodat un avantaj fr a prm va n shmb.[footnoteRef:34] Da... promt un avantaj, atun... r o ons. u alt uvnt, trbu s aordm ons rfrtoar la aspt ma pun mportant pntru no, u sopul d a obn va d mportan ma mar. Asta- tot am sau V pot ofr doar 60%. xst stua n ar , una dn pr nu poat plt prul rut, sau nu poat rspta trmnul d lvrar soltat. Tat n auz poat ondu prl la o onntrar n omun, pntru gsra solulor posbl n aast stua. n ast sns, la ngora prulu, s pot uta mrfur d alt altat orspunztoar alu pr, sau n prvna trmnlor d lvrar s pot ngoa lvrr paral sau gsra altor solu.[footnoteRef:35] [34: bdm] [35: bdm]

utara d alan. raz o atmosfr d bun nlgr ntr pr, alan n adrul rora onsl vor f favorabl ntrsulu omun.

Aprra poztv a partnrulu. O prsoan amabl rsptuoas st ma gru d rfuzat. Dzarmara partnrulu d dsu nsuflara unu sntmnt d nrdr s poat ralza prn tratara astua u rspt.

lubul d golf. Aast tat adu avantajul rfar sprtulu oopratv dntr pr, s pot gs apo no solu pntru dpra stualor dfl dnd oaza unor no natv. Valoara ast tat, onst n dplasara dsulor dn mdul formal al ngor ntr-un mdu nformal, ar va nuraja dshdra gsra d no solu. Nu st ndat to mmbr hp d ngoator s partp la o astfl d ntlnr.

Abnra. n atptara unu momnt propr s amn rspunsul, s spun doar st nsar.

Stablra unor trmn fnal.onst n stablra dat fnal a ngorlor sau trmnul lmt a un ntlnr d ngor. [footnoteRef:36] [36: Ngotaton: Pross, Tats, Thory; Davd hurhman; Unvrsty Prss of Amra, 1995]

3.3.2 Tat folost n ngora dstrbutv (onfltual)

Dntr asta s pot mnona:

Faptul mplnt. Aast tat l pun p l ar o naz ntr-o poz favorabl. st utlzat n stua n ar putra d ngor xst, dar st dsutabl.135 Tata onst n aplara d lovtur rapd, drt ar vor fora fnalzara ntr-un trmn foart surt a ngorlor, nant a advrsarul s s dzmtas.

Amnnara. Tat d ntmdar utlzat d tr ar au o poz slab n ngor du lps d argumnt.

Utlzara surprz. S apl fa d ngoator nxprmnta, ar datort dsfurr dsulor a shmburlor mprvzbl d argumntar, prd daz u uurn. S poat fa fa un astfl d tat dnd dovad d mult alm sguran d sn.

nvoara ngatv a normlor. Lgslaa omral a rfrtoar la nvst (n rl n tranz) s modf ds, n vdra optmzr proprlor onom naonal.[footnoteRef:37] n ast sns, ngoator oasp n ast r trbu s dn nforma prvnd norml omral s f atn la autortl loal. [37: bdm]

3.3.3 Tat ofnsv

Asta prsupun orntara dsulor n vdra atngr sopulu dort, u prformana a ma rdat. Prntr l ma unosut tat ofnsv, pot f mnonat urmtoarl : Suta d ntrbr (ntrbara d tstar, spf d ata). ntrbara d tstar, onst ntr-o ntrbar n sopul aflr d la nput a puntlor slab al partnrulu. Da asta sunt dsoprt, ngoatorul aflat n ofnsv poat tr drt la ntrbara d ata (ar prmt s ajung rapd la onluza fnal). ntrbara spf s rfr la ondl d altat, nvl thn, pr, ambalaj, transport, modalt d plat. La ntrbara spf, rspunsul nu ma poat f vtat s tr la ngora d fond. Urmaz ntrbara d ata, a r for rzd n gradul d nformar d doumntar.

ntrbara DA NU, trbu utlzat la sfrtul unor ngor ndlungat, dup au fost pus la punt asptl d fond unul dn partnr a avut natva s trag onluza fnal, onstatnd partnrul st nds;

omportara arbtrar, st spf lu putrn ngmfat, ar s sprjn p marl posblt al frm p ar o rprznt, d a vnd sau d a umpra. n raltat, ngoatorul ar rurg la omportara arbtrar, fa un mar dsrvu frm sal.[footnoteRef:38] [38: bdm]

Aptara aparnt, d mprsa fals oponntul st d aord u toat argumntl partnrulu su u propunrl p ar l fa . l nu rspng n o propunr las partnrul s puzz toat argumntl.

xploatara prmulu mpuls. n ngor xst tntaa d a s aona p baza prmulu mpuls.

Propunra ontrastulu, st o tat d tatonar d rtar. La or propunr log a oponntulu, ngoatorul n auz propun va ontradtoru (har da par log). Surtrutr. n stuaa n ar suntm pu n faa unor ngoator xprmnta n problma ar n ntrsaz, putm fnta advrsarul prn rdara ngor la un rang rarh supror.139 Aast tat nu rprznt altva dt oolra problm dfl.

Bat bun bat ru. Majortata ngoatorlor prfr s tratz u batul bun da pot gs o modaltat a ngorl s s dsfoar u aa prsoan, vor sm au tgat nu vor obsrva nlgra p ar au nhat-o u batul bun , poat nu st ma bun pntru dt a ar f putut obn d la batul ru .

Ultma ofrt. Dm mprsa partnrulu d dsu ma mult nu putm da trbu s lum o dz. Nu s utlzaz la nputul un ngor.

D bazar (rtragr dup rfuz). Partnrul lansaz rr xagrat har d la nputul ngorlor. Prtnl sunt artfal prmdtat n da ultror, n trpt susv, s s rnun u bunvon la l. Ast rnunr vor lua forma unor ons.[footnoteRef:39] [39: Pratal Ngotatng: Tools, Tats & Thnqus; Tom Gossln; John Wly & Sons, 2007]

Trnttul u n nas. Soltm partnrulu va (rr xagrat) tm nu putm obn. Dup rfuz, vnm u o nou rr n ar soltm (ntr-un mod rzonabl) a dorm u advrat s obnm, u mar spran d rut.

Porul n prag. st o thn d manpular psholog mnor. Atun nd ngom va, nu ontaz u n, st foart mportant s n onvngm partnrul avm drptat, fr s- dmonstrm l nu ar ava. Da dorm o ons, un aord d la l st sufnt s- nflunm gndra, sntmntl folosndu-n d manpular.

Ulul porumblul. S aplaz la aast tat n stuaa n ar tratatvl s dsfoar ntr dou hp u t do ngoator (n tmpul dsulor do au rolur dfrt). Unul dntr s va oupa d parta ntrodutv a ngor ar olgul va ava datora s ontnu dsul p aa trator utnd s ajung la un aord u advrsar.

3.3.4 Tat dfnsv.

S urmrt partnrul a s rpt xpunra dja fut sub prtxtul puntul d vdr al astua nu a fost bn nls. Dntr asta s pot mnona:

Da dar sau Srtul lu Sorat. n aplara ast tat, s np prn a sublna al aspt asupra rora opnl nu dfr.[footnoteRef:40] Ngoatorul ar o folost, nar s dmonstrz amb partnr au ala sop , dfrnl d opn s rfr ma als la modaltl d a atng ast sop. Ngoatorul nu va spun nodat partnrulu NU, pntru a nu rsa s-l ofnsz sau s blohz dsul. Srtul lu Da dar , prmt formulara propr opn a p o ontnuar a a a spus partnrul nu a o ontrazr drt a opn astua. [40: bdm]

ontra ntrbara. st folost atun nd s dort shmbara snsulu argumntr. Aasta prmt pstrara natv punra partnrulu d dsu n aprar, n stuaa d a da dn nou xpla.[footnoteRef:41] [41: bdm]

Prtnsa nnlgr, prn ar s urmrt obnra a t ma mult nforma d la partnrul d dsu, fndu-l s rpt propunrl argumntl przntat sub prtxtul nnlgr lor. Problmlor d pa. S rfr la problm ar nu au valoar, dar ar sunt rdat u ntna d a f ofrt n shmbul un ons ral.

Tr. n anumt stua, putm atng sopul propus fnd pur smplu natv. Tra poat f o tat fnt. D tra nsamn aprobar, d foart mult or n ntlnrl d ngor st ntrprtat a ndnd dzaprobara. Da partnrul st npoltos, agrsv, atun st ma bn s pstrm tra s l lsm s s dsar sngur. Rbdara d a atpta ral partnrulu la afrmal, propunrl ofrtl propr, st snal pntru ruta ngor.

Fla d salam (a palor mrun). Aast tat onst n obnra d ons susv, ar umulat, rprznt un tg ar nu s-ar f putut obn dntr-o dat. Prmt aordara d ons pntru a tnta partnrul s ra natva, fr a l l aord s dz pra mult. Obtul ngor st mprt n porun xamnat susv, apo rgrupat la sfrt ntr-un ntrg. O modaltat d a ontraara aast tat , st aa s nu n dm aordul dfntv p punt ndvdual, dt dup trmnara ngor tuturor aptollor d dzbtut Rprzntantulu. Ngorl pot f ondus dshs, omptnt fr rsur pn la un anumt grad d profunzm. Sunt trut n mandatul d ngor, lmtl mnm maxm n ar ngoatorul poat lua dz.

ntrruprlor. ntrruprl asupra ngorlor au un ft poztv, prl avnd oaza s- onsoldz pozl, s fa o trr n rvst a a s-a ralzat pn n al momnt, s- ralulz ansl d a obn o afar bun, or pntru a lua n onsdra no natv. n plus, n momntul rvnr la masa tratatvlor, xst ansa rr un no atmosfr. xst dzavantajul s poat rata oaza matralzr unor avantaj dja tgat.

ntrbrlor. Or ntrbar st o rr, ar rspunsul o ons.[footnoteRef:42] Un bun ngoator unoat nant d a s aza ftv la masa ngorlor, majortata ntrbrlor rspunsurlor p ar l va formula att l nsu, t partnrul. Prn ntrbr bn formulat, s poat prlua ornd natva, s pot vrfa larfa afrmal advrsarulu. [42: Trump-Styl Ngotaton: Powrful Stratgs and Tats for Mastrng vry Dal; Gorg H. Ross; John Wly & Sons, 2010]

Parafraz. Parafraznd, dm partnrulu mulumra s-a fut nls, n aordm un suplmnt d tmp pntru gndr formulara rspunsulu , totodat, vrfm faptul l-am nls ort no nn. Odat u parafraza, rm vntual no lmurr suplmntar. ntoxaa statst. Sopul un tat d ngor st ala d a onvng advrsarul tu a drptat, fr a-l ontraz p l n mod drt. Astfl, asta poat f bombardat u dat statst, stud, prospt, brour, ofrt, ataloag, t. ar slujs xlusv proprul punt d vdr. n faa unu astfl d asalt doumntar drjat, partnrul s va gs n postura lu omplxat, nu s-a prgtt ndajuns d bn a partnrul lu d dsu. n faa unu advrsar omptnt, nformat abl, tat nu ar pra mar ans, dar n d prdut. [footnoteRef:43] [43: bdm]

3.3.5 Tat axat p dstorsun n omunar (pratat n momnt d drut)

Bluff (prafulu n oh). onst n ralzara un amnnr, n vdra provor partnrulu o onsn nfavorabl n azul n ar asta rfuz s apt trmn aordulu, nd s t nu s va ajung la msura rsptv.

Ataul la prsoan. Aast tat dstrug prsonaltata advrsarulu s folost atun nd tgul st mportant, nd hpa d ngor advrs nu st unt. Adoptara un attudn dstablzatoar lmbajul non vrbal. Un ngoator poat s- ndu advrsarul n roar prn anumt gstur, mm, t.. Ngoatorul trbu s t s s arat ntrsat d a spun advrsarul, folosnd o xprs zmbtoar, dar n spatl asta prgtnd un ata dvastator.

Vulanulu. n azul n ar partnrul d dsu arat nmulumra vs a vs d lpsa d nformar, ngoatorul pun la dspoz un tan d doumnt, astfl nt partnrul s f n napatata d a prosa rapd nformal prmt d a xtrag datl ma mportant.

Ppt. Tata aasta onst n furnzara n tap a nformalor, n doz m tr partnrul d dsu.Sopul ast tat st ala rdu putra d analz a advrsarulu n a prvt strutura vnmntlor, doar nformal un sunt transms a un tot (ntr-un sngur doumnt) ntrvall d tmp ntr ofrra un nforma a alta sunt dstul d mar.[footnoteRef:44] [44: bdm]

3.3.6 Tat moonal.

Prntr asta numrm: Atvtata smulat (nvlutoar). Fr a f pra vdnt, ngoatorul va afa o attudn amal fa d llalt, nrnd, u o dosbt grj, s ndu astua snzaa d prtn, n vdra slbr sprtulu rt forara sntmntulu d bunvon. Aast prtn, nu trbu s f xagrat, doar poat du la ft ndort.

Dsursul-fluvu. Ngoatorul va prznta n dtalu argumnt, dat n snsul zpr partnrulu d dsu. Astfl, advrsarul va rnuna la unl ob nu va ma da atta mportan nformalor prmt.

ulpablt. Ngoatorul, n azul n ar s afl ntr-o poz ma dfavorzat dt partnrul su d dsu, poat prznta puntl slab dn afara rsptv, astfl nt advrsarul s s smt vnovat s-l dtrmn s aonz poztv.

Strsara advrsarulu. Prn aast tat d strsar a advrsarulu, s urmrt slbra fz psh a astua, n vdra dvulgr d nforma mportant p ar l dn.[footnoteRef:45] Aast tat s romand a f utlzat t ma rar posbl numa n azul n ar partnrul d ngor st dfl prdspus la dsu prlungt. [45: Ngotaton: Wnnng Tats and Thnqus; Josph D. Harbaugh; Pratsng Law nsttut, 1988]

3.3.7 Tat nloal.

Pratara formlor lgal d ngor, d sunt omplt ndort n mdul onom atual, rprznt o raltat, ar orupa rprznt un mpdmnt ral n ala dzvoltr unor rla d afar normal, bazat p apatata fora p, p ngor ornt ort. Astfl d prat lt sunt:

Ngljna. Dn auza ngljn, ontratl nhat prznt omsun, nlart. Da s ngoaz u nva ar vra s proft d asta, asmna lpsur pot f foart oststoar. nd s prznt n vdra smnr un ontrat s mpun mult atn rumsp.

ror dlbrat. Un ngoator grs n mod dlbrat prmdtat, u sopul xprs d a dzornta nla. Omsuna sau adugara unor uvnt ar au fost sau nu pronunat la masa tratatvlor, aa fl nt s ondu la modfara favorabl a unor lauz ontratual.[footnoteRef:46] S fa ntnonat grl d alul, s sad bn dar s adun ronat, ma als nd partnrul st obost sau nrvos, a s poat aranja. Mul omran unos aast tat st d romandat s vrf d dou or pn smnz odat. [46: bdm]

Falsa ofrt. umprtorul fa vnztorulu o ofrt d pr atrgtoar, pntru a lmna onurna a-l motva n drulara tranza. Dup a obnut ast luru, gst un motv pntru a- modfa ofrta nal. Urmaz onvngra vnztorulu s apt o nou ofrt, ma modst. Astfl, vnztorul st pus n stuaa s nu pra ma ab d als apt ofrta. Mtura. st o tat ar s bazaz p slbra rzstn psholog a advrsalulu pus n stuaa s apt darur ma m sau ma mar. Aasta st favorzat atun nd ngorl sunt purtat prn ntrmdar sau mandatar nsufnt motva d parta p ar o rprznt. Rlal d afar p trmn lung pot f omproms prn mt, dar favorzat prn adour mar. Dfrna dntr adou mt st una psholog stratg.

Omul ar lpst. n ngor, xst posbltata a prsoana abltat s nh afara s nu ma f gst n momntul n ar prl ajung la o nlgr.[footnoteRef:47] S utlzaz o astfl d tat atun nd: pntru a tga tmp d gndr, pntru a fa o afar ma bun sau pntru ntrrup dfntv ngora. [47: bdm]

Supravghra. Poat lu form dvrs, pornnd d la asultara tlfoanlor, ajungndu-s pn la mplantara mrofoanlor n amrl d hotl sau brour. n unl azur, parta ar rurg la supravghr fa fortur mnm pntru a asund manvrl d supravghr, sprnd n rara un prsun psholog asupra pr advrs, prsun ar du la obnra d ons suplmntar, sau ar puta shmba raportul d for n adrul ngor. antajul. Obtvul unu astfl d at st antajara vtm, pntru a aasta s nflunz rzultatul ngor. Tata poat f folost doar mpotrva ngoatorulu f al pr advrs, dar, n gnral, st ndrptat asupra unu mmbru ma pun xprmntat al hp advrs. nfluna dort st obnra d nforma d natur ntrn onfdnal, sau rra lar a unor ons.

Rnra forat. Aast prat st folost atun nd ngora nu durg onform planfr, sau parta oaspt dd ntrrupra ngor. nd tranzaa nu ajung s f nhat, ngoator strn sunt rnu n tmpul unor vzt ultroar, n vdra soluonr prm afar.

nluna. Aast tat a forma unor dlara d vntur xagrat, blanur ontabl falsfat, stud d pa optmst, ln d rdt nxstnt, sau statst nralst. Tot a poat f vrfat trbu vrfat.

Hoa ar n vdr furtul nformalor omral poat f ombtut prntr-o grj sport u prvr la pstrara srtlor ompan, prntr-o prot advat a mdlor d stoar a nformalor d ar dspun hpa d ngoator.[footnoteRef:48] Aasta ar n vdr rstronara asulu prsoanlor nautorzat la nforma. [48: Ngotatng th World onomy; John S. Odll; ornll Unvrsty Prss, 2000]

3.3.8 Tat axat p fatorul tmp.

Ultmatumul. st utlzat d ngoatorul ar dn o poz fort. Aast tat d rzultat da advrsarul ar pun xprn n ngor (nat d pun tmp) st uor d ntmdat.

Tmpul utlzat a frn n dnam. Ngoatorul poat fa uz d o surt pauz pntru a opr tmporar dsul, pauz n ar poat s ordonz datl uls pn n al momnt.[footnoteRef:49] Ngoatorul spr a advrsarul su s ut d prtna rdat nant d luara pauz s- ndrpt atna astua spr alt punt dn agnda d luru. [49: bdm]

ntrzr ngor. Aast tat st folost n momntul n ar dsul au o ntorstur nfavorabl pntru una dn pr asta lpst abltata d a rtga la mas tmpul prdut. Poat lua urmtoarl form: shmbara loulu d dsfurar a dsulor, bloaj d traff, amnara drt, mbolnvr, prdra unor at d baz, t.. Prsun tmpulu. Problml ma mportant s las spr fnalul ngor, da tm advrsarul ar o lmt d tmp n ar st nvot s s nadrz. Rtmul dsulor dvn alrt nvtabl ondu la omtra unor ror dzonal dn parta advrsarulu grbt, ror pntru ngoatorul xprmntat pot f avantaj la ar n nu a sprat.

Rtragra. Ngoatorul ar posbltata s rurg la dvrsun (rvnnd la puntl dn agnd dja dsutat), pntru a frna dsul pntru a- rvzu totalul d obtv dja dsutat.

3.3.9 Alt tat d ngor

Dghzr. S stmaz n pst jumtat dn ntlnrl d ngor, susul poat f obnut da, d la nput parta ar a nat ntlnra s asgur partnrul : - ar un mpat asupra tratatvlor; - nu prd rnuml; - s poat spun a fut trab bun.[footnoteRef:50] Un bun ngoator d partnrulu mprsa rzultatul ngorlor st nutru, ar n l ma bun az , ambl pr au d tgat. Da rum s dm mprsa partnrul a tgat la fl d mult a no, luma va f mulumt, dar satsfaa noastr va f dubl, pntru numa no tm am obnut xat a n propussm. [50: bdm]

Blanulu. Tata blanulu onst n a atualza avantajl osturl onslor solulor la ar s-a ajuns n tmpul ngorlor, pntru far dntr pr, aast analz fndu-s n manra a ma obtv transparnt posbl. Far solu st tradus n trmn d tgur prdr ar, s nsru n atvul pasvul blanulu fra dntr pr. Dar da ?. Aasta st o tat d a n ngorl flud, prn ntrbr d gnul: Dar da dublm anttata rut rdu prul ?; Dar da vom fa no ontrolul alt, shmbr vor ntrvn n spfa ? t..

Tata utlzr unor astfl d ntrbr, st utl n tmpul fazlor xplorator ratv dn adrul ngor, ajutnd prl s dntf a ma bun form a nlgr, n avantajul amblor pr. Aa tat, poat dvn ns duntoar da st utlzat ntr-un momnt avansat al ngorlor. [footnoteRef:51]Da s-a dpus un fort dosbt pntru a s ajung la un punt omun, n przntara ofrtlor har n ngora astora, ar lal pun o ntrbar d gnul Dar da .., atun ar lo o dprr a ooprr a progrsulu ralzat n dsfurara tratatvlor. [51: Busnss Ngotaton: A Pratal Workbook; Paul Stl, Tom Basor; Gowr Publshng, Ltd., 1999]

Dzvlur omplt. Un ngoator rd o dshdr total, st snudr urat n adrul ngorlor. Al au abltata nsar ondur ngorlor tr o nlgr omun, ofrnd nformal nsar un bun dsfurr a tratatvlor. Ast omportamnt poat f foart produtv, nflunnd un rspuns ooprant al lorlal. Aast tat s poat dovd dzastruoas da, lal nu urmrs o nlgr omun doar avantajul propru. rou: Trbu s-m ofr va ma bun. Aasta poat f folost dup am obnut ons maxm dn parta pr advrs, nrnd s ptm ma mult fr a stra ngora. Nu nst n un ost, ar da rmn lo pntru ons vtoar, advrsarul va vn u o ofrt ma bun.

Surgr d nforma. Prnpul surgr d nforma, onst ntr-un dmrs prn ar, nforma ar ar trbu s f onfdnal sunt pus la dspoza torva onfdn, f a unu r ma larg u ntna dlbrat d a gnra o ra. Fr ndoal st vorba d dznformar da zvonurl astfl rspndt sunt fals.[footnoteRef:52] Dar n mult stua ast nforma sunt advrat. n l dn urm n punm ntrbara da, manra d a mn nu st aa d a spun advrul, n msura n ar tm partnrul va lua ast advr drpt mnun. Ultmulu uvnt. ntr-o astfl d ntlnr d afar, partnrul ma tnr su stuat p o poz nfroar dort s ab ultmul uvnt. Prn aast tat s urmrt f s s rspund urmar a faptulu ngoatorul smt a dat pra mult ntr-o dsu antroar, f s s las o port prn ar dsul s f rluat ultror, sau s s urmras dzbatra unor no lmnt ar s du la o prlungr a dsulor. [52: bdm]

4 aptolul 3 Studu d az: Ngoatorul

Ngoatorul st prsoana ar trbu s da dovad d mult ablt d o vrsatltat rsut o putr d adaptar mar pntru a ru s atrag prosul ngorlor d parta sa. D asmna, st foart mportant s ralzm a n faa s s afla tot un ngoator, u alt lur spf, ar d mult or ar o prsonaltat dfrt, ar dn aast onfruntar va tga l rut s nlag l ma bn joul ngor.

4.1 Prsonaltata ngoatorulu

Prsonaltata st a ar nglobaz toat abltl modaltl d abordar a un stua al unu ndvd. Prsonaltata nlud totaltata gndurlor, sntmntlor omportamntlor ar dfns o prsoan, ofrndu- astua o prsptv un dfrt d a a altor oamn. Prsonaltata uman a fost dzbtut n ma mult tor d-a lungul vrm, ar dorau s adu lumna asupra natur prsonalt omulu. Prml au pornt d la obsrval dn vaa otdan au dsrs oamn prn trstur (bun, blnd, agrsv t.). n proada modrn, Frud a avut ontrbu snal foart orgnal. Mansml d aprar psholog dsrs d l, a rfltnd onfltul ntror al ndvdulu, s pot manfsta n pros d omunar (x.: prn lapsusur, nlour d uvnt, utara unor uvnt) omportamnt.[footnoteRef:53] Au fost dzvoltat d asmna tor p baza rora au fost dsrs tpur stlur d prsonaltat. Sunt unosut astfl lasfara n tpul d prsonaltat ntrovrtt (aratrzat prn orntar spr sn, nomunabltat, tmdtat ...) xtrovrtta (aratrzat prn orntar spr xtror, xpansvtat, nlnar spr aun, tndna d a domna.). Numroas modl al unor stlur prsonal onsttu baza torta pntru tstl utlzat la sltara, la valuara prsonalulu or pntru planfara arr. [53: Th xprt Ngotator, 4th Rvsd dton; Raymond Sanr; Martnus Njhoff Publshrs, 2012]

Trsturl d prsonaltat al ndvdulu ngoator pot ava o nflun asupra modulu n ar asta abordaz s omport n ngor. Totu, n azul unu ngoator profsonst, nlnal natural al prsonalt sal sunt lpsat d al fator.[footnoteRef:54] Ata pot f: rumstanl, prgtra ngor, xprna profsonal, dfrt thn aplat (x.: analza tranzaonal) t. nstrura psholog a anddalor la msra d ngoator s fa prntr-o dvrstat d mtod prod d modlar a trsturlor pshofzolog, ar tnd s prmt ldra un suprastrutur p nfrastrutura nnsut. Prntr trsturl pshofzolog susptbl a f modlat s numr aftvtata, tmpramntul, vona, aratrul, motvaa. [54: bdm]

Modlara aratrulu: aratrul st xprsa a ma uprnztoar, a ma onntrat ar dfnt prsonaltata uman. st o trstur pshofzolog nnsut, ar ar a ma mar apatat d aumular a nflun soal.[footnoteRef:55] n prosul d dua psholog a ndvdulu anddat la msra d ngoator omral, s urmrt formara unu aratr u trstur poztv (nst, mndr, dmntat, frmtat, ntransgn, prsvrn, orttudn, prau, nrdr nlgr), apt d a f adaptat la or mprjurr. [55: bdm]

Modlara tmpramntulu: Tmpramntul xprm latura a ma stabl a prsonalt, fnd o trstur pshofzolog rdtar, ar poat f n bun msur modlat prn duara von. n fun d trsturl tmpramntal s-au laborat dvrs tpolog uman. Hporat, d xmplu, a propus o tpolog format dn 4 tmpramnt d baz:

-Sangun; -olr; - Flgmat; - Mlanol; tr lmnt ar onfguraz tmpramntul: - nrga psh (fora); - Vtza d ra la stmul (moblzara) -Raportul xta/ nhb (hlbru). Smplfnd pun lururl, putm spun : - Sangunul - st putrn, mobl hlbrat - olrul - st putrn, mobl dzhlbrat (n snsul xtaa st ma putrn dt nhba o dat ambalat, nu s ma poat nfrna u uurn); - Flgmatul - st putrn, lnt hlbrat; - Mlanolul - st rlatv slab foart snsbl la stmul ar pot provoa uor ra mprvzbl.

Da nuanm "datul" tmpramntal, s pot dsprnd 8 tpur d prsonaltat psholog: nrvosul, atvul (olrul), sntmntalul, pasonatul, ralstul (sangunul), flgmatul, nonalantul (amorful) apatul.

- Nrvosul - st motv, mobl n gndr, mru n utar d no xprn, mpulsv, nstabl, s pltst uor raz tnsun n hp (xmplu: Baudlar).[footnoteRef:56] [56: Th Ngotator's Fldbook; Andra Kupfr Shndr, hrstophr Honyman; Amran Bar Assoaton, 2006]

- olrul - st xubrant optmst, posd o mar vtaltat, dar st motv unor volnt, pntru s atapt la rzultat palpabl mdat ar mar nvo d atvtat (xmplu: Danton).

- Sntmntalul - st motv, snsbl, ntrosptv, dalst, srupulos, ubtor d advr u un putrn sm al dmnt, tmd mlanol, abandonaz partda nd ntmpn dfult, dar poat dvn volnt la a ma m provoar (xmplu: Roussau).

- Pasonatul - s aratrzaz prn motvtat xsv, nrbdar, ndpndn, ar tndna d a- nsoot proprl ntrs, dvn ptma, gata s ad prad un nlna ra s onsar n ntrgm (xmplu: Bthovn).

- Sangunul - st o natur optmst xpansv, st soabl uor adaptabl, ralst, stabl psh, ontrolaz mol, poat f analt r, dar lpst d profunzm, natv tnatat (xmplu: Voltar).

-Flgmatul - st aratrzat prn motvtat slab, stpn p sn pln d rspt pntru rgul, alm lnt, gru nflunabl, poat f lpst d lasttat, har fxst (xmplu: B. Frankln). [footnoteRef:57] [57: bdm]

- Amorful - st lpst d motvtat amb, frvol, nonalant foart stabl psh, dar gata s bravz, s smplf lururl (xmplu: Ludov al Vla).

- Apatul - st lpst d motvtat, natv, nrt, plad, onformst, srtos, gru d dsfrat dspus mru s rnun la or (xmplu: Ludov al Vla).

a onluz, ngoatorul dal ar trbu s ab un tmpramnt dfnt prn alm, rbdar, ontrol stpnr d sn, o partpar atv onstrutv. D alalt part, prntr trsturl ngatv p ar un ngoator nu ar trbu s l ab numram nonsvna, nrbdara, agtaa, jgnra, alomnra, apata, xptatv, rtragr prpt, prpala, suprara, mna nrvoztata.

4.2 omptna ngoatorulu

omptna un prsoan s rfr la abltata sa d a ralza o anumt muna asgurnd un standard t ma bun. Astfl omptnta poat f valuat doar n ontxtul un atvt anum, prum ngora, a unor fator prn ar valuam prformana. Aasta nglobaz att unotnl, t apttudnl, attudnl omportamntl nsar ndplnr sarn.

4.2.1 unotnl

unotnl ngoatorulu aopr domn dstul d varat. D pld, ngoatorul omral trbu s unoas produsul dn punt d vdr thn, s ab unotn jurd, nsar ntomr ontratlor s f un bun planfator fnanst.[footnoteRef:58] unotnl fnanar sunt nsar doar aproap or dz p ar o a ngoatorul ar mpat asupra prformant fnanar a ntrprndr p ar o rprznt. La asta s adauga nvoa unor unotn d pshosoolog, nsar pntru nlgra ntraunlor uman. [58: bdm]

4.2.2 Apttudnl

Apttudnl rprznt nlnaa altl psh al ndvdulu ar ondonaz ndplnra n bun ond a un mun. Apttudnl gnral al ngoatorulu sunt l ar s r n mult alt lour d muna: sprt d obsrva, mmor, atn, prznta d sprt, gndr log, magna, t. st dfl d ngoat u o prsoan ar manfst o aparnta lps d ntlgna sau mmor, lpsa d atn sau magna, aasta ondund la obosra partnrulu. Dn ast motv, dfntl d apttudn sunt unor mmat n sop tat, pntru a tga punt p sama advrsarulu.

Prntr apttudn spf mun unu ngoator s numra - stpnra d sn, rbdara, flxbltata, motvaa gndra poztv.[footnoteRef:59] La asta trbu nsa adugat ratvtata. Stpnra d sn ontrbu la ralzara un str psh dstns, a un bun omunr ntraprsonal prmt ngoatorulu s- valorf ma bn rsursl ntrn xtrn. n ast mod sport putra sa prsonal. Baza onsoldr astu atrbut st modul d vaa hlbrat, ar nlud dsfurara unor m atvt plut (ltur, muza, sport), ar o thn non-vrbala d hlbrar psh st zmbtul. Rbdara st nsar pntru ngoator, ar trbu s- potrvas mrl (omunara, abordara dfrtlor punt al agnd ngor t.) rtmulu su frs dar rtmulu partnrulu. [59: How to Bom a Bttr Ngotator; Rhard A. Luk, Jams G. Pattrson; Amaom; 2008]

D altfl rbdara st ala a ma potrvt d lupt mpotrva strsulu, ar, n ultm nstan, mpla o ntnsfar prturbatoar a adn asulu nostru ntror. Flxbltata st snal n ngor, doar dfnt apatata d adaptar la multpll stua la oamn dfr vor f ntln t. n ursul ngor, partnrul poat tr d la amabltat la mn sau d la gnroztat la npnar ar prn adaptara la ast shmbr l poat f mnnut p trnul un bun nlgr, vtndu-s alunara spr onflt. ratvtata st una dntr altl ngoatorulu ar onsttu totodat o surs d putr.[footnoteRef:60] Aasta prmt s dsopr prsptv no asupra problm s gnrz solu bun, unor natptat, ma als n momntl d bloaj a ngor. n msura n ar ngoatorul ar n vdr att ntrsl propr t p al partnrulu, ontrbua sa va f nu numa aprata dar dvn ndspnsabla pntru obnra unor rzultat favorabl. [60: bdm]

Gndra poztv st hvalnt u "un moral rdat" s manfsta prn optmsm prvtor la rzultatl aunlor ntrprns prn nrdr n judat aunl propr. Prn aasta dvn o surs putrn d nrg ntrn. vdnt gndra poztv trbu s f totodat loga ralst. O thn d mnnr a tonusulu psh st s nu formulm gndurl s nu valum aunl noastr n trmn ngatv ("nu vo ru"), ad s gndm n prmann poztv. O alt thn la ar s poat rurg n momntl rt st s ntrrupm fluxul ngatv al gndurlor, magnndu-n lurur plut; un st d astfl d magn ar f utl s-l avm dja prgtt n mmora noastr. Automotvara mpla ontntzara ntrslor, nvolor, motvlor ar stau la baza aun p ar o ntrprnd ngoatorul. Aasta s ralzaz n ma mult tap.[footnoteRef:61] n prmul rnd st nsar s larf ntrsul, obtvul, onsnl mza aun; n al dola rnd s dntf rsorturl ntroar ar l dtrmna s aonz (a ar lgtur u attudnl, valorl sau nvol sal fundamntal); n al trla rnd, pntru a s mnn motvat, s vzualzz prmannt ast auz ar dtrmn auna. [61: bdm]

Apttudnl ntltual ratv al ngoatorulu d sus

Prsonaltata omulu d afar prsupun o sr d attudn apttudn ar, atun nd sunt poztv, rprznt varabl optm al atvt, ar atun nd sunt ngatv, dtrmn ul ntrprnztorulu. Apttudnl omulu d afar sunt prpondrnt ntltual uprnd: ntlgna, ntua, sprtul analt, apatata d sl sntz, prvzuna, ludtata, larvzuna, t. Spr dosbr d dprndrl bazat, n sn, p obnun dtrmnat d xr rptatv, apttudnl sunt pros funonal, fnt ar, ort dronat, ontrbu la rara dzvoltara dprndrlor. Asta, la rndul lor, du la nnoblara apttudnlor xstnt.

n gnral, apttudnl s lasf n tr mar atgor:

1. Apttudn smpl - dn ar fa part l snzoral;

2. Apttudn omplx - foart numroas dntr ar: ntlgna, mmora, magnaa, gndra, t.;

3. Apttudn spal - prntr ar l artst, tnf, organzator, t.

ntlgna apar a un fator omun orru pros ntltual, o funun gnral d adaptar la ondl no al mdulu, bazat p nlgr.[footnoteRef:62] Obsrvara onst n ntura lururlor onrt p al vzual, audtv, tatl, t. a nu trbu onfundat u prpl vzual, audtv sau tatl, ntrut s stuaz dasupra lor. Mmora st o apttudn d fxar, rnr rprodur a dfrtlor vnmnt, trt obsrvat. a poat f man (bolog) sau log (ntlgbl). Gndra onst n ombnara amntrlor rprzntrlor nmagaznat n mmor, dtrmnat d lgl log. magnaa st o nsur d magn sau onnutur onrt d rprzntr amntr, dtrmnat d lg subtv, psholog prn xln: lgl dornlor sntmntlor. st nrudt u gndra doar gndra np adsor u magnaa, dup um magnaa trmn u gndra. Dosbra dntr l dou noun onst n faptul , n azul gndr, ndvdul luraz u rgul prnp, ar n azul magna, u aspra sntmnt. Atna st funa d ajustar albrar a organsmulu d foalzar a trrlor, ar prmrg nsot dsfurara proslor d unoatr aun. Atna poat s f spontan (nd obtul trzt ntrsul n mod nslt) voluntar (nd s r un fort d von.).[footnoteRef:63] Toat ast apttudn sunt rdtar nu pot f shmbat, dar pot f nnoblat, prn ulturalzar duar moral psholog pntru a f folostoar sot. Unl dn nsurl numrat sunt ndspnsabl n onpra planfara afar, altl n organzara valuara . Prn urmar, anum ndvz sunt ma fn n dvrsl tap al drulr afar: [62: STTS: Wn-Wn Ngotatons: Dvlop th mndst, sklls and bhavours of wnnng ngotators; Davd Goldwh; Marshall avndsh ntrnatonal, 2011] [63: bdm]

nator - oamn u d, apabl s- stmulz p al - trbu antrna n faza d stablr a obtvlor stratglor, prum n a d dntfar a solulor optm.

rud - u mmor dosbt u smul dtalulu - st bn s prmas rsponsablt d doumntar asupra p, partnrlor onurnlor un afar.

Dagnostn - ar analzaz valuaz u xattat paramtr afar au d asmna, apttudn pntru ulgra d nforma rfrtoar la stuaa p onurn. st - ndvz oupa d magna poztv, d prstgul frm ntrun spau soal dtrmnat - sunt nda n momntl n ar nta un afar rlam solu lgant la problm ontrovrsat.

Fanat - ndvz dnam, nobos, dvota, sunt thta astfl, ma mult sau ma pun nsprat, doar st vorba d un fanatsm poztv, stmulatv, gnrat patntat d motval ndvzlor mpla (n prmul rnd d proft apo d aprra smnlor, d ansa afrmr d satsfaa mun n sn).

Ort am dalza spaul mraulos al lum afarlor, nu putm gnora faptul rauna xstn sal vzaz, n prmul rnd, dobndra proftulu.[footnoteRef:64] ns, n jurul astu obtv ntrfraz lal fator motvaonal (satsfaa prsonal, prstgul soal, soldartata uman, .a.), a nsamn proftul nu rprznt un mt nu onsttu sngurul dal. D aa, domnul afarlor ar nvo d prsonalt al ror attudn fa d atvtata dsfurat xlud asptl ngatv, um sunt: apata, omodtata, lpsa d rsponsabltat, suprfaltata. Far managr al un afar st ntrsat a prntr angaja s s prdomn ndvz ar au o attudn poztv fa d sn, aratrza prn dmntat, modst, rsptul propr prsoan. n ala tmp, sunt prfra ndvz dfn prn attudn poztv fa d ohpr, ar manfst prtn, omunabltat, snrtat, nrdr. [64: bdm]

n rurl d afar al ror rpr valor sunt adms n sotat, attudnl ngatv al unor ngoator sunt, d l ma mult or, rpudat, f st vorba d attudna fa d sn - nsguran, supraaprr, psmsm, f fa d attudna fa d lal - ndvdualsm, nsnrtat, mshnr, gosm; dspr. n afar, o mportan dosbt o au apttudnl pntru onvrsa, pntru omunar fnt, dnumt d un autor arta d a omuna.[footnoteRef:65] Ast apttudn prsupun, p lng nsur nnsut o sr d ahz ntltual omportamntal, modlat n dursul tmpulu. Adaptabltata la ntrloutor, rbdara d a asulta, smul umorulu, autoontrolul, rsponsabltata pntru uvntul rostt, almul, lartata, ultura, ar faltaz abordara dvrslor subt , nu n ultmul rnd, bunl manr. Manrl oamnlor d afar sunt xprsa ntrg lor prsonalt, p baza rora att partnr, t publul onsumator dau sama d advrata fn ar xst n spatl aparnlor. Prma mprs p ar o fa ngoatorul st dosbt d mportant, fnd gnrat d nut, xprmar, dn, polt, gst, mm. onduta omulu d afar prmt dsfrara trsturlor snal al prsonalt sal, trdnd dfnl duatv aratral: un ndvd ar manfst srvlsm, umln, lps d nrdr st la fl d naptat a l ar afaz un ar d suprortat fa d dn jur. aratrul ar un rol prgnant n luma afarlor. [65: Nots for Ngotatng Now; Lsl Whtakr, lzabth Austn; Grand ntral Publshng, 2001]

Przna unor trstur a: tnatat, frmtat, uraj, prsvrn, nrdr, onsttat, .a. st la fl d mportant a absna unor dft stnjntoar, ntolrabl pntru aast lum: ztar, nhotrr, dsurajar, nnst, tam. Pntru a dsr aratrul uman, sunt folost dvrs adjtv substantv. Pshologul Gordon Allport a dsrs, d pld, 17.935 nsur d aratr, ar analt omportamntulu n afar numr o sr d nsur, ar s rfr dopotrv la apttudn, attudn, trstur aratral[footnoteRef:66]: prsvrna, sprt ntrprnztor, apatat d dz, prvdra rsurlor, dsponbltata d omunar, ratvtata rgoara, pasuna, stpnra d sn .a. tfan Prutanu, n arta sa "omunar ngor n afar ", ralzaz o dsrr rut a prnpallor alt al ngoatorulu d sus, afrmnd : "asoat u trsturl d aratr gradul d nsur a fn d a ngoa, aratrsl tmpramntal al ngoatorulu ondu la onturara unor trstur d prsonaltat alt ma omplx ". Onsttata una dn altl l ma mportant, nrudt d aproap u snrtata, loaltata flul dshs, urat lpst d vln, dshd drumul tr partnr. Un bun ngoator st optmst gnnos. [footnoteRef:67] [66: bdm] [67: bdm]

O part dn l rd n aa amb partnr pot ava d tgat, da alg o solu bun, o alt part rmn, ns, d vgh, prudnt. Rbdara, prsvrna apatata d a asulta u atn pot f alt alt mportant pntru ngoator, dlo uoar, pntru nu st o trab smpl s t onntrz asupra dsursulu ntrloutorulu. Farmul prsonal, umorul, hpul snn pot dstnd atmosfra pot uura obnra unor ons.

Sprtul ompttv, nuta dmn dstna ntmdaz, onfr rdbltat ta lanul ofnsv al ompttorlor xprna d va vrsta potrvt pot asgura asndntul ntrprsonal. Studl ntrprns n domnu au artat "plaja" optm d vrst a ngoatorulu n afar st uprns ntr 35 50 d an. n dploma, vrful vn ma trzu, dup asnsuna polt sau / soal.

Sntata nrga vtal dsponbl a ngoatorulu asgur onfort fz psh pot potna putra d ngor. apatata d a s nlg p sn nsu d a ra o magn d sn ort poat uor supraltat, spors fora d prsuasun nflunar asupra partnrlor. Sold prgtr profsonal unoatra lar a problmlor pus n dsu sunt alt aratrst mportant pntru ngoatorul d sus. Nvlul d ultur gnral, d rud al omulu d afar ar, d asmna, mportana s. Dsgur, altl mnonat s rgss la un bun ngoator ntr-o msur rzonabl, rdbl.[footnoteRef:68] Da unl lpss, altl vn s l suplnas pntru nu xst un om "prft". nd nva nar s "joa" rolul asta, dvn nsufrt nu atrag p nmn. La trsturlor d prsonaltat ntrns s adaug alt aratrst ndvdual, lgat d motva, ar nflunaz mult prosul d ngor n prnpal, tnatata, argumntaa, rbdara, durata nvtabl, rzultatul ngor. [68: Th Ngotaton Toolkt; Rogr J. Volkma; Amaom, 1999]

S poat vorb d tr flur d motva:

a) Motva ndvdualst - prvs ntrsul proflul ndvdual;

b) Motva oopratv - s rfr la sprtul d hp, n azul ngorlor n grup;

) Motva ompttv - xprm sprtul d lupttor dorna d a f ma bun dt partnrul. d a da onsstnta log aun dar ontrbu la formara la ntrra von d a ru.

4.2.3 Abltata

Abltata (sau dprndra) s rfr la ndmnara, prpra, susn, dobndt d rgul d-a lungul tmpulu ntr-o ndltnr oarar. Ngora, a sarna d mun, rlama o bun prgtr n tva domn rt pntru ondura dsfurara proslor spf ar o formaz.[footnoteRef:69] Dntr asta vom amnt: - abltata d bun vnztor. n ast az vorbm d vnzar n snsul l ma larg posbl: d produs sau srv, d d, d punt d vdr t. - abltata d a olta a prlura nforma - abltata d omunar (n spal d a pun ntrbr, asultara atva, przntara) - abltata d a onvng a nfluna - abltata managral (ma als a omponntlor d planfar, organzar ontrol) - abltata d rar a unu lmat optm d luru - abltata d a fa a prm ons - abltata d a trata onfltl [69: bdm]

4.2.4 Attudna

Attudna st un onpt utl pntru a nlg lgtura dntr planul ntm al prplor, onvngrlor sau valorlor ndvdulu planul xtror al omportamntlor. Ngora prljut ntlnra unor prsoan sau grupur ar au attudn l ma adsa dfrt rfrtor la natura problmlor la modul d abordara a lor. D aa nlgra astor aspt ar o dosbt mportant pntru a s asgura susul ngor. onptul nlud tr omponnt:

- omponnta ogntv: Far prsoan onstrut magn dspr lum, formaz onvngr propr, p baza unoatr ralt, valorfnd xprnl propr d va.[footnoteRef:70] Fora astor onvngr st dfrt, d la onvngr slab la onvngr foart putrn. Partnrul poat, d pld, s nu agrz n prnpu olaborara u frm sturopn. [70: bdm]

- omponnta aftv: magnl dspr lum au ntotdauna o nrtur moonal; stual, vnmntl sau prsoanl p ar ndvdul ajung s l unoas nu rmn fr ou n plan aftv.

- omponnta omportamntal: onvngrl sntmntl asoat astora dtrmna o anumt tndna d xtrorzar a prsoan fata d o stua, vnmnt su prsoana (x.: "asult u rspt opnl partnrlor d dsu"). S prsupun l tr omponnt oxsta armonos, rsptnd o log ntroar. D aa o shmbar la nvlul un omponnt st nsot d o shmbar ompnsator a alta sau amblor lorlalt omponnt.

D xmplu, ngoatorul poat parurg urmtoara suta d aomodr n ntrorul attudn fata d partnrul su: "tu st un partnr d nrdr..." onvngr - ",,, dar sunt suprat nu m-a nformat la tmp dspr ntrzra lvrr ultm trans dn ontratul vh." - modfar n plan aftv -"... prn urmar vo tr la a r ntrodura un lauz d pnalzar n noul ontrat ngoat modfar la nvl d omportamnt. n fut d attudna ngoatorulu asta va ava tndna d a urma un stl propru n vdra gstonar ast stua.

4.3 Stlur d ngor

Da dsutm dspr stlul d ngor al unu ngoator trbu s przm asta rprznt o tndn a ngoatorulu d a aona ntr-un anumt fl, a urmar a unotnlor sal a tpulu sau d prsonaltat. u toat asta, un ngoator poat ajugn s folosas un stl dfrt d l ntrbunat d ob. Ngoatorul nu st o manr al ru omportamnt st prdtrmnat.[footnoteRef:71] nlnaa natural st adsa stompat d alulul p ar l fa, dn ar rzult o stratg p ar o apla n ursul tratatvlor. Astfl un ngoator ar prn nlnaa sa natural st ooprant poat s s omport n rgstrul onfltual n ngora ftv, pntru aa onsdr st ma produtv. u aasta przar - ar pun n lumna dfrna dntr stl, a nlna natural stratg, a dz - st totul utl s unoatm tva stlur d ngor. Prntr attudnl frvnt al ngoatorlor, ar dsru n sna dfrt stlur d ngor s numra stlul: [71: Ngotaton: losng Dals, Sttlng Dsputs, and Makng Tam Dsons; Davd S. Hams; Sag Publatons, 2011]

- ooprant, u ant p apropra dntr partnr p onlurar snr pntru onstrua aordulu rpro avantajos;

- ratv - S adauga la ooprar abltata d a soat ngorl dn mpas prn propunr no, atratv pntru ambl pr;

- raonal - Partnr mzaz p manra log d abordar, p polt obtvtat, har n ondl un nrdr rpro lmtat;[footnoteRef:72] [72: bdm]

- pasv - Attudn d ndfrnt a ngoatorulu fata d propunrl argumntl partnrulu. Aast abordar rprznt nsa ma dgrab o stratagm pntru donrtara astua, dt un stl d ngor.

- ostl - Ngoatorul s manfsta prn tndna d a- mpun puntulu d vdr propru, n uda nonsstnt argumntlor, posbl datort supravalur apata profsonal ntltual;

- agrsv - Attudn d for, datorat abordr u ra-rdna a ngor (sau a o manfstar d momnt); - dpndnt - Attudna ngoatorulu d a onlura u un partnr mult ma putrn. Alt dsrr al stlur d ngor, unl dntr l omun u l antroar, uprnd: [footnoteRef:73] [73: bdm]

- ooprant, nluznd att antul pus p apropr d partnr onlurar snr, t p gnrara unor solu ratv.

- onfltual - Ngoatorul prfra abordara nsot d un omportamnt abuzv, nflxbl, rurgnd la amnnr, strgnd ma tar pntru a dovd ar drptat sau pntru a-l dstablza p partnr.

- aftv - Ngoatorul st domnat d snsbltat adsa nflunat d sntmntl mol d momnt, ar st gata s nh o afar da pla partnrul su s rnun la ngor pntru llalt dspla

- dmagog - Ngoator rurg la nstrumnt dn zona nlun (mnuna, dsmular, manpular, dupltat), d rgul, n lpsa unor rsurs sau a unor mjloa ntltual advat.

Raportul ar s raz ntr astfl d tpur d attudn dau o oloratur spf un ngor. Stuaa a ma favorabl st dsgur atun nd ar lo ntlnra ooprant-ooprant, a ondu la o ngor ntgratv, ratoar.[footnoteRef:74] Alt ombna raz un dzhlbru; ngoatorul ooprant va nra ma nt s adu partnrul p ala trn al nlgr ar, da aasta nu st posbl, va shmba l nsu attudna, adoptnd rgstrul lulalt. n stuaa n ar ngoatorul ooprant s onfrunta u un alt ngoator onfltual, asta va nra ntr-o prm faz sa l adu p ngoatorul onfltual n proprul su rgstru, nrnd a o prm abordar o attudn ronlanta. Da aast abordar nu rut, ngoatorul ooprant va abord la rndul lu o attudn onfltual, sau va apta paral aast prm lps d onsns. [74: bdm]

4.4 ultura naonal stlul d ngor

Unul dntr fator ar nflunaz stlul un prsoan d a ngoa st ultura naonal. P baza ast nlgr, putm dfn anumt stur d trstur p ar ngoator dn dfrt zon al Globulu l au. N vom axa a p analza ngoatorlor dn rgun prum uropa, Asa Amra d Nord.

Ngoatorul amran (SUA anada) - onsdra ngora a fnd un pros ompttv onstrutv; - sunt prtno, nprotoolar, manfsta tndn d "galtarsm" ntr f subaltrn, sunt ndvdualt putrn, u o putrn gndr poztv, nu prznt ntrs fa d ulturl strn; - aord mportan mar organzr, puntualt, fn au dz u rapdtat (datort mandatlor last p ar, d rgul, l prms); -s au o marj d pr substanal, aorda o mar atn asptlor fnanar, au tndna s- asum rsur; - argumntara st ntrat p lmnt d fnt, prfra ngora "punt u punt", u apropr trptat d solua d omproms.[footnoteRef:75] [75: ross-ultural Busnss Ngotatons; Donald W. Hndon, Rba Angls Hndon, Paul A. Hrbg; Grnwood Publshng Group; 1996]

Ngoatorul franz - onsdrat ngora a fnd o ompt dura, o dzbatr ampl o utar a unor solu bn fundamntat; - apraz puntualtata, aorda atn fatorulu soal, manfsta umor ron, agraz momntl d dstndr; - n azul marlor ompan, dzl sunt luat ntralzat.

Ngoatorul nglz - st bn nstrut bn prgtt pntru ngor; au shm d ngor prgtt, dn nforma rlvant au har fs d aratrzar a partnrlor; - st poltos, puntual, protoolar; - ngoaz p baz d dat onrt, juda bn dzl luat rspt uvntul.

Ngoatorul grman - s strdut s obn l ma bun ond, dar lsnd partnrul s tg; - st sros, alm, sgur p sn, poltos, mtulos, xat, prsvrnt manfsta mpat fata d partnr; - s n d uvnt, rsptnd l onvnt u xattat.

Ngoatorul talan - apraz tomala, har da par a ralzat o afar bun; - st dshs, tmpramntal, s ntuzasmaz uor, ombna argumntaa log u a moonal, flxbl, dar poat prd rbdara (sub prsuna tmpulu), apraz umorul, gluml protoolul d altat;[footnoteRef:76] - unoat bn domnul d ngor, abordaz subtl drt dshs; n marl ompan dzl sunt luat la nvl ntralzat. [76: bdm]

Ngoatorul hnz - aord o mar atn prulu apta s ngoz doar dup asta a fost szut la un nvl onsdrat ngoabl; - st osptalr, apraz omplmntl, manfsta rnr fata d fm ngoator tnr; -nu s grbt nodat ngorl sunt groa; - hnz utlzaz hp d ngor numroas, u mul spalt ar ntrab prmannt t va; adsa hpa st shmbat, n totaltat sau paral, p parurs.

Ngoatorul japonz - nadraz stratga d ngor un stratg ma larg, agrsv, prvnd paa onurna; - st duat, bn nstrut, ntlgnt ratv, prgtt bn ngora, p baz d multpl nforma unoatra ontxtulu, a partnrlor (fs prsonal al partnrlor); - nu agraz gluml, ronl, protoolul ar aspt d rmonal;[footnoteRef:77] - onsdra ngora r xprn, rbdar, onntrar; asta poat f ambguu atun nd xprm anumt poz, asuma todat ntnonat o attudn pasv, nu pla s joa u rl p fat, gstonaz bn sntmntl ar o gndr bazat p log, n tmp sntmntl sunt prtnnt, ar o argumnta bazat p fapt. D asmna, n adrul ompanlor dn Japona s poat obsrva o lntoar a hotrrlor omparatv u amran uropn, ns da s ajung la punra n prat a ngorlor, aasta s fa ma rapd. [77: bdm]

4.5 aratrstl ngoatorlor dn dvrs tar

4.5.1 Amra d Nord (SUA anada)

n zona Amr d Nord, ngoator d a s raportaz la ngor a la un pros ajut, unul ompttv, ar ofr solu onstrutv. D asmna ata luraz foart mult bazndu-s p ofrt ontraofrt rptat, prfrnd lartata n xprmar, t onfort, fnta, rapdtat nd vn vorba d a bat palma ntr-o ngor. Un lmnt d ngor mportant st ala ata au o aptn tr nlgrl d gnul "gntlmn agrmnt ". Aord o mar atn organzr, puntualt, ns au tndna d a asuma ma mult rsur dt ngoator dn alt r. Nu sunt pra ntrsa d ara d orgn ultura partnrulu, nformal rfrtoar la ast onntrndu-s, n spal, asupra motva oponntulu n lgtur u tranzaa rsptv. La prml ntlnr sunt joval, prtno nprotoolar, u toat protoolul joa un rol mportant pntru (unor organzaz astfl d aun la mar rstaurant, barur, abart d noapt, n sopul "ndatorr" partnrulu).[footnoteRef:78] Manfst aspt d galtat n rlal f - subordonat , d aa, rarhzara st dfl d ralzat n adrul un dlga. Spr dosbr d al partnr, ngoator amran onsdr fatorul fnanar st snal pntru susul n ngor. Sunt prsoan bn ndvdualzat, ar prus ralzrl mportant u mar amb prsonal. Dvza "u sunt u sunt l ma bun " l s potrvt a o mnu. [78: Th Handbook of Ngotaton and ultur; Mhl J. Glfand, Jann M. Brtt; Stanford Unvrsty Prss, 2004]

4.5.2 Amra d Sud Amra Latn

Ngoator dn aast zon prfr ngorl drt, ralzat u oaza unor ntlnr protoolar, nofal n spatl "ortn". Rtmul afarlor st lnt, onpa lor d baza fnd " mn st o z ", ar dzl sunt luat, d rgul, d ondura orporalor. Sunt prsoan ald, prtnoas, osptalr l pla s vorbas d faml, prtn, oraul ara lor, dar nu suport npuntualtata, u toat ntra adsa la ngor. apraz partnr ar manfst ntrs pntru ultur modul lor d va alo o part dn tmp unoatr oponnlor.[footnoteRef:79] La prml ntlnr sunt formal, xagraz u polta rurg la lmnt d ordn moonal, pntru a- onvng partnr. Sunt matr n smular, ompar prmannt ofrta fut u ondl d pr altat, p ar l pot obn dn SUA rvn unor asupra lor onvnt. [79: bdm]

4.5.3 uropa d st ntral

Ngorl u partnr dn uropa d st ntral sunt, d rgul, dfl obostoar, durnd ma mult dt u organza smlar dn vstul urop, luru du la rtra ostulu ngor. Prfr partnr unosu, u ar au avut antror rla d afar, har da ofrtl astora sunt ma pun avantajoas. Partnr dn st s smt onora d sosra spal la ngor a unor ondutor d ompan u notortat. Sunt xtrm d prau la nhra un afar doar, lurnd pntru frm d stat, or roar l poat du prdra slujb. Sunt dosbt d rptv la onsl d pr fut d prsoanl foart mportant apraz gluml bun, ns dsul polt trbu purtat u grj, pntru a nu- jgn. n adrul ngorlor, utlzaz o sr d tat, n vdra obnr a t ma multor avantaj: - datort lps d dvz onvrtbl, nar s- dtrmn p partnr s apt opraun d bartr; - unor, foloss tata ngor u l ma slab ma nxprmntat partnr dn Vst, dup ar vor mpun lorlal ompttor s apt ondl ar au fost dja aptat d rsptvul partnr, - fnd prost plt, au tmp s s tomas la nsfrt prvnd prul alt ond pun astfl partnr n rz d tmp; - s foloss d thna ngor lmntlor thn sparat d l omral, n vdra obnr d ons sparat, ar apo s f rdsutat mprun, soltndu-s no ons;[footnoteRef:80] - utlzaz thna ngor d la nput a prulu fnal pntru a, dup onvnra form astua, s solt falt adonal, motvnd asta sunt ons m; - aut s- obosas partnr prn rvnra asupra unor lauz ontratual dsutat onvnt, prn nvtara oponntulu la o mas opoas sara, urmnd a a doua z s ontnu ngorl sau prn shmbara hp d ngor nd dja aranjamntul d prnpu d nhr a ontratulu st onvnt, pntru a stoar t ma mult ons d la partnrul puzat. [80: Th Handbook of Ngotaton and ultur; Mhl J. Glfand, Jann M. Brtt; Stanford Unvrsty Prss, 2004]

O alt aratrst a ngoatorlor dn rl st-uropn st dnra un rprzntan omral prmannt n aptall rlor u ar au rla d afar sau n rl ma m, a unu onslr sau ataat omral n adrul ambasad.[footnoteRef:81] Sarna major a astora st d a promova omrul dntr ara s ara n ar dsfoar atvtata d a mnn un flux ontnuu d nforma onom ntr dpartamntul d omr xtror rprzntana s omral dn ara partnrulu. [81: bdm]

Rusa.

Ngoator ru au o sr d aratrst, ar rlv tmpramntul lor slav: - nu au nouna tmpulu, avnd tndna s trgnz ngorl; - l lpst prvdra nu au smul organzr; - nu suport s pard trn , d aa, las ntotdauna o port d spar (asmna ngoatorlor orntal); - nu au sprt d dz dn aast auz, u st bn s f prsvrnt s l rp fr s- pltst, u ala argumnt, poza ta la masa ngorlor; - onsdr or ons st o manfstar a slbun, p baza ra prmt s ar ma mult, ns, atun nd smt pot prd afara, trmn prn a da;[footnoteRef:82] - ntrn rla dstan, formal, ar fa dfl asul la ultura lor, ar atun nd ajung s- unot sufnt, nu zt s fa autorta sstmulu lor, dsor sub forma andotlor u gust amar. [82: bdm]

4.5.4 uropa Odntal

Frana

Ngoator franz onsdr ngora o dzbatr ampl, propun s gsas solu bn fundamntat, omparnd-o u o ompt antagonst, fr srupul. Aord mar mportan puntualt n afar aunlor u aratr protoolar, n vdra smplfr fnalzr. D asmna manfst o mar doz d naonalsm apraz gluml bun, unor fnd har sardon. rurg frvnt la rt fa d nsttul ondl n ar muns trs. Ngoator franz sunt al n hp p baza statutulu lor n sotat: las soal, lgtur famlal, vrst.

Angla

Ngoator nglz sunt prgt n mod spal n ol dn o las nalt. s rmar prn polt, puntualtat sunt prsoan protoolar. hpa d ngor nu st shmbat p parurs ntr mmbr xst o advrat omunun sprtual. Ngora s fa p baz d dat onrt, ar nhra ontratulu st ndlung hbzut. ntotdauna s n d uvnt asupra lor onvnt sunt foart bun asulttor.[footnoteRef:83] nglz au o apatat umtoar d a- pstra almul sngl r tu xat nd trbu s glumas pntru a dstnd atmosfra. Sunt foart bn organza, avnd f d aratrzar a partnrlor, bn pus la punt. D asmna, dn nforma la z au shm d ngor prgtt n pralabl, astfl nt nspraa d momnt joa un rol mnor. [83: ross-ultural Busnss Ngotatons; Donald W. Hndon, Rba Angls Hndon, Paul A. Hrbg; Grnwood Publshng Group, 1996]

Grmana

Ngoator grman sunt prsoan alm, sroas, puntual xat n tot ntrprnd. Sgur p advra profsont, s ondu dup dvza "n man, n wort (un om, un uvnt)" d s n d uvnt n or mprjurar. Au o dua alas sunt protoolar, polto mtulo. S strdus s obn l ma bun ond, dar las p partnr s tg. Sunt dosbt d prsvrn n atngra sopulu posd apatata d a s transpun n mntaltata partnrulu.

Suda

Ngoator sudz sunt prsoan r, aratrzat prn modst, puntualtat, fn sroztat. Au o sold prgtr profsonal sunt polto xa n tot a ntrprnd. Au prdla pntru vtara rsurlor, ndund ngorlor un mar grad d sguran.

tala

Ngoator taln sunt bun unostor a p ntrnaonal a frmlor d p pa. Ador s s tomas, har atun nd sunt onvn au ralzat o afar bun. taln au un tmpramnt mrdonal prpondrnt olr, s ntuzasmaz uor, sunt motv s pot supra uor.[footnoteRef:84] Abordaz ngorl drt dshs, u un optmsm ndsmulat. Formulrl vrbal sunt ngrjt , n mult azur, au o oloratur spf, ar omunara ar o mar nrtur moonal, ar ompltaz argumntaa log. Dovds flxbltat dar, sub prsuna tmpulu a altor fator, prd rpd rbdara. n azul lor, dzl n ompanl mar s au la nvl ntralzat. Sunt prsoan osptalr, ar apraz omplmntl, partnr ar unos ultura talan, gluml bun protoolul bn fut, u ms opoas, butur fn, muz bun, fm frumoas. [84: bdm]

Olanda, Blga, Luxmburg

Ngoator dn aast zon sunt dosbt d nst, or prsvrn n atngra sopulu. Sunt prsoan ar rspt uvntul dat, fnd foart snsbl la atn protoolar u valoar smbol. [footnoteRef:85]At ngoator nlud n pr o marj d rs, pntru a s asgura d o vntual nrsptar a lauzlor ontratual sunt xaspran prn nsstna u ar arat ondl ofrt nu sunt orspunztoar omparatv u l pratat d al ompttor. [85: bdm]

4.5.5 Orntul Mjlou Apropat

Arablor l pla xprsvtata, au manfstr moonal s supr uor. Tp pntru sunt atptrl ndlungat, ntrruprl frvnt rspunsurl ambgu: un smplu "da" sau "nu" hvalaz nu odat u opusul sau, n l ma bun az, u "poat". Rlga joa un rol major trbu aordat un rspt dosbt pratlor oburlor musulman, aprndu- p ar l unos ultura l nlg modul d va. D asmna, onoara, poza statutul faml sunt onsdrat foart mportant la arab. Un sfat bun s rfr la vtara xprmr admra pntru un obt aparn unu musulman, doar l s va sm onorat s v-1 ofr. Arab sunt nplut mprsona d rtara n publ a unu mmbru al propr hp, p ar vor sfr prn a-1 smpatza. Ngoator musulman onsdr da nu t tomt, jgnt d aa rvn d mult or la lururl onvnt, fapt du la nrvara obosra partnrlor. Un alt sfat n d osptaltata arablor: da t nvtat la mas, trbu s t frt s dsu dspr soa ftl gazd sau dspr al tal.

4.5.6 Afra

Ngoatorul afran pun mar ant p rlal d prtn nrdr rpro or ntlnr d afar np u o dsu gnral ar, d rgul duraz dstul d mult.[footnoteRef:86] Tmpul pntru afran nu st rgd, sgmntat flxbl, ar grab n onrtzara un afar l raz mprsa vor f nla. nd omun, afran gstulaz mult ar, n anumt tap al ngor gsturl nlous aproap n totaltat vorbra. O mar part dn ngoator au stud n strntat, fnd bun unostor a problmlor omral, ns fa unor afrma nonform u raltata, ar trbu vrfat. Manfst orgolu naonal prtnd s f trata d la gal la gal, ns da pot, proft d stua pntru a nha tranza unlatral avantajoas. Prgtra ngorlor st adsa suprfal, dn lpsa unor adr alfat a nfrastrutur nformaonal nsar, ar dzl s au u grutat, adsa rvnndu-s asupra astora p parursul ngor. Sunt stua n ar, dornd s arat au rla la "nvl nalt", dsut n mod smulat la tlfon u mntr, prmul mnstru, t. n unl r, proprl ntrs nu sunt lar sau unosut n ntrgm, ar nuta vstmntar st ngljat. [86: Ngotatng Aross ulturs; Raymond ohn; US nsttut of Pa Prss, 1997]

4.5.7 Asa

Japona

Ngora un afar u un japonz r mult xprn rbdar, doar asta nu ngoaz nodat u rl p fa st vag sau nlar n dlara, nspunnd advrur drt pntru , dup prra lu, -ar ofnsa partnrul. Ngoatorul japonz ar un nvl nalt d dua ultur, u prnp moral rguroas d aa, st bn s s vt dsul flozof, ar gluml ronl s f utat, p t posbl.[footnoteRef:87] Voabularul gramata, rsptv modul d abordar al japonzlor, varaz n fun d ntrloutorul rua s adrsaz, ar manfstrl d polt sunt u att ma pronunat u t unoatra partnrulu st ma rdus sau dfrna d grad st ma mar. Japonz au sstm d stoar folosr a datlor foart bn pus la punt. pun mar ant p bun unoatr a partnrulu ulg nforma dspr asta n d la prml ntlnr, urmnd a apo s stohz ast "f prsonal" n alulatorul frm, pntru a f utlzat u oaza altor ngor. Ngora st prgtt mnuos, prlurndu-s un mar volum d nforma, ar dzl s au lnt ntralzat. [87: bdm]

Ngoator japonz foloss adsa uvntul "ha", ar poat sugra nlgr, nurajar, dar foart rar "d aord" u problma dsutat. Prntr thnl folost d japonz s numr utlzara unu translator, pntru a tga tmp d gndr adoptara un poz pasv, n mod dlbrat, pntru a partnrul s- puzz toat argumntl. n ontatl u ngoator japonz trbu vtat anumt gstur prum: - btutul prtnt p umr, ar l provoa oroar;- strnsul sau suturatul mn, ata prfrnd o nlnar a apulu a umrlor.[footnoteRef:88] Japonz nu apraz afara un sguran nrdr pra mar, ns pun mar ant p nuta vstmntar, ar trbu s f dnt p przntara rlor d vzt ar, n azul japonzlor, sunt srs p o fa n lmba lor, ar p vrso n nglz. Ngoator japonz au tndna s sufr un omplx d nfrortat n raporturl u rl dzvoltat d suprortat n raport u rl n urs d dzvoltar. sunt dosbt d adaptabl la shmbr, ns ntmpn dfult datort faptulu nu unos foart bn lmba nglz sau alt lmb d rula ntrnaonal. Protoolul la japonz ar aratr d rmon s dsfoar, n gnral, la rstaurant d prstgu; rolul solor n aunl d protool st, prat, nul. [88: bdm]

hna

La hnz, ngora st prput a o form d jo d ah, u toat fna subtltl a