ATPS - Etapas 1 e 2
Autor: ADM Faz Acontecer | Publicado: 2012-04-13T17:59:00-07:00

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ADMINISTRAÇÃO
– 1º A

TÉCNICAS
DE NEGOCIAÇÃO

ATPS -
ETAPAS 1 e 2

PROF.º
FÁBIO JOLY 















&nbsp;Débora
Gattaz&nbsp; RA: 3721662115

&nbsp;Denise Silva Mattos Santos&nbsp; RA: 3700596552

Diego
Marques Santos&nbsp; RA: 4237825935

Israel
de Oliveira Martins Junior&nbsp; RA:
3776762177

Juliana
Ribeiro da Costa Scarlate RA: 4240828983

Priscila
Fernanda Machado&nbsp; RA: 3767737034

Thiene
Rocha Burraldon&nbsp; RA: 3770753162



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CONCEITOS DE NEGOCIAÇÃO

"Negociação é
um processo em que duas ou mais partes, com interesses comuns e antagônicos, se
reúnem para confrontar e discutir propostas explícitas com o objetivo de
alcançar um acordo." (Carvalhal,
2011)

"Negociação
implica caracteristicamente uma troca de dar e receber entre negociador e o
oponente, que tentam chegar a uma conclusão agradável ou aceitável no ajuste de
um problema ou disputa”. (Sparks, 1992)

"Negociação é
um processo de interação potencialmente oportunista, pelo qual duas ou mais
partes, com algum conflito aparente, buscam fazer o melhor (acordo) através de
ações decididas conjuntamente ao invés do que poderia ser feito por outras
maneiras". (Lax e Sebenius, 1986)





DEFINIÇÃO
DE NEGOCIAÇÃO PARA O GRUPO

“Negociação é um
processo de comunicação bilateral, onde há uma troca de interesses e ideias,
buscando a satisfação de ambos os lados, sendo necessário que a comunicação
seja adequada ao nível dos indíviuos que desejamos atingir, afim de alcançar
relações duradouras.”

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NEGOCIAÇÃO
GANHA-GANHA

É aquela em que
ambas as partes coseguem chegar à &nbsp;um
resultado positivo, onde as duas partes saem satisfeitas, atingindo seu
objetivo e suas expectativas.





NEGOCIAÇÃO
PERDE-PERDE

É aquela onde não
há um acordo, as duas partes não cedem às exigencias uma das outras, havendo
possiveis conflitos levando a um desacordo, ou seja, as duas partes perdem.





PROCESSO
DE NEGOCIAÇÃO

Entradas(imputs): são as influencias que ocorrem numa negociação como:
diferenças individuais; valores pessoais; interesses comuns; barganha;
flexibilidade; entre outos.

Processo: é
o processo em que a negociação ocorre.

Saídas(outputs): é o resultado da negociação em si, que pode ser positivo
ou egativo.

Emissor: é
aquele que codifica a mensagem e a transmite pelo canal mais adequada aos
indiviuos que deseja passar a informação.

Receptor: é
aquele que decodifica a mensagem, é responsável pela interpretação da melhor
forma possível da mesma.

Feedback: é
o retorno da mensagem transmitida, a resposta.

Ruídos:
são as interferencias que ocorrem durante a negociação.

Para obtermos um
comunicação eficaz na hora da negociação é extremamente necessário que haja a
escolha adequada do canal que a informação será transmitida, uma elaboração
eficaz do conteúdo da mensagem, identificar e reduzir ao máximo os possíveis
ruídos e o feedback que é a resposta dos indivíduos ao conteúdo da mensagem.

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É necessário também
que para uma boa elaboração da mensagem que desejamos transmitir se utilize o
processo conhecido como AIDA, que é:

A- Atrair a ATENÇÃO;

I-&nbsp; Obter o
INTERESSE;

D- Provocar o DESEJO na outra parte;

A- Estimular a AÇÃO.

Outro ponto
importantíssimo durante o processo de negociação é a ÉTICA, pois se visamos um relacionamento duradouro tanto com
clientes quanto com parceiros e fornecedores é necessário agirmos com ética e
responsabilidade.



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AS
VARIÁVEIS DA NEGOCIAÇÃO

São divididas em três partes: Poder, Tempo e Informação.





PODER

Podemos definir o
conceito de poder, como a capacidade de influenciar a outra parte. Dentro
disso, temos inúmeros elementos. Como por exemplo: a moralidade, atitudes,
persistências e a capacidade persuasiva. Esses estão diretamente ligados com a
conduta ética, a moralidade e a postura do indivíduo. No seu modo de agir,
falar e se comportar diante da negociação. Esses podem ser chamados de poderes
inatos, ou seja que já nascem com o indivíduo.

Existe também
aquele poder em que só é utilizado em algumas negociações. Permitindo uma
análise sistêmica. São eles: o poder do especialista, de investimento, da
legitimidade, dos riscos, compromissos, identificação e recompensa. Esses já
estão relacionados ao conhecimento técnico, investimentos de dinheiro e tempo. A
capacidade de correr riscos, de ter comprometimento com aquela tarefa que lhe
foi dada.&nbsp; Como já citado acima. Nem
sempre esse poder é utilizado nas negociações.

Não podemos deixar
de citar o Poder negativo, que ocorre quando um indivíduo ou mais, acabam abusando
do seu poder de autoridade. Fazendo com que a outra parte se sinta obrigada a
agir da maneira que lhe foi determinada. O poder negativo pode ocorrer de
inúmeras maneiras, incluindo até o uso de armas. 

&nbsp;&nbsp;



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<![endif]-->TEMPO

É considerado o
período em que a negociação ocorre. É importante ressaltarmos o quanto o tempo
é determinante em uma negociação. Por isso é fundamental possuirmos um
cronograma e segui-lo de forma correta, assim poderemos evitar situações
desagradáveis. Lembrando também que não é preciso nos precipitarmos, pois em
algumas negociações só se consegue fechar o negócio no último instante do prazo
determinado. Devemos ter o tempo como favorecido, ou seja, sabemos que a outra
parte assim como nós, possui o seu prazo. Por isso devemos manter a
tranquilidade não deixando transparecer o stress e o medo de sair perdendo. O
tempo é um quesito muito importante dentro de uma negociação é preciso estar
atento a ele.

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<![endif]-->&nbsp;



INFORMAÇÃO

Não menos
importante que o poder e o tempo, a informação é também essencial dentro de uma
negociação.

Através de análises
e estudo de caso podemos obter a informação, procurando ter o domínio sobre o
negócio em questão, é fundamental que se tenha um conhecimento profundo do
processo como um todo. 

Temos que buscá-la
e saber absorver todos os dados adquiridos, os transformando em uma informação
concreta. 

Através da
informação é possível sabermos quais técnicas poderemos utilizar e quais
comportamentos devemos evitar. O que nos dará vantagem e o que não trará
benefício algum. A troca de informações é fundamental entre os negociantes,
pois será através dela que podem ocorrer mudanças em um contrato, alterações de
valores e finalmente chegar em um acordo.
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CONSIDERAÇÕES
FINAIS

Negociação consiste num processo de comunicação bilateral, onde o foco é
obter um bom resultado, para que ambas as partes saiam totalmente satisfeitas,
é necessário que se chegue em um concenso. Havendo um acordo justo, todos saem
ganhando.&nbsp; Criando também laços para uma relação
duradoura, gerando assim, mais lucro para as duas ou mais partes.

Para se obter uma negociação de sucesso é necessário agirmos eticamente e que
o emissor tome alguns cuidados na hora de transmitir a sua mensagem, agindo
dessa forma o receptor entenderá de uma maneira clara e objetiva. Outro fator
que também deve ser citado é ter uma boa postura diante do negociante, os
detalhes acabam tendo um peso muito importante na hora da decisão de fechar ou
não o negócio. Em relação aos elementos de Poder, Tempo e Informação, o que
percebemos é que estão interligados, não é possível realizarmos uma negociação
sem um desses fatores. Todos com sua grande importância, acabam fazendo toda a
diferença na hora de fechar um negócio.








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   UnhideWhenUsed="false" Name="Colorful Shading Accent 4"/>
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   UnhideWhenUsed="false" Name="Colorful List Accent 4"/>
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   UnhideWhenUsed="false" Name="Medium List 1 Accent 5"/>
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   UnhideWhenUsed="false" Name="Medium List 2 Accent 5"/>
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   UnhideWhenUsed="false" Name="Medium Grid 3 Accent 5"/>
  <w:LsdException Locked="false" Priority="70" SemiHidden="false"
   UnhideWhenUsed="false" Name="Dark List Accent 5"/>
  <w:LsdException Locked="false" Priority="71" SemiHidden="false"
   UnhideWhenUsed="false" Name="Colorful Shading Accent 5"/>
  <w:LsdException Locked="false" Priority="72" SemiHidden="false"
   UnhideWhenUsed="false" Name="Colorful List Accent 5"/>
  <w:LsdException Locked="false" Priority="73" SemiHidden="false"
   UnhideWhenUsed="false" Name="Colorful Grid Accent 5"/>
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   UnhideWhenUsed="false" Name="Light Shading Accent 6"/>
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   UnhideWhenUsed="false" Name="Light List Accent 6"/>
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   UnhideWhenUsed="false" Name="Light Grid Accent 6"/>
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   UnhideWhenUsed="false" Name="Medium Shading 1 Accent 6"/>
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   UnhideWhenUsed="false" Name="Medium Shading 2 Accent 6"/>
  <w:LsdException Locked="false" Priority="65" SemiHidden="false"
   UnhideWhenUsed="false" Name="Medium List 1 Accent 6"/>
  <w:LsdException Locked="false" Priority="66" SemiHidden="false"
   UnhideWhenUsed="false" Name="Medium List 2 Accent 6"/>
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   UnhideWhenUsed="false" Name="Medium Grid 1 Accent 6"/>
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   UnhideWhenUsed="false" Name="Medium Grid 2 Accent 6"/>
  <w:LsdException Locked="false" Priority="69" SemiHidden="false"
   UnhideWhenUsed="false" Name="Medium Grid 3 Accent 6"/>
  <w:LsdException Locked="false" Priority="70" SemiHidden="false"
   UnhideWhenUsed="false" Name="Dark List Accent 6"/>
  <w:LsdException Locked="false" Priority="71" SemiHidden="false"
   UnhideWhenUsed="false" Name="Colorful Shading Accent 6"/>
  <w:LsdException Locked="false" Priority="72" SemiHidden="false"
   UnhideWhenUsed="false" Name="Colorful List Accent 6"/>
  <w:LsdException Locked="false" Priority="73" SemiHidden="false"
   UnhideWhenUsed="false" Name="Colorful Grid Accent 6"/>
  <w:LsdException Locked="false" Priority="19" SemiHidden="false"
   UnhideWhenUsed="false" QFormat="true" Name="Subtle Emphasis"/>
  <w:LsdException Locked="false" Priority="21" SemiHidden="false"
   UnhideWhenUsed="false" QFormat="true" Name="Intense Emphasis"/>
  <w:LsdException Locked="false" Priority="31" SemiHidden="false"
   UnhideWhenUsed="false" QFormat="true" Name="Subtle Reference"/>
  <w:LsdException Locked="false" Priority="32" SemiHidden="false"
   UnhideWhenUsed="false" QFormat="true" Name="Intense Reference"/>
  <w:LsdException Locked="false" Priority="33" SemiHidden="false"
   UnhideWhenUsed="false" QFormat="true" Name="Book Title"/>
  
  
 
<![endif]--><!--[if gte mso 10]>

 /* Style Definitions */
 table.MsoNormalTable
 {mso-style-name:"Tabela normal";
 mso-tstyle-rowband-size:0;
 mso-tstyle-colband-size:0;
 mso-style-noshow:yes;
 mso-style-priority:99;
 mso-style-qformat:yes;
 mso-style-parent:"";
 mso-padding-alt:0cm 5.4pt 0cm 5.4pt;
 mso-para-margin-top:0cm;
 mso-para-margin-right:0cm;
 mso-para-margin-bottom:10.0pt;
 mso-para-margin-left:0cm;
 line-height:115%;
 mso-pagination:widow-orphan;
 font-size:11.0pt;
 font-family:"Calibri","sans-serif";
 mso-ascii-font-family:Calibri;
 mso-ascii-theme-font:minor-latin;
 mso-hansi-font-family:Calibri;
 mso-hansi-theme-font:minor-latin;}

<![endif]-->