{"id":5706,"date":"2025-05-30T12:00:51","date_gmt":"2025-05-30T10:00:51","guid":{"rendered":"https:\/\/hovinghandpartners.com\/what-is\/vyjednavaci-taktiky\/"},"modified":"2025-06-11T17:58:59","modified_gmt":"2025-06-11T15:58:59","slug":"vyjednavaci-taktiky","status":"publish","type":"glossary","link":"https:\/\/hovinghandpartners.com\/cs\/what-is\/vyjednavaci-taktiky\/","title":{"rendered":"Vyjedn\u00e1vac\u00ed taktiky"},"content":{"rendered":"\n<p><strong>A\u0165 u\u017e vyjedn\u00e1v\u00e1te o smlouv\u011b, nebo o platu, na taktice z\u00e1le\u017e\u00ed.<\/strong>  Znalost spr\u00e1vn\u00fdch vyjedn\u00e1vac\u00edch taktik &#8211; a v\u011bdom\u00ed toho, kdy je pou\u017e\u00edt &#8211; m\u016f\u017ee rozhodnout o tom, zda obchod uzav\u0159ete, nebo odejdete s pr\u00e1zdnou.<\/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\/vyjednavaci-taktiky\/#Priklady_vyjednavacich_taktik\" >P\u0159\u00edklady vyjedn\u00e1vac\u00edch taktik<\/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\/vyjednavaci-taktiky\/#Taktika_vyjednavani_o_platu\" >Taktika vyjedn\u00e1v\u00e1n\u00ed o platu<\/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\/vyjednavaci-taktiky\/#Vyjednavaci_taktiky_v_podnikani\" >Vyjedn\u00e1vac\u00ed taktiky v podnik\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\/vyjednavaci-taktiky\/#Vyjednavaci_taktiky_pri_zadavani_verejnych_zakazek\" >Vyjedn\u00e1vac\u00ed taktiky p\u0159i zad\u00e1v\u00e1n\u00ed ve\u0159ejn\u00fdch zak\u00e1zek<\/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\/vyjednavaci-taktiky\/#Vyjednavaci_taktiky_na_pracovisti\" >Vyjedn\u00e1vac\u00ed taktiky na pracovi\u0161ti<\/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\/vyjednavaci-taktiky\/#Vyjednavaci_taktiky_v_komunikaci\" >Vyjedn\u00e1vac\u00ed taktiky v komunikaci<\/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\/vyjednavaci-taktiky\/#Jake_jsou_bezne_vyjednavaci_taktiky\" >Jak\u00e9 jsou b\u011b\u017en\u00e9 vyjedn\u00e1vac\u00ed taktiky?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/vyjednavaci-taktiky\/#Jakych_je_5_pravidel_vyjednavani\" >Jak\u00fdch je 5 pravidel 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-9\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/vyjednavaci-taktiky\/#Jake_je_pravidlo_7030_pri_vyjednavani\" >Jak\u00e9 je pravidlo 70\/30 p\u0159i vyjedn\u00e1v\u00e1n\u00ed?<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-examples\"><span class=\"ez-toc-section\" id=\"Priklady_vyjednavacich_taktik\"><\/span>P\u0159\u00edklady vyjedn\u00e1vac\u00edch taktik<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Zakotven\u00ed: stanoven\u00ed prvn\u00ed nab\u00eddky pro vymezen\u00ed rozsahu vyjedn\u00e1v\u00e1n\u00ed<\/li>\n  <li>Zrcadlen\u00ed: opakov\u00e1n\u00ed kl\u00ed\u010dov\u00fdch slov pro nav\u00e1z\u00e1n\u00ed vztahu<\/li>\n  <li>Ml\u010den\u00ed: vyu\u017eit\u00ed strategick\u00fdch pauz k vyvol\u00e1n\u00ed \u00fastupk\u016f<\/li>\n  <li>Ozna\u010dov\u00e1n\u00ed: pojmenov\u00e1n\u00ed emoc\u00ed nebo postoj\u016f za \u00fa\u010delem potvrzen\u00ed a odzbrojen\u00ed.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-salary\"><span class=\"ez-toc-section\" id=\"Taktika_vyjednavani_o_platu\"><\/span>Taktika vyjedn\u00e1v\u00e1n\u00ed o platu<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>P\u0159i vyjedn\u00e1v\u00e1n\u00ed o platu kandid\u00e1ti \u010dasto vyu\u017e\u00edvaj\u00ed taktiky, jako je srovn\u00e1v\u00e1n\u00ed, formulov\u00e1n\u00ed odm\u011bny jako tr\u017en\u00ed a vyj\u00e1d\u0159en\u00ed z\u00e1jmu o danou pozici p\u0159i stanoven\u00ed pevn\u00fdch o\u010dek\u00e1v\u00e1n\u00ed. Pro \u00fasp\u011bch je rozhoduj\u00edc\u00ed ukotven\u00ed a na\u010dasov\u00e1n\u00ed \u017e\u00e1dosti &#8211; nap\u0159\u00edklad po p\u0159edlo\u017een\u00ed nab\u00eddky pr\u00e1ce. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-business\"><span class=\"ez-toc-section\" id=\"Vyjednavaci_taktiky_v_podnikani\"><\/span>Vyjedn\u00e1vac\u00ed taktiky v podnik\u00e1n\u00ed<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Obchodn\u00ed jedn\u00e1n\u00ed zahrnuj\u00ed taktiky, kter\u00e9 vyva\u017euj\u00ed vytv\u00e1\u0159en\u00ed hodnoty a asertivitu. Pat\u0159\u00ed mezi n\u011b balen\u00ed n\u00e1vrh\u016f, pou\u017e\u00edv\u00e1n\u00ed lh\u016ft k vyv\u00edjen\u00ed tlaku, zav\u00e1d\u011bn\u00ed alternativ (BATNA) a \u0159\u00edzen\u00ed \u00fastupk\u016f s c\u00edlem zachovat vn\u00edmanou spravedlnost a s\u00edlu. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-procurement\"><span class=\"ez-toc-section\" id=\"Vyjednavaci_taktiky_pri_zadavani_verejnych_zakazek\"><\/span>Vyjedn\u00e1vac\u00ed taktiky p\u0159i zad\u00e1v\u00e1n\u00ed ve\u0159ejn\u00fdch zak\u00e1zek<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Odborn\u00edci na ve\u0159ejn\u00e9 zak\u00e1zky pou\u017e\u00edvaj\u00ed taktiky, jako je sout\u011b\u017en\u00ed nab\u00eddka, modely hodnocen\u00ed dodavatel\u016f a sdru\u017eov\u00e1n\u00ed n\u00e1kup\u016f, aby zlep\u0161ili p\u00e1kov\u00fd efekt. P\u0159i vyjedn\u00e1v\u00e1n\u00ed s dodavateli je tak\u00e9 d\u016fle\u017eit\u00e1 jasn\u00e1 specifikace, anal\u00fdza celkov\u00fdch n\u00e1klad\u016f na vlastnictv\u00ed a r\u00e1mcov\u00e9 alternativy. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-the-workplace\"><span class=\"ez-toc-section\" id=\"Vyjednavaci_taktiky_na_pracovisti\"><\/span>Vyjedn\u00e1vac\u00ed taktiky na pracovi\u0161ti<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Intern\u00ed vyjedn\u00e1vac\u00ed taktiky jsou \u010dasto zam\u011b\u0159eny na slad\u011bn\u00ed z\u00e1jm\u016f, \u0159\u00edzen\u00ed priorit a ovliv\u0148ov\u00e1n\u00ed rozhodnut\u00ed. Mezi b\u011b\u017en\u00e9 p\u0159\u00edklady pat\u0159\u00ed kompromisy mezi odd\u011blen\u00edmi, r\u00e1mcov\u00e1n\u00ed na z\u00e1klad\u011b z\u00e1jm\u016f a vyu\u017e\u00edv\u00e1n\u00ed spole\u010dn\u00fdch c\u00edl\u016f k orientaci v intern\u00ed politice. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-communication\"><span class=\"ez-toc-section\" id=\"Vyjednavaci_taktiky_v_komunikaci\"><\/span>Vyjedn\u00e1vac\u00ed taktiky v komunikaci<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Strategick\u00e1 komunikace je p\u0159i vyjedn\u00e1v\u00e1n\u00ed z\u00e1sadn\u00ed. K efektivn\u011bj\u0161\u00edmu jedn\u00e1n\u00ed p\u0159isp\u00edvaj\u00ed takov\u00e9 taktiky, jako je pou\u017e\u00edv\u00e1n\u00ed kalibrovan\u00fdch ot\u00e1zek (\u201eJak by to fungovalo?\u201c), \u0159\u00edzen\u00ed t\u00f3nu a \u0159e\u010di t\u011bla a formulov\u00e1n\u00ed sd\u011blen\u00ed na z\u00e1klad\u011b spole\u010dn\u00fdch z\u00e1jm\u016f. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-common-negotiation-tactics\"><span class=\"ez-toc-section\" id=\"Jake_jsou_bezne_vyjednavaci_taktiky\"><\/span>Jak\u00e9 jsou b\u011b\u017en\u00e9 vyjedn\u00e1vac\u00ed taktiky?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Hodn\u00fd a zl\u00fd policista<\/li>\n  <li>Tlak na uz\u00e1v\u011brku<\/li>\n  <li>Hra na hlup\u00e1ka<\/li>\n  <li>Nibbling (p\u0159id\u00e1v\u00e1n\u00ed mal\u00fdch po\u017eadavk\u016f na konci)<\/li>\n  <li>Odchod za \u00fa\u010delem z\u00edsk\u00e1n\u00ed vlivu<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-the-5-rules-of-negotiation\"><span class=\"ez-toc-section\" id=\"Jakych_je_5_pravidel_vyjednavani\"><\/span>Jak\u00fdch je 5 pravidel vyjedn\u00e1v\u00e1n\u00ed?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Bu\u010fte p\u0159ipraveni: zn\u00e1te sv\u00e9 c\u00edle a limity<\/li>\n  <li>Aktivn\u011b naslouchejte a ptejte se<\/li>\n  <li>R\u00e1mcov\u00e9 n\u00e1vrhy na z\u00e1klad\u011b vz\u00e1jemn\u00e9 hodnoty<\/li>\n  <li>Strategick\u00e9 vyu\u017eit\u00ed \u010dasu a ticha<\/li>\n  <li>V\u017edy zn\u00e1te sv\u00e9 BATNA<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-is-the-70-30-rule-in-negotiation\"><span class=\"ez-toc-section\" id=\"Jake_je_pravidlo_7030_pri_vyjednavani\"><\/span>Jak\u00e9 je pravidlo 70\/30 p\u0159i vyjedn\u00e1v\u00e1n\u00ed?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Podle tohoto pravidla byste m\u011bli 70 % \u010dasu poslouchat a pouze 30 % \u010dasu mluvit. Zd\u016fraz\u0148uje s\u00edlu aktivn\u00edho naslouch\u00e1n\u00ed, \u010dten\u00ed mezi \u0159\u00e1dky a nech\u00e1n\u00ed druh\u00e9 strany odhalit u\u017eite\u010dn\u00e9 informace p\u0159ed prezentac\u00ed vlastn\u00edho stanoviska. <\/p>\n\n<p><strong>Metodika ENS: Strukturovan\u00e1 taktika ve 4 f\u00e1z\u00edch<\/strong><\/p>\n\n<p>Ve spole\u010dnosti Hovingh &amp; Partners jsou vyjedn\u00e1vac\u00ed taktiky mapov\u00e1ny podle na\u0161eho \u010dty\u0159f\u00e1zov\u00e9ho modelu ENS: P\u0159\u00edprava, Stanoven\u00ed pozice, Navrhov\u00e1n\u00ed a Uzav\u0159en\u00ed. Pom\u00e1h\u00e1me profesion\u00e1l\u016fm vyb\u00edrat a uplat\u0148ovat taktiky v souladu se strategi\u00ed, kontextem a etikou &#8211; zaji\u0161\u0165ujeme, aby byly nejen p\u0159esv\u011bd\u010div\u00e9, ale i udr\u017eiteln\u00e9. <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div class=\"glossary-cta\">\n  <p><strong>Nau\u010dte se pou\u017e\u00edvat vyjedn\u00e1vac\u00ed taktiky v re\u00e1ln\u00fdch situac\u00edch<\/strong> &#8211; prozkoumejte na\u0161i nab\u00eddku. <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>A\u0165 u\u017e vyjedn\u00e1v\u00e1te o smlouv\u011b, nebo o platu, na taktice z\u00e1le\u017e\u00ed. Znalost spr\u00e1vn\u00fdch vyjedn\u00e1vac\u00edch taktik &#8211; a v\u011bdom\u00ed toho, kdy je pou\u017e\u00edt &#8211; m\u016f\u017ee rozhodnout o tom, zda obchod uzav\u0159ete, nebo odejdete s pr\u00e1zdnou. P\u0159\u00edklady vyjedn\u00e1vac\u00edch taktik Zakotven\u00ed: stanoven\u00ed prvn\u00ed nab\u00eddky pro vymezen\u00ed rozsahu vyjedn\u00e1v\u00e1n\u00ed Zrcadlen\u00ed: opakov\u00e1n\u00ed kl\u00ed\u010dov\u00fdch slov pro nav\u00e1z\u00e1n\u00ed vztahu Ml\u010den\u00ed: vyu\u017eit\u00ed strategick\u00fdch pauz k vyvol\u00e1n\u00ed \u00fastupk\u016f Ozna\u010dov\u00e1n\u00ed: &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/vyjednavaci-taktiky\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":5559,"template":"","glossary-cat":[125],"class_list":["post-5706","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>Vyjedn\u00e1vac\u00ed taktiky: N\u00e1stroje pro ovliv\u0148ov\u00e1n\u00ed<\/title>\n<meta name=\"description\" content=\"Prozkoumejte kl\u00ed\u010dov\u00e9 vyjedn\u00e1vac\u00ed taktiky pou\u017e\u00edvan\u00e9 v obchod\u011b, jak zapadaj\u00ed do metodiky ENS a jak je efektivn\u011b a eticky pou\u017e\u00edvat.\" \/>\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\/vyjednavaci-taktiky\/\" \/>\n<meta property=\"og:locale\" content=\"cs_CZ\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Vyjedn\u00e1vac\u00ed taktiky\" \/>\n<meta property=\"og:description\" content=\"Prozkoumejte kl\u00ed\u010dov\u00e9 vyjedn\u00e1vac\u00ed taktiky pou\u017e\u00edvan\u00e9 v obchod\u011b, jak zapadaj\u00ed do metodiky ENS a jak je efektivn\u011b a eticky pou\u017e\u00edvat.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/vyjednavaci-taktiky\/\" \/>\n<meta property=\"og:site_name\" content=\"Hovingh &amp; 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