{"id":5663,"date":"2025-05-30T11:06:06","date_gmt":"2025-05-30T09:06:06","guid":{"rendered":"https:\/\/hovinghandpartners.com\/what-is\/koncese\/"},"modified":"2025-06-11T17:42:04","modified_gmt":"2025-06-11T15:42:04","slug":"koncese","status":"publish","type":"glossary","link":"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/","title":{"rendered":"Koncese"},"content":{"rendered":"\n<p><strong>Jsou \u00fastupky zn\u00e1mkou slabosti p\u0159i vyjedn\u00e1v\u00e1n\u00ed &#8211; nebo strategick\u00fdm n\u00e1strojem?<\/strong>  Odpov\u011b\u010f z\u00e1vis\u00ed na tom, jak a kdy je pou\u017e\u00edv\u00e1te. \u00dastupky, pokud jsou pou\u017e\u00edv\u00e1ny z\u00e1m\u011brn\u011b, mohou budovat d\u016fv\u011bru, vytv\u00e1\u0159et hodnotu a posunout ob\u011b strany k \u00fasp\u011b\u0161n\u00e9 dohod\u011b. <\/p>\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_85 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Obsah<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/#Ustupky_pri_vyjednavani\" >\u00dastupky p\u0159i vyjedn\u00e1v\u00e1n\u00ed<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/#Vyznam_koncesi\" >V\u00fdznam konces\u00ed<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/#Co_jsou_ustupky_pri_vyjednavani\" >Co jsou \u00fastupky p\u0159i vyjedn\u00e1v\u00e1n\u00ed?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/#Co_znamena_ustoupit_pri_vyjednavani\" >Co znamen\u00e1 ustoupit p\u0159i vyjedn\u00e1v\u00e1n\u00ed?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/#Jaky_je_rozdil_mezi_vyjednavanim_a_ustupky\" >Jak\u00fd je rozd\u00edl mezi vyjedn\u00e1v\u00e1n\u00edm a \u00fastupky?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/#Jak_postupovat_pri_ustupcich_behem_vyjednavani\" >Jak postupovat p\u0159i \u00fastupc\u00edch b\u011bhem vyjedn\u00e1v\u00e1n\u00ed?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/#Jak_mohu_pozadat_o_ustupky\" >Jak mohu po\u017e\u00e1dat o \u00fastupky?<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-concessions-in-negotiation\"><span class=\"ez-toc-section\" id=\"Ustupky_pri_vyjednavani\"><\/span>\u00dastupky p\u0159i vyjedn\u00e1v\u00e1n\u00ed<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>\u00dastupky p\u0159i vyjedn\u00e1v\u00e1n\u00ed znamenaj\u00ed kompromisy, kter\u00e9 jedna nebo ob\u011b strany u\u010din\u00ed, aby dos\u00e1hly dohody. Mohou zahrnovat zm\u011bny ceny, dodac\u00edch podm\u00ednek, rozsahu nebo jin\u00fdch podm\u00ednek. \u00dastupek nen\u00ed ztr\u00e1tou, pokud je pou\u017eit strategicky &#8211; je to investice do uzav\u0159en\u00ed dohody.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-concessions-meaning\"><span class=\"ez-toc-section\" id=\"Vyznam_koncesi\"><\/span>V\u00fdznam konces\u00ed<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>\u00dastupek znamen\u00e1, \u017ee se n\u011b\u010deho vzd\u00e1te &#8211; ale p\u0159i vyjedn\u00e1v\u00e1n\u00ed je \u010dasto sou\u010d\u00e1st\u00ed taktick\u00e9ho tahu. Signalizuje flexibilitu a ochotu spolupracovat. Nepl\u00e1novan\u00e9 nebo neocen\u011bn\u00e9 \u00fastupky v\u0161ak mohou v\u00e9st k nerovnov\u00e1ze nebo ned\u016fv\u011b\u0159e.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-concessions-in-a-negotiation\"><span class=\"ez-toc-section\" id=\"Co_jsou_ustupky_pri_vyjednavani\"><\/span>Co jsou \u00fastupky p\u0159i vyjedn\u00e1v\u00e1n\u00ed?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Jedn\u00e1 se o z\u00e1m\u011brn\u00e9 kompromisy, kter\u00e9 maj\u00ed p\u0159ibl\u00ed\u017eit strany k dohod\u011b. \u00dastupek m\u016f\u017ee zahrnovat slevu, prodlou\u017een\u00ed lh\u016fty, p\u0159id\u00e1n\u00ed slu\u017eby nebo \u00fapravu z\u00e1sad. Efektivn\u00ed vyjednava\u010di sv\u00e9 \u00fastupky ozna\u010duj\u00ed, aby zd\u016fraznili jejich hodnotu a podn\u00edtili reciprocitu.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-does-concede-mean-in-negotiation\"><span class=\"ez-toc-section\" id=\"Co_znamena_ustoupit_pri_vyjednavani\"><\/span>Co znamen\u00e1 ustoupit p\u0159i vyjedn\u00e1v\u00e1n\u00ed?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Uznat znamen\u00e1 ustoupit nebo p\u0159ijmout po\u017eadavek druh\u00e9 strany. V profesion\u00e1ln\u00edm vyjedn\u00e1v\u00e1n\u00ed by v\u0161ak m\u011blo b\u00fdt sou\u010d\u00e1st\u00ed strategie &#8211; nikoli reakc\u00ed. \u00dastupky by m\u011bly b\u00fdt v\u017edy spojeny s n\u00e1vratnost\u00ed, i kdy\u017e symbolickou. T\u00edm se udr\u017euje rovnov\u00e1ha a nastavuj\u00ed se o\u010dek\u00e1v\u00e1n\u00ed.   <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-is-the-difference-between-bargaining-and-concessions\"><span class=\"ez-toc-section\" id=\"Jaky_je_rozdil_mezi_vyjednavanim_a_ustupky\"><\/span>Jak\u00fd je rozd\u00edl mezi vyjedn\u00e1v\u00e1n\u00edm a \u00fastupky?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Vyjedn\u00e1v\u00e1n\u00ed je celkov\u00fd proces \u201ed\u00e1v\u00e1n\u00ed a p\u0159ij\u00edm\u00e1n\u00ed\u201c, kter\u00fd definuje vyjedn\u00e1v\u00e1n\u00ed. \u00dastupky jsou jednotliv\u00e9 kroky &#8211; konkr\u00e9tn\u00ed \u00fastupky &#8211; u\u010din\u011bn\u00e9 b\u011bhem tohoto procesu. Vyjedn\u00e1v\u00e1n\u00ed m\u016f\u017ee prob\u00edhat i bez v\u011bt\u0161\u00edch \u00fastupk\u016f, pokud ob\u011b strany z\u016fstanou u sv\u00fdch p\u016fvodn\u00edch pozic.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-how-do-you-go-about-making-concessions-during-the-negotiation\"><span class=\"ez-toc-section\" id=\"Jak_postupovat_pri_ustupcich_behem_vyjednavani\"><\/span>Jak postupovat p\u0159i \u00fastupc\u00edch b\u011bhem vyjedn\u00e1v\u00e1n\u00ed?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Pl\u00e1nujte dop\u0159edu. Sepi\u0161te, co jste ochotni poskytnout, v jak\u00e9m po\u0159ad\u00ed a za jak\u00fdch podm\u00ednek. Ka\u017ed\u00fd \u00fastupek jasn\u011b ozna\u010dte (\u201eza rychlej\u0161\u00ed platbu nab\u00edz\u00edme 5% slevu\u201c), abyste pos\u00edlili jeho hodnotu. A v\u017edy za to n\u011bco po\u017eadujte, i kdy\u017e je to symbolick\u00e9.   <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-how-do-i-ask-for-concessions\"><span class=\"ez-toc-section\" id=\"Jak_mohu_pozadat_o_ustupky\"><\/span>Jak mohu po\u017e\u00e1dat o \u00fastupky?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Pou\u017e\u00edvejte ohledupln\u00e9 r\u00e1mov\u00e1n\u00ed: \u201eBylo by mo\u017en\u00e9 prodlou\u017eit dodac\u00ed lh\u016ftu vzhledem k na\u0161im sou\u010dasn\u00fdm omezen\u00edm?\u201c nebo \u201eV\u00fdm\u011bnou za to, \u017ee se dnes posuneme vp\u0159ed, byli byste ochotni zm\u011bnit z\u00e1ru\u010dn\u00ed podm\u00ednky?\u201c. Usnadn\u011bte druh\u00e9 stran\u011b, aby \u0159ekla ano &#8211; ale v\u017edy vytvo\u0159te prostor pro diskusi. <\/p>\n\n<p><strong>Metodika ENS: Strategick\u00e9 vyu\u017eit\u00ed konces\u00ed<\/strong><\/p>\n\n<p>Ve spole\u010dnosti Hovingh &amp; Partners se koncese pou\u017e\u00edvaj\u00ed jako podm\u00edn\u011bn\u00e9 n\u00e1vrhy v r\u00e1mci vyjedn\u00e1vac\u00ed strategie ENS. Jsou nasazov\u00e1ny ve f\u00e1zi 3 (Navrhov\u00e1n\u00ed) a jsou spojeny s pohybem &#8211; nikdy ne jednostrann\u00fdm, nikdy ne voln\u00fdm. \u0160kol\u00edme odborn\u00edky, aby ka\u017ed\u00fd \u00fastupek formulovali jako sou\u010d\u00e1st v\u00fdm\u011bny hodnot, kter\u00e1 posiluje d\u016fv\u011bryhodnost a spolupr\u00e1ci.  <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div class=\"glossary-cta\">\n  <p><strong>Nau\u010dte se, jak uplat\u0148ovat \u00fastupky p\u0159i re\u00e1ln\u00fdch jedn\u00e1n\u00edch<\/strong> &#8211; prozkoumejte na\u0161e str\u00e1nky. <a href=\"https:\/\/hovinghandpartners.com\/cs\/vyjednavani\/\" target=\"_blank\" rel=\"noopener\"><strong>\u0161kolen\u00ed o vyjedn\u00e1v\u00e1n\u00ed<\/strong><\/a>.<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Jsou \u00fastupky zn\u00e1mkou slabosti p\u0159i vyjedn\u00e1v\u00e1n\u00ed &#8211; nebo strategick\u00fdm n\u00e1strojem? Odpov\u011b\u010f z\u00e1vis\u00ed na tom, jak a kdy je pou\u017e\u00edv\u00e1te. \u00dastupky, pokud jsou pou\u017e\u00edv\u00e1ny z\u00e1m\u011brn\u011b, mohou budovat d\u016fv\u011bru, vytv\u00e1\u0159et hodnotu a posunout ob\u011b strany k \u00fasp\u011b\u0161n\u00e9 dohod\u011b. \u00dastupky p\u0159i vyjedn\u00e1v\u00e1n\u00ed \u00dastupky p\u0159i vyjedn\u00e1v\u00e1n\u00ed znamenaj\u00ed kompromisy, kter\u00e9 jedna nebo ob\u011b strany u\u010din\u00ed, aby dos\u00e1hly dohody. Mohou zahrnovat zm\u011bny ceny, dodac\u00edch podm\u00ednek, rozsahu &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":5541,"template":"","glossary-cat":[125],"class_list":["post-5663","glossary","type-glossary","status-publish","has-post-thumbnail","hentry","glossary-cat-negotiation"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.5 (Yoast SEO v27.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>\u00dastupky p\u0159i vyjedn\u00e1v\u00e1n\u00ed: Strategick\u00fd kompromis<\/title>\n<meta name=\"description\" content=\"Zjist\u011bte, jakou roli hraj\u00ed \u00fastupky ve vyjedn\u00e1v\u00e1n\u00ed, jak je pou\u017e\u00edvat a jak je metodika ENS p\u0159etv\u00e1\u0159\u00ed v hnut\u00ed za vytv\u00e1\u0159en\u00ed hodnoty.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/\" \/>\n<meta property=\"og:locale\" content=\"cs_CZ\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Koncese\" \/>\n<meta property=\"og:description\" content=\"Zjist\u011bte, jakou roli hraj\u00ed \u00fastupky ve vyjedn\u00e1v\u00e1n\u00ed, jak je pou\u017e\u00edvat a jak je metodika ENS p\u0159etv\u00e1\u0159\u00ed v hnut\u00ed za vytv\u00e1\u0159en\u00ed hodnoty.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/koncese\/\" \/>\n<meta property=\"og:site_name\" content=\"Hovingh &amp; 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