{"id":3753,"date":"2023-10-06T11:00:29","date_gmt":"2023-10-06T09:00:29","guid":{"rendered":"https:\/\/www.negoziazione.academy\/4-agreement\/"},"modified":"2025-04-10T17:16:27","modified_gmt":"2025-04-10T15:16:27","slug":"4-agreement","status":"publish","type":"page","link":"https:\/\/www.negoziazione.academy\/en\/masterclass\/4-agreement\/","title":{"rendered":"4 &#8211; Agreement"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"3753\" class=\"elementor elementor-3753 elementor-1659\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e9188a6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e9188a6\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div 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d=\"M172.7,106.2c-1.3,0-2.6-0.6-3.9-1.9c-9.3-9.2-16.4-16.2-22.9-23c-1.7-1.8-2.5-3.8-2-5.6c0.4-1.6,1.7-2.8,3.6-3.5 c0.6-0.2,1.2-0.3,1.7-0.3c0.9,0,2.2,0.2,4.2,2.2c1.8,1.8,3.6,3.6,5.4,5.4c3.3,3.2,6.7,6.6,9.9,10c1,1.1,2.4,2.3,4.4,2.3 c1.9,0,3.4-1.2,4.4-2.3c13.1-13.3,26.5-26.6,39.1-39.2c1.5-1.5,3.2-2.3,4.7-2.3c1.3,0,2.5,0.6,3.5,1.8c0.6,0.7,1,1.4,1.1,2.2 l0.1,1.2c0.1,1.6-0.5,2.8-1.9,4.2c-6.5,6.5-13.1,13.1-19.6,19.6c-9,9-18,18-27,26.9C176.2,104.9,174.6,106.2,172.7,106.2z\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-d531fa6\" data-id=\"d531fa6\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b2648e3 elementor-widget elementor-widget-text-editor\" data-id=\"b2648e3\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Not all negotiations lead to the result expected by the parties: an agreement.<br>Negotiation is an obstacle course, so don&#8217;t get discouraged, but remain determined to reach that fateful handshake, even if you feel that things are not going in the desired direction.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-a2f605a elementor-widget elementor-widget-spacer\" data-id=\"a2f605a\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-051b049 elementor-reverse-mobile elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"051b049\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-de1766c\" data-id=\"de1766c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a79d4f7 elementor-widget elementor-widget-text-editor\" data-id=\"a79d4f7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Excerpts from <em>Black Moves First<\/em><\/strong><\/p><p>There is a lot of science and a lot of art in closing a deal, just as there is in preparing, initiating and conducting it.<br>To get to this point in the negotiation is to have mastered even complex situations, because many negotiations reach an impasse, where discussions go on and on without reaching a conclusion.<br>In the closing phase, outcomes, relationships, and the commitments resulting from the agreement are intertwined.<br>It is important and critical to take the time necessary to verify that no interests have been neglected, even if sometimes there is no time because it is simply over.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d07df10 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"d07df10\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4b30b35 elementor-widget elementor-widget-text-editor\" data-id=\"4b30b35\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Remember that negotiation can be addictive, and in every important negotiation you get so involved that you don&#8217;t want to leave the table because it becomes a challenge.<br>This attitude leads to a decrease in your negotiating power. In this context, it becomes important to listen to your emotions to understand what we would feel, apart from the inevitable remorse, if we decided to leave the table.<br>I always ask myself what an outside observer, not emotionally involved in the negotiation, would do; I try to answer honestly and behave with the same detachment and coldness.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-db8ae0e elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"db8ae0e\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bea741e elementor-widget elementor-widget-text-editor\" data-id=\"bea741e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Personally, I have brought home a lot more than once, but I have avoided overdoing it because I was always thinking about what would happen afterwards.<br>The best agreement is one in which no one commits himself or others to do more than they can do, such as repaying a loan they can&#8217;t afford, producing and delivering more than they can produce, or buying when they don&#8217;t need to.<br>Always consider the closing of a good deal as the beginning of a good working relationship, and never stop working with your negotiating partner until the deal is fully implemented.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7a783b6 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"7a783b6\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-758c830 elementor-widget elementor-widget-text-editor\" data-id=\"758c830\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Think you&#8217;ve worked so hard to reach an agreement and then decide to start a new negotiation?<br>It seems like a crazy idea, doesn&#8217;t it? Actually, no, it&#8217;s not.<br>In a well-run negotiation, there are several stages where value is created through partial outcomes that are then combined into a broader, more comprehensive agreement. In the end, if there is an opportunity to improve overall efficiency and the agreement reached, maybe the idea is not so crazy after all.<br>How many times have you walked away from a negotiation and said: &#8220;If only I had&#8230;&#8221;, only to realize that some value was left on the table, and that if there had been a chance to negotiate further, you might have been able to negotiate a better agreement, different from the one already reached?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-78151d5\" data-id=\"78151d5\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-01f632a elementor-grid-1 elementor-grid-tablet-1 elementor-grid-mobile-1 elementor-widget elementor-widget-loop-grid\" data-id=\"01f632a\" 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data-elementor-id=\"3846\" class=\"elementor elementor-3846 elementor-1620 e-loop-item e-loop-item-3937 post-3937 post type-post status-publish format-standard has-post-thumbnail hentry category-comunication category-fundamentals category-techniques categoria-immagini-tecniche\" data-elementor-post-type=\"elementor_library\" data-custom-edit-handle=\"1\">\n\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-40ea32c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"40ea32c\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e1f3112\" data-id=\"e1f3112\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-19e0589 elementor-widget elementor-widget-heading\" data-id=\"19e0589\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Media and Blog<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7b4ebfa elementor-widget elementor-widget-heading\" data-id=\"7b4ebfa\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/www.negoziazione.academy\/articoli\/\">Video<\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6f9bcc1 elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"6f9bcc1\" data-element_type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"#\">\n\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"far fa-play-circle\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Video n.1<\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"#\">\n\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"far fa-play-circle\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Video n. 2<\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"#\">\n\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"far fa-play-circle\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Video n. 3<\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4b25a4b elementor-widget elementor-widget-heading\" data-id=\"4b25a4b\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/www.negoziazione.academy\/articoli\/\">Articles<\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9bd3b37 elementor-grid-1 elementor-grid-tablet-1 elementor-posts--thumbnail-none colonna_articoli elementor-grid-mobile-1 elementor-widget elementor-widget-posts\" data-id=\"9bd3b37\" data-element_type=\"widget\" data-settings=\"{&quot;classic_columns&quot;:&quot;1&quot;,&quot;classic_columns_tablet&quot;:&quot;1&quot;,&quot;classic_row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:6,&quot;sizes&quot;:[]},&quot;classic_columns_mobile&quot;:&quot;1&quot;,&quot;classic_row_gap_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;classic_row_gap_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"posts.classic\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-posts-container elementor-posts elementor-posts--skin-classic elementor-grid\">\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-3937 post type-post status-publish format-standard has-post-thumbnail hentry category-comunication category-fundamentals category-techniques categoria-immagini-tecniche\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/www.negoziazione.academy\/en\/prices-and-discounts-2\/\" >\n\t\t\t\tMediation and negotiation: two different tools for the same purpose\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-3812 post type-post status-publish format-standard has-post-thumbnail hentry category-comunication category-fundamentals category-techniques categoria-immagini-tecniche\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/www.negoziazione.academy\/en\/prices-and-discounts\/\" >\n\t\t\t\tPRICES AND DISCOUNTS\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-3808 post type-post status-publish format-standard hentry category-psychology category-relation\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/www.negoziazione.academy\/en\/the-role-of-intuitions\/\" >\n\t\t\t\tTHE ROLE OF INTUITIONS\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-3806 post type-post status-publish format-standard hentry category-comunication category-psychology category-techniques\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/www.negoziazione.academy\/en\/effective-communication\/\" >\n\t\t\t\tEFFECTIVE COMMUNICATION\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-3810 post type-post status-publish format-standard hentry category-comunication tag-top-en\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/www.negoziazione.academy\/en\/black-moves-first-science-and-art-for-successful-negotiation\/\" >\n\t\t\t\tBLACK MOVES FIRST &#8211; SCIENCE AND ART FOR SUCCESSFUL NEGOTIATION\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-8618cb2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8618cb2\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-ed35d56\" data-id=\"ed35d56\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6c720c0 elementor-widget elementor-widget-spacer\" data-id=\"6c720c0\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>4 Not all negotiations lead to the result expected by the parties: an agreement.Negotiation is an obstacle course, so don&#8217;t get discouraged, but remain determined<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":3769,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"footnotes":""},"class_list":["post-3753","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>4 - Agreement - Negoziazione Academy<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.negoziazione.academy\/en\/masterclass\/4-agreement\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"4 - Agreement - Negoziazione Academy\" \/>\n<meta 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