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ke0 ceea\f1\fs22\cf0\b0\i0\ul0\strike0 ce\par\pard\plain\sl-321\par\pard\plain
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hsxn15840\pard\plain\sl-200\par\pard\plain\sl-200\par\pard\plain\sl-264\par\pard
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\ul0\strike0 \u206?N\f0\fs22\cf0\b0\i0\ul0\strike0 ARTA\f0\fs22\cf0\b0\i0\ul0\
strike0 NEGOCIERII\par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 _
________________________________________________________________________________
_\par\pard\plain\li1465\sl-260\f1\fs22\cf0\b0\i0\ul0\strike0 este,\f1\fs22\cf0\b
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/sau\f1\fs22\cf0\b0\i0\ul0\strike0 explicite\f1\fs22\cf0\b0\i0\ul0\strike0 av\
u226?nd\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 menirea\f1\fs
22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\
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lain\li2143\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 Negocierea\f1\fs22\cf0\b0\i0\ul
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renun\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 \u226?
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1\fs22\cf0\b0\i0\ul0\strike0 c\u226?teva\f1\fs22\cf0\b0\i0\ul0\strike0 element
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de\f1\fs22\cf0\b0\i0\ul0\strike0 compromis,\f1\fs22\cf0\b0\i0\ul0\strike0 fon
dat\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 pe\f1\fs
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trike0 consens.\par\pard\plain\li2143\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 Porn
ind\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 la\f1\fs22\
cf0\b0\i0\ul0\strike0 aceste\f1\fs22\cf0\b0\i0\ul0\strike0 defini\f1\fs22\cf0\

b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ii\f1\fs22\cf0\b0\i0\ul0\

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oarele\f1\fs22\cf0\b0\i0\ul0\strike0 caracteristici\f1\fs22\cf0\b0\i0\ul0\strik
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2\f2\fs22\cf0\b0\i0\ul0\strike0 \u61692?\f1\fs22\cf0\b0\i0\ul0\strike0 Reprezin
t\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 un\f1\fs22
\cf0\b0\i0\ul0\strike0 ansamblu\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b
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noscute\f1\fs22\cf0\b0\i0\ul0\strike0 interesele.\par\pard\plain\li1465\sl-312\
f2\fs22\cf0\b0\i0\ul0\strike0 \u61692?\f1\fs22\cf0\b0\i0\ul0\strike0 Reprezint\
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f0\b0\i0\ul0\strike0 dialog\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ntre\f1\fs22\c
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in\li1465\sl-310\f2\fs22\cf0\b0\i0\ul0\strike0 \u61692?\f1\fs22\cf0\b0\i0\ul0\st
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ke0 discu\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ii
lor\f1\fs22\cf0\b0\i0\ul0\strike0 purtate\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?
ntre\f1\fs22\cf0\b0\i0\ul0\strike0 doi\f1\fs22\cf0\b0\i0\ul0\strike0 sau\f1\fs
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ke0 leg\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 tur\
f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 cu\f1\fs22\c
f0\b0\i0\ul0\strike0 un\f1\fs22\cf0\b0\i0\ul0\strike0 deziderat\par\pard\plain
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ke0 comun,\f1\fs22\cf0\b0\i0\ul0\strike0 cum\f1\fs22\cf0\b0\i0\ul0\strike0 ar
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22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iile\f1\fs22\cf0\b
0\i0\ul0\strike0 comerciale,\f1\fs22\cf0\b0\i0\ul0\strike0 cooperarea\f1\fs22\
cf0\b0\i0\ul0\strike0 economic\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0
\b0\i0\ul0\strike0 ,\f1\fs22\cf0\b0\i0\ul0\strike0 acordarea\f1\fs22\cf0\b0\i0\
ul0\strike0 reciproc\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0
\strike0 de\par\pard\plain\li1804\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 facilit\
f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs
22\cf0\b0\i0\ul0\strike0 fiscale\f1\fs22\cf0\b0\i0\ul0\strike0 sau\f1\fs22\cf0

\b0\i0\ul0\strike0 comerciale,\f1\fs22\cf0\b0\i0\ul0\strike0 aderarea\f1\fs22\

cf0\b0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 diferite\f1\fs22\cf0\b0
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5\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 _________________________________________
_________________________________________\par\pard\plain\li1465\sl-260\f1\fs22\c
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I\par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 ___________________
_______________________________________________________________\par\pard\plain\l
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IERII\par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 _______________
___________________________________________________________________\par\pard\pla
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CIERII\par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 ______________
____________________________________________________________________\par\pard\pl
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tirii\f1\fs22\cf0\b0\i0\ul0\strike0 profesionale,\f1\fs22\cf0\b0\i0\ul0\strike0
personalitatea\f1\fs22\cf0\b0\i0\ul0\strike0 unui\f1\fs22\cf0\b0\i0\ul0\strik
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b0\i0\ul0\strike0 ______________________________________________________________
____________________\par\pard\plain\li1465\sl-260\f2\fs22\cf0\b0\i0\ul0\strike0
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________________________________\par\pard\plain\li1465\sl-274\f0\fs22\cf0\b\i0\u
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____________________________________\par\pard\plain\li1465\sl-298\f0\fs24\cf0\b\
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___________________________________________________________________________\par\
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0 ______________________________________________________________________________
____\par\sect\sected\sbknone\cols2\colno1\colw1790\colsr10\colno2\colw10440\pard
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\sl-249\f1\fs22\cf0\b0\i0\ul0\strike0 Preg\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\

f1\fs22\cf0\b0\i0\ul0\strike0 tirea\f1\fs22\cf0\b0\i0\ul0\strike0 variantelor\f

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trike0 pentru\f1\fs22\cf0\b0\i0\ul0\strike0 realizarea\f1\fs22\cf0\b0\i0\ul0\s
trike0 variantelor\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\stri
ke0 negociere,\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0
procedeaz\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 a
stfel:\par\pard\plain\li1465\sl-310\f2\fs22\cf0\b0\i0\ul0\strike0 \u61664?\f1\fs
22\cf0\b0\i0\ul0\strike0 Se\f1\fs22\cf0\b0\i0\ul0\strike0 stabilesc\f1\fs22\cf
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fie\f1\fs22\cf0\b0\i0\ul0\strike0 negociate.\f1\fs22\cf0\b0\i0\ul0\strike0 \
u206?n\f1\fs22\cf0\b0\i0\ul0\strike0 acest\f1\fs22\cf0\b0\i0\ul0\strike0 sens\
f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ntocmesc\
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\ul0\strike0 e,\f1\fs22\cf0\b0\i0\ul0\strike0 astfel:\par\pard\plain\li1465\sl312\f1\fs22\cf0\b0\i0\ul0\strike0 \u183?\f1\fs22\cf0\b0\i0\ul0\strike0 prima\f1
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22\cf0\b0\i0\ul0\strike0 con\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b
0\i0\ul0\strike0 ine\f1\fs22\cf0\b0\i0\ul0\strike0 problemele\f1\fs22\cf0\b0\i0
\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 negociat\f1\fs22\cf0\b0\i0\ul0\s
trike0 bazate\f1\fs22\cf0\b0\i0\ul0\strike0 pe\f1\fs22\cf0\b0\i0\ul0\strike0
argumentele\f1\fs22\cf0\b0\i0\ul0\strike0 proprii,\f1\fs22\cf0\b0\i0\ul0\strike
0 contraargumentele\f1\fs22\cf0\b0\i0\ul0\strike0 posibile\par\pard\plain\li14
65\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 ale\f1\fs22\cf0\b0\i0\ul0\strike0 parte
nerului\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 negocie
re\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22
\cf0\b0\i0\ul0\strike0 modalit\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\u355?\f1\fs
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\ul0\strike0 combatere\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\s
trike0 acestora;\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 \u1

83?\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 doua\f1\fs22

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care\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0 acord\f1
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o\f1\fs22\cf0\b0\i0\ul0\strike0 concesie\f1\fs22\cf0\b0\i0\ul0\strike0 al\f1
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sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 este\f1\fs22\cf0\b0\i0\ul0\strike0 mic,\f1
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ike0 dec\u226?t\f1\fs22\cf0\b0\i0\ul0\strike0 invers.\par\pard\plain\li1465\sl
-310\f2\fs22\cf0\b0\i0\ul0\strike0 \u61664?\f1\fs22\cf0\b0\i0\ul0\strike0 Se\f1
\fs22\cf0\b0\i0\ul0\strike0 calculeaz\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\f
s22\cf0\b0\i0\ul0\strike0 limitele\f1\fs22\cf0\b0\i0\ul0\strike0 inferioare\f1
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b0\i0\ul0\strike0 superioare,\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf
0\b0\i0\ul0\strike0 func\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0
\ul0\strike0 ie\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0
prevederile\f1\fs22\cf0\b0\i0\ul0\strike0 mandatului\f1\fs22\cf0\b0\i0\ul0\str
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f1\fs22\cf0\b0\i0\ul0\strike0 \u206?n\f1\fs22\cf0\b0\i0\ul0\strike0 condi\f1\fs
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e0 a\f1\fs22\cf0\b0\i0\ul0\strike0 fi\f1\fs22\cf0\b0\i0\ul0\strike0 negociate
\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\c
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4\sl-311\f1\fs22\cf0\b0\i0\ul0\strike0 ca\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\
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\f1\fs22\cf0\b0\i0\ul0\strike0 le\f1\fs22\cf0\b0\i0\ul0\strike0 ridice\f1\fs22
\cf0\b0\i0\ul0\strike0 partenerul\f1\fs22\cf0\b0\i0\ul0\strike0 reprezint\f1\f
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\u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 anticip\
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\plain\li1804\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 noastre,\f1\fs22\cf0\b0\i0\ul
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strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 negociat\f1\fs22\cf0\b0\i0\ul0\strike
0 trebuie\f1\fs22\cf0\b0\i0\ul0\strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?
\f1\fs22\cf0\b0\i0\ul0\strike0 aib\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22
\cf0\b0\i0\ul0\strike0 o\f1\fs22\cf0\b0\i0\ul0\strike0 limit\f1\fs22\cf0\b0\i0
\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 inferioar\f1\fs22\cf0\b0\i0\u
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rike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 una\f1\fs22\cf0\b0\i0\ul0\strike0 superi
oar\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ,\f1\fs22
\cf0\b0\i0\ul0\strike0 limite\par\pard\plain\li1804\sl-312\f1\fs22\cf0\b0\i0\ul
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regul\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ,\f1\f
s22\cf0\b0\i0\ul0\strike0 sunt\f1\fs22\cf0\b0\i0\ul0\strike0 dictate\f1\fs22\c
f0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 condi\f1\fs22\cf0\b0\i0\

ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iile\f1\fs22\cf0\b0\i0\ul0\stri

ke0 practicate\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\str
ike0 mod\f1\fs22\cf0\b0\i0\ul0\strike0 obisnuit\f1\fs22\cf0\b0\i0\ul0\strike0
pe\f1\fs22\cf0\b0\i0\ul0\strike0 pia\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\u259
?\f1\fs22\cf0\b0\i0\ul0\strike0 .\f1\fs22\cf0\b0\i0\ul0\strike0 Variantele\f1\f
s22\cf0\b0\i0\ul0\strike0 vor\f1\fs22\cf0\b0\i0\ul0\strike0 fi\par\pard\plain\
li1804\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 astfel\f1\fs22\cf0\b0\i0\ul0\strike0
calculate\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?nc\u226?t\f1\fs22\cf0\b0\i0\ul0
\strike0 orice\f1\fs22\cf0\b0\i0\ul0\strike0 concesie\f1\fs22\cf0\b0\i0\ul0\st
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?\f1\fs22\cf0\b0\i0\ul0\strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\
cf0\b0\i0\ul0\strike0 fie\f1\fs22\cf0\b0\i0\ul0\strike0 legat\f1\fs22\cf0\b0\i
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ike0 celelalte\f1\fs22\cf0\b0\i0\ul0\strike0 elemente\f1\fs22\cf0\b0\i0\ul0\st
rike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 negociat,\f1\fs22\cf0\b0\i0\ul0\strike0
\u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\
f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 fel\par\pard\plai
n\li1804\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?nc\u226?t\f1\fs22\cf0\b0\i0\
ul0\strike0 pe\f1\fs22\cf0\b0\i0\ul0\strike0 global,\f1\fs22\cf0\b0\i0\ul0\str
ike0 rezultatele\f1\fs22\cf0\b0\i0\ul0\strike0 negocierii\f1\fs22\cf0\b0\i0\ul
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fie\f1\fs22\cf0\b0\i0\ul0\strike0 favorabile.\par\pard\plain\li1465\sl-312\f2\
fs22\cf0\b0\i0\ul0\strike0 \u61664?\f1\fs22\cf0\b0\i0\ul0\strike0 Elaborarea\f1
\fs22\cf0\b0\i0\ul0\strike0 strategiei\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1
\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 tacticii\f1\fs22\cf
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0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ie\f1\fs22\cf0\b0\i0\ul0\strike0
de\f1\fs22\cf0\b0\i0\ul0\strike0 pozi\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\
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partenerului\f1\fs22\cf0\b0\i0\ul0\strike0 va\f1\fs22\cf0\b0\i0\ul0\strike0
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mbrilor\f1\fs22\cf0\b0\i0\ul0\strike0 echipei\f1\fs22\cf0\b0\i0\ul0\strike0 \u
351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 faptul\f1\fs
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regul\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ,\f1\
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04\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 un\f1\fs22\cf0\b0\i0\ul0\strike0 substi
tut\f1\fs22\cf0\b0\i0\ul0\strike0 pentru\f1\fs22\cf0\b0\i0\ul0\strike0 o\f1\fs
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b0\i0\ul0\strike0 tire\f1\fs22\cf0\b0\i0\ul0\strike0 bun\f1\fs22\cf0\b0\i0\ul0\
strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 n
egocierii.\par\pard\plain\li2143\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 \u206?n\f1
\fs22\cf0\b0\i0\ul0\strike0 managementul\f1\fs22\cf0\b0\i0\ul0\strike0 preg\f1
\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 tirii\f1\fs22\c
f0\b0\i0\ul0\strike0 negocierii,\f1\fs22\cf0\b0\i0\ul0\strike0 mai\f1\fs22\cf0
\b0\i0\ul0\strike0 ales\f1\fs22\cf0\b0\i0\ul0\strike0 pentru\f1\fs22\cf0\b0\i0
\ul0\strike0 anticiparea\f1\fs22\cf0\b0\i0\ul0\strike0 desf\f1\fs22\cf0\b0\i0\
ul0\strike0 \u259?\u351?\f1\fs22\cf0\b0\i0\ul0\strike0 ur\f1\fs22\cf0\b0\i0\ul0\
strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 rii\f1\fs22\cf0\b0\i0\ul0\strike0
tratativelor,\f1\fs22\cf0\b0\i0\ul0\strike0 un\par\pard\plain\li1465\sl-312\f1\
fs22\cf0\b0\i0\ul0\strike0 rol\f1\fs22\cf0\b0\i0\ul0\strike0 semnificativ\f1\fs

22\cf0\b0\i0\ul0\strike0 \u238?l\f1\fs22\cf0\b0\i0\ul0\strike0 are\f1\fs22\cf0

\b0\i0\ul0\strike0 simularea\f1\fs22\cf0\b0\i0\ul0\strike0 negocierilor.\f1\fs
22\cf0\b0\i0\ul0\strike0 Este\f1\fs22\cf0\b0\i0\ul0\strike0 recomandabil\f1\fs
22\cf0\b0\i0\ul0\strike0 ca\f1\fs22\cf0\b0\i0\ul0\strike0 etapa\f1\fs22\cf0\b0
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f0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 fiecare\f1\fs22\cf0\b0\i
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rd\plain\li6005\sl-249\f1\fs22\cf0\b0\i0\ul0\strike0 25\sect\sectd\sbkpage\pgwsx
n12240\pghsxn15840\pard\plain\sl-200\par\pard\plain\sl-200\par\pard\plain\sl-264
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strike0 ________________________________________________________________________
__________\par\pard\plain\li2143\sl-260\f1\fs22\cf0\b0\i0\ul0\strike0 Simul\f1\f
s22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 rile\f1\fs22\cf0\
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trike0 pentru\f1\fs22\cf0\b0\i0\ul0\strike0 dob\u226?ndirea\f1\fs22\cf0\b0\i0\
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lemei\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 baz\f1\fs
22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 .\f1\fs22\cf0\b0\i
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ike0 rii\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0 reprod
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\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\f
s22\cf0\b0\i0\ul0\strike0 elege\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\
i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 aceasta\f1\fs22\cf0\b0\i0\u

l0\strike0 este\f1\fs22\cf0\b0\i0\ul0\strike0 o\f1\fs22\cf0\b0\i0\ul0\strike0

construc\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ie\
f1\fs22\cf0\b0\i0\ul0\strike0 ipotetic\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\
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i0\ul0\strike0 are\f1\fs22\cf0\b0\i0\ul0\strike0 o\f1\fs22\cf0\b0\i0\ul0\strik
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1\fs22\cf0\b0\i0\ul0\strike0 probabilitate.\f1\fs22\cf0\b0\i0\ul0\strike0 Curs
ul\f1\fs22\cf0\b0\i0\ul0\strike0 real\f1\fs22\cf0\b0\i0\ul0\strike0 al\par\par
d\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 negocierii\f1\fs22\cf0\b0\i0
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deosebi,\f1\fs22\cf0\b0\i0\ul0\strike0 cu\f1\fs22\cf0\b0\i0\ul0\strike0 sigu
ran\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ,\f
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\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 rii.\f1\fs22\cf0\b0\i0\ul0\strike0
Multe\f1\fs22\cf0\b0\i0\ul0\strike0 vor\f1\fs22\cf0\b0\i0\ul0\strike0 depind
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trike0 necunoscute,\f1\fs22\cf0\b0\i0\ul0\strike0 majoritatea\f1\fs22\cf0\b0\i
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\b0\i0\ul0\strike0 aceea,\f1\fs22\cf0\b0\i0\ul0\strike0 greu\f1\fs22\cf0\b0\i0
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e0 expuse\f1\fs22\cf0\b0\i0\ul0\strike0 mai\f1\fs22\cf0\b0\i0\ul0\strike0 sus
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je,\f1\fs22\cf0\b0\i0\ul0\strike0 dar\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\
fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 dezavantaje\f1\fs22\
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trike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 negocieri.\f1\fs22\cf0\b0\i0\ul0\strik
e0 Ele\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 sunt\f1\fs22\
cf0\b0\i0\ul0\strike0 incluse\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf
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59?\f1\fs22\cf0\b0\i0\ul0\strike0 posibilitatea\f1\fs22\cf0\b0\i0\ul0\strike0
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i\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 practic\
f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ,\f1\fs22\cf0
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l0\strike0 eli\f1\fs22\cf0\b0\i0\ul0\strike0 pentru\f1\fs22\cf0\b0\i0\ul0\strik
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d\plain\li2143\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 Aceste\f1\fs22\cf0\b0\i0\ul0
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\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 _____________________________
_____________________________________________________\par\pard\plain\li1465\sl-2

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_________________________\par\pard\plain\sl-330\par\pard\plain\li1465\sl-272\f0\
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OCIERII\par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 _____________
_____________________________________________________________________\par\pard\p
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ul0\strike0 iei.\f1\fs22\cf0\b0\i0\ul0\strike0 Nega\f1\fs22\cf0\b0\i0\ul0\strik
e0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ia\f1\fs22\cf0\b0\i0\ul0\strike0 aduce\
f1\fs22\cf0\b0\i0\ul0\strike0 dup\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\
cf0\b0\i0\ul0\strike0 sine\f1\fs22\cf0\b0\i0\ul0\strike0 un\f1\fs22\cf0\b0\i0\
ul0\strike0 proces\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\stri
ke0 ap\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 rare\
f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf
0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 deta\f1\fs22\cf0\b0\i0\ul
0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 are\f1\fs22\cf0\b0\i0\ul0\strike0
de\f1\fs22\cf0\b0\i0\ul0\strike0 interlocutor.\par\pard\plain\li1465\sl-310\f
1\fs22\cf0\b0\i0\ul0\strike0 Nega\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\c
f0\b0\i0\ul0\strike0 ia\f1\fs22\cf0\b0\i0\ul0\strike0 conduce\f1\fs22\cf0\b0\i0
\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 blocarea\f1\fs22\cf0\b0\i0\ul0\s
trike0 comunic\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strik
e0 rii\f1\fs22\cf0\b0\i0\ul0\strike0 reale\f1\fs22\cf0\b0\i0\ul0\strike0 dintr
e\f1\fs22\cf0\b0\i0\ul0\strike0 parteneri.\f1\fs22\cf0\b0\i0\ul0\strike0 De\f1
\fs22\cf0\b0\i0\ul0\strike0 aceea,\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf
0\b0\i0\ul0\strike0 vor\f1\fs22\cf0\b0\i0\ul0\strike0 folosi\f1\fs22\cf0\b0\i0
\ul0\strike0 \u238?ntreb\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0
\ul0\strike0 ri\f1\fs22\cf0\b0\i0\ul0\strike0 care\par\pard\plain\li1465\sl-312
\f1\fs22\cf0\b0\i0\ul0\strike0 evit\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22
\cf0\b0\i0\ul0\strike0 nega\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0
\i0\ul0\strike0 ia\f1\fs22\cf0\b0\i0\ul0\strike0 (de\f1\fs22\cf0\b0\i0\ul0\stri
ke0 exemplu:\f1\fs22\cf0\b0\i0\ul0\strike0 \u8222?Dac\f1\fs22\cf0\b0\i0\ul0\st
rike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 am\f1\fs22\cf0\b0\i0\ul0\strike0 fi
\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 acord,\f1\fs22
\cf0\b0\i0\ul0\strike0 ce\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul
0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0
putea\f1\fs22\cf0\b0\i0\ul0\strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\f
s22\cf0\b0\i0\ul0\strike0 ne\f1\fs22\cf0\b0\i0\ul0\strike0 oferi\f1\fs22\cf0\b
0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\st
rike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 schimb?\u8221?).\f1\fs22\cf0\b0\i0
\ul0\strike0 Un\f1\fs22\cf0\b0\i0\ul0\strike0 r\f1\fs22\cf0\b0\i0\ul0\strike0
\u259?\f1\fs22\cf0\b0\i0\ul0\strike0 spuns\par\pard\plain\li1465\sl-312\f1\fs22\

cf0\b0\i0\ul0\strike0 negativ\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i

0\ul0\strike0 poate\f1\fs22\cf0\b0\i0\ul0\strike0 evita\f1\fs22\cf0\b0\i0\ul0\
strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 p
rin\f1\fs22\cf0\b0\i0\ul0\strike0 solicitarea\f1\fs22\cf0\b0\i0\ul0\strike0 de
zvolt\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 rii\f1\
fs22\cf0\b0\i0\ul0\strike0 punctului\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\
cf0\b0\i0\ul0\strike0 vedere\f1\fs22\cf0\b0\i0\ul0\strike0 pe\f1\fs22\cf0\b0\i
0\ul0\strike0 care-l\f1\fs22\cf0\b0\i0\ul0\strike0 refuz\f1\fs22\cf0\b0\i0\ul0
\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 m,\f1\fs22\cf0\b0\i0\ul0\strike0
dezvoltare\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 care\f1\fs
22\cf0\b0\i0\ul0\strike0 poate\f1\fs22\cf0\b0\i0\ul0\strike0 produce\f1\fs22\c
f0\b0\i0\ul0\strike0 o\f1\fs22\cf0\b0\i0\ul0\strike0 alt\f1\fs22\cf0\b0\i0\ul0
\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 solu\f1\fs22\cf0\b0\i0\ul0\strike
0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ie\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs
22\cf0\b0\i0\ul0\strike0 problemei\f1\fs22\cf0\b0\i0\ul0\strike0 sau\f1\fs22\c
f0\b0\i0\ul0\strike0 poate\f1\fs22\cf0\b0\i0\ul0\strike0 indica\f1\fs22\cf0\b0
\i0\ul0\strike0 lipsa\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\s
trike0 consisten\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\u259?\f1\fs22\cf0\b0\i0\u
l0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 ra\f1\fs22\cf0\b0\i0\ul0\strike0 \u
355?\f1\fs22\cf0\b0\i0\ul0\strike0 ionamentului\par\pard\plain\li1465\sl-312\f1\
fs22\cf0\b0\i0\ul0\strike0 partenerului.\par\pard\plain\li1804\sl-327\f0\fs22\cf
0\b0\i0\ul0\strike0 \u206?ntreb\f0\fs22\cf0\b0\i0\ul0\strike0 \u259?\f0\fs22\cf0
\b0\i0\ul0\strike0 rile\f0\fs22\cf0\b0\i0\ul0\strike0 ambigue\f1\fs22\cf0\b0\i0
\ul0\strike0 \u8211?\f1\fs22\cf0\b0\i0\ul0\strike0 pot\f1\fs22\cf0\b0\i0\ul0\s
trike0 fi\f1\fs22\cf0\b0\i0\ul0\strike0 interpretate\f1\fs22\cf0\b0\i0\ul0\str
ike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 partener,\f1\fs22\cf0\b0\i0\ul0\strike0
\u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 func\f1\fs22\cf0\b0\i0\ul0\strike0 \u355
?\f1\fs22\cf0\b0\i0\ul0\strike0 ie\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0
\b0\i0\ul0\strike0 interesul\f1\fs22\cf0\b0\i0\ul0\strike0 personal.\f1\fs22\c
f0\b0\i0\ul0\strike0 Cel\f1\fs22\cf0\b0\i0\ul0\strike0 ce\f1\fs22\cf0\b0\i0\ul
0\strike0 pune\par\pard\plain\li1465\sl-313\f1\fs22\cf0\b0\i0\ul0\strike0 astfe
l\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ntreb\f
1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ri,\f1\fs22\cf
0\b0\i0\ul0\strike0 fie\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\
strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 nu\f1\fs22\cf0\b0\i0\ul0\strike0
\u351?\f1\fs22\cf0\b0\i0\ul0\strike0 tie\f1\fs22\cf0\b0\i0\ul0\strike0 ce\f1\fs
22\cf0\b0\i0\ul0\strike0 vrea,\f1\fs22\cf0\b0\i0\ul0\strike0 fie\f1\fs22\cf0\b
0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\s
trike0 dore\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0
te\f1\fs22\cf0\b0\i0\ul0\strike0 tatonarea\f1\fs22\cf0\b0\i0\ul0\strike0 parte
nerului.\f1\fs22\cf0\b0\i0\ul0\strike0 Iat\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?
\f1\fs22\cf0\b0\i0\ul0\strike0 c\u226?teva\par\pard\plain\li1465\sl-312\f1\fs22
\cf0\b0\i0\ul0\strike0 exemple:,,Nu-i\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\c
f0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul
0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0
nu\f1\fs22\cf0\b0\i0\ul0\strike0 prea\f1\fs22\cf0\b0\i0\ul0\strike0 e\f1\fs22
\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 regul\f1\fs22\cf0
\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ?\u8221?,\f1\fs22\cf0\b0
\i0\ul0\strike0 ,,Nu-i\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\s
trike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 c\f
1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 pre\f1\fs22\c
f0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 urile\f1\fs22\cf0\b0\i
0\ul0\strike0 par\f1\fs22\cf0\b0\i0\ul0\strike0 prea\f1\fs22\cf0\b0\i0\ul0\str
ike0 mari?\u8221?.\par\pard\plain\li1804\sl-327\f0\fs22\cf0\b0\i0\ul0\strike0 \
u206?ntreb\f0\fs22\cf0\b0\i0\ul0\strike0 \u259?\f0\fs22\cf0\b0\i0\ul0\strike0 ri
\f0\fs22\cf0\b0\i0\ul0\strike0 de\f0\fs22\cf0\b0\i0\ul0\strike0 intimidare\f1\
fs22\cf0\b0\i0\ul0\strike0 .\f1\fs22\cf0\b0\i0\ul0\strike0 Sunt\f1\fs22\cf0\b0\
i0\ul0\strike0 \u238?ntreb\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\
i0\ul0\strike0 ri\f1\fs22\cf0\b0\i0\ul0\strike0 care\f1\fs22\cf0\b0\i0\ul0\stri
ke0 au\f1\fs22\cf0\b0\i0\ul0\strike0 rolul\f1\fs22\cf0\b0\i0\ul0\strike0 de\f

1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 surprinde\f1\fs22

\cf0\b0\i0\ul0\strike0 adversarul\f1\fs22\cf0\b0\i0\ul0\strike0 descoperit,\f1
\fs22\cf0\b0\i0\ul0\strike0 tocmai\par\pard\plain\li1465\sl-313\f1\fs22\cf0\b0\
i0\ul0\strike0 prin\f1\fs22\cf0\b0\i0\ul0\strike0 faptul\f1\fs22\cf0\b0\i0\ul0\
strike0 c\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 s
e\f1\fs22\cf0\b0\i0\ul0\strike0 solicit\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1
\fs22\cf0\b0\i0\ul0\strike0 un\f1\fs22\cf0\b0\i0\ul0\strike0 r\f1\fs22\cf0\b0\
i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 spuns\f1\fs22\cf0\b0\i0\ul0\
strike0 scurt,\f1\fs22\cf0\b0\i0\ul0\strike0 afirmativ\f1\fs22\cf0\b0\i0\ul0\s
trike0 sau\f1\fs22\cf0\b0\i0\ul0\strike0 negativ.\f1\fs22\cf0\b0\i0\ul0\strike
0 Aceste\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ntreb\f1\fs22\cf0\b0\i0\ul0\strik
e0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ri\f1\fs22\cf0\b0\i0\ul0\strike0 au\f1\
fs22\cf0\b0\i0\ul0\strike0 fost\f1\fs22\cf0\b0\i0\ul0\strike0 numite\f1\fs22\c
f0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\par\pard\plain\li60
05\sl-446\f1\fs22\cf0\b0\i0\ul0\strike0 32\sect\sectd\sbkpage\pgwsxn12240\pghsxn
15840\pard\plain\sl-200\par\pard\plain\sl-200\par\pard\plain\sl-264\par\pard\pla
in\li4254\sl-287\f0\fs22\cf0\b0\i0\ul0\strike0 INTRODUCERE\f0\fs22\cf0\b0\i0\ul0
\strike0 \u206?N\f0\fs22\cf0\b0\i0\ul0\strike0 ARTA\f0\fs22\cf0\b0\i0\ul0\stri
ke0 NEGOCIERII\par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 _____
_____________________________________________________________________________\pa
r\pard\plain\li1465\sl-260\f1\fs22\cf0\b0\i0\ul0\strike0 \u8222?ucig\f1\fs22\cf0
\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 toare\u8221?:\f1\fs22\cf
0\b0\i0\ul0\strike0 \u8222?Aceasta\f1\fs22\cf0\b0\i0\ul0\strike0 este\f1\fs22\
cf0\b0\i0\ul0\strike0 ultima\f1\fs22\cf0\b0\i0\ul0\strike0 dumneavoastr\f1\fs2
2\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ofert\f1\fs22\cf0\
b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ?\u8221?,\f1\fs22\cf0\b0\
i0\ul0\strike0 \u8222?Nu\f1\fs22\cf0\b0\i0\ul0\strike0 mai\f1\fs22\cf0\b0\i0\u
l0\strike0 ave\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strik
e0 i\f1\fs22\cf0\b0\i0\ul0\strike0 nimic\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\f
s22\cf0\b0\i0\ul0\strike0 ad\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b
0\i0\ul0\strike0 ugat?\u8221?,\f1\fs22\cf0\b0\i0\ul0\strike0 \u8222?S\f1\fs22\c
f0\b0\i0\ul0\strike0 \u259?\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\s
trike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike
0 elegem\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f
1\fs22\cf0\b0\i0\ul0\strike0 nu\f1\fs22\cf0\b0\i0\ul0\strike0 mai\f1\fs22\cf0\
b0\i0\ul0\strike0 ave\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul
0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 nimic\f1\fs22\cf0\b0\i0\ul0\strike0
de\f1\fs22\cf0\b0\i0\ul0\strike0 spus?\u8221?\f1\fs22\cf0\b0\i0\ul0\strike0 .\
f1\fs22\cf0\b0\i0\ul0\strike0 Sintagma\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs2
2\cf0\b0\i0\ul0\strike0 \u8222?\u238?ntreb\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?
\f1\fs22\cf0\b0\i0\ul0\strike0 ri\f1\fs22\cf0\b0\i0\ul0\strike0 ucig\f1\fs22\cf
0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 toare\u8221?\f1\fs22\cf
0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0 refer\f1\fs22\cf0\b0\i0\u
l0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike
0 faptul\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\
f1\fs22\cf0\b0\i0\ul0\strike0 un\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0
\ul0\strike0 r\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike
0 spuns\f1\fs22\cf0\b0\i0\ul0\strike0 afirmativ\f1\fs22\cf0\b0\i0\ul0\strike0
la\f1\fs22\cf0\b0\i0\ul0\strike0 acest\f1\fs22\cf0\b0\i0\ul0\strike0 tip\f1\fs
22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ntrebare\f1\fs
22\cf0\b0\i0\ul0\strike0 ar\f1\fs22\cf0\b0\i0\ul0\strike0 putea\f1\fs22\cf0\b0
\i0\ul0\strike0 \u238?ncheia\f1\fs22\cf0\b0\i0\ul0\strike0 negocierile\f1\fs22
\cf0\b0\i0\ul0\strike0 prea\f1\fs22\cf0\b0\i0\ul0\strike0 devreme,\f1\fs22\cf0
\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 timp\f1\fs22\cf0\b0\i
0\ul0\strike0 ce\f1\fs22\cf0\b0\i0\ul0\strike0 un\par\pard\plain\li1465\sl-312
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i0\ul0\strike0 acestei\par\pard\plain\li0\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0
propuneri?\u8221?\par\pard\plain\li0\sl-328\f1\fs22\cf0\b0\i0\ul0\strike0 T\f1\f
s22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ceri\f1\fs22\cf0\
b0\i0\ul0\strike0 pentru\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0
\strike0 semnaliza\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strik
e0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 s-a\f1\fs22\cf0\b0\i0\ul0\strike0 spus
\f1\fs22\cf0\b0\i0\ul0\strike0 destul\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\
fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 pentru\f1\fs22\cf0\b
0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 indica\f1\fs22\cf0\b0\i0\ul0\
strike0 indignarea\f1\fs22\cf0\b0\i0\ul0\strike0 sau\f1\fs22\cf0\b0\i0\ul0\str
ike0 neacceptarea\par\pard\plain\li0\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 punct
elor\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 vedere\f1\
fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 care\f1\fs22\
cf0\b0\i0\ul0\strike0 au\f1\fs22\cf0\b0\i0\ul0\strike0 fost\f1\fs22\cf0\b0\i0\
ul0\strike0 exprimate\f1\fs22\cf0\b0\i0\ul0\strike0 frustrarea\f1\fs22\cf0\b0\
i0\ul0\strike0 sau\f1\fs22\cf0\b0\i0\ul0\strike0 emo\f1\fs22\cf0\b0\i0\ul0\str
ike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iile;\par\pard\plain\li0\sl-328\f1\fs2
2\cf0\b0\i0\ul0\strike0 Pun\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\

i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 care\f1\fs22\cf0\b0\i0\ul0\strik

e0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ofere\
f1\fs22\cf0\b0\i0\ul0\strike0 o\f1\fs22\cf0\b0\i0\ul0\strike0 tranzi\f1\fs22\c
f0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ie\f1\fs22\cf0\b0\i0\u
l0\strike0 u\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0
oar\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\f
s22\cf0\b0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 un\f1\fs22\cf0\b0\i
0\ul0\strike0 subiect\f1\fs22\cf0\b0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\s
trike0 altul.\f1\fs22\cf0\b0\i0\ul0\strike0 De\f1\fs22\cf0\b0\i0\ul0\strike0
exemplu,\f1\fs22\cf0\b0\i0\ul0\strike0 \u8220?Eu\f1\fs22\cf0\b0\i0\ul0\strike0
cred\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\f
s22\cf0\b0\i0\ul0\strike0 asta\f1\fs22\cf0\b0\i0\ul0\strike0 este\f1\fs22\cf0\
b0\i0\ul0\strike0 tot\par\pard\plain\li0\sl-309\f1\fs22\cf0\b0\i0\ul0\strike0 c
e\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0 putea\f1\fs22
\cf0\b0\i0\ul0\strike0 spune\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0
\b0\i0\ul0\strike0 leg\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\u
l0\strike0 tur\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike
0 cu\f1\fs22\cf0\b0\i0\ul0\strike0 acest\f1\fs22\cf0\b0\i0\ul0\strike0 subiec
t,\f1\fs22\cf0\b0\i0\ul0\strike0 acum\f1\fs22\cf0\b0\i0\ul0\strike0 haide\f1\f
s22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\
i0\ul0\strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\str
ike0 trecem\f1\fs22\cf0\b0\i0\ul0\strike0 la\u8230?\u8221?\par\pard\plain\li0\
sl-328\f1\fs22\cf0\b0\i0\ul0\strike0 Repetarea\f1\fs22\cf0\b0\i0\ul0\strike0 sa
u\f1\fs22\cf0\b0\i0\ul0\strike0 parafrazarea\f1\fs22\cf0\b0\i0\ul0\strike0 spu
selor\f1\fs22\cf0\b0\i0\ul0\strike0 celeilate\f1\fs22\cf0\b0\i0\ul0\strike0 p\
f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 r\f1\fs22\cf0
\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\
strike0 pentru\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0
verifica\f1\fs22\cf0\b0\i0\ul0\strike0 acurate\f1\fs22\cf0\b0\i0\ul0\strike0 \u
355?\f1\fs22\cf0\b0\i0\ul0\strike0 ea\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\
fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 elegerii\f1\fs22
\cf0\b0\i0\ul0\strike0 dvs.\f1\fs22\cf0\b0\i0\ul0\strike0 sau\par\pard\plain\l
i0\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 pentru\f1\fs22\cf0\b0\i0\ul0\strike0 a\
f1\fs22\cf0\b0\i0\ul0\strike0 cristaliza\f1\fs22\cf0\b0\i0\ul0\strike0 idei\f1
\fs22\cf0\b0\i0\ul0\strike0 care\f1\fs22\cf0\b0\i0\ul0\strike0 nu\f1\fs22\cf0\
b0\i0\ul0\strike0 au\f1\fs22\cf0\b0\i0\ul0\strike0 fost\f1\fs22\cf0\b0\i0\ul0\
strike0 clar\f1\fs22\cf0\b0\i0\ul0\strike0 exprimate.\f1\fs22\cf0\b0\i0\ul0\st
rike0 De\f1\fs22\cf0\b0\i0\ul0\strike0 exemplu,\f1\fs22\cf0\b0\i0\ul0\strike0
\u8220?Ce\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ncerca\f1\fs22\cf0\b0\i0\ul0\str
ike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 s\f1\
fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 spune\f1\fs22\c
f0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul
0\strike0 este\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strike0 \
u259?\par\pard\plain\li0\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 ..\u8221?\par\pard
\plain\li0\sl-327\f1\fs22\cf0\b0\i0\ul0\strike0 Realizarea\f1\fs22\cf0\b0\i0\ul0
\strike0 unui\f1\fs22\cf0\b0\i0\ul0\strike0 rezumat\f1\fs22\cf0\b0\i0\ul0\stri
ke0 pentru\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 prez
enta\f1\fs22\cf0\b0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 un\f1\fs22
\cf0\b0\i0\ul0\strike0 loc\f1\fs22\cf0\b0\i0\ul0\strike0 toate\f1\fs22\cf0\b0\
i0\ul0\strike0 punctele\f1\fs22\cf0\b0\i0\ul0\strike0 importante\f1\fs22\cf0\b
0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 sf\u226?r\f1\fs22\cf0\b0\i0\
ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 itul\f1\fs22\cf0\b0\i0\ul0\stri
ke0 \u238?nt\u226?lnirii\par\sect\sected\sbknone\cols1\colno1\colw12240\pard\pl
ain\li1804\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 sau\f1\fs22\cf0\b0\i0\ul0\strike
0 la\f1\fs22\cf0\b0\i0\ul0\strike0 finalul\f1\fs22\cf0\b0\i0\ul0\strike0 sec\
f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iunii\f1\fs22
\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 discu\f1\fs22\cf0\b0\i
0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ii\f1\fs22\cf0\b0\i0\ul0\stri
ke0 \u238?nainte\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike
0 a\f1\fs22\cf0\b0\i0\ul0\strike0 trece\f1\fs22\cf0\b0\i0\ul0\strike0 la\f1\f

s22\cf0\b0\i0\ul0\strike0 un\f1\fs22\cf0\b0\i0\ul0\strike0 alt\f1\fs22\cf0\b0\

i0\ul0\strike0 subiect.\f1\fs22\cf0\b0\i0\ul0\strike0 De\f1\fs22\cf0\b0\i0\ul0
\strike0 exemplu,\f1\fs22\cf0\b0\i0\ul0\strike0 \u8220?Ce\f1\fs22\cf0\b0\i0\ul
0\strike0 am\f1\fs22\cf0\b0\i0\ul0\strike0 dicutat\f1\fs22\cf0\b0\i0\ul0\strik
e0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\par\pard\plain\li1804\sl-312\f1\fs22\
cf0\b0\i0\ul0\strike0 am\f1\fs22\cf0\b0\i0\ul0\strike0 decis\f1\fs22\cf0\b0\i0\
ul0\strike0 p\u226?n\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0
\strike0 acum\u8230?\u8221?\par\pard\plain\li1804\sl-310\f1\fs22\cf0\b0\i0\ul0\
strike0 Ob\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 in
\u226?nd\f1\fs22\cf0\b0\i0\ul0\strike0 mai\f1\fs22\cf0\b0\i0\ul0\strike0 multe
\f1\fs22\cf0\b0\i0\ul0\strike0 informa\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\
fs22\cf0\b0\i0\ul0\strike0 ii\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i
0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 cealalt\f1\fs22\cf0\b0\i0\ul0\s
trike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 parte\f1\fs22\cf0\b0\i0\ul0\strike0
urmeaz\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 tes
tarea\f1\fs22\cf0\b0\i0\ul0\strike0 cazului\f1\fs22\cf0\b0\i0\ul0\strike0 lor,
\f1\fs22\cf0\b0\i0\ul0\strike0 respectiv\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs
22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 utarea\par\pard\pl
ain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0
distorsiuni\f1\fs22\cf0\b0\i0\ul0\strike0 sau\f1\fs22\cf0\b0\i0\ul0\strike0
nepotriviri\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0
argumentele\f1\fs22\cf0\b0\i0\ul0\strike0 celuilalt\f1\fs22\cf0\b0\i0\ul0\str
ike0 negociator.\f1\fs22\cf0\b0\i0\ul0\strike0 \u206?n\f1\fs22\cf0\b0\i0\ul0\s
trike0 aceast\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike
0 faz\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\
fs22\cf0\b0\i0\ul0\strike0 negocierilor\f1\fs22\cf0\b0\i0\ul0\strike0 este\par
\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 extrem\f1\fs22\cf0\b0\i0
\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 important\f1\fs22\cf0\b0\i0\ul0\
strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 p
ermite\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\f
s22\cf0\b0\i0\ul0\strike0 celeilalte\f1\fs22\cf0\b0\i0\ul0\strike0 p\f1\fs22\c
f0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 r\f1\fs22\cf0\b0\i0\ul
0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0
s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 fac\f1\fs2
2\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 o\f1\fs22\cf0\b0\i
0\ul0\strike0 prezentare\f1\fs22\cf0\b0\i0\ul0\strike0 complet\f1\fs22\cf0\b0\
i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\str
ike0 cazului\f1\fs22\cf0\b0\i0\ul0\strike0 propriu\f1\fs22\cf0\b0\i0\ul0\strik
e0 \u238?nainte\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 de\f
1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 r\f1\fs22\cf0\b0\
i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 spunde.\f1\fs22\cf0\b0\i0\ul
0\strike0 Aceasta\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?nseamn\f1\fs22\cf0\b0\i0
\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strik
e0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 :\par\sect\sected\sbknone\cols2\colno1\c
olw1790\colsr10\colno2\colw10440\pard\plain\li1465\sl-329\f3\fs22\cf0\b0\i0\ul0\
strike0 \u61623?\par\pard\plain\li1465\sl-327\f3\fs22\cf0\b0\i0\ul0\strike0 \u61
623?\par\pard\plain\li1465\sl-327\f3\fs22\cf0\b0\i0\ul0\strike0 \u61623?\par\par
d\plain\sl-363\par\pard\plain\li1465\sl-276\f3\fs22\cf0\b0\i0\ul0\strike0 \u6162
3?\par\pard\plain\li1465\sl-327\f3\fs22\cf0\b0\i0\ul0\strike0 \u61623?\par\pard\
plain\li0\sl-328\column\f1\fs22\cf0\b0\i0\ul0\strike0 Nu\f1\fs22\cf0\b0\i0\ul0\s
trike0 \u238?ntrerupe\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul
0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 expunerea\f1\fs22\cf0\b0\i0\ul0\strik
e0 r\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 spunsur
ilor\f1\fs22\cf0\b0\i0\ul0\strike0 celeilalte\f1\fs22\cf0\b0\i0\ul0\strike0 p\
f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 r\f1\fs22\cf0
\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\
strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ntreb\f1\fs22\cf0\b0\i0\ul0\str
ike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 rile\f1\fs22\cf0\b0\i0\ul0\strike0 dv
s.\par\pard\plain\li0\sl-327\f1\fs22\cf0\b0\i0\ul0\strike0 \u206?ncheia\f1\fs22\
cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\u

l0\strike0 fiecare\f1\fs22\cf0\b0\i0\ul0\strike0 declara\f1\fs22\cf0\b0\i0\ul0

\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ie\f1\fs22\cf0\b0\i0\ul0\strike0
cu\f1\fs22\cf0\b0\i0\ul0\strike0 o\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ntrebar
e\f1\fs22\cf0\b0\i0\ul0\strike0 direct\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\
fs22\cf0\b0\i0\ul0\strike0 .\par\pard\plain\li0\sl-327\f1\fs22\cf0\b0\i0\ul0\str
ike0 Spune\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\
f1\fs22\cf0\b0\i0\ul0\strike0 numai\f1\fs22\cf0\b0\i0\ul0\strike0 ceea\f1\fs22
\cf0\b0\i0\ul0\strike0 ce\f1\fs22\cf0\b0\i0\ul0\strike0 este\f1\fs22\cf0\b0\i0
\ul0\strike0 necesar.\f1\fs22\cf0\b0\i0\ul0\strike0 Nu\f1\fs22\cf0\b0\i0\ul0\s
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n\sl-200\par\pard\plain\sl-200\par\pard\plain\sl-259\par\pard\plain\li6005\sl-24
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OCIERII\par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 _____________
_____________________________________________________________________\par\pard\p
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2\cf0\b0\i0\ul0\strike0 ________________________________________________________
__________________________\par\pard\plain\li1465\sl-260\f1\fs22\cf0\b0\i0\ul0\st
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p\u226?n\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 \u2
38?n\f1\fs22\cf0\b0\i0\ul0\strike0 acel\f1\fs22\cf0\b0\i0\ul0\strike0 moment.\
par\pard\plain\li1863\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 Alte\f1\fs22\cf0\b0\i

0\ul0\strike0 tactici\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\u

l0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 tehnici\f1\fs22\cf0\b0\i0\ul0\strike
0 de\f1\fs22\cf0\b0\i0\ul0\strike0 finalizare\f1\fs22\cf0\b0\i0\ul0\strike0 s
unt:\par\pard\plain\li1863\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 \u9658?\f1\fs22\
cf0\b0\i0\ul0\strike0 metoda\f1\fs22\cf0\b0\i0\ul0\strike0 surprizei\f1\fs22\c
f0\b0\i0\ul0\strike0 const\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\
i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 schimbarea\f1\fs22\cf0\b0
\i0\ul0\strike0 brusc\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul
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spectaculoas\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0
a\f1\fs22\cf0\b0\i0\ul0\strike0 pozi\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\
fs22\cf0\b0\i0\ul0\strike0 iei\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf
0\b0\i0\ul0\strike0 negociere\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf
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a\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0 ajunge\f1\fs
22\cf0\b0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 o\f1\fs22\cf0\b0\i0\
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poate\f1\fs22\cf0\b0\i0\ul0\strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1
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\fs22\cf0\b0\i0\ul0\strike0 nea\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf
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unor\f1\fs22\cf0\b0\i0\ul0\strike0 argumente\f1\fs22\cf0\b0\i0\ul0\strike0 n
oi,\f1\fs22\cf0\b0\i0\ul0\strike0 care\f1\fs22\cf0\b0\i0\ul0\strike0 modific\f
1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 radical\f1\fs
22\cf0\b0\i0\ul0\strike0 raportul\f1\fs22\cf0\b0\i0\ul0\strike0 stabilit\f1\fs
22\cf0\b0\i0\ul0\strike0 \u238?ntre\f1\fs22\cf0\b0\i0\ul0\strike0 p\f1\fs22\cf
0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 r\f1\fs22\cf0\b0\i0\ul0
\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i;\par\pard\plain\li1863\sl-311\f1
\fs22\cf0\b0\i0\ul0\strike0 \u9658?\f1\fs22\cf0\b0\i0\ul0\strike0 stratagema\f1
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22\cf0\b0\i0\ul0\strike0 rii\u8221?\f1\fs22\cf0\b0\i0\ul0\strike0 urm\f1\fs22\c
f0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 re\f1\fs22\cf0\b0\i0\u
l0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 te\f1\fs22\cf0\b0\i0\ul0\strike0
transmiterea\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strike0 \u
259?\f1\fs22\cf0\b0\i0\ul0\strike0 tre\f1\fs22\cf0\b0\i0\ul0\strike0 partener\f
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\ul0\strike0 negociatorul\f1\fs22\cf0\b0\i0\ul0\strike0 s-a\par\pard\plain\li1
465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?mp\f1\fs22\cf0\b0\i0\ul0\strike0
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s22\cf0\b0\i0\ul0\strike0 str\u226?nd,\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22
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sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 \u9658?\f1\fs22\cf0\b0\i0\ul0\strike0 stra
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ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike

0 celei\f1\fs22\cf0\b0\i0\ul0\strike0 precedente;\f1\fs22\cf0\b0\i0\ul0\strike
0 de\f1\fs22\cf0\b0\i0\ul0\strike0 data\f1\fs22\cf0\b0\i0\ul0\strike0 acesta\
f1\fs22\cf0\b0\i0\ul0\strike0 resemnarea\f1\fs22\cf0\b0\i0\ul0\strike0 este\pa
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9?\f1\fs22\cf0\b0\i0\ul0\strike0 obiect.\f1\fs22\cf0\b0\i0\ul0\strike0 Renun\f
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f0\b0\i0\ul0\strike0 trebuie\f1\fs22\cf0\b0\i0\ul0\strike0 anun\f1\fs22\cf0\b0
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_______________________________\par\pard\plain\sl-342\par\pard\plain\li1465\sl-3
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____________________________________________________________________________\par
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b0\i0\ul0\strike0 strategiilor\f1\fs22\cf0\b0\i0\ul0\strike0 conflictual\f1\fs
22\cf0\b0\i0\ul0\strike0 \u8211?\f1\fs22\cf0\b0\i0\ul0\strike0 distributive,\f
1\fs22\cf0\b0\i0\ul0\strike0 tacticile\f1\fs22\cf0\b0\i0\ul0\strike0 iau\f1\fs
22\cf0\b0\i0\ul0\strike0 forma\f1\fs22\cf0\b0\i0\ul0\strike0 unor\f1\fs22\cf0\
b0\i0\ul0\strike0 amenin\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\u259?\f1\fs22\cf0
\b0\i0\ul0\strike0 ri\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0
imperative,\f1\fs22\cf0\b0\i0\ul0\strike0 apeluri\f1\fs22\cf0\b0\i0\ul0\strike
0 normative\f1\fs22\cf0\b0\i0\ul0\strike0 negative,\f1\fs22\cf0\b0\i0\ul0\stri
ke0 constr\u226?ngeri,\f1\fs22\cf0\b0\i0\ul0\strike0 condi\f1\fs22\cf0\b0\i0\u
l0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ion\f1\fs22\cf0\b0\i0\ul0\strike
0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ri.\par\pard\plain\li2143\sl-312\f1\fs22\
cf0\b0\i0\ul0\strike0 Tacticile\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0
\i0\ul0\strike0 influen\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\
ul0\strike0 are\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0

bazeaz\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 pe\f

1\fs22\cf0\b0\i0\ul0\strike0 acele\f1\fs22\cf0\b0\i0\ul0\strike0 ac\f1\fs22\cf
0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iuni\f1\fs22\cf0\b0\i0\
ul0\strike0 menite\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strik
e0 determina\f1\fs22\cf0\b0\i0\ul0\strike0 partenerul\f1\fs22\cf0\b0\i0\ul0\st
rike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 pro
cedeze\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 la\f1\fs22\cf0
\b0\i0\ul0\strike0 o\f1\fs22\cf0\b0\i0\ul0\strike0 remodelare\f1\fs22\cf0\b0\i
0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 concep\f1\fs22\cf0\b0\i0\ul0\str
ike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iilor\f1\fs22\cf0\b0\i0\ul0\strike0 s
ale\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 raport
\f1\fs22\cf0\b0\i0\ul0\strike0 cu\f1\fs22\cf0\b0\i0\ul0\strike0 obiectivul,\f1
\fs22\cf0\b0\i0\ul0\strike0 scopul\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs2
2\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 exigen\f1\fs22\cf0\b0\i
0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ele\f1\fs22\cf0\b0\i0\ul0\str
ike0 privind\f1\fs22\cf0\b0\i0\ul0\strike0 conturarea\f1\fs22\cf0\b0\i0\ul0\st
rike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\par\pard\plain\li1465\sl-312\f1\fs
22\cf0\b0\i0\ul0\strike0 \u238?ncheierea\f1\fs22\cf0\b0\i0\ul0\strike0 unui\f1\
fs22\cf0\b0\i0\ul0\strike0 acord.\f1\fs22\cf0\b0\i0\ul0\strike0 \u350?\f1\fs22
\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i
0\ul0\strike0 acest\f1\fs22\cf0\b0\i0\ul0\strike0 caz,\f1\fs22\cf0\b0\i0\ul0\s
trike0 tacticile\f1\fs22\cf0\b0\i0\ul0\strike0 difer\f1\fs22\cf0\b0\i0\ul0\str
ike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0
func\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ie\f1\
fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 tipul\f1\fs22\cf0\
b0\i0\ul0\strike0 strategic\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0
\ul0\strike0 negociere\f1\fs22\cf0\b0\i0\ul0\strike0 utilizat\par\pard\plain\l
i1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0
cadrul\f1\fs22\cf0\b0\i0\ul0\strike0 procesului\f1\fs22\cf0\b0\i0\ul0\strike0
de\f1\fs22\cf0\b0\i0\ul0\strike0 negociere.\f1\fs22\cf0\b0\i0\ul0\strike0 As
tfel,\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 cazu
l\f1\fs22\cf0\b0\i0\ul0\strike0 negocierilor\f1\fs22\cf0\b0\i0\ul0\strike0 der
ulate\f1\fs22\cf0\b0\i0\ul0\strike0 pe\f1\fs22\cf0\b0\i0\ul0\strike0 baza\f1\f
s22\cf0\b0\i0\ul0\strike0 strategiilor\f1\fs22\cf0\b0\i0\ul0\strike0 conflictu
al\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 \u8211?\f1\fs22\cf
0\b0\i0\ul0\strike0 distributive,\f1\fs22\cf0\b0\i0\ul0\strike0 tacticile\f1\f
s22\cf0\b0\i0\ul0\strike0 folosite\f1\fs22\cf0\b0\i0\ul0\strike0 au\f1\fs22\cf
0\b0\i0\ul0\strike0 rol\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0
\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 manipula\f1\fs22\cf0\b0\i0\ul0\strike
0 partenerul,\f1\fs22\cf0\b0\i0\ul0\strike0 respectiv\f1\fs22\cf0\b0\i0\ul0\st
rike0 pot\f1\fs22\cf0\b0\i0\ul0\strike0 fi\f1\fs22\cf0\b0\i0\ul0\strike0 folo
site:\f1\fs22\cf0\b0\i0\ul0\strike0 ameni\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\
u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ri,\par\pard\plain\li1465\sl-312\f1\fs22\cf0
\b0\i0\ul0\strike0 supralicitarea,\f1\fs22\cf0\b0\i0\ul0\strike0 disimularea\f1
\fs22\cf0\b0\i0\ul0\strike0 informa\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs2
2\cf0\b0\i0\ul0\strike0 iei,\f1\fs22\cf0\b0\i0\ul0\strike0 absen\f1\fs22\cf0\b0
\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 e\f1\fs22\cf0\b0\i0\ul0\str
ike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 \u23
8?nt\u226?rzieri\f1\fs22\cf0\b0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0
programul\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 neg
ocieri,\f1\fs22\cf0\b0\i0\ul0\strike0 ostilit\f1\fs22\cf0\b0\i0\ul0\strike0 \u2
59?\u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i,\par\pard\plain\li1465\sl-311\f1\fs22\
cf0\b0\i0\ul0\strike0 agresivit\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\u355?\f1\fs
22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\
i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 frecvente\f1\fs22\cf0\b0\i0\ul0\
strike0 schimb\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strik
e0 ri\f1\fs22\cf0\b0\i0\ul0\strike0 ale\f1\fs22\cf0\b0\i0\ul0\strike0 negociat
orilor.\f1\fs22\cf0\b0\i0\ul0\strike0 \u206?n\f1\fs22\cf0\b0\i0\ul0\strike0 ca
zul\f1\fs22\cf0\b0\i0\ul0\strike0 negocierilor\f1\fs22\cf0\b0\i0\ul0\strike0 d
erulate\f1\fs22\cf0\b0\i0\ul0\strike0 pe\f1\fs22\cf0\b0\i0\ul0\strike0 baza\f1

\fs22\cf0\b0\i0\ul0\strike0 strategiilor\par\pard\plain\li1465\sl-310\f1\fs22\c
f0\b0\i0\ul0\strike0 integrativ\f1\fs22\cf0\b0\i0\ul0\strike0 \u8211?\f1\fs22\c
f0\b0\i0\ul0\strike0 cooperante,\f1\fs22\cf0\b0\i0\ul0\strike0 tactica\f1\fs22
\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 influen\f1\fs22\cf0\b0
\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 are\f1\fs22\cf0\b0\i0\ul0\s
trike0 ia\f1\fs22\cf0\b0\i0\ul0\strike0 forme\f1\fs22\cf0\b0\i0\ul0\strike0 m
ai\f1\fs22\cf0\b0\i0\ul0\strike0 acceptabile,\f1\fs22\cf0\b0\i0\ul0\strike0 ba
zate\f1\fs22\cf0\b0\i0\ul0\strike0 pe\f1\fs22\cf0\b0\i0\ul0\strike0 abord\f1\f
s22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ri\f1\fs22\cf0\b0
\i0\ul0\strike0 civilizate\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0
\i0\ul0\strike0 i\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 pro
movarea\f1\fs22\cf0\b0\i0\ul0\strike0 unei\f1\fs22\cf0\b0\i0\ul0\strike0 atmos
fere\f1\fs22\cf0\b0\i0\ul0\strike0 destinse,\f1\fs22\cf0\b0\i0\ul0\strike0 ast
fel\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0 au\f1\fs22\
cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 vedere:\f1\fs22\cf
0\b0\i0\ul0\strike0 dezv\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0
\ul0\strike0 luirea\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\stri
ke0 la\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?nceput\f1\fs22\cf0\b0\i0\ul0\strike
0 a\f1\fs22\cf0\b0\i0\ul0\strike0 obiectivelor\f1\fs22\cf0\b0\i0\ul0\strike0
\u238?n\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 scopul\f1\fs2
2\cf0\b0\i0\ul0\strike0 influen\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\u259?\f1\f
s22\cf0\b0\i0\ul0\strike0 rii\f1\fs22\cf0\b0\i0\ul0\strike0 partenerilor\f1\fs2
2\cf0\b0\i0\ul0\strike0 prin\f1\fs22\cf0\b0\i0\ul0\strike0 atitudinea\f1\fs22\
cf0\b0\i0\ul0\strike0 deschis\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\
b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 ini\f1\fs22\cf0\b0\i0\ul0\st
rike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iatorilor\f1\fs22\cf0\b0\i0\ul0\strik
e0 negocierii\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strik
e0 i\f1\fs22\cf0\b0\i0\ul0\strike0 promovarea\f1\fs22\cf0\b0\i0\ul0\strike0 un
ui\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 climat\f1\fs22\cf0
\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ncredere;\f1\fs22\cf
0\b0\i0\ul0\strike0 ini\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\
ul0\strike0 ierea\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\st
rike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 promovarea\f1\fs22\cf0\b0\i0\ul0\strike0
continu\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 a\f
1\fs22\cf0\b0\i0\ul0\strike0 unor\f1\fs22\cf0\b0\i0\ul0\strike0 surprize\f1\fs
22\cf0\b0\i0\ul0\strike0 pl\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0
\i0\ul0\strike0 cute;\f1\fs22\cf0\b0\i0\ul0\strike0 promovarea,\f1\fs22\cf0\b0\
i0\ul0\strike0 pe\f1\fs22\cf0\b0\i0\ul0\strike0 tot\par\pard\plain\li1465\sl-3
12\f1\fs22\cf0\b0\i0\ul0\strike0 parcursul\f1\fs22\cf0\b0\i0\ul0\strike0 negoci
erilor,\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 unei\f1\
fs22\cf0\b0\i0\ul0\strike0 argumenta\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs
22\cf0\b0\i0\ul0\strike0 ii\f1\fs22\cf0\b0\i0\ul0\strike0 pozitive.\par\pard\pl
ain\li2143\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 2.\f1\fs22\cf0\b0\i0\ul0\strike0
\u206?n\f1\fs22\cf0\b0\i0\ul0\strike0 func\f1\fs22\cf0\b0\i0\ul0\strike0 \u35
5?\f1\fs22\cf0\b0\i0\ul0\strike0 ie\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf
0\b0\i0\ul0\strike0 natura\f1\fs22\cf0\b0\i0\ul0\strike0 lor,\f1\fs22\cf0\b0\i
0\ul0\strike0 tacticile\f1\fs22\cf0\b0\i0\ul0\strike0 pot\f1\fs22\cf0\b0\i0\ul
0\strike0 fi\f1\fs22\cf0\b0\i0\ul0\strike0 structurate\f1\fs22\cf0\b0\i0\ul0\s
trike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 tactici\f1\fs22\cf0\b0\i0\ul0\str
ike0 cooperante,\f1\fs22\cf0\b0\i0\ul0\strike0 tactici\f1\fs22\cf0\b0\i0\ul0\s
trike0 conflictuale.\par\pard\plain\li2199\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0
Tacticile\f1\fs22\cf0\b0\i0\ul0\strike0 cooperante\f1\fs22\cf0\b0\i0\ul0\strik
e0 au\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 ved
ere\f1\fs22\cf0\b0\i0\ul0\strike0 crearea\f1\fs22\cf0\b0\i0\ul0\strike0 unui\f
1\fs22\cf0\b0\i0\ul0\strike0 climat\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\c
f0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b
0\i0\ul0\strike0 elegere\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0
\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 colaborare\f1\fs22\cf0\b0\i0\ul0\s
trike0 \u238?ntre\f1\fs22\cf0\b0\i0\ul0\strike0 parteneri\par\pard\plain\li146
5\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 pe\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n

tregul\f1\fs22\cf0\b0\i0\ul0\strike0 proces\f1\fs22\cf0\b0\i0\ul0\strike0 de\f

1\fs22\cf0\b0\i0\ul0\strike0 negociere,\f1\fs22\cf0\b0\i0\ul0\strike0 prin\f1\
fs22\cf0\b0\i0\ul0\strike0 materializarea\f1\fs22\cf0\b0\i0\ul0\strike0 urm\f1
\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 toarelor\f1\fs2
2\cf0\b0\i0\ul0\strike0 ac\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\
i0\ul0\strike0 iuni:\f1\fs22\cf0\b0\i0\ul0\strike0 crearea\f1\fs22\cf0\b0\i0\ul
0\strike0 unui\f1\fs22\cf0\b0\i0\ul0\strike0 climat\f1\fs22\cf0\b0\i0\ul0\stri
ke0 optim\f1\fs22\cf0\b0\i0\ul0\strike0 de\par\pard\plain\li1465\sl-312\f1\fs2
2\cf0\b0\i0\ul0\strike0 negociere;\f1\fs22\cf0\b0\i0\ul0\strike0 asigurarea\f1\
fs22\cf0\b0\i0\ul0\strike0 condi\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\c
f0\b0\i0\ul0\strike0 iilor\f1\fs22\cf0\b0\i0\ul0\strike0 propice\f1\fs22\cf0\b0
\i0\ul0\strike0 pentru\f1\fs22\cf0\b0\i0\ul0\strike0 negocieri;\f1\fs22\cf0\b0
\i0\ul0\strike0 precizarea\f1\fs22\cf0\b0\i0\ul0\strike0 regulilor\f1\fs22\cf0
\b0\i0\ul0\strike0 jocului,\f1\fs22\cf0\b0\i0\ul0\strike0 asigur\u226?ndu-se\p
ar\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 astfel\f1\fs22\cf0\b0\
i0\ul0\strike0 clarificarea\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b
0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 fixarea\f1\fs22\cf0\b0\i0\ul0\
strike0 unor\f1\fs22\cf0\b0\i0\ul0\strike0 reguli\f1\fs22\cf0\b0\i0\ul0\strike
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0\b0\i0\ul0\strike0 timpul,\f1\fs22\cf0\b0\i0\ul0\strike0 sunt\f1\fs22\cf0\b0\
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plain\sl-200\par\pard\plain\sl-200\par\pard\plain\sl-264\par\pard\plain\li4254\s
l-287\f0\fs22\cf0\b0\i0\ul0\strike0 INTRODUCERE\f0\fs22\cf0\b0\i0\ul0\strike0 \

u206?N\f0\fs22\cf0\b0\i0\ul0\strike0 ARTA\f0\fs22\cf0\b0\i0\ul0\strike0 NEGOCI

ERII\par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 ________________
__________________________________________________________________\par\pard\plai
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e\par\pard\plain\sl-375\par\pard\plain\li1465\sl-272\f0\fs22\cf0\b\i0\ul0\strike
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odologice\f0\fs22\cf0\b\i0\ul0\strike0 privind\f0\fs22\cf0\b\i0\ul0\strike0 te
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2\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 desf\f1\fs22\cf0
\b0\i0\ul0\strike0 \u259?\u351?\f1\fs22\cf0\b0\i0\ul0\strike0 urarea\f1\fs22\cf0
\b0\i0\ul0\strike0 procesului\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\
i0\ul0\strike0 negociere\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\str
ike0 formeaz\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0
tehnicile\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 nego
ciere.\f1\fs22\cf0\b0\i0\ul0\strike0 De\f1\fs22\cf0\b0\i0\ul0\strike0 fapt,\f1
\fs22\cf0\b0\i0\ul0\strike0 tehnicile\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22
\cf0\b0\i0\ul0\strike0 negocire\f1\fs22\cf0\b0\i0\ul0\strike0 constituie\f1\fs
22\cf0\b0\i0\ul0\strike0 instrumentul\f1\fs22\cf0\b0\i0\ul0\strike0 practic\f1
\fs22\cf0\b0\i0\ul0\strike0 al\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\u
l0\strike0 negociatorului,\f1\fs22\cf0\b0\i0\ul0\strike0 reprezent\u226?nd\f1\f
s22\cf0\b0\i0\ul0\strike0 forme\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\c
f0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 scheme\f1\fs22\cf0\b0\i0\u
l0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 ac\f1\fs22\cf0\b0\i0\ul0\strike0 \
u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iune\f1\fs22\cf0\b0\i0\ul0\strike0 ce\f1\fs
22\cf0\b0\i0\ul0\strike0 se\f1\fs22\cf0\b0\i0\ul0\strike0 utilizeaz\f1\fs22\cf
0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0
\i0\ul0\strike0 vederea\f1\fs22\cf0\b0\i0\ul0\strike0 realiz\f1\fs22\cf0\b0\i0
\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 rii\par\pard\plain\li1465\sl-3
12\f1\fs22\cf0\b0\i0\ul0\strike0 diverselor\f1\fs22\cf0\b0\i0\ul0\strike0 tacti
ci.\f1\fs22\cf0\b0\i0\ul0\strike0 Din\f1\fs22\cf0\b0\i0\ul0\strike0 punct\f1\f
s22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 vedere\f1\fs22\cf0\
b0\i0\ul0\strike0 metodologic,\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ntre\f1\fs2
2\cf0\b0\i0\ul0\strike0 no\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\
i0\ul0\strike0 iunile\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\st
rike0 strategie\f1\fs22\cf0\b0\i0\ul0\strike0 \u8211?\f1\fs22\cf0\b0\i0\ul0\st
rike0 tactic\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0
\u8211?\f1\fs22\cf0\b0\i0\ul0\strike0 tehnic\f1\fs22\cf0\b0\i0\ul0\strike0 \u
259?\f1\fs22\cf0\b0\i0\ul0\strike0 de\par\pard\plain\li1465\sl-310\f1\fs22\cf0\
b0\i0\ul0\strike0 negociere\f1\fs22\cf0\b0\i0\ul0\strike0 exist\f1\fs22\cf0\b0\
i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 urm\f1\fs22\cf0\b0\i0\ul0\s
trike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 toarea\f1\fs22\cf0\b0\i0\ul0\strike0
delimitare:\f1\fs22\cf0\b0\i0\ul0\strike0 strategia\f1\fs22\cf0\b0\i0\ul0\str
ike0 asigur\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0
orientarea\f1\fs22\cf0\b0\i0\ul0\strike0 d\u226?nd\f1\fs22\cf0\b0\i0\ul0\strik
e0 o\f1\fs22\cf0\b0\i0\ul0\strike0 anumit\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?
\f1\fs22\cf0\b0\i0\ul0\strike0 viziune\f1\fs22\cf0\b0\i0\ul0\strike0 general\f
1\fs22\cf0\b0\i0\ul0\strike0 \u259?\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\
i0\ul0\strike0 asupra\f1\fs22\cf0\b0\i0\ul0\strike0 situa\f1\fs22\cf0\b0\i0\ul0
\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iei\f1\fs22\cf0\b0\i0\ul0\strike0
procesului\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 neg
ociere,\f1\fs22\cf0\b0\i0\ul0\strike0 direc\f1\fs22\cf0\b0\i0\ul0\strike0 \u355
?\f1\fs22\cf0\b0\i0\ul0\strike0 ion\u226?nd\f1\fs22\cf0\b0\i0\ul0\strike0 demer

surile\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\

fs22\cf0\b0\i0\ul0\strike0 comportamentul\f1\fs22\cf0\b0\i0\ul0\strike0 p\f1\f
s22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 r\f1\fs22\cf0\b0\
i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 ilor,\f1\fs22\cf0\b0\i0\ul0\
strike0 tacticile\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 re
prezint\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ac\f
1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 iuni\f1\fs22\c
f0\b0\i0\ul0\strike0 punctuale\f1\fs22\cf0\b0\i0\ul0\strike0 menite\f1\fs22\cf
0\b0\i0\ul0\strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul
0\strike0 stabileasc\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0
\strike0 mijloacele\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0
\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 formele\f1\fs22\cf0\b0\i0\ul0\strike0
de\f1\fs22\cf0\b0\i0\ul0\strike0 interven\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?
\f1\fs22\cf0\b0\i0\ul0\strike0 ie\f1\fs22\cf0\b0\i0\ul0\strike0 ce\f1\fs22\cf0\
b0\i0\ul0\strike0 urmeaz\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0
\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 fi\par\pard\plain\li1465\sl-310\f
1\fs22\cf0\b0\i0\ul0\strike0 folosite\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\
fs22\cf0\b0\i0\ul0\strike0 organizarea\f1\fs22\cf0\b0\i0\ul0\strike0 dialogulu
i\f1\fs22\cf0\b0\i0\ul0\strike0 dintre\f1\fs22\cf0\b0\i0\ul0\strike0 parteneri
,\f1\fs22\cf0\b0\i0\ul0\strike0 iar\f1\fs22\cf0\b0\i0\ul0\strike0 tehnicile\f1
\fs22\cf0\b0\i0\ul0\strike0 au\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\c
f0\b0\i0\ul0\strike0 vedere\f1\fs22\cf0\b0\i0\ul0\strike0 totalitatea\f1\fs22\
cf0\b0\i0\ul0\strike0 procedeelor\f1\fs22\cf0\b0\i0\ul0\strike0 ce\par\pard\pl
ain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 urmeaz\f1\fs22\cf0\b0\i0\ul0\str
ike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259
?\f1\fs22\cf0\b0\i0\ul0\strike0 fie\f1\fs22\cf0\b0\i0\ul0\strike0 folosite\f1\
fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 desf\f1\fs22\
cf0\b0\i0\ul0\strike0 \u259?\u351?\f1\fs22\cf0\b0\i0\ul0\strike0 urarea\f1\fs22\
cf0\b0\i0\ul0\strike0 discu\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0
\i0\ul0\strike0 iilor\f1\fs22\cf0\b0\i0\ul0\strike0 purtate\f1\fs22\cf0\b0\i0\u
l0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 scopul\f1\fs22\cf0\b0\i0\ul0\
strike0 ajungerii\f1\fs22\cf0\b0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strik
e0 \u238?ncheierea\f1\fs22\cf0\b0\i0\ul0\strike0 acordului\par\pard\plain\li14
65\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 supus\f1\fs22\cf0\b0\i0\ul0\strike0 neg
ocierilor.\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 Prezent\f1
\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 m\f1\fs22\cf0\b
0\i0\ul0\strike0 pe\f1\fs22\cf0\b0\i0\ul0\strike0 scurt,\f1\fs22\cf0\b0\i0\ul0
\strike0 principalele\f1\fs22\cf0\b0\i0\ul0\strike0 tehnici\f1\fs22\cf0\b0\i0\
ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 negociere\f1\fs22\cf0\b0\i0\ul0\s
trike0 reg\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 s
ite\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 litera
tura\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 specialita
te.\par\pard\plain\sl-313\par\pard\plain\li1465\sl-272\f0\fs22\cf0\b\i0\ul0\stri
ke0 4.3.2.\f0\fs22\cf0\b\i0\ul0\strike0 Principalele\f0\fs22\cf0\b\i0\ul0\strik
e0 tehnici\f0\fs22\cf0\b\i0\ul0\strike0 de\f0\fs22\cf0\b\i0\ul0\strike0 negoc
iere\par\pard\plain\sl-366\par\pard\plain\li1465\sl-274\f0\fs22\cf0\b0\i0\ul0\st
rike0 Negocierea\f0\fs22\cf0\b0\i0\ul0\strike0 \u8220?salam\f1\fs22\cf0\b0\i0\u
l0\strike0 \u8221?\par\pard\plain\li1804\sl-313\f1\fs22\cf0\b0\i0\ul0\strike0 Co
nst\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\
f1\fs22\cf0\b0\i0\ul0\strike0 \u238?naintarea\f1\fs22\cf0\b0\i0\ul0\strike0 pu
nct\f1\fs22\cf0\b0\i0\ul0\strike0 cu\f1\fs22\cf0\b0\i0\ul0\strike0 punct,\f1\f
s22\cf0\b0\i0\ul0\strike0 felie\f1\fs22\cf0\b0\i0\ul0\strike0 cu\f1\fs22\cf0\b
0\i0\ul0\strike0 felie,\f1\fs22\cf0\b0\i0\ul0\strike0 prin\f1\fs22\cf0\b0\i0\u
l0\strike0 mici\f1\fs22\cf0\b0\i0\ul0\strike0 compromisuri\f1\fs22\cf0\b0\i0\u
l0\strike0 paralele,\f1\fs22\cf0\b0\i0\ul0\strike0 spre\f1\fs22\cf0\b0\i0\ul0\
strike0 \u238?ncheierea\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\stri
ke0 acordului.\f1\fs22\cf0\b0\i0\ul0\strike0 Decuparea\f1\fs22\cf0\b0\i0\ul0\st
rike0 fiec\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 r
ei\f1\fs22\cf0\b0\i0\ul0\strike0 probleme\f1\fs22\cf0\b0\i0\ul0\strike0 mari\f
1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 pa\f1\fs22\

cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\u

l0\strike0 mici,\f1\fs22\cf0\b0\i0\ul0\strike0 realizabili,\f1\fs22\cf0\b0\i0\
ul0\strike0 prezint\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\
strike0 anumite\f1\fs22\cf0\b0\i0\ul0\strike0 avantaje.\f1\fs22\cf0\b0\i0\ul0\
strike0 \u206?n\par\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 prim
ul\f1\fs22\cf0\b0\i0\ul0\strike0 r\u226?nd,\f1\fs22\cf0\b0\i0\ul0\strike0 este
\f1\fs22\cf0\b0\i0\ul0\strike0 mai\f1\fs22\cf0\b0\i0\ul0\strike0 u\f1\fs22\cf0
\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 or\f1\fs22\cf0\b0\i0\ul0
\strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 l\f1\fs22\cf0\b0\i0\ul0\strike0 pui\f1\fs22\cf0\b0\i0\ul0\strike0 pe\f1\fs22\c
f0\b0\i0\ul0\strike0 partener\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf
0\b0\i0\ul0\strike0 situa\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i
0\ul0\strike0 ia\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0
a\f1\fs22\cf0\b0\i0\ul0\strike0 spune\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs
22\cf0\b0\i0\ul0\strike0 mai\f1\fs22\cf0\b0\i0\ul0\strike0 multe\f1\fs22\cf0\b
0\i0\ul0\strike0 ori\f1\fs22\cf0\b0\i0\ul0\strike0 da\f1\fs22\cf0\b0\i0\ul0\st
rike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 probleme\par\pard\plain\li1465\sl311\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 mic\f1\fs22\
cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 anvergur\f1\fs22\cf0
\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ,\f1\fs22\cf0\b0\i0\ul0\
strike0 dec\u226?t\f1\fs22\cf0\b0\i0\ul0\strike0 s\f1\fs22\cf0\b0\i0\ul0\strik
e0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 ob\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?
\f1\fs22\cf0\b0\i0\ul0\strike0 ii\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\
b0\i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 acesta\f1\fs22\cf0\b0\i0\ul
0\strike0 un\f1\fs22\cf0\b0\i0\ul0\strike0 da\f1\fs22\cf0\b0\i0\ul0\strike0 g
lobal\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\f
s22\cf0\b0\i0\ul0\strike0 definitiv.\f1\fs22\cf0\b0\i0\ul0\strike0 \u206?n\f1\
fs22\cf0\b0\i0\ul0\strike0 acela\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\c
f0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 timp,\f1\fs22\cf0\b0\i0\ul
0\strike0 instaurarea\f1\fs22\cf0\b0\i0\ul0\strike0 unui\par\pard\plain\li1465
\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 climat\f1\fs22\cf0\b0\i0\ul0\strike0 de\f
1\fs22\cf0\b0\i0\ul0\strike0 succes,\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\
cf0\b0\i0\ul0\strike0 c\u226?\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\
b0\i0\ul0\strike0 tig,\f1\fs22\cf0\b0\i0\ul0\strike0 contribuie\f1\fs22\cf0\b0\
i0\ul0\strike0 la\f1\fs22\cf0\b0\i0\ul0\strike0 ob\f1\fs22\cf0\b0\i0\ul0\strik
e0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 inerea\f1\fs22\cf0\b0\i0\ul0\strike0 ac
ceptului\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i0\ul0\strike0 p
unctele\f1\fs22\cf0\b0\i0\ul0\strike0 esen\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?
\f1\fs22\cf0\b0\i0\ul0\strike0 iale\f1\fs22\cf0\b0\i0\ul0\strike0 ale\f1\fs22\c
f0\b0\i0\ul0\strike0 unei\f1\fs22\cf0\b0\i0\ul0\strike0 afaceri,\par\pard\plai
n\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 c\f1\fs22\cf0\b0\i0\ul0\strike0 \u
259?\f1\fs22\cf0\b0\i0\ul0\strike0 ci,\f1\fs22\cf0\b0\i0\ul0\strike0 din\f1\fs2
2\cf0\b0\i0\ul0\strike0 punct\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\
i0\ul0\strike0 vedere\f1\fs22\cf0\b0\i0\ul0\strike0 psihologic,\f1\fs22\cf0\b0
\i0\ul0\strike0 oamenii\f1\fs22\cf0\b0\i0\ul0\strike0 sunt\f1\fs22\cf0\b0\i0\u
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\sl-200\par\pard\plain\sl-200\par\pard\plain\sl-264\par\pard\plain\li4254\sl-287
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par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 _____________________
_____________________________________________________________\par\pard\plain\li1
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____________________________\par\pard\plain\li1465\sl-260\f1\fs22\cf0\b0\i0\ul0\

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\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 .\par\pard\plain\li1465\sl-326
\f0\fs22\cf0\b0\i0\ul0\strike0 Tehnica\f0\fs22\cf0\b0\i0\ul0\strike0 "time\f0\f
s22\cf0\b0\i0\ul0\strike0 out"\par\pard\plain\li2143\sl-313\f1\fs22\cf0\b0\i0\u
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fragmenta\f1\fs22\cf0\b0\i0\ul0\strike0 \u351?\f1\fs22\cf0\b0\i0\ul0\strike0 i
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___________________________________________\par\pard\plain\li1465\sl-260\f1\fs22
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afaceri.\par\pard\plain\li1465\sl-326\f0\fs22\cf0\b0\i0\ul0\strike0 Tactica\f0\f
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________________________________________________________________________________
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______________________________________________________________________\par\pard\
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plain\li1465\sl-310\f2\fs22\cf0\b0\i0\ul0\strike0 \u61692?\f1\fs22\cf0\b0\i0\ul0
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fs22\cf0\b0\i0\ul0\strike0 \u61692?\f1\fs22\cf0\b0\i0\ul0\strike0 Pentru\f1\fs2
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s22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 elegerii\f1\fs22\
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f0\b0\i0\ul0\strike0 leg\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0
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pard\plain\li1465\sl-312\f2\fs22\cf0\b0\i0\ul0\strike0 \u61692?\f1\fs22\cf0\b0\i
0\ul0\strike0 Verbaliza\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\

ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 ceea\f1\fs22\cf0\b0\i0\ul0\strike0

ce\f1\fs22\cf0\b0\i0\ul0\strike0 observa\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\
f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 (exemplu:\f1\fs22
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i0\ul0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 referi\f1\fs22\cf0\b0\i0\ul
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foarte\f1\fs22\cf0\b0\i0\ul0\strike0 des\f1\fs22\cf0\b0\i0\ul0\strike0 la\f1\f
s22\cf0\b0\i0\ul0\strike0 \u8230?\u8221?,\f1\fs22\cf0\b0\i0\ul0\strike0 ).\par
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i0\ul0\strike0 Descrie\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\u
l0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 ce\f1\fs22\cf0\b0\i0\ul0\strike0 si
m\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\c
f0\b0\i0\ul0\strike0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul
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ke0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 tur\f1\fs22\cf0\b0\i0\ul0\strike0 \u259
?\f1\fs22\cf0\b0\i0\ul0\strike0 cu\f1\fs22\cf0\b0\i0\ul0\strike0 mesajul\f1\fs
22\cf0\b0\i0\ul0\strike0 (exemplu:\f1\fs22\cf0\b0\i0\ul0\strike0 \u8220?c\u226
?nd\f1\fs22\cf0\b0\i0\ul0\strike0 m-a\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\f
s22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?ntrerupt\f1\fs2
2\cf0\b0\i0\ul0\strike0 am\f1\fs22\cf0\b0\i0\ul0\strike0 r\f1\fs22\cf0\b0\i0\u
l0\strike0 \u259?\f1\fs22\cf0\b0\i0\ul0\strike0 mas\f1\fs22\cf0\b0\i0\ul0\strike
0 surprins\par\pard\plain\li1804\sl-309\f1\fs22\cf0\b0\i0\ul0\strike0 deoarece\
u8230?\u8221?).\f1\fs22\cf0\b0\i0\ul0\strike0 Folosi\f1\fs22\cf0\b0\i0\ul0\stri
ke0 \u355?\f1\fs22\cf0\b0\i0\ul0\strike0 i\f1\fs22\cf0\b0\i0\ul0\strike0 persoa
na\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?nt\u226?i\f1\fs22\cf0\b0\i0\ul0\strike0
pentru\f1\fs22\cf0\b0\i0\ul0\strike0 a\f1\fs22\cf0\b0\i0\ul0\strike0 reduce\f
1\fs22\cf0\b0\i0\ul0\strike0 starea\f1\fs22\cf0\b0\i0\ul0\strike0 defensiv\f1\
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ul0\strike0 cuvintelor.\f1\fs22\cf0\b0\i0\ul0\strike0 Exist\f1\fs22\cf0\b0\i0\
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rostirii\f1\fs22\cf0\b0\i0\ul0\strike0 de\f1\fs22\cf0\b0\i0\ul0\strike0 cuvint
e:\par\pard\plain\li1465\sl-312\f2\fs22\cf0\b0\i0\ul0\strike0 \u61692?\f1\fs22\c
f0\b0\i0\ul0\strike0 confuziile\f1\fs22\cf0\b0\i0\ul0\strike0 dintre\f1\fs22\c
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fs22\cf0\b0\i0\ul0\strike0 modera\f1\fs22\cf0\b0\i0\ul0\strike0 \u355?\f1\fs22\
cf0\b0\i0\ul0\strike0 ii\f1\fs22\cf0\b0\i0\ul0\strike0 \u238?n\f1\fs22\cf0\b0\i

0\ul0\strike0 folosirea\f1\fs22\cf0\b0\i0\ul0\strike0 sinonimiei,\par\pard\pla

in\li1804\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 omonimiei\f1\fs22\cf0\b0\i0\ul0\s
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b0\i0\ul0\strike0 INTRODUCERE\f0\fs22\cf0\b0\i0\ul0\strike0 \u206?N\f0\fs22\cf0
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n\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0\strike0 __________________________________
________________________________________________\par\pard\plain\li1465\sl-260\f2
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fs22\cf0\b0\i0\ul0\strike0 u.\f1\fs22\cf0\b0\i0\ul0\strike0 Aceasta\f1\fs22\cf0
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f1\fs22\cf0\b0\i0\ul0\strike0 sfiim\f1\fs22\cf0\b0\i0\ul0\strike0 s\f1\fs22\cf
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erale,\f1\fs22\cf0\b0\i0\ul0\strike0 s\f1\fs22\cf0\b0\i0\ul0\strike0 \u259?\f1\

fs22\cf0\b0\i0\ul0\strike0 folosim\f1\fs22\cf0\b0\i0\ul0\strike0 enun\f1\fs22\
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fs22\cf0\b0\i0\ul0\strike0 Egocentrismul\f1\fs22\cf0\b0\i0\ul0\strike0 este\f1
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ike0 ___________________________________________________________________________
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2\cf0\b0\i0\ul0\strike0 ________________________________________________________
__________________________\par\pard\plain\li2143\sl-260\f1\fs22\cf0\b0\i0\ul0\st
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l0\strike0 _____________________________________________________________________

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gata\f1\fs22\cf0\b0\i0\ul0\strike0 sa\f1\fs22\cf0\b0\i0\ul0\strike0 se\f1\fs
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ele,\f1\fs22\cf0\b0\i0\ul0\strike0 persoanele\f1\fs22\cf0\b0\i0\ul0\strike0 ma
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atitudini.\f1\fs22\cf0\b0\i0\ul0\strike0 Astfel:\f1\fs22\cf0\b0\i0\ul0\strike0
fr\u226?ngerea\par\pard\plain\li1465\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 deget
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\i0\ul0\strike0 \u238?ndoiala,\tab\f1\fs22\cf0\b0\i0\ul0\strike0 nesiguran\f1\fs
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\sbknone\cols1\colno1\colw12240\pard\plain\li1465\sl-312\f1\fs22\cf0\b0\i0\ul\st
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\fs22\cf0\b0\i0\ul0\strike0 \u61692?\f1\fs22\cf0\b0\i0\ul0\strike0 Frecarea\f1\
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otiei.\par\pard\plain\li1861\sl-310\f1\fs22\cf0\b0\i0\ul0\strike0 Exista\f1\fs22
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d\plain\li1465\sl-312\tx2900\tx3660\tx4700\tx5460\tx6740\tx7660\tx9080\tx9780\f1
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ului.\par\pard\plain\li1804\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 O\f1\fs22\cf0\b
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xn12240\pghsxn15840\pard\plain\sl-200\par\pard\plain\sl-200\par\pard\plain\sl-26
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b0\i0\ul0\strike0 NEGOCIERII\par\pard\plain\li1465\sl-254\f1\fs22\cf0\b0\i0\ul0
\strike0 _______________________________________________________________________
___________\par\pard\plain\li1465\sl-260\tx4820\tx7580\tx10240\f1\fs22\cf0\b0\i0
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\cf0\b0\i0\ul0\strike0 citit.\f1\fs22\cf0\b0\i0\ul0\strike0 Concentrandu-ne\f1
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in\li1465\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 ce\f1\fs22\cf0\b0\i0\ul0\strike0
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ke0 eficiente.\par\pard\plain\li1804\sl-312\f1\fs22\cf0\b0\i0\ul0\strike0 Limba
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____________________________________\par\pard\plain\li1804\sl-260\f1\fs22\cf0\b0
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