Autor: O Jeito É ... | Publicado: 2012-04-13T18:58:00-03:00

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&nbsp;

ATPS

Técnicas de Negociação



Profº. Fábio José Joly Neto



SALA 01

Ana Cláudia Pedrozo &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; RA: 4236825200

Cássia Helena Móra  &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; RA:
3829712531

Fábio Luz Muchon &nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; RA:
4211797123

&nbsp;Jéssica Pereira
Pedroso &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; RA: 3773747641

Juliane Leonel
Fonseca &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; RA: 4251826148

Miriam Thomasi
Lamarca &nbsp;&nbsp;&nbsp; RA: 3715637723

Rafael Felipe Herdy
Gomes&nbsp; RA: 4608901550

Rafaela Soares de
Castro &nbsp;&nbsp;&nbsp; RA: 4418893514

Weslley Ap. Fontes
Ribeiro&nbsp; &nbsp;RA: 4204649421





SOROCABA

2012







Introdução

&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Em diversos momentos e
situações de nosso cotidiano, passamos por negociações. Seja sobre quem ficará
com determinada tarefa de casa ou mesmo durante uma compra qualquer, estamos
negociando.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; A negociação é um processo
onde duas partes, com interesses em comum buscam um acordo onde o resultado
seja positivo para ambas e também duradouro. (Ganha-Ganha)



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Existem diferentes
conceitos de negociação, dentre eles, podemos citar dois grandes autores que definiram
de forma clara o processo de Negociação:



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; “Negociação
é um processo de comunicação bilateral, com o objetivo de se chegar a uma
decisão conjunta” (Fisher e Ury – 1985)



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; “Negociação é
um conceito em contínua formação, que está amplamente relacionado à satisfação
de ambos os lados” (Scare e Martinelli – 2001)&nbsp;&nbsp;



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Em debate sobre o conceito
de negociação, nosso grupo pôde defini-la, em um consenso, como:



“Negociação é um
processo bilateral, onde indivíduos com interesses semelhantes, ou até mesmo
distintos, buscam eliminar diferenças rumo a um acordo benéfico para ambos,
visando também uma relação duradoura.” (Grupo Geração Y – 2012)



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; No processo de
negociação, são utilizadas diversas técnicas que possibilitam alcançar de forma
eficiente seu objetivo, podendo citar os Inputs, Outputs e a escolha na maneira
de comunicação.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Existem também três
variáveis determinantes no resultado na negociação, sendo: Poder, Tempo e
Informação. Conceituadas abaixo:





Poder



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; A compreensão de poder
nas relações sociais sempre se revelou um fértil campo de estudo, servindo como
objeto de trabalho para filosofia, sociologia, história, política e direito,
fato este que impossibilitou a formação de um conceito único sobre o que é
Poder.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ao analisar a
diversidade dos conceitos, observa-se que as teorias sobre o que é poder estão
diretamente relacionadas ao que cada um acredita. Tradicionalmente, o poder é
compreendido como algo que é exercido por um agente capaz de impor sua vontade
a outro, independentemente da sua anuência. Essa noção tradicional está
necessariamente ligada à idéia de liberdade, ou melhor, de restrição da
liberdade individual pela dominação de um indivíduo por outro.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Max Weber (1991, p.33)
apresenta um clássico conceito de poder ao asseverar que:&nbsp;



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; “Poder
significa toda probabilidade de impor a vontade numa relação social, mesmo
contra resistências, seja qual for o fundamento dessa probabilidade.”



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ou melhor, é a probabilidade
de que uma ordem com um determinado conteúdo específico seja seguida por um
dado grupo de pessoas.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Hoje em dia, este
conceito ultrapassado e negativo de poder está sendo deixado de lado, dando espaço
para um Poder neutro, onde este agente capaz de impor sua vontade a outro,
pondera entre os limites da razoabilidade. Podendo este, conseguir aquilo que
deseja, baseando-se em informações sólidas, correndo riscos calculados e
testando novas suposições, sem provocar danos ao outro.









Tempo



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; A definição do tempo ainda é um mistério,
especialistas da física acreditam que esse fenômeno é uma grandeza importante.
Sendo assim, é visto em relação movimento e espaço. Para outros é apenas um
evento psicológico, uma sensação
derivada da transição de um movimento.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; A noção em&nbsp;senso comum&nbsp;de&nbsp;tempo&nbsp;é inerente ao&nbsp;ser humano, visto que todos é, em princípio, capazes de reconhecer e ordenar a ocorrência dos&nbsp;eventos&nbsp;percebidos
pelos nossos&nbsp;sentidos.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Já pensou que o modo como aplica o seu tempo,
é um dos segredos para o crescimento dos seus negócios? Já pensou como gasta o
seu tempo, e como pode usar de forma mais bem sucedida?&nbsp;



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; O tempo é considerado um aliado nos negócios,
pois planejar e colocar em prática são essenciais. Para finalizar com sucesso,
a mente deve estar concentrada no objetivo proposto, programar todos os passos
a seguir, assim realizará a meta em menos tempo e com eficiência.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; O ato de agir sem pensar faz parte do ser
humano, seja em questão pessoal, social e profissional. Como conseqüência dessa
ação, o tempo torna-se um inimigo de cada individuo.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Segundo Abílio Diniz - presidente do conselho de administração do Grupo Pão de
Açúcar declarou em entrevista: “Não deixe o tempo trabalhar contra nós,
não seja escravo dele, não seja levado por ele. Programe até seus planos para o
ano seguinte, não se iluda. Não cabe 12 em uma caixa de 6, tenha disciplina”&nbsp;




&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; “Os dias talvez sejam iguais para um relógio,
mas não para
um homem.” (Marcel Proust).



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; "Uma ilusão. A distinção entre passado, presente e futuro não
passa de uma firme e persistente ilusão." (Albert Einstein)





Informação



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; A
informação é um conjunto organizado de dados, que constitui uma mensagem sobre um determinado fenômeno ou
evento. A informação permite resolver problemas e tomar decisões, tendo em
conta que o seu uso racional é a base do conhecimento.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Outra perspectiva indica-nos que a informação
é um fenômeno que confere significado ou sentido às coisas, já que através de
códigos e de conjuntos de dados, forma os modelos do pensamento humano.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Existem diversas espécies que comunicam entre
si através da transmissão de informação para a sua sobrevivência; a diferença
para os seres humanos reside na capacidade de criar códigos e símbolos com significados
complexos, que transformam a linguagem comum no convívio em sociedade.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Os dados são captados através dos sentidos e,
uma vez integrados, acabam por gerar a informação necessária para produzir o conhecimento. Considera-se que a sabedoria
é a capacidade para julgar corretamente quando, como, onde e com que objetivo
se aplica o conhecimento adquirido.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Os
especialistas afirmam que existe uma relação indissolúvel entre a informação,
os dados, o conhecimento, o pensamento e a linguagem.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ao
longo da história, a forma de armazenamento e, o acesso à informação foi
variando. Na Idade Média, o principal patrimônio encontrava-se nas bibliotecas
dos mosteiros. A partir da Idade Moderna, graças ao nascimento da imprensa, os
livros começaram a ser fabricados em série e surgiram os jornais.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Já
no século XX, apareceram os meios de comunicação de massa (televisão, rádio)
bem como as ferramentas digitais resultantes do desenvolvimento da Internet.





Considerações Finais



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Levando-se
em conta que precisamos estar totalmente preparados para o sucesso de uma
negociação, é de suma importância que detenhamos estas três variáveis.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Em uma negociação, com o Poder, teremos a
chave para mostrar, insinuar e persuadir a outra parte a tomar uma decisão
favorável a você, decisão esta que talvez não fosse tomada sem a sua
influência.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Os poderes são divididos em dois grupos –
pessoais e circunstanciais – e podem ser classificados em diversos tipos, como
exemplo: Poder de Investimento; Poder da Legitimidade; Poder de Barganha; Poder
da Capacidade Persuasiva, dentre outros.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Cada tipo de poder é aplicado de acordo com a
negociação e são de extrema importância no desfecho da mesma.



&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Quando falamos em tempo podemos observar que
o tempo mal utilizado em uma negociação é extremamente prejudicial para seu
desfecho. É necessário que seja realizado um planejamento do tempo para que a
negociação não se torne maçante ou até mesmo desinteressante e, assim, fuja de
seu objetivo.

&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Considerando a Informação, temos uma variável
importantíssima, levando-se em conta que sem informação, não temos capacidade
de transmitir ao próximo aquilo que queremos ou precisamos.

&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; É uma
arma extremamente importante, pois, aquele que obtém mais
informação, com certeza obterá maior êxito em sua empreitada. Tendo mais
informação, a pessoa dispõe de maior número de argumentos e consegue persuadir
melhor a outra parte.







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Bibliografia



 

  
  
Livro

  
  
Martinelli,
  D. Pinheiro e Ghisi, F. Angeli. PLT 202 – Técnicas de Negociação.

Em: Abril de 2012

 

  
  
Livro

  
  
[1]
  Serra, J.
  Paulo. Manual de Teoria da Comunicação. Covilhã:&nbsp;Livros Labcom,
  2007.&nbsp;203 p. p.&nbsp;93-101.

 

  
  
Homepage

  
  
Conjur
  - Disponível em &lt;http://www.conjur.com.br/2009-jun-26/conceito-poder-concepcao-relacoes-trabalho&gt;
  

Acesso
  em: Abril de 2012

 

  
  
Homepage

  
  
Conceitos
  de – Disponível em &lt;http://conceito.de/informacao&gt;

Acesso
  em: Abril de 2012

 

  
  
Homepage

  
  
Blog Via de Sucesso – Disponível em
  &lt;

http://viadesucesso.blogspot.com.br/2011/07/o-tempo-do-empresario-e-os-negocios.html&nbsp;&gt;

Acesso
  em: Abril de 2012

 

  
  
Homepage

  
  
Época Negócios – Disponível em 

&lt;http://epocanegocios.globo.com/Inspiracao/Carreira/noticia/2012/03/como-aproveitar-bem-o-tempo.html&gt;

Acessada
  em: Abril de 2012