לנשיא הנבחר, דונלד טראמפ, יש אסטרטגיית משא ומתן מועדפת, והוא משתמש בה כפי שאף נשיא לא עשה מעולם

איל לוינטר | 6 בפברואר 2025 | חברה והיסטוריה | 15 דק׳

דוקטרינת "המשוגע"

בשנת 1979 הוקמה באוניברסיטת הרווארד יוזמה פורצת דרך שעתידה הייתה לשנות את האופן שבו אנחנו מבינים משא ומתן. היא נקראה "פרויקט המשא ומתן של הרווארד" (Harvard Negotiation Project), והיא נועדה לחקור, לנתח ולשפר את הדרכים שבאמצעותן יחידים, קבוצות ומדינות מנהלים משא ומתן ופותרים סכסוכים.

בראש הפרויקט עמד רוג'ר פישר, פרופ' למשפטים בהרווארד, שהתמחה בסכסוכים בין-לאומיים במשא ומתן, יחד עם שותפו ויליאם יורי, אנתרופולוג וחוקר משא ומתן. כשנתיים לאחר הקמת הפרויקט, פרסמו השניים ספר שהפך במהרה לאחד מהספרים החשובים והמשפיעים ביותר בתחום המשא ומתן – Getting to YES (בעברית: "סיכום חיובי").

פישר ויורי הציגו לעולם גישה חדשנית שנקראה "משא ומתן עקרוני" (Principled Negotiation), שמטרתה הייתה להציע דרך לניהול משא ומתן שתוביל להסכמות "חכמות". הגישה התבססה על חיפוש פתרונות יצירתיים שממלאים את צורכי כל הצדדים ככל האפשר, תוך הישענות על קריטריונים של הוגנות ואובייקטיביות להכרעת מחלוקות. הרוח של השיטה הייתה לא אגרסיבית – היא קידמה משא ומתן באווירה מתונה, תוך שיתוף פעולה וחתירה לפתרונות הוגנים. פישר ויורי הדגישו כי יש להתעקש על אינטרסים, אך לעשות זאת בדרך עניינית, מבלי לתקוף את האדם שמולנו.

רוצה לקרוא עוד?

להמשך קריאה הירשמו או התחברו

איור אילוסטרציה: מגזין אפוק

איור אילוסטרציה: מגזין אפוק

אילוסטרציה: Shutterstock

לספר את האמת באופן שקרי – המניפולציה שמעצבת את המציאות שלנו

איל לוינטר

איור אילוסטרציה: מגזין אפוק

"לטיקטוק ולדיפסיק יש היכולת ליצור נרטיב משלהם. וכמו שידוע, מי ששולט בנרטיב – שולט בעולם"

יאן יקיאלק

אילוסטרציה

מעבר למילים: הכוחות החבויים של אוטיסטים לא ורבליים

מאיה מזרחי

יותם נקר

לצאת למלחמה, לפגוש במוות ולחזור לחיים

דינה גורדון

אילוסטרציה: מגזין אפוק, תמונות: Shutterstock, www.minghui.org

תיקים באפילה: האדם הראשון שעבר קצירת איברים בכפייה ושרד כדי לספר על כך

יאן יקיאלק

אילוסטרציה: מגזין אפוק

העיתונאות החדשה: כיצד קיטוב הפך למודל עסקי

יאן יקיאלק

הירשמו לניוזלטר שלנו וקבלו תוכן חדש למייל מדי חודש

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