m. CxeiZe, g. jolia

molaparakebis warmarTva

Tbilisi

2008

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uak 395 +341.7

ganxilulia iseTi sakiTxebi, rogoricaa: molaparakebis roli da mniSvneloba, molaparakebis klasifikacia da funqciebi, molaparakebis moralur-eTikuri normebi da fsiqologiuri aspeqtebi, gadawyvetilebaTa klasifikacia da molaparakebaTa strategiebis Taviseburebebi, manipulaciisa da sicruis teqnologiaTa arsi. aRniSnuli sakiTxebis Seswavla warmoadgens molaparakebis xelovnebis dauflebis garkveul garantias. es ki gulisxmobs molaparakebis gziT problemebis gadawyvetis, gadawyvetilebaTa miRebis meTodebisa da principebis praqtikaSi gamoyenebis, molaparakebis efeqturi strategiis SerCevis, manipulaciisa da sicruis teqnologiaTa identificirebis unar-Cvevebs.

gankuTvnilia qarTveli studentebisa da dainteresebul pirTa farTo speqtrisTvis.

redaqtori T. maWavariani

©gamomcemloba “teqnikuri universiteti”, 2008

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Sesavali

Cven yoveldRe vawarmoebT molaparakebas, gvinda Tu ara da vacnobierebT Tu ara am faqts. molaparakebis procesSi verTvebiT myidvelTan da gamyidvelTan, ojaxis wevrebTan, kolegebTan da megobrebTan. molaparakebebi ara mxolod biznesmenebisa da diplomatebis privilegiaa, igi Cveni yoveldRiuri cxovrebis faqticaa. msgavsad molieris erT-erTi personaJisa, romelic aRfrTovanda, roca gaigo, rom Turme mTeli cxovreba “proziT laparakobda”, Cvenc vawarmoebT molaparakebas maSinac ki, rodesac azradac ki ar mogvdis, rom amas vakeTebT. Cvens droSi sul ufro xSirad gviwevs molaparakeba –konfliqti dRes xom erT-erTi yvelaze “mzardi industriaa”. yvela adamians unda misTvis mniSvnelovani gadawyvetilebis miRebis procesSi CarTva, sul ufro naklebi adamiani emorCileba misi monawileobis gareSe miRebul gadawyvetilebas. molaparakebaze moTxovna yoveldRiurad izrdeba, vinaidan igi sadavo an SesaTanxmebeli sakiTxebis gadawyvetis yvelaze civilizebuli saSualebaa. rogori konfliqturic ar unda iyos molaparakeba, igi interesTa konfliqtis mogvarebis mainc yvelaze mSvidobian gzad rCeba. problemebis molaparakebis gziT gadaWra gulisxmobs gansxvavebuli interesebis, principebis, stereotipebis, ganwyobebis, cxovrebiseuli gamocdilebis, strategiisa da komunikaciuri kompetenciis mqone adamianTa urTierTobis SemoqmedebiT process. sakmaod didi xnis win, “dapirispireba” moxda erT-erTi didi amerikuli kompaniis mmarTvelTa sabWos Tavmjdomaresa da erT-erT amerikel magnats Soris. gaafTrebuli magnati Sevarda Tavmjdomaris kabinetSi, aprotestebda samomavlo garigebas da sasamarTloSi CiviliT imuqreboda (mogvianebiT aRmoCnda, rom magnats aranairi iuridiuli Sexeba ar hqonda am garigebasTan da ubralod cdilobda Tavmjdomaris daSinebas Tavisi qonebiT, avtoritetiTa da yviriliT). Tavmjdomare SesaniSnavad gaumklavda Seqmnil situacias: magnatisaTvis momakvdinebeli lakonurobiT Camoayaliba Tavisi pozicia. erTsaaTian saubarSi SeiZleba gamoiyos sami, erTmaneTisagan xangrZlivobiT gansxvavebuli, magram didaqtikis TvalsazrisiT TanabarRirebulebiani nawili. saubris pirvel nawilSi Tavmjdomare ekiTxeboda magnats misi kapitaldabandebebis Sesaxeb sxvadasxva sferoSi da ZiriTadad, aRfrTovanebas gamoxatavda. saubris am nawilma mTeli 30 wuTi daikava. meore nawilSi Tavmjdomarem damajerebeli toniT ganucxada magnats, rom igi ar iyo marTali da rom kompania ar apirebda misi moTxovnebis dakmayofilebas. am gancxadebas mxolod 3 wuTi dasWirda. saubris mesame nawili mieZRvna Serigebas da umniSvnelo Temebze laparaks. “modiT, davukavSirdeT xolme erTmaneTs da nu mivaqcevT yuradRebas wvrilmanebs”, – ambobda Tavmjdomare. saubris es nawili TiTqmis naxevari saaTi gagrZelda. problema, romelmac ase aRaSfoTa magnati, sul male gaqra. misi da Tavmjdomaris Sexvedridan ki, Semdegi daskvnis gakeTeba SeiZleba: nebismieri molaparakebis dros dgeba momenti, roca Tvali unda gausworo Tanamosaubres da miiRo konkretuli gadawyvetileba. SeiZleba ganucxado, rom misi Tvalsazrisi absurdulia an SeiZleba moelaparako Semdegi Sexvedris drosa da adgilze. gancxadeba SeiZleba sulac ar iyos gansakuTrebiT mniSvnelovani da masze arc bevri drois daxarjvaa aucilebeli.

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Tavi I. ra aris molaparakeba? K

1. molaparakebis arsi, roli da mniSvneloba

molaparakeba urTulesi procesia. igi warmoadgens sxvadasxva interesebis, miznebis, poziciebisa da kompetenciis mqone adamianTa Soris SeTanxmebis, mxareTaTvis xelsayreli gadawyvetilebis Ziebis process. TiToeuli Cvengani gansxvavebuli Teoriuli momzadebiTa da praqtikuli gamocdilebiT warvmarTavT am process. swored amitomaa, Sedegebic gansxvavebuli: zogi molaparakeba nayofieria, zogi ki uSedego. molaparakebis efeqturobis ganmsazRvreli faqtorebi asocirdeba rogorc obieqtur, ise subieqtur faqtorebsa da pirobebTan:

• orive mxares unda hqondes interesi molaparakebis sagnis mimarT;

• orive mxares unda gaaCndes saboloo gadawyvetilebis miRebis uflebamosileba;

• orive mxarem unda gaiTvaliswinos erTmaneTis interesebi da SeZlos daTmobaze wasvla;

• unda arsebobdes erTmaneTisadmi ndobis Tundac, minimaluri xarisxi.

molaparakebis efeqturobis uzrunvelyofis mizniT, mxareebma unda gaiTvaliswinon Semdegi wesebi:

• orive mxarem unda gaacnobieros, rom Tundac mciredi ram mainc moigo molaparakebis Sedegad;

• yvelaze mTavari molaparakebisas partnioria. swored masze unda iyos orientirebuli molaparakebis mTeli procesi da argumentacia;

• molaparakeba TanamSromlobaa. nebismieri TanamSromloba gansxvavebuli interesebis mqone mxareTa urTierTobisas unda efuZnebodes saerTo mniSvnelis Ziebis process;

• molaparakeba unda iyos dialogi, romlis efeqturobasac ganapirobebs gonivruli kiTxvebis dasmisa da partnioris mosmenis unari.

molaparakeba tardeba:

• konkretuli mizeziT (mag., biznes-urTierTobis damyarebis mizniT);

• garkveuli garemoebebis gamo (mag., interesTa konfliqtis gamo);

• konkretuli mizniT (mag., SeTanxmebis miRwevis mizniT).

nebismier problemur situaciaSi molaparakebis monawileTa winaSe etapobrivad Cndeba axali gamowvevebi:

• partnioris daintereseba;

• molaparakebis sagnisadmi konkretuli damokidebulebis gansazRvra;

• mxareTaTvis urTierTxelsayreli moqmedebebisaTvis sakmarisi da aucilebeli motivaciis Seqmna.

molaparakebis procesSi adamianebs surT, miaRwion urTierTSeTanxmebas umTavres sadavo sakiTxze da Rirseulad gauZlon konfrontacias. amisaTvis ki saWiroa problemebis gadaWrisa da efeqturi komunikaciis principebis gamoyenebis unari.

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sakavanZo sityvebi: interesebi, miznebi, poziciebi, kompetencia, SeTanxmeba, mxareTaTvis xelsayreli gadawyvetileba, molaparakebis sagani, gadawyvetilebis miRebis uflebamosileba, daTmoba, partniori,E TanamSromloba, saerTo mniSvneli, dialogi, sakmarisi da aucilebeli motivacia, biznes-urTierTobis damyareba, interesTa konfliqti, urTierTSeTanxmeba, sadavo sakiTxi, konfrontacia. kiTxvebi

1. ratomaa molaparakeba rTuli procesi? 2. ra faqtori gansazRvravs molaparakebis nayofiereba-uSedegobas? 3. rasTan asocirdeba molaparakebis efeqturobis ganmsazRvreli

faqtorebi? 4. ra wesebi unda gaiTvaliswinon mxareebma molaparakebis efeqturobis

uzrunvelyofis mizniT? 5. ra mizezebiTa da mizniT tardeba molaparakeba? 6. ra tipis gamowvevebi Cndeba molaparakebis monawilis winaSe?

2. molaparakebis klasifikacia

molaparakebis klasifikaciis kriteriumi SeiZleba iyos:

• molaparakebis sagnobrivi an subieqturi mxare;

• komunikaciis saxeoba;

• molaparakebis teritoriuli statusi;

• gadawyvetilebis miRebis principi;

• mxareTa urTierTzemoqmedebis xarisxi;

• molaparakebis Sedegebi;

• molaparakebis done da sxv.

molaparakebis sagani SeiZleba iyos savaWro, ekonomikuri, politikuri, kulturuli, samxedro, diplomatiuri da sxva sakiTxebi. nebismieri molaparakebis monawileni adamianebi arian. swored am faqtSi mdgomareobs molaparakebis subieqturi mxare.

molaparakeba SeiZleba iyos:

• pirovnebaTaSorisi;

• organizaciaTaSorisi;

• pirdapiri - mediatoris (Suamavlis) monawileobis gareSe;

• iribi - mediatoris (Suamavlis) monawileobiT;

• ormxrivi, sammxrivi, mravalmxrivi da sxv. komunikaciis tipis mixedviT, molaparakeba SeiZleba iyos:

• saqmiani laparaki – kontaqtis verbaluri manifestacia;

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• saubari – sagnobrivi dialogi;

• ganxilva – saubari sadiskusio sakiTxebze;

• gancxadeba – erT-erTi mxaris mier gamoTqmuli mtkicebulebis dasabuTeba;

• Setyobineba – mosaubreTa mier erTi Tematuri sivrcis farglebSi gakeTebuli gancxadebebi;

• kamaTi – “verbaluri konkurencia” gansaxilveli sakiTxis Sesaxeb;

• polemika – kamaTi mxareTa sapirispiro TvalsazrisTa Sesaxeb;

• diskusia – sadavo sakiTxebis sajaro ganxilva;

• debatebi – azrTa sajaro urTierTgacvla raime sakiTxis Sesaxeb;

• disputi – sajaro kamaTi. teritoriuli statusis mixedviT, molaparakeba SeiZleba iyos:

• saSinao;

• saerTaSoriso. mxareTa urTierTzemoqmedebis xarisxis gaTvaliswinebiT, molaparakeba SeiZleba mimdinareobdes:

• konfliqturi urTierTobis CarCoebSi;

• TanamSromlobis CarCoebSi. Sedegebis gaTvaliswinebiT, molaparakeba SeiZleba iyos:

• nayofieri;

• uSedego.

gadawyvetilebis principis mixedviT, SesaZloa, molaparakeba xasiaTdebodes:

• kompromisiT, romlis drosac mxareebi midian urTierTdaTmobaze;

• Tvisebrivi siaxliT, romlis drosac saxezea axali SeTanxmeba;

• winaaRmdegobaTa nawilobrivi daZleviT, rac mxareTa Soris nawilobriv SeTanxmebas gulisxmobs;

• winaaRmdegobaTa sruli daZleviT, rac gulisxmobs mxareTa Soris srul SeTanxmebas;

• simetriuli gadawyvetilebiT, romlis Sedegadac sargebeli Tanabrad gadanawildeba mxareebze;

• asimetriuli gadawyvetilebiT, romelic gulisxmobs mxareebze sargeblis araTanabar gadanawilebas.

molaparakebis done mis monawileTa socialur-politikur statuss gulisxmobs, rac uSualo kavSirSia gadawyvetilebis miRebis uflebamosilebasTan. donis mixedviT ganasxvaveben:

• umaRlesi donis molapakebas, romlis mxareebsac warmoadgenen saxelmwifoTa an mTavrobaTa meTaurebi;

• saSualo donis molaparakebas, romlis mxareebic warmodgenilia organizaciis xelmZRvanelebiT;

• eqspertTa donis molaparakebas.

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molaparakebis Sedegebi formdeba xelSekrulebiT, romelic adgens molaparakebis sagnis mimarT mxareTa uflebebs, valdebulebebsa da pasuxismgeblobas. ganasxvaveben ekonomikuri, politikuri, samxedro, savaWro-safinanso da sxva tipis xelSekrulebebs.

sakvanZo sityvebi: molaparakebis klasifikaciis kriteriumi, molaparakebis subieqturi mxare, molaparakebis teritoriuli statusi, gadawyvetilebis miRebis principi, mxareTa urTierTzemoqmedebis xarisxi, molaparakebis Sedegebi, molaparakebis done, winaaRmdegobaTa nawilobrivi daZleva, winaaRmdegobaTa sruli daZleva, simetriuli gadawyvetileba, asimetriuli gadawyvetileba. kiTxvebi

1. ra kriteriumebiT xdeba molaparakebis klasifikacia? 2. ra SeiZleba iyos molaparakebis sagani? 3. ra igulisxmeba molaparakebis doneSi? 4. rasTanaa uSualo kavSirSi gadawyvetilebis miRebis uflebamosileba?

3. molaparakebis moralur-eTikuri normebi “adamianebTan urTierTobis unari is saqonelia, romelSic gadavixdi ufro met fuls, vidre nebismier sxva rameSi am qveyanaze” – ganacxada jon rokfelerma. efeqturi komunikaciis unari erT-erTi umniSvnelovanesi faqtoria molaparakebis procesSi. molaparakeba xorcieldeba verbaluri formiT. es ki moiTxovs metyvelebaSi ara mxolod lingvisturi, aramed eTikuri normebis dacvasac. ganasxvaveben molaparakebis procesis efeqturobis ganmsazRvrel ramdenime faqtors: racionaluroba. TavSekavebuloba molaparakebis procesSi gonivrul da gaazrebul gadawyvetilebaTa miRebis garantias warmoadgens. arakontrolirebadi emociebi molaparakebis procesis erT-erTi barieria. yuradRebiani damokidebuleba. partnioris poziciis ignorireba xels uSlis mxareTaTvis urTierTxelsayreli gadawyvetilebebis miRebas. intensiuri komunikacia. molaparakebis sagnisadmi partnioris dainteresebulobis xarisxi SeiZleba gaizardos masTan intensiuri komunikaciiT, mag., konsultaciebiT. sandooba. yalbi informacia asustebs argumentacias da arakeTilismyofel gavlenas axdens reputaciaze. partnioris darwmuneba. partniorTan damrigebluri toniT saubari dauSvebelia. partniorTan urTierTobis efeqturi meTodi misi darwmunebaa.

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partnioris miReba. mzaobaPpartnioris misaRebad iZleva misgan axlis gagebis SesaZleblobas. sizuste. aRebul valdebulebaTa SeTanxmebiT gaTvaliswinebul vadaSi Sesruleba erT-erTi umniSvnelovanesi eTikuri normaa. patiosneba. aucilebelia ara mxolod aRebuli valdebulebebisadmi erTguleba, aramed gulwrfelobac partniorTan urTierTobaSi. koreqtuloba da taqti. koreqtuloba gamoricxavs partniorTa urTierTobaSi komunikaciis barierebis arsebobas, mag., arakoreqtuli frazebis gamoyenebas, partniorze “verbalur Tavdasxmas” da sxv. koreqtuloba ar gamoricxavs komunikatoris simtkicesa da mis komunikaciur qmedebaTa energiulobas. efeqturi audireba. partnioris yuradRebiT mosmenis unari efeqturi komunikaciis erT-erTi ganmsazRvreli faqtoria. konkretuloba. konkretuli faqtebi, monacemebi da aucilebeli detalebi konkretuli saubris Semadgeneli komponentebia. saubari unda iyos konkretuli da ara ganyenebuli. molaparakebis warmarTvis moraluri normebidan gavrcelebulia: “gulwrfelobis prezumfcia”. igi gamoricxavs partnioris mimarT eWvianobas. “WeSmaritebis konkretuloba”. pozicia ar unda iqnes aRiarebuli saboloo WeSmaritebad, sanam igi ar gaivlis Semowmebas mxareTa urTierTSeTanxmebiT. “WeSmaritebis imperativi”. igi gulisxmobs simarTles. molaparakeba, garkveuli doziT, sargeblis misaRebad sxvadasxva tipis taqtikur manevrebs uSvebs. Tumca, partnioris SecdomaSi Segnebulad Seyvana kategoriulad dauSvebelia. “xelSekrulebis Sesrulebis aucilebloba”. gaformebuli xelSekrulebis vadamde calmxrivad gauqmeba samarTlebrivi aqtis darRvevad miiCneva. “xelSekrulebis ZalaSi darCena ucvleli situaciis SemTxvevaSi”. garkveul situaciaSi gaformebuli xelSekruleba mxolod im SemTxvevaSi Seicvleba, Tu arsebuli situacia (mag., ekonomikuri an politikuri garemoebebi) aseve mniSvnelovnad Seicvleba. “dapirebaTa Sesrulebis aucilebloba”. molaparakebaze dapireba garkveul daTmobas gulisxmobs. SeTanxmeba Taviseburi ormxrivi poziciaa, romelic mxolod mxareTa urTierTdaTmobebiTaa gawonasworebuli. “moRvaweobis simetriuloba”. iseve moeqeciT adamianebs, rogorc Tqven gindaT, rom mogeqcnen isini. “myari kursiT moZraoba”. mxareebi mtkiced unda idgnen arCeul gzaze, rac molaparakebaze erTi Temis arCevasa da misi Secvlis dauSveblobas gulisxmobs. “saqmis principi ufro mniSvnelovania, vidre principis saqme”. “principis saqmem” SesaZloa, garkveulwilad, Seaferxos SeTanxmebis Sesruleba. zogjer realurad gasaTvaliswinebelia “saqmis principi” - arsebuli situacia da konkretuli faqtebi. amitom, “principis saqmem” meore safexurze unda gadainacvlos.

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sakvanZo sityvebi: molaparakebis moralur-eTikuri normebi, racionaluroba, yuradRebiani damokidebuleba, intensiuri komunikacia, sandooba, partnioris darwmuneba, partnioris miReba, sizuste, patiosneba, koreqtuloba da taqti, efeqturi audireba, konkretuloba, gulwrfelobis prezumfcia, WeSmaritebis konkretuloba, WeSmaritebis imperativi, xelSekrulebis Sesrulebis aucilebloba, xelSekrulebis ZalaSi darCena, dapirebaTa Sesrulebis aucilebloba, moRvaweobis simetriuloba, myari kursiT moZraoba, saqmis principi da principis saqme. kiTxvebi

1. ra formiT xorciel;deba molaparakeba? 2. ris garantias warmoadgens racionaluroba? 3. ras iwvevs partnioris poziciis ignorireba? 4. rogor SeiZleba, gaizardos molaparakebis sagnisadmi partnioris

dainteresebulobis xarisxi? 5. ra asustebs argumentacias? 6. ra iZleva partniorisagan axlis gagebis SesaZleblobas? 7. gamoricxavs Tu ara koreqtuloba komunikatoris simtkicesa da

mis komunikaciur qmedebaTa energiulobas? 8. ra komponentebisagan Sedgeba konkretuli saubari? 9. ras gamoricxavs gulwrfelobis prezumfcia? 10. ris Semdeg SeiZleba, iqnes pozicia aRiarebuli saboloo

WeSmaritebad? 11. ra igulisxmeba “WeSmaritebis imperativSi”? 12. ra miiCneva samarTlebrivi aqtis darRvevad? 13. ra SemTxvevaSi SeiZleba, Seicvalos garkveul situaciaSi

gaformebuli xelSekruleba? 14. ra igulisxmeba “dapirebaTa Sesrulebis aucileblobaSi”? 15. ra igulisxmeba “moRvaweobis simetriulobaSi”? 16. ras niSnavs “myari kursiT moZraoba”? 17. ra SemTxvevaSia “saqmis principi” dominanturi “principis

saqmisadmi”? 18. rogor gesmiT Semdegi gamonaTqvami: “biznesi omisa da sportis

kombinaciaa”.

daskvna

molaparakeba urTulesi procesia. igi warmoadgens sxvadasxva interesebis, miznebis, poziciebisa da kompetenciis mqone adamianTa Soris SeTanxmebis, mxareTaTvis xelsayreli gadawyvetilebis Ziebis process. molaparakebis klasifikaciis kriteriumi SeiZleba iyos:

• molaparakebis sagnobrivi an subieqturi mxare; • komunikaciis saxeoba; • molaparakebis teritoriuli statusi;

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• gadawyvetilebis miRebis principi; • mxareTa urTierTzemoqmedebis xarisxi; • molaparakebis Sedegebi; • molaparakebis done.

molaparakebis procesSi adamianebs surT, miaRwion urTierTSeTanxmebas umTavres sadavo sakiTxze da Rirseulad gauZlon konfrontacias. amisaTvis ki saWiroa problemebis gadaWrisa da efeqturi komunikaciis principebis gamoyenebis unari. efeqturi komunikaciis unari erT-erTi umniSvnelovanesi faqtoria molaparakebis procesSi. molaparakeba xorcieldeba verbaluri formiT. es ki moiTxovs metyvelebaSi ara mxolod lingvisturi, aramed eTikuri normebis dacvasac. molaparakebis procesis efeqturobis ganmsazRvreli faqtorebia:

• racionaluroba; • yuradRebiani damokidebuleba; • intensiuri komunikacia; • sandooba; • partnioris darwmuneba; • partnioris miReba; • sizuste; • patiosneba; • koreqtuloba da taqti; • efeqturi audireba da konkretuloba.

molaparakebis warmarTvis moraluri normebidan gavrcelebulia:

• “gulwrfelobis prezumfcia”; • “WeSmaritebis konkretuloba”; • “WeSmaritebis imperativi”; • “xelSekrulebis Sesrulebis aucilebloba”; • “xelSekrulebis ZalaSi darCena ucvleli situaciis SemTxvevaSi”; • “dapirebaTa Sesrulebis aucilebloba”; • “moRvaweobis simetriuloba”; • “myari kursiT moZraoba”; • “saqmis principi ufro mniSvnelovania, vidre principis saqme”.

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Tavi II. molaparakebis etapebi

1. molaparakebis momzadeba da dawyeba

molaparakeba ramdenime stadias moicavs, romelTa Soris umTavresia:

• molaparakebis momzadeba;

• winaswari konsultaciebi;

• reglamentis SemuSaveba;

• molaparakebis dawyeba: winadadebaTa paketis formireba, mxareTa mier erTmaneTis poziciebis, interesebisa da Sexedulebebis dazusteba;

• molaparakebis mimdinareoba: gansxvavebul SexedulebaTa gamovlena, problemebis ganxilva, sakuTari Sexedulebebisa da winadadebebis dacva-dasabuTeba;

• poziciebis SeTanxmeba da gadawyvetilebaTa miReba;

• xelSekrulebis SemuSaveba;

• molaparakebis dasruleba, xelSekrulebis gaformeba;

• molaparakebis Sejameba.

molaparakebis yovel stadias ramdenime ZiriTadi faza aqvs, kerZod: mosamzadebeli faza. es faza moicavs mxareTa mier winaswari konsultaciebis Catarebasa da gadawyvetilebaTa SesaZlo variantebis SemuSavebas. poziciis arCevis Tavdapirveli faza. am dros mxareebi erTmaneTs TavianT winadadebebs, faqtebs da mtkicebulebebs acnoben. saZiebo faza. es faza molaparakebaSi monawile mxareTa mier sakuTari poziciebis dacvas eZRvneba. finaluri faza. am dros molaparakebis sagnis Sesaxeb gadawyvetileba miiReba (an ar miiReba). molaparakebisaTvis momzadeba momavali warmatebis erT-erTi ganmsazRvreli faqtoria. molaparakebaSi monawile mxareebi Sexvedraze warmatebuli “brZolisaTvis” unda moemzadon rogorc profesiuli, ise fsiqologiuri TvalsazrisiTac. saTanado momzadeba gulisxmobs:

• sakuTari interesebis dasacavad saWiro argumentebis winaswar SerCevas da ara maT eqspromtad mofiqrebas dialogis msvlelobisas;

• partnioris savaraudo mosazrebebis ganWvretas da maTze pasuxis momzadebas.

nebismieri molaparakeba detalurad da guldasmiT unda daigegmos, rac gulisxmobs:

• molaparakebis miznis dasaxvas;

• amocanebis gansazRvras dasaxuli miznis misaRwevad;

• molaparakebis organizaciulad momzadebas;

• molaparakebis vadis dadgenas;

• molaparakebis adgilis SerCevasa da mis saTanado keTilmowyobas;

• molaparakebis monawileTa informaciul da materialur uzrunvelyofas;

• mimRebi delegaciis dakompleqtebas;

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• rogorc partnioris, ise sakuTari interesebis sazRvrebis gansazRvras;

• aucilebeli informaciis miRebas rogorc molaparakebis sagnis (problemis istoria, aqtualuroba da a.S.), ise molaparakebis monawileebis (maTi politikuri, sazogadoebrivi an socialuri statusis, profesiuli kompetenciis, gamocdilebis, gemovnebis, Cvevebis, adamianuri sisusteebis da a.S.) Sesaxeb;

• SeTanxmebis miuRwevlobis SemTxvevaSi, alternatiuli variantebis SerCevas.

iSviaTia iseTi molaparakeba, roca mxareebi TavianT dasaxul miznebs srulad aRweven. Amitom, metad mniSvnelovania, Tu mravali miznidan, mocemul SemTxvevaSi, romelia SedarebiT ufro mTavari. amis Sesabamisad, sasurvelia miznebis prioritetulobis gansazRvra. es gansakuTrebiT saWiroa maSin, roca uSualod molaparakebis procesSi daTmobaze wasvla gviwevs. sakuTari SesaZleblobebis sazRvrebis dadgena molaparakebis momzadebis procesis erT-erTi urTulesi amocanaa. igi gulisxmobs molaparakebis dawyebamde mxareTa SesaZleblobebis dasaSvebi da dauSvebeli sazRvrebis gansazRvras. maTi winaswari dadgena drois, Zalebisa da saSualebebis dazogvis efeqturi saSualebaa, vinaidan molaparakebis monawileebs TavianTi SesaZleblobebis farglebSi Tavisuflad da mtkiced moqmedebis saSualebas aZlevs. MsakuTari SesaZleblobebis molaparakebis dasawyisSive sajarod gancxadeba aragonivrulia, vinaidan am qmedebas, SesaZloa, sakuTari Tavis “kuTxeSi momwyvdeva” mohyves Sedegad. samagierod, gonivrulia sakuTari SesaZleblobebis kritikuli gadaxedva, miT ufro ki, oponentis poziciidan misi koreqtireba. bunebrivia, molaparakebis msvleleobaSi gegmam SesaZloa, garkveuli cvlilebebi ganicados, magram kargad momzadebuli molaparakebis SemTxvevaSi gauTvaliswinebel movlenaTa albaToba sakmaod dabalia, Sesabamisad ki, riskis xarisxic mniSvnelovnad mcire. molaparakebis sawyis etapze xdeba:

• reglamentis SemuSaveba da partniorTan SeTanxmeba;

• molaparakebis donis SeTanxmeba;

• molaparakebis Catarebis vadebis dadgena;

• sanqciis formulireba, rac warmoadgens sapasuxo reaqcias reglamentis moTxovnebis darRvevisadmi;

• molaparakebis proceduruli wesebis Camoyalibeba, rac iTvaliswinebs am procesis warmarTvis pirobebs, mag., informaciis mosmenas, eqspertTa monawileobas;

• dRis wesrigis SeTanxmeba;

• saerTo interesebis gansazRvra, romlis drosac molaparakebaSi monawile orive mxare iRebs informacias maTTvis saintereso faqtebisa da msoflmxedvelobis Sesaxeb;

• winadadebaTa paketis Sedgena, raSic igulisxmeba im winadadebaTa formulireba, romelic mxareTa interesebis dakmayofilebas uzrunvelyofs;

• saubris dawyeba.

13

saubris dawyeba molaparakebis mniSvnelovani etapia. am etapis amocanebia: partniorTan sasurveli kontaqtis damyareba, urTierTobis normaluri atmosferos Seqmna da partnioris yuradRebis mimarTva gansaxilveli sakiTxisaken. saubris dasawyisSi sasurvelia gulwrfeli Rimili - igi ndobis garemos qmnis; aseve sasurvelia saubris dawyeba iumoriT. igi, garkveulwilad, mxareTa Soris arsebul daZabulobas xsnis. saubris dasawyiss didi fsiqologiuri mniSvneloba aqvs. swored am dros yalibdeba pirveli STabeWdileba adamianze, rac sagrZnob gavlenas axdens molaparakebis msvlelobasa da Sedegze. sakvanZo sityvebi: molaparakebis stadiebi, mosamzadebeli faza, poziciis arCevis Tavdapirveli faza, saZiebo faza, finaluri faza, reglamentis SemuSaveba, molaparakebis donis SeTanxmeba, molaparakebis Catarebis vadebis dadgena, sanqciis formulireba, molaparakebis proceduruli wesebis Camoyalibeba, dRis wesrigis SeTanxmeba, saerTo interesebis gansazRvra, winadadebaTa paketis Sedgena. kiTxvebi

1. molaparakebis romeli faza moicavs winaswari konsultaciebis Catarebasa da gadawyvetilebaTa SesaZlo variantebis SemuSavebas?

2. romel fazaSi acnoben mxareebi erTmaneTs TavianT winadadebebs, faqtebs da mtkicebulebebs?

3. molaparakebis romeli faza eZRvneba mxareTa mier TavianTi poziciebis dacvas?

4. romel fazaSi miiReba (an ar miiReba) gadawyvetileba molaparakebis sagnis Sesaxeb?

5. ra igulisxmeba molaprakebisaTvis saTanado momzadebaSi? 6. ra SemTxvevaSia gauTvaliswinebel movlenaTa albaToba dabali? 7. ra igulisxmeba molaprakebis dagegmvaSi? 8. ras isaxavs miznad saubris dawyeba - molaparakebis erT-erTi

umniSvnelovanesi etapi?

2. molaparakebis procesis formireba da dasruleba

molaparakebis procesSi adamianis fsiqikaze zemoqmedebs misi yuradRebis zonaSi moqceuli nebismieri obieqti Tu movlena. swored amitom, im faqtze, Tu rogoraa mowyobili molaparakebis Catarebis sivrce, damokidebulia TanamSromlobisa Tu konfrontaciis albaToba. mag., magidasTan pirispir jdoma winaaRmdegobisaken ubiZgebs molaparakebaSi monawileT, xolo gverdigverd dasxdoma ki –partniorobisaken.

molaparakebisas orive mxaris delegacia Tanabari SemadgenlobiT unda iyos warmodgenili. winaaRmdeg SemTxvevaSi, umciresoba zewolis an manipulaciis msxverpli gaxdeba.

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molaparakebis winaswar dagegmvas didi mniSvneloba aqvs. molaparakeba xom Zalze dinamikuri procesia. misi Catarebis dros, SemoqmedebiTi midgoma iZleva yvela mxarisaTvis xelsayreli gadawyvetilebis miRebis saSualebas.

magram, molaparakeba yovelTvis warmatebulad arc iwyeba da, miT umetes, arc mTavrdeba: xSirad, gamouvali mdgomareoba iqmneba. am SemTxvevaSi Zalian mniSvnelovania fsiqologiuri momenti _ ar SeiZleba partnioris pirovnebisa da mocemul viTarebaSi mis mier ganxorcielebul qcevaTa gaigiveba. nebismier molaparakebaSi Cveni mowinaaRmdegea ara konkretuli pirovneba, aramed erToblivad gadasawyveti problema.

arasasurvelia saubris gansxvavebul SexedulebaTa sakiTxebiT dawyeba. partniorma molaparakebis dasawyisSive unda dagvidasturos sakuTari mosazreba da, sasurvelia, pirvelive kiTxvaze gvipasuxos `diax~. amitom araa SemTxveviTi, rom adamianebi saubars zogad Temaze (mag., amindze, sportze, kulturaze da sxv.) iwyeben, vinaidan aq maTi poziciebi TiTqmis yovelTvis Tanmxvedria.

urTierTobis dawyebamde sasurvelia Cveni mzadyofna RimiliT, Tanamosaubrisaken Setrialebuli TaviTa da sxeuliT gamovxatoT. qcevis modelis arCevamde aucilebelia, davakvirdeT Tanamosaubres: mis saxes, xelebsa da moZraobas, sakuTar Tavs ki davusvaT Semdegi kiTxvebi: ras warmoadgens Tanamosaubre? ra mdgomareobaSi imyofeba igi? romeli mxare (racionaluri Tu emociuri) ufro sWarbobs masSi? rogoria misi cxovrebiseuli gamocdileba da sulieri Rirebulebebi? rogor mivida igi im poziciamde, romelsac warmoadgens? da a.S.

saubris dawyebamde fsiqologebi saWirod miiCneven, davicvaT Semdegi principebi: racionaluroba. aucilebelia TavSekaveba im SemTxvevaSic ki, roca Tanamosaubre uaryofiT emociebs amJRavnebs. amgvari emociebi dadebiTi gadawyvetilebis miRebas aferxebs. urTierTgageba. SeecadeT, gaugoT Tanamosaubres. misi Sexedulebebis mimarT uyuradReboba urTierTxelsayreli gadawyvetilebis miRebas zRudavs. urTierToba. saubris gasaadvileblad, im SemTxvevaSic ki, roca Tanamosaubre ar gismenT, misi yuradRebis mipyrobas SeecadeT. damrigebluri tonis uaryofa. nu ecdebiT, Wkua daarigoT partniors. iyaviT gaxsnili misi argumentebis mimarT da izruneT mis darwmunebaze. ueWveloba. nu moiSveliebT mcdar informacias. igi asustebs argumentaciis Zalas da arTulebs momaval urTierTobas. interesebis da ara poziciebis prioriteti. saubris mizania ara gamoTqmuli poziciebis dacva-gatana, aramed realuri interesebis dakmayofileba.

saubris msvlelobisas unda gaiTvaliswinoT, rom:

• TiToeul mxares aqvs orgvari interesi: sakuTari damokidebuleba saqmis arsisa da partnioris mimarT;

• unda isaubroT sakuTar Tavze da ara partniorze;

• unda isaubroT interesebze. Tanamosaubrem, SesaZloa ar icodes, rogoria Tqveni interesebi;

• unda iyuroT win da ara ukan - isaubroT imaze, Tu ra ar gsurT momavalSi da ara imaze, Tu ras flobdiT warsulSi;

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• saubari ise unda warmarToT, rom Tanamosaubrem is azri gamoTqvas, romlis mosmenac Tqven gsurdaT. amisaTvis saWiroa, problemas misi TvaliTac SexedoT.

saubris msvlelobisas mniSvnelovan sirTules sakuTari mosazrebis “gatana” warmoadgens. am mizniT, dauSvebelia cxare kamaTi. Tqvens mizans mxolod partnioris SexedulebaTa gagebiT SeiZleba miaRwioT. kamaTis Tavidan asacileblad fsiqologebi gvirCeven:

• kategoriuli toniT nu ganucxadebT Tanamosaubres, rom igi cdeba;

• Tu Tqven cdebiT, aucileblad aRiareT es;

• saubari megobrul tonSi warmarTeT;

• frazebi ise aawyveT, rom partniorisagan dadebiTi pasuxi miiRoT;

• miawodoT partniors Tqveni idea iseTi formiT, TiTqos es idea mas ekuTvnis;

• situaciis gagebas Tqveni oponentis poziciidan SeecadeT;

• yuradRebiT moepyariT partnioris TiToeul arguments. roca kamaTi gardauvalia, fsiqologebi saWirod Tvlian:

• visaubroT mxolod uTanxmoebis gamomwvev faqtebze da nu SevexebiT oponentis pirovnebas;

• nu gamoviyenebT Seuracxmyofel sityvebs;

• partnioris gakritikebamde jer sakuTar Secdomebze mivaniSnoT - vaRiaroT sakuTari nakli. amiT ganvaiaraRebT partniors.

saubari ufro damajerebeli rom iyos:

• mniSvnelovan sityvebs unda davuqvemdebaroT meorexarisxovani sityvebi;

• saWiroebisamebr vcvaloT saubris toni da metyvelebis tempi;

• mniSvnelovani azrebis gamoTqmamde gavakeToT pauzebi da sxv. saubris msvlelobisas Tanamosaubrem SeiZleba manipulirebas

(TvalTmaqcobas) mimarTos. amis Tavidan asacileblad saWiroa:

• partnioris taqtikis amocnoba;

• gansaxilveli sakiTxis Riad dasma;

• aseTi taqtikis kanonierebisa da sasurvelobis eWvqveS dayeneba. molaparakebis procesSi ori saxeobis Sedegi arsebobs: saboloo da

Sualeduri. molaparakebis saboloo Sedegi an xelSekrulebis gaformebaa, an misi CaSla.

Sualeduri Sedegi aris SeTanxmeba, gancxadeba konsultaciebis gagrZelebis an sxvaTa Sesaxeb. yoveli molaparakeba, Cveulebriv, mTavrdeba Semdegi SeTanxmebiT:

• situaciis aRwera;

• gadawyvetilebis formulireba;

• SeTanxmebis gaformeba. molaparakebis dasrulebisas (ra Tqma unda, Tu is ar CaiSala)

mxareebi xelSekrulebiT aformeben TavianT valdebulebebs. ganxiluli problemis gadawyvetis xarisxis mixedviT, molaparakeba

SeiZleba iyos:

• warmatebuli (roca igi dasaxul miznebs srulad Seesabameba);

• warumatebuli (roca igi dasaxul miznebs ar pasuxobs);

• SeTavsebadi (roca Sedegi miznebs nawilobriv Seesabameba).

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molaparakebis momzadebisas aucilebelia, garkveuli dro daeTmos yoveli konkretuli sxdomis mosalodneli Sedegis dokumentur formulirebas. aRniSnuli dokumenti mxareebs saSualebas aZlevs, mkafiod gansazRvron Sexvedris mizani da ufro efeqturad dagegmon molaparakebis msvlelobac.

molaparakebis Sedegis dokumenturi formulireba, SesaZloa, arasruli iyos, magram igi aucileblad unda Seicavdes mxareTa valdebulebebs.

rogori SedegiTac ar unda damTavrdes molaparakeba, unda dafiqsirdes ara marto misi saboloo, aramed Sualeduri Sedegebic. Cveulebriv, roca warmatebul molaparakebaze saubroben, mxedvelobaSi aqvT iseTi garigeba, romelic orive mxares akmayofilebs. molaparakebis warmatebis xarisxi SeiZleba ori kriteriumis: gonivrulobisa da efeqturobis mixedviT SevafasoT. gonivruli SeTanxmeba. gonivrulia SeTanxmeba, romelic molaparakebaSi monawile mxareTa kanonier interesebs maqsimalurad pasuxobs da dapirispirebul interesebs samarTlianad awesrigebs. gonivruli SeTanxmeba grZelvadiania da iTvaliswinebs sazogadoebis saerTo interesebsac. efeqturi SeTanxmeba. efeqturia SeTanxmeba, romelic miRebulia gonivruli gadawyvetilebiT, saWiroebs minimalur finansur-materialur xarjebs da sruldeba optimalur vadebSi. sakvanZo sityvebi: molaparakebis Catarebis sivrce, TanamSromlobisa da konfrontaciis albaToba, interesebis da ara poziciebis prioriteti, partnioris taqtikis amocnoba, taqtikis kanoniereba, situaciis aRwera, gadawyvetilebis formulireba, SeTanxmebis gaformeba, warmatebuli molaparakeba, warumatebuli molaparakeba, SeTavsebadi molaparakeba, warmatebis kriteriumi, gonivruloba da efeqturoba. kiTxvebi

1. razea damokidebuli TanamSromlobisa Tu konfrontaciis albaToba? 2. ra SemTxvevaSi xdeba umciresoba zewolis an manipulaciis

msxverpli? 3. ra mizani amoZravebs molaparakebis TiToeul monawiles? 4. ratomaa aucilebeli sakuTar interesebze saubari? 5. ra aris molaparakebis saboloo Sedegi? 6. ra aris molaparakebis Sualeduri Sedegi? 7. ra ewodeba molaparakebas, romlis Sedegic srulad Seesabameba

dasaxul mizans? 8. ra ewodeba molaparakebas, romlis Sedegic ar pasuxobs dasaxul

mizans? 9. ra ewodeba molaparakebas, romlis Sedegic nawilobriv Seesabameba

dasaxul mizans? 10. ra mniSvneloba aqvs konkretuli sxdomis mosalodneli Sedegis

dokumentur formulirebas? 11. ras unda moicavdes molaparakebis Sedegis dokumenturi

formulireba? 12. ra tipis garigebas gulisxmobs warmatebuli molaparakeba?

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13. romeli kriteriumebis mixedviT xdeba molaparakebis warmatebis xarisxis Sefaseba?

14. ra tipis SeTanxmebas ewodeba gonivruli? 15. ra tipis SeTanxmebas ewodeba efeqturi?

daskvna

molaparakeba yovelTvis warmatebulad arc iwyeba da, miT umetes, arc mTavrdeba. xSirad, gamouvali mdgomareoba iqmneba. am SemTxvevaSi, Zalian mniSvnelovania fsiqologiuri momenti _ ar SeiZleba partnioris pirovnebisa da mocemul viTarebaSi mis mier ganxorcielebul qcevaTa gaigiveba. nebismier molaparakebaSi Cveni mowinaaRmdegea ara konkretuli pirovneba, aramed erToblivad gadasawyveti problema.

molaparakeba ramdenime stadias moicavs, romelTa Soris umTavresia:

• molaparakebis momzadeba; • winaswari konsultaciebi; • reglamentis SemuSaveba; • molaparakebis dawyeba; • molaparakebis mimdinareoba; • poziciebis SeTanxmeba da gadawyvetilebaTa miReba; • xelSekrulebis SemuSaveba; • molaparakebis dasruleba, xelSekrulebis gaformeba; • molaparakebis Sejameba.

molaparakebis yovel stadias ramdenime ZiriTadi faza aqvs, kerZod: • mosamzadebeli faza; • poziciis arCevis Tavdapirveli faza; • saZiebo faza; • finaluri faza.

molaparakebis procesSi ori saxeobis Sedegi arsebobs: saboloo da Sualeduri. molaparakebis saboloo Sedegi an xelSekrulebis gaformebaa, an misi CaSla.

rogori SedegiTac ar unda damTavrdes molaparakeba, unda dafiqsirdes ara marto misi saboloo, aramed Sualeduri Sedegebic.

ganxiluli problemis gadawyvetis xarisxis mixedviT, molaparakeba SeiZleba iyos:

• warmatebuli (roca igi dasaxul miznebs srulad Seesabameba); • warumatebuli (roca igi dasaxul miznebs ar pasuxobs); • SeTavsebadi (roca Sedegi miznebs nawilobriv Seesabameba).

Cveulebriv, roca warmatebul molaparakebaze saubroben, mxedvelobaSi aqvT iseTi garigeba, romelic orive mxares akmayofilebs. molaparakebis warmatebis xarisxi SeiZleba, ori kriteriumis: gonivrulobisa da efeqturobis mixedviT Sefasdes.

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Tavi III. molaparakebis fsiqologiuri aspeqtebi

1. fsiqologiuri atmosferos Seqmna

molaparakebis procesSi iniciativa yovelTvis im mxares ekuTvnis, romelic amisaTvis fsiqologiurad ukeTaa momzadebuli. fsiqologiur aspeqtSi molaparakebis mTavari amocana Tanamosaubris darwmunebaa. kamaTSi erT-erTma mxarem, SesaZloa, gamarjveba moipovos, magram Tu igi ver miaRwevs partnioris keTilganwyobas, gamarjveba naklebefeqturi iqneba. Zalze mniSvnelovania keTilsasurveli fsiqologiuri atmosferos Seqmna molaprakebis dawyebamde. arsebobs efeqturi meTodebi, romelnic molaparakebis dasawyisSive uzrunvelyofs partnioris dadebiTad ganwyobas Cvens mimarT:

• agrZnobineT partniors, rom afasebT mas;

• gansakuTrebuli yuradReba gamoiCineT mis mimarT;

• ilaparakeT imaze, rac ainteresebs Tqvens partniors da imaze, rac man SedarebiT kargad icis;

• dausviT mas iseTi kiTxvebi, romlebzedac pasuxis gacema misTvis saintereso da sasiamovno iqneba;

• ar daicvaT sakuTari pozicia gacxarebuli kamaTiT;

• ar isaubroT Zalian xmamaRla – es partniorSi iseT STabeWdilebas tovebs, TiTqos masze Tqveni azris Tavsmoxveva gsurT;

• ar isaubroT Zalian dabali xmiT – partniori iZulebuli iqneba, dagisvaT Semxvedri kiTxvebi, raTa darwmundes imaSi, rom yvelaferi sworad gaigo;

• ar isaubroT Zalian swrafad – es iseT STabeWdilebas qmnis, TiTqos, Tanamosaubris darwmuneba swrafad gsurT da mas saqmis arsSi garkvevis SesaZleblobas ar aZlevT;

• ar isaubroT Zalian nela - es partniorSi iseT STabeWdilebas tovebs, TiTqos Tqven drois gaWianureba gaqvT miznad;

• SeecadeT, yoveli problemis ganxilvisas ipovoT “sakvanZo figura” – adamiani, romelsac gaaCnia saTanado kvalifikacia, saqmianobis mocemul sferoSi moRvaweobis didi praqtikuli gamocdileba da gansaxilveli problemis gadawyvetis unari.

sakvanZo sityvebi: fsiqologiuri atmosfero, “sakvanZo figura”. kiTxvebi

1. romel mxares ekuTvnis iniciativa molaparakebis procesSi? 2. ra aris fsiqologiur aspeqtSi molaparakebis mTavari amocana? 3. vin igulisxmeba “sakvanZo figuraSi”?

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2. saubris mosmena da kiTxvebis dasma

efeqturi komunikacia damokidebulia ara marto saubris, aramed mosmenis (audirebis) unarzec. mosmena rTuli procesia. igi moiTxovs yuradRebis koncentracias da saubarSi aqtiur monawileobas. mosaubrisadmi uwyveti yuradRebis gamoCena arc ise iolia mravali adamianisaTvis. amis mizezebia: yuradRebis gafantva. igi SeZleba gamoiwvios mosaubris garegnobam, xmam, mimikam, Jestebma da sxv. azrovnebis maRali siCqare. adamiani 4-jer ufro swrafad fiqrobs, vidre laparakobs. roca vinme saubrobs, Cveni goneba drodadro “isvenebs” mosaubris metyvelebisagan. uaryofiTi damokidebuleba sxvisi azrisadmi. Yyoveli adamiani Tavis azrs ufro afasebs, vidre sxvisas. amitom nebismier adamians urCevnia, Tavis Sexedulebas misdios, vidre sxvisas. informaciis yuradRebiT SerCeva. yvelafris yuradRebiT mosmena SeuZlebelia, amitom msmenelma unda SearCios mxolod im tipis informacia, romelic maqsimalurad sainteresoa misTvis mocemul momentSi. replikis moTxovnileba. vinmes saubarma SeiZleba msmenelSi myisieri reagirebis – operatiuli Sepasuxebis survili gamoiwvios. roca es xdeba, msmeneli ukve aRar usmens - igi komentaris CamoyalibebiTaa dakavebuli. arsebobs msmenelis xuTi roli: simulanti – ar ismens; igi “moCvenebiTi msmenelia”; damokidebuli msmeneli – iolad eqceva komunikatoris mosazrebebisa da survilebis gavlenis qveS; interventi – yovelgvari saWiroebis gareSe awyvetinebs komunikators sityvas; gulCaTxrobili msmeneli - ar svams SekiTxvebs; inteleqtuali – aRiqvams informacias civi gonebiT, Setyobinebis emociuri da araverbaluri aspeqtebis gaTvaliswinebis gareSe; arsebobs audirebis sami tipi: globaluri, romlis drosac sakmarisia teqstis ZiriTadi azris identificireba; detaluri, romelic gulisxmobs teqstis ZiriTadi azrobrivi masivebis aRqmas komunikatoris komunikaciuri mizandasaxulebis (intenciis) gaTvaliswinebiT; kritikuli, romelic moiTxovs mosmenili teqstis kritikul gaazrebas. audirebisas gamoiyeneba ori meTodi: ararefleqsuri (pasiuri), romlis drosac msmeneli ar ereva komunikatoris laparakSi, ar isvris replikebs. audirebis es meTodi moiTxovs garkveul fsiqologiur Zalisxmevas da disciplinas. igi Cveulebriv gamoiyeneba aRelvebuli komunikatoris mosmenisas; refleqsuri (aqtiuri), romelic gulisxmobs aqtiur ukukavSirs, sxva sityvebiT, komunikatorisaTvis mxardaWerasa da daxmarebas azris gamoxatvis procesSi. audirebis aqtiuri meTodisaTvis tipuria Semdegi teqnologiebis gamoyeneba:

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dazusteba – komunikatorisadmi mimarTva damatebiTi faqtebis miRebis mizniT (ver gagigeT! ras gulisxmobT? xom ver gaimeorebdiT?); parafrazireba – komunikatoris teqstis sxva formiT gadmocema (Tqveni azriT ... ; Tu sworad gavige ... ; sxva sityvebiT, ...); reziumireba – mosmenilis ganzogadeba (Tuki ganvazogadebT Tqvens mier Tqmuls, ... ; rogorc mivxvdi, Tqveni ZiriTadi mosazrebaa, ... ;); kontaqtis dadastureba – komunikatoris metyvelebas Tan sdevs msmenelis replikebi (es sainteresoa! gasagebia! sasiamovnoa amis mosmena!). efeqturi audirebisas:

• SeecadeT, gaacnobieroT komunikatoris pozicia, gaaanalizoT igi da gaakeToT daskvnebi, amoicnoT yvelaze Rirebuli monacemebi miRebul informaciaSi;

• gansazRvreT komunikatoris realuri motivi da emociuri mdgomareoba mis mier warmoTqmul frazebSi;

• ar modundeT audirebisas, ar mowydeT komunikatoris teqsts da ar waxvideT sakuTar fiqrebSi (azrovnebis siswrafe bevrad aRemateba metyvelebis siswrafes);

• gamoiyeneT Jestebi da mimika imis dasturad, rom yuradRebiT usmenT komunikators;

• SeecadeT, uTanagrZnoT mas; SexedeT movlenebs misi TvaliT, warmoidgineT Tavi mis adgilze;

• iyaviT momTmeni; yovelTvis bolomde mousmineT komunikators;

• nu ganrisxdebiT, Tuki misgan TqvenTvis araxelsayrel winadadebas moismenT;

• nu ilaparakebT bevrs; SeecadeT usminoT sxvebs. audireba warmoadgens metyvelebis gaazrebis process. igi iseTive mniSvnelovani komunikaciuri unaria, rogorc metyveleba. monologuri urTierToba Tanamosaubris iniciativas axSobs. SedarebiT ufro efeqturia mxareTa Soris dialogi. dialogis safuZvels Tanamosaubreebis mxridan erTmaneTisaTvis kiTxvebis dasma warmoadgens. umisamarTo monologis nacvlad, gacilebiT efeqturia ideis kiTxvis saxiT Camoyalibeba da kiTxavaze Tanamosaubris reagirebis gaTvaliswineba. SekiTxva exmareba komunikators, misTvis sasurveli mimarTuleba misces informacias, xelSi aiRos iniciativa da gaaaqtiuros msmeneli. arsebobs SekiTxvaTa ramdenime tipi:

daxuruli kiTxva.Mmasze pasuxi aris “diax” an “ara”. aseTi kiTxvis nimuSia: “darwmunebuli xarT, rom yvelaferi iRoneT orive mxarisaTvis urTierTxelsayreli gadwyvetilebis misaRebad?” pasuxi am SekiTxvaze SeiZleba iyos “diax” an “ara”. Tanamosaubris ndobis mosapoveblad, kontaqtis dasawyisSi metad efeqturia misTvis iseTi kiTxvis dasma, romelzec erTaderTi SesaZlebeli pasuxi iqneba “diax”. Tumca, “daxuruli” kiTxvebis borotad gamoyeneba dauSvebelia, vinaidan isini ar aZleven Tanamosaubres sakuTari Tvalsazrisis gamoTqmis saSualebas. dialogi, romelic daxuruli kiTxvebis siWarbiT xasiaTdeba, dakiTxvas hgavs.

Ria kiTxva. am tipis kiTxvebi iwyeba Semdegi sityvebiT: “ra”, “vin”, “ramdeni”, “ratom”. Ria SekiTxva gansxvavebuli azris warmoSobas uwyobs xels da iTxovs konkretul axsna-ganmartebas. aseTi kiTxvis nimuSia: “ra zomebi miiReT orive mxarisaTvis urTierTxelsayreli gadwyvetilebis

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misaRebad?” am tipis SekiTxvis mizania damatebiTi informaciis mopoveba da Tanamosaubris realuri motivebis amocnoba.

sarkiseburi kiTxva. am tipis kiTxva uzrunvelyofs dialogis bmulobas (uwyvetobas) da dialogis Sinaarsobrivi arealis gafarToebas. sarkiseburi kiTxva iZleva Tanamosaubris mier adre warmoTqmul azrTan dabrunebis saSualebas. teqnikurad, am tipis SekiTxva mosaubris mier ukve Tqmulis Taviseburi gameorebaa, oRond gansxvavebuli intonaciiT, umetesad kiTxviTi formiT. igi Tanamosaubres aiZulebs, warmoTqmuls sxva mxridan Sexedos. aseTi kiTxvis nimuSia: “axla SeuZleblad meCveneba am sakiTxis dadebiTad gadawyveta!” – “axla?” am tipis SekiTva iZleva saubarSi axali elementebis Setanisa da dialogis gagrZelebis saSualebas ise, rom ar xdeba Tanamosaubris argumentebis ignorireba. am tipis kiTxva bevrad ufro efeqturia TanamosaubreTa Soris normaluri urTierTobis formirebis an SenarCunebis TvalsazrisiT, vidre ukukiTxva “ratom?” es ukanaskneli, rogorc wesi, iwvevs Tanamosaubris dacviT reaqcias da xSirad konfliqtur situacias warmoSobs.

estafeturi kiTxva. igi dialogs dinamizms matebs. misi meSveobiT SesaZlebelia partnioris saubris xelis Sewyoba. am tipis kiTxvebi mosaubris provocirebas iwvevs da mocemul sakiTxze ufro metis an sxvagvarad Tqmas aiZulebs mas. estafetur kiTxvas replikis forma aqvs.

ritorikuli SekiTxva. igi ar iTxovs pasuxs. misi mizania, gamoiwvios axali kiTxvebi da miuTiTos gadauWrel problemebze;

gardamtexi kiTxva. igi gadarTavs saubars sxva Temaze; kiTxva Semdgomi gansjisaTvis. igi ubiZgebs komunikators gansjisaken,

Tqmulis komentirebisa da SetyobinebaSi koreqtivebis Setanisaken. efeqturi komunikaciis mizani ara mxolod informaciis gadacema,

aramed informaciis urTierTgacvla, sxva sityvebiT, efeqturi ukukavSiris damyarebaa. swored am miznis miRwevis erT-erTi saukeTeso saSualebaa TanamosaubrisaTvis sxvadsxva tipis kiTxvebis dasma.

sakvanZo sityvebi: globaluri audireba, detaluri audireba, kritikuli

audireba, ararefleqsuri audireba, refleqsuri audireba, dazusteba, parafrazireba, reziumireba, kontaqtis dadastureba.

kiTxvebi

1. ra faqtorebi uqmnis ZiriTad bariers msmenelis uwyvet yuradRebas? 2. msmenelis ramdeni rolia cnobili? 3. ra gansxvavebaa audirebis tipebs Soris? 4. ra teqnologiebia tipuri audirebis aqtiuri meTodis gamoyenebisas? 5. ramdeni tipis SekTxvaa cnobili? 6. ra warmoadgens dialogis safuZvels?

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3. argumentaciis meTodebi

nebismieri molaparakebis dros partnioris darwmuneba argumentaciis meSveobiT xdeba. argumentacia logikur-komunikaciuri procesia, romlis drosac komunikatori amyarebs Tavis pozicias mniSvnelovani logikuri mosazrebebiT da cdilobs partnioris sakuTar poziciaze gadmobirebas.

argumentacia molaparakebis erT-erTi urTulesi fazaa. igi moiTxovs profesiul codnas da zogad ganaTlebas, yuradRebis koncentraciasa da gamZleobas, simtkicesa da koreqtulobas. amasTanave, argumentaciis Sedegi Tanamosaubrezec didadaa damokidebuli. sabolood, xom swored man unda gadawyvitos, miiRos Tu ara Tqveni argumentebi.

argumentaciis struqtura moicavs Teziss, argumentebsa da demonstracias.

Tezisi komunikatoris poziciis formulirebaa, argumentebi is mosazrebebi da mtkicebulebebia, romelTac komunikatori Tavisi Tvalsazrisis gasamyareblad iyenebs. argumenti iZleva pasuxs Semdeg kiTxvebze: “ratom unda davijeroT raime?” an “ratom unda gavakeToT raime?” demonstracia Tezisisa da argumentis kavSiria. igi raimes damtkicebis, sxva sityvebiT, partnioris darwmunebis procesia.

argumentebis meSveobiT SesaZlebelia partnioris poziciis mTlianad an nawilobriv Secvla. molaparakebis procesSi warmatebis misaRwevad aucilebelia Semdegi wesebis dacva:

• martivi, gasagebi da zusti terminebiT operireba;

• partniorisaTvis mxolod sando informaciis miwodeba;

• argumentaciis tempisa da meTodebis SerCevisas partnioris TaviseburebaTa gaTvaliswineba;

• argumentaciis koreqtuloba partniorTan mimarTebaSi. argumentis Sefasebisas SeiZleba gamoviyenoT Semdegi kriteriumebi: 1. kargi argumenti unda eyrdnobodes faqtebs; 2. argumenti pirdapir kavSirSi unda iyos ganxilvis saganTan; 3. komunikatoris argumenti aqtualuri unda iyos misi partniorisaTvis. argumentaciaSi, rogorc wesi, or ZiriTad midgomas gamoyofen: damadasturebeli argumentacia, romlis meSveobiTac komunikatori partniorTan saubarSi raimes adasturebs an asabuTebs. kontrargumentacia, romlis meSveobiTac komunikatori partnioris mtkicebulebebs uaryofs. ganvixiloT sakuTari mosazrebebis dacvisa da partnioris mosazrebebis ganeitralebis meTodebi: fundamenturi meTodi. misi arsi mdgomareobs partniorTan urTierTobisas faqtebiT, cifrebiTa da statistikuri monacemebiT operirebaSi. cifrebSi gamoxatuli Setyobineba sakmaod damajerebelia. igi obieqturicaa da momxiblavic. Tumca cifrebisa da statistikuri monacemebis borotad gamoyeneba dauSvebelia: cifrebis moWarbeba Rlis msmenelis yurs da argumentaciac kargavs Tavis xibls. winaaRmdegobrivi meTodi. es Tavdacvis meTodia da igi efuZneba partnioris argumentaciaSi arsebuli winaaRmdegobriobis gamovlenas. mocemuli meTodis sailustracio models warmoadgens Semdegi dialogi: I. Tqven azriT, rwmena ar arsebobs? II. diax, ar arsebobs!

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I. Tqven ase gwamT? II. diax. I. da Tqven ambobT, rom rwmena ar arsebobs?! Sedarebis meTodi. am meTodis gamoyenebis Sedegad gansakuTrebiT eqspresiuli xdeba komunikatoris metyveleba: mtkicebuleba iZens xatovnebasa da aRqmadobis optimalur xarisxs. Sedarebis meTodis sailustracio models warmoadgens Semdegi winadadeba: “afrikaSi cxovreba SeiZleba Seadaro im quraSi yofnas, romelSic sinaTlis gamorTva daaviwydaT”. meTodi “diax, magram ...”. es meTodi gamoiyeneba maSin, roca komunikatori ganixilavs problemis mxolod erT aspeqts. ramdenadac nebismieri movlena Tu obieqti xasiaTdeba rogorc dadebiTi, ise uaryofiTi TvisebebiT, meTodi “diax, magram ...…” iZleva problemis gadaWris sxvadasxva variantis ganxilvis SesaZleblobas. mag., “geTanxmebiT, rom Tqvens mier dasaxelebuli faqtorebi SeiZleba, ganvixiloT rogorc am kontraqtis mniSvnelovani upiratesoba, magram Tqven dagaviwydaT uaryofiTi faqtorebis CamoTvla”. am tipis winadadebis warmoTqmis Semdeg, Tqven SegiZliaT SematoT “kontraqtis portrets” axali Strixi – Tqveni Tvalsazrisi. danawilebis meTodi. aRniSnuli meTodi kontrargumentaciis dros gvxvdeba. igi gansakuTrebiT xSirad gamoiyeneba dRes, roca Tanamedrove adamianis cxovrebaSi monologi Zalze xSirad Canacvlebulia dialogiT, saubriT an diskusiiT. danawilebis meTodis arsi mdgomareobs Tanamosaubris monologSi sxvadasxva segmentebis gamoyofaSi: “es sruli WeSmaritebaa”, “es saeWvoa”, “aq arsebobs sxvadasxva Tvalsazrisi“, “es ar Seesabameba simarTles”, “es uzustobaa” da a.S. mocemuli meTodi efuZneba Semdeg Teziss: ramdenadac nebismier mosazrebaSi, miT umetes daskvnaSi, SeiZleba aRomCndes raRac, rac saeWvo, mcadari an gadaWarbebulia. Amdenad, saubrisas situaciis daZabvis albaToba yovelTvis Zalian maRalia. danawilebis meTodi warmoadgens partniorze im tipis “Setevas”, romlis meSveobiTac SesaZlebelia daZabuli situaciis ganmuxtva. mag., “is, rac Tqven brZaneT am modelis efeqturi funqcionirebis Sesaxeb, Teoriulad sruliad SesaZlebelia, magram praqtikaSi xSirad gvxvdeba mniSvnelovani darRvevebi: miwodebis dagvianeba, sirTuleebi masalis miRebaSi, administraciis araefeqturi muSaoba”. danawilebis meTodi iZleva oponentis erT, romelime konkretul argumentze “Tavdasxmis” gareSe, misi sxva danarCeni argumentebis safuZvliani da detaluri kritikis saSualebas. ignorirebis meTodi. am meTodis arsi SemdegSi mdgomareobs: Tanamosaubris mier dasaxelebuli faqtis ignorireba SeuZlebelia. samagierod, sruliad SesaZlebelia dasaxelebuli faqtis Rirebulebis ignorireba. Tqven TvliT, rom Tqveni partniori sakmaod did mniSvnelobas aniWebs imas, rac Tqveni azriT, arc ise mniSvnelovania. Tqven afiqsirebT da aanalizebT sakuTar Tvalsazriss. daskvnebis gamotanis meTodi. aRniSnuli meTodi gulisxmobs argumentebis iseTi logikuri TanamimdevrobiT gadmocemas, roca yoveli Semdegi mosazreba winaTqmulidan gamomdinareobs. aRniSnuli meTodis gamoyenebiT, komunikatori TandaTanobiT uaxlovdeba misTvis sasurvel Sexedulebas. moCvenebiTi mxardaWeris meTodi. es meTodi gansakuTrebul momzadebas moiTxovs. davuSvaT, Tqvenma oponentma warmoadgina Tavisi argumentebi, mis

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xelT arsebuli faqtebi, problemasTan dakavSirebuli mtkicebulebebi da axla sityva Tqven gekuTvniT. saubris dasawyisSi Tqven aranair winaaRmdegobas ar uwevT mas, piriqiT, mis sasrgeblod axal mosazrebebs gamoTqvamT da Sedegad iRebT Tqvendami keTilganwyobil Tanamosaubres. mag., “Tqven absoluturad marTali xarT imitom, rom ...”, … “aseve utyuaria Tqveni Tvalsazrisi imasTan mimarTebaSi, rom ...”, “magram Tqven, samwuxarod, mxedvelobidan gamogrCaT iseTi faqtebi … (asaxelebT faqtebs) da es fatebi araferia imasTan SedarebiT...“ da Tqveni kontrargumentebis rigic dgeba. yovel konkretul situaciaSi calkeuli meTodis gamoyeneba sakamaod rTuli xelovnebaa. efeqturi argumentacia logikuri argumentebis gamoyenebis unaria.

argumentaciis dros sakmaod xSirad gvxvdeba arakoreqtuli meTodebic. arakeTilsindisier partniorTan diskusiis dros, am tipis meTodebisagan Tavdacvis mizniT rekomendebulia Semdegi xerxebis gamoyeneba: izolacia. am dros xdeba konkretuli teqstidan calkeuli faqtebis gamoyofa, ris Semdegac isini partniors mTavari azris saxiT miewodeba. am gziT Tanamosaubris WeSmaritma Sexedulebam SeiZleba sruliad sawinaaRmdego mniSvneloba SeiZinos. anekdoti. moxerxebulma da droulma xumrobam partnioris uzadod logikuri, detalurad argumentirebuli mosazreba SesaZloa, sruliad gaaqarwylos. avtoritetebis gamoyeneba. cnobili avtoritetebis gamonaTqvamTa citireba, maSinac ki, roca is mocemuli sakiTxis damamtkicebel garemoebad naklebad miiCneva, msmenelze sarwmuno argumentis STabeWdilebas tovebs. bumerangis meTodi. es meTodi iZleva partnioris “iaraRis” mis winaaRmdeg gamoyenebis saSualebas. am tipis argumentacias ar gaaCnia mtkicebulebis Zala, magram gansakuTrebul zegavlenas axdens auditoriaze. aRniSnuli meTodis sailustracio models warmoadgens Semdegi istoria: erT dRes rusi poeti v. maiakovski sityviT gamodioda moskovis erT-erTi raionis mcxovreblebTan Sexvedraze. misi gamosvla exeboda sabWoTa kavSirSi arsebul internacionalur problematikas. moulodnelad viRacam auditoriidan poets hkiTxa: “maiakovski, Tqven vin xarT erovnebiT? daibadeT baRdaTSi, amdenad qarTveli xarT, ara?” maiakovskim dainaxa kiTxvis avtori – xanSi Sesuli muSa, romelsac gulwrfelad undoda problemaSi garkveva – da yovelgvari ironiis gareSe upasuxa: “qarTvelebTan qarTveli var, rusebTan rusi, amerikelebTan amerikeli viqnebodi, germanelebTan – germaneli”. am dros pirveli rigidan orma axalgazrdam cinikurad wamoiZaxa: “roca sulelebTan xarT?” ”sulelebTan pirvelad var!” – mSvidad upasuxa maiakovskim. mimarTulebis Secvla. imis nacvlad, rom Cvens argumentebze upasuxos, partniori zogjer gadadis im sakiTxze, romelsac gansaxilvel problemasTan ara aqvs arsebiTi kavSiri. partnioris diskreditacia. roca mocemuli sakiTxis Sesaxeb oponents arsebiTad arafris Tqma ar SeuZlia, man SeiZleba pirovnebis Rirsebis Selaxva daiwyos. aseT situaciaSi ar Rirs masTan kamaTi. partniors mSvidad unda ganvumartoT, Tu ramdenad uRirsia amgvari qceva, anda misi gamoxdomebi mxedvelobaSi saerTod ar miviRoT. gadavadebis meTodi. am meTodis mizania diskusiis gaWianureba. Tanamosaubre winaswar momzadebul, arafris momcem kiTxvebs iZleva da yovel wvrilmanze ganmartebas moiTxovs. amiT ki mosafiqreblad dros xelovnurad aWianurebs.

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apelaciis meTodi. am dros Tanamosaubre gamodis ara rogorc saqmiani partniori da kvalificiuri specialisti, aramed TanagrZnobis mTxovneli. Cvens grZnobebze zemoqmedebiT igi marjved uvlis gverds gadauWrel problemebs.

argumentaciis meTodebis mxolod codna ar aris sakmarisi. amasTan erTad, saWiroa saTanado teqnikisa da taqtikis flobac. argumentaciis teqnika logikuri argumentebis gamoyenebis unaria, xolo taqtika – maT Soris fsiqologiurad maqsimalurad efeqturis SerCeva.

Tu saubaria xangrZliv molaparakebaze, mravali meTodis erTdroulad gamoyeneba arasasurvelia. partnioris SexedulebaTa Secvlas ar unda vecadoT mxolod argumentebis moyvaniT. argumentaciis taqtikis ZiriTadi debulebebia:

1. Tavad taqtikis arCeva. partnioris TaviseburebaTa gaTvaliswinebiT, unda SevarCioT argumentaciis sxvadasxva meTodi;

2. winaaRmdegobaTa daZleva. metad mniSnelovania konfrontaciisagan Tavis Sekaveba, magram Tu is mainc moxda, saWiroa, momdevno sakiTxebis ukonfloqtod ganvixilvis mizniT, saswrafod gadaverToT sxva problemaze. am viTarebaSi ramdenime Tviseburebaa mniSvnelovani:

• umjobesia, kritikuli sakiTxebi molaparakebis dasawyisSi an argumentaciis bolo fazaSi ganvixiloT;

• sasurvelia, gansakuTrebiT delikatur sakiTxebze partniors piradad vesaubroT molaparakebis dawyebamde;

• rTul situaciebSi Sesveneba moviTxovoT. 3. ormxrivi argumentacia gamoiyeneba maSin, roca vuTiTebT

SemoTavazebuli winadadebis rogorc dadebiT, ise uaryofiT mxareebze. nebismier SemTxvevaSi, saWiroa xarvezebis Cveneba, radgan maT Sesaxeb partniorma SesaZloa, mainc Seityos informaciis sxva wyaroebidan.

4. upiratesobebisa da naklovanebebis CamonaTvalis rigiToba. partnioris poziciis Camoyalibebamde misTvis miwodebul pirvel informacias gadamwyveti mniSvneloba aqvs. amitom argumentaciis dros jer unda CamovTvaloT upiratesobebi, xolo Semdeg _ naklovanebebi. piruku Tanamimdevroba naklebefeqturia, radgan partniorma SeiZleba saubari manam Segvawyvetinos, sanam upiratesobebs SevexebodeT da Semdeg misi gadarwmuneba sakamod gagviZneldeba.

5. argumentaciis personifikacia. aucilebelia, Tavdanve vecadoT partnioris realuri poziciis gamovlenas da swored misi gaTvaliswinebiT, saubarSi Cveni argumentebis aqtiurad CarTvas.

sakvanZo sityvebi: damadasturebeli argumentacia, kontrargumentacia, fundamenturi meTodi, winaaRmdegobrivi meTodi, Sedarebis meTodi, meTodi “ - diax, magram ...”, danawilebis meTodi, ignorirebis meTodi, daskvnebis gamotanis meTodi, moCvenebiTi mxardaWeris meTodi, izolacia, anekdoti, avtoritetebis gamoyeneba, bumerangis meTodi, mimarTulebis Secvla, partnioris diskreditacia, gadavadebis meTodi, apelaciis meTodi.

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kiTxvebi

1. ra komponentebisagan Sedgeba argumentaciis struqtura? 2. ra kriteriumebi gamoiyeneba argumentis Sefasebisas? 3. ra tipis midgomebs iyeneben argumentaciaSi? 4. sakuTari mosazrebebis dacvisa da partnioris mosazrebebis

ganeitralebis ra meTodebia cnobili? 5. ra warmoadgens argumentaciis taqtikis ZiriTad debulebebs? 6. ra SemTxvevaSi gamoiyeneba ormxrivi argumentacia? 7. ratomaa mniSvnelovani upiratesobebisa da naklovanebebis

CamonaTvalis rigiTobis dacva?

4. molaparakebaSi monawileTa tipebi

molaparakebis procesSi adamianebi sxvadasxva fsiqologiur tipebad gvevlinebian. partnioris fsiqologiuri tipis amocnoba da Semdgom misi analizi efuZneba partnioris qcevaze dakvirvebas. dakvirvebis procesSi SeiZleba gamoiyos Semdegi obieqtebi:

1) adamianis qcevaze dakvirveba molaparakebis miRma situaciebSi; 2) dakvirveba pirovnebis fsiqologiur Taviseburebebze, kerZod:

• xasiaTis Taviseburebebze (eqstraverti, intraverti, ambraverti da a.S.);

• mimikis, sxeulis enisa da moZraobebis Taviseburebaze (simkveTre, pasiuroba da a.S.);

• metyvelebis Taviseburebaze. 3) adamianis qcevaze dakvirveba konfliqtur situaciaSi; 4) pirovnebis qcevis analizis Sedegad iqmneba warmodgena mis sulier samyaroze, motivebsa da miznebze.

cnobilma Sveicarielma fsiqologma karl gustav iungma adamianebi dayo eqstravertul (gareT mimarTul), intravertul (SigniT mimarTul) da ambravertul (zomierad intravertul-eqstravertul) tipebad. eqstravertebis Tvisebebia: gadaWarbebuli interesi garesamyarosadmi, movlenaTa gavlenis qveS moqcevis mzaoba, sakuTari pirovnebis demonstrirebis moTxovnileba, emociuri aramdgradoba, qcevis araTanamimdevruloba, agresiuloba, uprincipoba, cinizmi, sicruisadmi midrekileba da TviTkritikulobis dabali xarisxi. intravertebs axasiaTebT: garesamyarosagan distancirebis survili, emociuri mdgradoba, qcevis Tanmimdevruloba, sifrTxile da windaxeduleba, sijiute da radikalizmi. ambravertebi sxvadasxva xarisxiT eqstravertebisa da intravertebis Tvisebebs aerTianeben. molaparakebis procesSi adamianTa qcevis TaviseburebaTa gaTvaliswinebiT, ganasxvaveben Tanamosaubris kidev or tips – dominantursa da aradominanturs. dominanturi Tanamosaubre. roca dialogis iniciatori dominanturi Tanamosaubrea, mas ar awuxebs Semdegi tipis problemebi: “uadgilo xom ar iqneba?” “xels xom ar SevuSli?” “sworad gamigebs Tu ara?” da a.S., xolo

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roca dialogis iniciatori dominanturi Tanamosaubris partnioria, dominanturi Tanamosaubre srulebiTac ar Tvlis Tavs movaled, pasuxi gasces Tavis partniors. dominanturi Tanamosaubre Tvlis, rom partnioris kiTxvaze pasuxis gacema an kiTxvis upasuxod datoveba misi uflebaa. igi miznad isaxavs partnioris sakuTari gavlenis qveS moqcevas, misTvis sakuTari Zalisa da inteleqtualuri upiratesobis damtkicebas. dominanturi Tanamosaubre mkacria rogorc komunikatoris, ise komunikantis (adresatis) rolSic. igi xSirad awyvetinebs partniors sityvas, laparakobs xmamaRla, raTa veravin “CaeWras” saubarSi an piriqiT, dums, raTa aiZulos Tanamosaubre, ifiqros misi alaparakebis meTodebze. roca dominanturi Tanamosaubre usmens partniors, igi svams bevr kiTxvas informaciis dazustebis mizniT an agrZnobinebs partniors, rom misTvis yvelaferi naTelia da partniors SeuZlia, aRar gaagrZelos saubari. dominanturi Tanamosaubre Tavisi partniorisaTvis raime sakiTxis axsnis Semdgom, svams sakmaod bevr kiTxvas imis garkvevis mizniT, Tu ramdenad kargad gaigo partniorma misi azri. daZabul situaciaSi dominanturi Tanamosaubre damcinavi da uxeSia. mas uWirs Tavisi partnioris simarTlis aRiareba. aseT SemTxevevebSi, dominanturi Tanamosaubre ambobs: “es sakiTxi kargad mosafiqrebelia”, “dro Zalian cotaa, amitom am sakiTxs sxva dros mivubrundeT”. zogjer SesaZloa, dominanturi Tanamosaubre aRafrTovanos partnioris simarTlem, magram misi mxridan aRfrTovanebis sajaro gamoxatva isev Zalis demostraciaa - simarTle ar aris mis mxareze, magram mas Seswevs Zala da yofnis Wkua, aRiaros sakuTari Secdoma. Tanamosaubris dominanturoba ar gulisxmobs mis uaryofiTobas. mTavaria, igi gonieri iyos! dominanturi Tanamosaubris ZiriTadi Rirseba gadawyvetilebis miRebisa da movlenebze pasuxismgeblobis aRebis unaria. dominantur Tanamosaubres partniorma unda misces misi dominanturobis demonstrirebis SesaZlebloba. partniori unda aRiWurvos moTminebiT da mSvidad daicvas Tavisi pozicia. aseT SemTxvevaSi dominanturi Tanamosaubre TandaTanobiT Seasustebs partniorze zewolas. dominanturi TanamosaubrisaTvis aqtiuri winaaRmdegobis gawevis SemTxvevaSi molaparakeba, SesaZloa, CxubSi gadaizardos. aradominanturi Tanamosaubre. igi yovelTvis mTxovnelis rolSia, SiSobs, rom Tavs abezrebs partniors da, rom misi kiTxvebi sruliad uadgiloa. aradominanturi Tanamosaubre dauyovnebliv pasuxobs partnioris kiTxvebs, raTa ar daimsaxuros misi risxva – aradominanturi Tanamosaubre cdilobs ar dabraldes myisieri reagirebis uunaroba. aradominanturi Tanamosaubre metismetad mgrZnobiare da damTmobia partnioris Zalis mimarT. igi arasodes awyvetinebs partniors saubars, Tumca, partiorisaTvis aranair sirTules ar wamoadgens misTvis saubarSi “CaWra”, vinaidan am faqts arasodes moyveba protesti aradominanturi Tanamosaubris mxridan. aradominanturma Tanamosaubrem SesaZloa, partniorze gacilebiT meti icodes, magram dominanturi partniori, rogorc wesi, sakuTari miznebisaTvis iyenebs mis Tvisebebs da mihyavs igi swori Tvalsazrisis absurdulobis aRiarebamdec ki. SemdgomSi, aradominanturi Tanamosaubre gadaxedavs Tavis Tvalsazriss, magram saubris procesSi igi ver poulobs argumentebs sakuTari swori poziciis dasacvad. Cxubi da mwvave kamaTi sruliad miuRebelia aradominanturi TanamosaubrisaTvis – mas SiSi ipyrobs da cdilobs gaeridos partniors.

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mas mxolod megobruli saubari amxnevebs: iwyebs kiTxvebis dasmasa da sakuTari poziciis aqtiurad dacvas. Tuki SeamCnia, rom partniori, argumentebis uqonlobis gamo ver edaveba, igi dauyovnebliv iwyebs partnioris sasrgeblo argumentebis Ziebas da amiT abalansebs Tavis upiratesobas. aradominantur TanamosaubresTan efeqturi komunikaciis umniSvnelovanes pirobas misi yuradRebiT mosmena warmoadgens. sapirispiro SemTxvevaSi ki, riski imisa, rom partniori ver SeZlebs misi Tvalsazrisis jerovnad Sefasebasa da Rirebuli informaciis miRebas, sakmaod didia. aradominantur Tanamosaubreze kargad moqmedebs Seqeba, magram ara pirferoba. arsebobs molaparakebis monawileTa Semdegi klasifikaciac: nihilisti. saubrisas igi mouTmeneli da TavSeukavebelia. masTan urTierTobaSi Tanamosaubrem unda SeinarCunos simSvide da kompetenturi toni, unda amoicnos nihilistis negatiuri damokidebulebis mizezi da Seecados mis gadmobirebas; pozitiuri adamiani. igi mzadaa, daexmaros Tanamosaubres daZabuli situaciebis ganmuxtvasa da sadavo sakiTxebis gadaWraSi; adamiani, romelmac yvelafri icis. mas yvelaferze Tavisi mosazreba aqvs da erTaderT WeSmaritebad mxolod Tavis codnas miiCnevs; laparakis moyvaruli adamiani. igi umizezod awyvetinebs sityvas Tanamosaubres da srulebiT ar awuxebs gaflanguli drois faqtori; mxdali adamiani. igi ar aris darwmunebuli sakuTar TavSi da simSvides siCumeSi poulobs: urCevnia araferi Tqvas, vidre iseTi ram, rac misi azriT, SeiZleba absurdulad JRerdes; mouxelTebeli adamiani. igi Tavis TavSia Caketili da xSirad ver xedavs Tavis rols arsebul situaciaSi; aradainteresebuli adamiani. igi ar amJRavnebs aranair interess gansaxilveli problemis mimarT; TviTkmayofili adamiani. igi maRali warmodgenisaa sakuTar Tavze da ver itans kritikas; kiTxvebis moyvaruli adamiani. igi svams uamrav kiTxvas, romelTagan umravlesobas ar gaaCnia aranairi safuZveli. partnioris fsiqologiuri analizi molaparakebis efeqturobis ganmsazRvreli erT-erTi umniSvnelovanesi faqtoria, vinaidan swored igi warmoadgens molaparakebis Catarebis konkretuli strategiis SerCevis safuZvels. sakvanZo sityvebi: eqstraverti, intraverti, ambraverti, dominanturi Tanamosaubre, aradominanturi Tanamosaubre, nihilisti, pozitiuri adamiani, adamiani, romelmac yvelafri icis, laparakis moyvaruli adamiani, mxdali adamiani, mouxelTebeli adamiani, aradainteresebuli adamiani, TviTkmayofili adamiani, kiTxvebis moyvaruli adamiani. kiTxvebi

1. ratomaa partnioris fsiqologiuri analizi molaparakebis efeqturobis ganmsazRvreli erT-erTi umniSvnelovanesi faqtori?

2. molaparakebaSi monawileTa romeli tipebia cnobili?

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3. ras efuZneba partnioris fsiqologiuri tipis amocnoba da Semdgom misi analizi?

4. ra obieqtebis gamoyofaa SesaZlebeli partnioris qcevaze dakvirvebisas?

5. partnioris SeniRbuli qceva

molaparakebaze partniori, xSirad, `SeniRbulad~ iqceva. amitom, aucilebelia am tipis qcevis ganeitralebis unar-Cvevebis floba. SeniRbuli xrikebia: sawyisi donis maqsimaluri amaRleba. molaparakebis procesSi erT-erTi mxare am ukiduresi poziciis SenarCunebas xangrZlivad cdilobs. xSirad, es xerxi iseTi moTxovnebis xelovnurad dayenebas iTvaliswinebs, romelTa ganxilvidan amoReba umtkivneulod xdeba da partniorisadmi Segnebul daTmobad miiCneva. damTmobi mxare partniorisaganac daTmobas iTxovs (misi mizanic es aris!). es meTodi, xSirad, uaryofiT Sedegebs iZleva, radgan partnioris amgvari qceva meore mxaris undoblobas iwvevs. cru aqcentebis dasma da partniorisaTvis miuRebeli winadadebebis SeTavazeba. am meTodis gamoyenebisas erT-erTi mxare meorexarisxovani sakiTxis rTulad dasmiT partniors uxerxul mdgomareobaSi ayenebs. Semdeg, TviTon demonstraciulad midis daTmobaze da cdilobs, daiyolios partniori molaparakebis ufro arsebiT sakiTxze. gamoZalva anu partnioris gamouval mdgomareobaSi Cayeneba. arsebiTad, es meTodi zemoaRwerili meTodebis msgavsia. gansxvaveba mxolod imaSia, rom, Tu pirveli da meore midgomebi molaparakebis dasawyisSi gamoiyeneba, gamoZalva, praqtikulad, mis dasasruls gvxvdeba. moTxovnebis ultimaturoba (kategoriuloba). ultimatumis ena ar aris SeTanxmebaze orientirebuli. aRniSnuli midgomis ilustracias warmoadgens Semdegi fraza: `Tu am moTxovnas ar SeasrulebT, Cven vwyvetT molaparakebas~. urTierTobis amgvari formis Sedegi Tavidanve naTelia. igi sakiTxis mxolod erTi mxaris sasargeblod gadawyvetis mcdelobaa da, praqtikulad, partnioris muqaras niSavs. zrdadi moTxovnebis dayeneba. roca erTi mxare grZnobs, rom mis moTxovnas partniori mudmivad eTanxmeba, igi axal-axal moTxovnebs ayenebs. aRniSnuli midgomis ilustracias warmoadgens Semdegi fraza: `Cven Tanaxma varT, magram aris kidev erTi `patara~ problema...~. sakuTari Sefasebebisa da interesebis TandaTanobiT miwodeba. am midgomis gamoyenebisas mxare cdilobs, partniori aiZulos, Tavisi azrebi pirvelma gamoamJRavnos, xolo TviTon Sedegis Sesabamisad imoqmedos. mcdari informaciis miwodeba. dRes ukve iSviaTad gvxvdeba partniorisaTvis mcdari informaciis miwodeba, radgan, Tanamedrove pirobebSi informaciis utyuarobis dadgena sakmaod iolia. sakuTar winadadebaze uaris Tqma, roca partniori ukve mzadaa mis misaRebad da axali winadadebis wamoyeneba. am xerxis mizani SeiZleba orgvari iyos: drois mosagebad molaparakebis gaxangrZliveba an axali, ufro sasargeblo gadawyvetilebis miReba. orgvari ganmarteba. zogjer, partniori xelSekrulebaSi Caweril teqsts Segnebulad sxvagvar ganmartebas aZlevs da amas xelsayrel

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situaciaSi Tavis sasargeblod iyenebs, garegnulad ki, SeTanxmebas ar arRvevs.

aRniSnuli da sxva „SeniRbvis“ meTodebis gamoyenebis Tavidan acilebis mizniT, mizanSewonilia mxareTa mier problemebis erToblivi analizi. amisaTvis ki saWiroa, rom molaparakebis yvela monawilisaTvis xelmisawvdomi iyos srulyofili informacia gansaxilveli sakiTxis Sesaxeb. sakvanZo sityvebi: partnioris SeniRbuli qceva, SeniRbvis meTodebi, sawyisi donis maqsimaluri amaRleba, cru aqcentebis dasma, gamoZalva, moTxovnebis ultimaturoba, zrdadi moTxovnebi, mcdari informacia, orgvari ganmarteba. kiTxvebi

1. ratom iZleva sawyisi donis maqsimaluri amaRlebis meTodi uaryofiT

Sedegs? 2. riT gansxvavdeba gamoZalva anu partnioris gamouval mdgomareobaSi

Cayeneba sawyisi donis maqsimaluri amaRlebisa da cru aqcentebis dasmis da partniorisaTvis miuRebeli winadadebebis SeTavazebis meTodebisagan?

3. razea orientirebuli sakuTari Sefasebebisa da interesebis TandaTanobiT miwodebis meTodi?

4. ras isaxavs miznad sakuTar winadadebaze uaris Tqma, roca partniori ukve mzadaa mis misaRebad, da axali winadadebis wamoyeneba?

5. rogor unda gaaneitralos molaprakebaSi monawile mxarem partnioris „SeniRbvis“ meTodebi?

daskvna

molaparakebis procesSi iniciativa yovelTvis im mxares ekuTvnis, romelic amisaTvis fsiqologiurad ukeTaa momzadebuli. fsiqologiur aspeqtSi molaparakebis mTavari amocana Tanamosaubris darwmunebaa. kamaTSi erT-erTma maxarem, SesaZloa, gamarjveba moipovos, magram Tu igi ver miaRwevs partnioris keTilganwyobas, gamarjveba naklebefeqturi iqneba. efeqturi komunikacia damokidebulia ara marto saubris, aramed mosmenis (audirebis) unarzec. mosmena rTuli procesia. igi moiTxovs yuradRebis koncentracias da saubarSi aqtiur monawileobas. mosaubrisadmi uwyveti yuradRebis gamoCena arc ise iolia mravali adamianisaTvis. amis mizezebia:

• yuradRebis gafantva; • azrovnebis maRali siCqare; • uaryofiTi damokidebuleba sxvisi azrisadmi;

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• informaciis yuradRebiT SerCeva; • replikis moTxovnileba.

arsebobs msmenelis xuTi roli:

• simulanti; • damokidebuli msmeneli; • interventi; • gulCaTxrobili msmeneli; • inteleqtuali.

arsebobs audirebis sami tipi: • globaluri; • detaluri; • kritikuli.

audirebisas gamoiyeneba ori meTodi: • ararefleqsuri (pasiuri); • refleqsuri (aqtiuri).

audirebis aqtiuri meTodisaTvis tipuria Semdegi teqnologiebis gamoyeneba:

• dazusteba; • parafrazireba; • reziumireba; • kontaqtis dadastureba.

audireba warmoadgens metyvelebis gaazrebis process. igi iseTive mniSvnelovani komunikaciuri unaria, rogorc metyveleba. monologuri urTierToba Tanamosaubris iniciativas axSobs. SedarebiT ufro efeqturia mxareTa Soris dialogi. dialogis safuZvels Tanamosaubreebis mxridan erTmaneTisaTvis kiTxvebis dasma warmoadgens. umisamarTo monologis nacvlad, gacilebiT efeqturia ideis kiTxvis saxiT Camoyalibeba da kiTxavaze Tanamosaubris reagirebis gaTvaliswineba. arsebobs SekiTxvaTa ramdenime tipi:

• daxuruli kiTxva; • Ria kiTxva; • sarkiseburi kiTxva; • estafeturi kiTxva; • ritorikuli SekiTxva; • gardamtexi kiTxva; • kiTxva Semdgomi gansjisaTvis.

efeqturi komunikaciis mizani ara mxolod informaciis gadacema, aramed informaciis urTierTgacvla, sxva sityvebiT, efeqturi ukukavSiris damyarebaa. swored, am miznis miRwevis erT-erTi saukeTeso saSualebaa TanamosaubrisaTvis sxvadsxva tipis kiTxvebis dasma.

nebismieri molaparakebis dros partnioris darwmuneba argumentaciis meSveobiT xdeba. argumentacia molaparakebis erT-erTi urTulesi fazaa. igi moiTxovs profesiul codnas da zogad ganaTlebas, yuradRebis koncentraciasa da gamZleobas, simtkicesa da koreqtulobas.

argumentaciis struqtura moicavs Teziss, argumentebsa da demonstracias.

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argumentebis meSveobiT SesaZlebelia partnioris poziciis mTlianad an nawilobriv Secvla.

molaparakebis procesSi warmatebis misaRwevad aucilebelia Semdegi wesebis dacva:

• martivi, gasagebi da zusti terminebiT operireba; • partniorisaTvis mxolod sando informaciis miwodeba; • argumentaciis tempisa da meTodebis SerCevisas, partnioris

TaviseburebaTa gaTvaliswineba; • argumentaciis koreqtuloba partniorTan mimarTebaSi.

argumentis Sefasebisas gamoiyeneba Semdegi kriteriumebi: • kargi argumenti unda eyrdnobodes faqtebs; • argumenti pirdapir kavSirSi unda iyos ganxilvis saganTan; • komunikatoris argumenti aqtualuri unda iyos misi partniorisaTvis.

sakuTari mosazrebebis dacvisa da partnioris mosazrebebis ganeitralebis meTodebia:

• fundamenturi meTodi; • winaaRmdegobrivi meTodi; • Sedarebis meTodi; • meTodi “diax, magram ...”; • danawilebis meTodi; • ignorirebis meTodi; • daskvnebis gamotanis meTodi; • moCvenebiTi mxardaWeris meTodi.

argumentaciis dros sakmaod xSirad gvxvdeba arakoreqtuli meTodebic. maTgan Tavdacvis mizniT rekomendebulia Semdegi xerxebis gamoyeneba:

• izolacia; • anekdoti; • avtoritetebis gamoyeneba; • bumerangis meTodi; • mimarTulebis Secvla; • partnioris diskreditacia; • gadavadebis meTodi; • apelaciis meTodi.

argumentaciis taqtikis ZiriTadi debulebebia: • Tavad taqtikis arCeva; • winaaRmdegobaTa daZleva; • ormxrivi argumentacia; • upiratesobebisa da naklovanebebis CamonaTvalis rigiToba; • argumentaciis personifikacia.

molaparakebis procesSi adamianebi sxvadasxva fsiqologiur tipebad gvevlinebian. partnioris fsiqologiuri tipis amocnoba da Semdgom misi analizi efuZneba partnioris qcevaze dakvirvebas. pirovnebis qcevis analizis Sedegad iqmneba warmodgena mis sulier samyaroze, motivebsa da miznebze. arsebobs molaparakebis monawileTa Semdegi tipebi:

• eqstravertebi; • intravertebi;

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• ambravertebi; • dominanturi Tanamosaubre; • aradominanturi Tanamosaubre; • nihilisti; • pozitiuri adamiani; • adamiani, romelmac yvelaferi icis; • laparakis moyvaruli adamiani; • mxdali adamiani; • mouxelTebeli adamiani; • aradainteresebuli adamiani; • TviTkmayofili adamiani; • kiTxvebis moyvaruli adamiani.

partnioris fsiqologiuri analizi molaparakebis efeqturobis ganmsazRvreli erT-erTi umniSvnelovanesi faqtoria, vinaidan swored igi warmoadgens molaparakebis Catarebis konkretuli strategiis SerCevis safuZvels. molaparakebaze partniori, xSirad, `SeniRbulad~ iqceva. amitom, aucilebelia am tipis qcevis ganeitralebis unar-Cvevebis floba. SeniRbuli xrikebia:

• sawyisi donis maqsimaluri amaRleba; • cru aqcentebis dasma da partniorisaTvis miuRebeli winadadebebis

SeTavazeba; • gamoZalva anu partnioris gamouval mdgomareobaSi Cayeneba; • moTxovnebis ultimaturoba (kategoriuloba); • zrdadi moTxovnebis dayeneba; • sakuTari Sefasebebisa da interesebis TandaTanobiT miwodeba; • mcdari informaciis miwodeba; • sakuTar winadadebaze uaris Tqma, roca partniori ukve mzadaa mis

misaRebad da axali winadadebis wamoyeneba; • orgvari ganmarteba.

„SeniRbvis“ meTodebis gamoyenebis Tavidan acilebis mizniT, mizanSewonilia mxareTa mier problemebis erToblivi analizi.

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Tavi IV. manipulaciisa da sicruis teqnologia

1. manipulacia

manipulacias orgvari ganmarteba aqvs: erTi mxriv, igi aris raime

rTuli moqmedeba xeliT muSaobisas, meore mxriv ki _ oini, yalTabandoba. nebismieri manipulaciuri mcdeloba winaswar igegmeba - Segnebulad

ganisazRvreba sasurveli situacia, zemoqmedebis adresati da TviT sistemis organizacia. zemoqmedebis doneebi. manipulaciuri zemoqmedebis mniSvnelovani maxasiaTebelia aSkara an faruli zemoqmedebis doneTa arseboba. aSkara done `miTis~ rols asrulebs da manipulatoris WeSmarit ganzraxvas niRbavs. faruli done – realuri mizani gulmodgined ifareba da satyuaras rols asrulebs, razedac, rogorc manipulatori fiqrobs, adresatma reagireba unda moaxdinos. zemoqmedebis dinamika. urTierTobis dinamikur maxasiaTeblebs, upirvelesad, miekuTvneba tempi, pauza da atmosfero.

gamocdili manipulatori molaparakebis dros iyenebs adresatze faruli zemoqmedebis sxvadasxva xerxs, romelTagan yvelaze xSiria:

• paTetikuri, amaRelvebeli, mgznebare Txovna _ `SediT mdgomareobaSi~;

• sakuTari Tavis `saqmian~ partniorad warmodgena;

• arsebuli problemis araarsebiTad, meorexarisxovnad miCneva;

• `seriozuli~ da `keTilgonivruli~ pozis miReba;

• avtoritetuli gancxadeba `konstruqciuli~ da `naTeli~ ideebis safuZvelze;

• TviTdarwmunebis demonstrireba;

• gamudmebiT imis xazgasma, rom oponentis argumentebi veraviTar kritikas ver uZlebs;

• oponentis qcevaze an argumentaciaze sapasauxod ritorikuli kiTxvebis dasma;

• gamudmebiT amaRelvebeli formiT megobrobis demonstrireba da sxv. arsebobs manipulatoris qcevis sxvadasxva sistema:

aqtiuri sistema. manipulatori nebismieri xerxiT cdilobs batonobasa da liderobas, aqcents oponentis sisusteze akeTebs da axerxebs kidec masze kontrolis ganxorcielebas. pasiuri sistema. manipulatori ar iwvevs gaRizianebas. igi damyoli adamianis STabeWdilebas tovebs. sxvebs `aiZulebs~, ifiqron da imuSaon mis nacvlad. damarcxebas iTmens da amiT igebs. SejibrebiTi sistema. manipulatori nebismieri xerxiT cdilobs gamarjvebas. igi SemarTuli mebrZolia. gulgrili sistema. manipulatori gariyulobis demonstrirebas axdens. TamaSobs gulgrilobas, cdilobs kontaqtidan gasvlas, gaqcevas.

arsebobs manipulaciuri qmedebis sxvadasxva meTodi.

dacviTi reaqciis gamowveva. aRniSnuli meTodis mizania Tanamosaubris simtkicis dasusteba, masSi damnaSavis grZnobis gaRviZeba da partnioris

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dacviT poziciaSi gadayvana. igi cdilobs daamtkicos, rom Tanamosaubris pozicia arakonstruqciuli an naklebgonivrulia, Tundac misi interesebidan gamomdinare. dezorientaciis provocireba. mizania Tanamosaubris wonasworobidan gamoyvana, misi gegmebis dangreva da masSi iseTi qmedebebis provocireba, romlebic masve miayenebs zians.

am meTodis ganeitralebis saSualebaa:

• damSvideba, pauzis gakeTeba;

• naTqvamis azrobriv datvirTvaze koncentrireba;

• sapasuxo qmedebisaTvis gadawyvetilebis miReba. `TanamSromlobis~ STabeWdilebis formireba. partniori Tavisi Tanamosaubris problemaTa gagebis demonstrirebas axdens. amasTanave, `sinanuliT“ ambobs, rom arafriT ar SeuZlia misi daxmareba. es ki niSnavs garegnuli Tanxmobis demonstrirebis pirobebSi, Tanamosaubris sasargeblod TanamSromlobasa da pasuxismgeblobis aRebaze uaris Tqmas. Tanamosaubre arafers iRebs, garda sityvieri mxardaWerisa.

ganeitralebis saSualebaa:

• rogorc valdebulebis, ise danaSaulis cru grZnobisagan saswrafod gaTavisufleba;

• sakuTari miznebisa da interesebis warmoCena;

• TanagrZnobis gagebisa da fuWi dapirebebis sanacvlod konkretuli pasuxismgeblobis miuRebloba;

• momavalSi aseT partniorTan urTierTobaze uaris Tqma. mouTmenlobaze TamaSi. mizania TanamosaubrisaTvis iseTi STabeWdilebis Seqmna, rom SeTanxmeba `TiTqmis miRweulia~ da `Tu Cven SevZlebT am wvrilmanis gadalaxvas ... ~; es `moZravi samiznea~, romelsac SeiZleba mivwvdeT. magram masTan gakveuli manZiliT miaxloebisas, igi imave manZiliT gvSordeba. am meTodiT TanamosaubreSi sasurveli moaxloebuli SeTanxmebis gaformeba realurad mwifdeba.

ganeitralebis saSualebaa:

• ar movityuoT Tavi da ar miviCnioT, rom `saqme gakeTebulia~;

• myarad davicvaT sakuTari interesebi da prioritetebi. Segnebulad gaWianureba. mizania Tanamosaubris iseT mdgomareobamde miyvana, roca mas eCveneba, rom SeTanxmeba miRweulia, magram misi mxridan yovelTvis arsebobs `patara~ daTmoba, romelic xels uSlis gadawyvetlebis sabolood miRebas. amiT oponenti drois gaWianurebas cdilobs da `energiul~ TanamSromlobas TamaSobs. bolos da bolos, mas SeuZlia arsebuli azrTasxvaobis gadaWra, magram ganxilva kvlav Wianurdeba da aseTi periodebi permanentulad meordeba.

ganeitralebis saSualebaa:

• partniors vaniSnoT Cveni drois SezRuduloba (naklebefeqturia);

• Riad vuTxraT, rom dros Segnebulad aWianurebs (naklebefeqturia);

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• movTxovoT, rom saqmiT daamtkicos TanamSromlobaze orientirebuloba;

• aRvniSnoT, rom mxolod misi mzadyofna, imoqmedos orive mxaris interesebis dasacavad, situacias ar cvlis (mcired efeqturia);

• ar mivceT saSualeba, „dauZvres“ gadawyvetilebis miRebas;

• mivaniSnoT, rom adre miRebulma daTmobebma sasurveli Sedegi ar gamoiRo;

• SevTavazoT problemis ganxilvis gadadeba manam, sanam partniori amisaTvis mzad ar iqneba.

gamouvalobis demonstrireba. mizania Tanamosaubris darwmuneba, rom Seqmnili situaciidan, roca sirTuleebi mravldeba da danakargebi izrdeba, gamosavali mxolod `erTaderTia~. aseT viTarebaSi manipulatori cdilobs, Tanamosaubres miawodos situaciis uaryofiTi aspeqtebi da misi mxedvelobis aridan „amoSalos“ realurad arsebuli perspeqtivebi. amis gamo, Tanamosaubre sakuTar Tavs arwmunebs, miiRos iseTi gadawyvetileba, romelsac partniori ise sTavazobs, rogorc `ukanasknel Sanss~.

ganeitralebis saSualebaa:

• maqsimalurad SevinarCunoT simSvide;

• veZeboT gamosavali situaciidan;

• guldasmiT gavaanalizoT partnioris argumentebi, daskvnebi da Sexedulebebi;

• gamovavlinoT maTSi arsebuli winaaRmdegobebi da susti momentebi;

• SevafasoT partnioris mier SemoTavazebuli `erTaderTi Sansis~ mosalodneli Sedegebi.

manipulaciuri moqmedeba SeiZleba vigrZnoT (emociuri mxare) an

SevicnoT (racionaluri mxare). miuxedavad imisa, rom orive SemTxvevaSi misi arseboba „SeniRbulia“, manipulaciis gamocnoba mainc SesaZlebelia Semdegi niSnebiT:

situaciaSi cvlilebebis SemCneva, rac umetesad, Semdeg formebSi vlindeba: disbalansi pasuxismgeblobis ganawilebaSi. es is SemTxveva, roca adamians mianiSneben an TviTon SeamCnevs, rom man raRac `unda gaakeTos~, magram ar icis, ratom. an piriqiT, moulodnelad Tavad iCens iniciativas, an iRebs pasuxismgeblobas gadawyvetilebis miRebis procesSi. sargeblis araTanabari ganawileba. igi maSin vlindeba, roca aRmoCndeba, rom miRebuli Sedegi ar Seesabameba gaweul Zalisxmevas. es SeiZleba moxdes rogorc araswori dagegmvis, ise vinmes aqtiuri Carevis Sedegad. Zalismieri zewola. igi gacilebiT akSara da SesamCnevia. situaciis elementebs Soris Sesabamisobis darRveva. gulisxmobs zemoqmedebis samizneTa (saubris Tema, saubris monawile, informaciis miwodeba da sxv.) moulodnel warmoCenas. partnioris qcevis araTanxvedra. partnioris mier verbaluri (sityvieri) da araverbaluri (arasityvieri _ Jesti, poza, mimika da a. S.) informaciuli nakadebis Seusabamobas gulisxmobs.

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arsebobs iseTi situaciebi, roca manipulaciisagan dacva aucilebelia. SesaZloa, manipulaciam, adamianze damangreveli gavlena iqonios. mis gasaneitralebel saSualebas sapasuxo reaqcia - aqtiuroba warmoadgens.

praqtikaSi cnobilia mapulaciuri zemoqmedebisagan dacvis pasiuri da aqtiuri strategiebi.

pasiuri dacvis strategiaSi Sedis:

• garideba anu distanciis gazrda, kontaqtis gawyveta, saubris Temis Secvla, mwvave sakiTxebis ganxilvisagan Tavis arideba da sxv.

• mocileba anu manipulatoris gagdeba;

• blokireba anu manpulaciur zemoqmedebaze kontrolis daweseba;

• marTva anu iseTi qmedebis gatareba, romelic manipulatoris aqtiurobas Seasustebs, kerZod, damegobreba an mis samuSao gundSi SeRweva;

• ignorireba anu ugulebelyofa da sxv. aqtiuri dacvis strategia iTvaliswinebs:

• manipulatoris qcevis uaryofas da am mizniT, konkretuli sakiTxebis dazustebas, misTvis damatebiTi kiTxvebis dasmas da sxv.

• manipulatoris sakuTari miznebisaTvis gamoyenebas, raSic igulisxmeba, rom:

• manipulacia grZeldeba, magram igi kontroldeba an

• oponentis manipulacias manipulaciiTve pasuxoben. yovelTvis aris Tu ara saWiro manipulaciisagan dacva? miiCneva, rom

arsebobs rigi SemTxvevebi, roca misgan dacva aucilebeli ar aris. saxeldobr:

• roca partnioris mxridan Zlier winaaRmdegobas vawydebiT. am SemTxvevaSi daTmoba Segnebulad gvmarTebs;

• Cveulebriv cxovrebiseul situaciaSi xSiria iseTi SemTxveva, roca manipulacias gulgrilad unda SevxedoT, xolo manipulators _ didsulovnad;

• praqtikaSi mravali iseTi TamaSia, romlis wesebSi manipulacia garkveuli doziT dasaSvebia da sxv.

sakvanZo sityvebi: manipulacia, zemoqmedebis doneebi, zemoqmedebis dinamika, aqtiuri sistema, pasiuri sistema, SejibrebiTi sistema, gulgrili sistema, dacviTi reaqcia, dezorientaciis provocireba, `TanamSromlobis~ STabeWdilebis formireba, mouTmenlobaze TamaSi, gamouvalobis demonstrireba, disbalansi pasuxismgeblobis ganawilebaSi, sargeblis araTanabari ganawileba, Zalismieri zewola, situaciis elementebs Soris Sesabamisobis darRveva, partnioris qcevis araTanxvedra, garideba, mocileba, blokireba, marTva, ignorireba, manipulatoris qcevis uaryofa, manipulatoris sakuTari miznebisaTvis gamoyeneba. kiTxvebi

1. ra rols asrulebs manipulaciuri zemoqmedebis aSkara done? 2. ras isaxavs miznad manipulaciuri zemoqmedebis faruli done?

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3. molaparakebis dros adresatze faruli zemoqmedebis ra xerxebia cnobili?

4. ras isaxavs miznad manipulatoris qcevis aqtiuri sistema? 5. razea orientirebuli manipulatoris qcevis pasiuri sistema? 6. manipulaciuri qmedebis romeli meTodi iwvevs Tanamosaubris

simtkicis dasustebas, masSi damnaSavis grZnobis gaRviZebas da partnioris dacviT poziciaSi gadayvanas?

7. manipulaciuri qmedebis romeli meTodi iwvevs partniorSi iseTi qmedebebis provocirebas, romlebic masve ayeneben zians?

8. ra niSnebiTaa SesaZlebeli manipulaciuri qmedebis gamocnoba? 9. ra SemTxvevaSi vlindeba sargeblis araTanabari ganawileba? 10. yovelTvis aris Tu ara saWiro manipulaciisagan dacva?

2. sicrue

Segnebuli tyuili. vTqvaT, partniori gvimtkicebs aSkara sicrues, Tumca, rodesac am faqtze mivaniSnebT, wyeniTa da Seuracxmyofeli sityvebiT gvpasuxobs.

gamosavali situaciidan: saubris dawyebisTanave xazgasmiT unda aRvniSnoT, rom Cven vmijnavT adamians problemebisagan. unda vacnoboT partniors, rom vapirebT misgan miRebuli informaciis Semowmebas.

sicrue, rogorc molaparakebis CatarebisaTvis miuRebeli, magram realurad arsebuli taqtika, saSualebaTa farTo speqtrs moicavs, kerZod, faqtebis mcireodeni damaxinjebidan aSkara tyuiliT damTavrebuli.

adamianebi sxvadasxva mizniT cruoben. umravlesobisaTvis sicrue krizisul situaciaSi qcevis dadgenili wesia.

molaparakebis dros sicruis sababi mravalia, kerZod: sicrue rogorc Tavdacva. misi mizania usiamovnebisagan (dasja an sxv.)

Tavis arideba. igi droebiTi gamosavalia zewolis situaciidan; Bsicrue rogorc samsaxurebrivi movaleobis nawili. zogierTi

profesiis adamianebi, samsaxureobrivi aucileblobidan an profesiuli saqmianobis mizanSewonilobidan gamomdinare, xSirad cruoben. aseTebia: specsamsaxurebisa da samarTaldamcavi organoebis TanamSromlebi, jandacvis muSakebi, iluzionistebi...

sicrue, rogorc drois gayvanis saSualeba. adamianebi cruoben, roca grZnoben, rom aviwroeben, maT ki situaciis gaanalizebis dro ara aqvT.

molaparakebis dros gansakuTrebiT aqtualuria `simarTlisa~ da `naxevrad simarTlis~ cnebaTa problema.

adamianis simarTle mis darwmunebulobasa da faseulobaTa sistemazea damokidebuli. aranairi simarTle absoluturi ar aris. praqtikulad, simarTle arasdrosaa srulyofili, dasrulebuli da amomwuravi.

simarTle, romelsac adamianebi erTmaneTs eubnebian, Zalian individualuria da mxolod mocemul situaciaze gaTvlili. konkretuli adamianisaTvis is aris simarTle, rasac igi Tavisi „samreklodan“ xedavs. swored amaSia umTavresi dilema _ simarTlisa da sicruis gansxvaveba. situacia kidev ufro mZimdeba, roca mTlianobaSi cru informacia, imavdroulad, simarTlis calkeul elementebsac moicavs.

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naxevrad simarTle nawilobrivi simarTlea. umetes SemTxvevaSi, misi mizani sicruea.

naxevrad simarTlis ori saxeoba arsebobs, roca:

• erTi subieqti meores, misTvis arsebuli informaciis mxolod nawils awvdis;

• informatori adresats iseT informacias aZlevs, romelSic WeSmariti da cru momentebi erTmaneTSia Sereuli. sicruis mizani erTaderTia _ Segnebulad sxva adamianis SecdomaSi

Seyvana. motyueba cru informaciis mowodebaa. igi sakuTari interesebis

dacvis arasamarTlian formas warmoadgens. molaparakebaze partnioris sicruis Secnoba profesionalizms

moiTxovs. cru informaciis mimcemi adamianis qceva sakmaod individualuria.

amitom, metismetad rTulia imis garkveva, Tu konkretuli adamianisaTvis romeli niSnebia damaxasiaTebeli am dros. saqme isaa, rom cru niSnebis nakrebi, sazogadod, cnobilia. kerZod, esaa: emociuri, lingvisturi, paralingvisturi da araverbaluri informacia.

emociuri gamovlineba. igi xasiaTdeba zogjer nerviuli siciliT an naZaladevi simkacriT, moCvenebiTi keTilbunebovnebiT an qedmaRali gaucxoebiT, gakvirvebiT, gulgrilobiT da sxv.

lingvisturi Taviseburebebi. maT miekuTvneba partnioris leqsikis mkveTri cvlileba, frazebis gawyveta da sxv.

paralingvisturi Taviseburebebi.B esaa xmis tembrisa da simaRlis SesamCnevi cvlileba, metyvelebis bundovneba da monotonuroba;

araverbaluri gamovlinebebi ufro SesamCnevia da specifikuri JestebiT, gamoxedviT, pozebiTa da moZraobiT xasiaTdeba. TamaSi uflebamosilebaze. vTqvaT, im momentSi, roca ukve SeTanxmeba miRweulia, partniori gvicxadebs, rom mas saboloo gadawyvetilebis miRebis uflebamosileba ar gaaCnia da amisaTvis aucilebelia ufrosis Tanxmoba.

gamosavali situaciidan:

• upirvelesad, partniors unda davusvaT Semdegi kiTxva _ `ra uflebebi gagaCniaT konkretul situaciaSi?~

• Tu miviRebT aradamajerebel pasuxs, davitovoT SeTanxmebis nebismieri punqtis gadasinjvis ufleba da

• moviTxovoT im pirTan Sexvedra, romelsac realuri uflebamosileba aqvs.

ganzraxvaTa eWvqveS dayeneba. vTqvaT, partniori iseT raimes gvTavazobs, ris Sesrulebas igi, Cveni azriT, realurad arc apirebs.

gamosavali situaciidan:

• gadawyvetilebaSi unda SevitanoT punqti valdebulebaTa Seusruleblobis SemTxvevisaTvis.

saqmiani saubris dros adamianebi zogjer uxvad iZlevian zepir dapirebebs, romlebic SeTanxmebul werilobiT teqstSi ar fiqsirdeba. amis gamo, maT Sesrulebas xSirad iviwyeben an adre naTqvams sxva interpretacias aZleven. rogor unda moviqceT maSin, roca partniors raimes zepirad vpirdebiT? pasuxi mxolod erTaderTia: danapirebi aucileblad unda SevasruloT.

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sakvanZo sityvebi: Segnebuli tyuili, lingvisturi Taviseburebebi, paralingvisturi Taviseburebebi, araverbaluri gamovlinebebi, TamaSi uflebamosilebaze, ganzraxvaTa eWvqveS dayeneba. kiTxvebi

1. ra mizniT cruoben adamianebi molaparakebis dros? 2. naxevradsimarTlis ramdeni saxeobaa cnobili? 3. ras moicavs cru niSanTa krebuli?

daskvna

manipulacias orgvari ganmarteba aqvs: erTi mxriv, igi aris raime rTuli moqmedeba xeliT muSaobisas, meore mxriv ki _ oini, yalTabandoba.

nebismieri manipulaciuri mcdeloba winaswar igegmeba - Segnebulad ganisazRvreba sasurveli situacia, zemoqmedebis adresati da TviT sistemis organizacia. arsebobs manipulatoris qcevis sxvadsxva sistema:

• aqtiuri sistema; • pasiuri sistema;B • SejibrebiTi sistema; • gulgrili sistema.

arsebobs manipulaciuri qmedebis sxvadasxva meTodi: • dacviTi reaqciis gamowveva; • dezorientaciis provocireba; • `TanamSromlobis~ STabeWdilebis formireba; • mouTmenlobaze TamaSi; • Segnebulad gaWianureba; • gamouvalobis demonstrireba. manipulaciuri moqmedeba SeiZleba vigrZnoT (emociuri mxare) an

SevicnoT (racionaluri mxare). miuxedavad imisa, rom orive SemTxvevaSi misi arseboba „SeniRbulia“, manipulaciis gamocnoba mainc SesaZlebelia Semdegi niSnebiT:

situaciaSi cvlilebebis SemCneva, rac umetesad, Semdeg formebSi vlindeba:

• disbalansi pasuxismgeblobis ganawilebaSi; • sargeblis araTanabari ganawileba; • Zalismieri zewola; • situaciis elementebs Soris Sesabamisobis darRveva; • partnioris qcevis araTanxvedra.

praqtikaSi cnobilia mapulaciuri zemoqmedebisagan dacvis pasiuri da aqtiuri strategiebi.

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pasiuri dacvis strategiaSi Sedis: • garideba; • mocileba; • blokireba; • marTva; • ignorireba.

aqtiuri dacvis strategia iTvaliswinebs: • manipulatoris qcevis uaryofas; • manipulatoris sakuTari miznebisaTvis gamoyenebas. yovelTvis aris Tu ara saWiro manipulaciisagan dacva? miiCneva, rom

arsebobs rigi SemTxvevebi, roca misgan dacva aucilebeli ar aris. saxeldobr:

• roca partnioris mxridan Zlier winaaRmdegobas vawydebiT, am SemTxvevaSi daTmoba Segnebulad gvmarTebs;

• Cveulebriv cxovrebiseul situaciaSi xSiria iseTi SemTxveva, roca manipulacias gulgrilad unda SevxedoT, xolo manipulators _ didsulovnad;

• praqtikaSi mravali iseTi TamaSia, romlis wesebSi manipulacia garkveuli doziT dasaSvebia da sxv.

sicrue, rogorc molaparakebis CatarebisaTvis miuRebeli, magram realurad arsebuli taqtika saSualebaTa farTo speqtrs moicavs, kerZod, faqtebis mcireodeni damaxinjebidan aSkara tyuiliT damTavrebuli.

adamianebi sxvadasxva mizniT cruoben. umravlesobisaTvis sicrue krizisul situaciaSi qcevis dadgenili wesia. molaparakebis dros sicruis sababi mravalia, kerZod:

• sicrue, rogorc TviTdacva;B • sicrue, rogorc samsaxureobrivi movaleobis nawili; • sicrue, rogorc drois gayvanis saSualeba. molaparakebaze partnioris sicruis Secnoba profesionalizms

moiTxovs. cru informaciis mimcemi adamianis qceva sakmaod individualuria.

amitom, metismetad rTulia imis garkveva, Tu konkretuli adamianisaTvis romeli niSnebia damaxasiaTebeli am dros. saqme isaa, rom cru niSnebis nakrebi, sazogadod, cnobilia. kerZod, esaa:

• emociuri; • lingvisturi; • paralingvisturi da araverbaluri informacia.

saqmiani saubris dros adamianebi, zogjer, uxvad iZlevian zepir dapirebebs, romlebic SeTanxmebul werilobiT teqstSi ar fiqsirdeba. amis gamo, maT Sesrulebas xSirad iviwyeben an adre naTqvams sxva interpretacias aZleven. rogor unda moviqceT maSin, roca partniors raimes zepirad vpirdebiT? pasuxi mxolod erTaderTia: danapirebi aucileblad unda SevasruloT.

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Tavi V. problemaTa gadaWra molaparakebis gziT

1. gadawyvetilebis miRebis meTodebi da principebi

gadawyvetilebis miReba nebismieri molaparakebis umTavresi

Semadgeneli nawilia. am etapze gansakuTrebiT Zlieria subieqtur-fsiqologiuri faqtorebis gavlena. ra Tqma unda, arsebobs gadawyvetilebis miRebis mravalricxovani wesebi, procedurebi da meTodebi, romlebic am process mniSvnelovnad amartiveben, magram molaparakebis gamocdilma monawilem kargad icis, Tu ramdenad Zlieria subieqturi, xSirad, intuiciuri faqtorebis gavlena. gadawyvetilebis miRebaSi arsebobs normatiuli da subieqturi meTodebi: normatiuli meTodi. orientirebulia wesebsa da procedurebze, romlebic algoriTmis mixedviT gamoiTvleba. subieqturi meTodi. iTvaliswinebs subieqtur-fsiqologiuri faqtorebis zemoqmedebas.

gadawyvetilebis miRebis xelovneba ganisazRvreba am meTodebis sinTeziT an nawilobrivi ignorirebiT.

arsebobs gadawyvetilebis miRebis mravali principi, romelTa Soris sayuradreboa amerikeli rojers diusonis Semdegi principebi: mSvidad aRviqvaT gaurkvevloba. es principi gulisxmobs gare samyaros aRqmas ramdenadme gulgrilad, yovelgvari detaluri gamokvlevis gareSe. amasTan, mraval adamians ar uyvars gaurkvevloba. maT surT, winaswar icodnen yvelaferi. praqtika gviCvenebs, rom sicxade Zalian kargia gadawyvetilebis miRebis konkretizaciisa da dagegmvis etapze. viswavloT mosmena. es principi gulisxmobs partnioris gamosvlisadmi gansakuTrebul yuradRebas, survils imisa, rom rac SeiZleba ukeT gavigoT misi naTqvami. aseve Zalian mniSvnelovania faqtebze yuradRebis koncentrireba. vifiqroT garSemomyofTa Sexedulebebze. gadawyvetileba wonadi rom iyos, sasargebloa gaviTvaliswinoT isic, Tu rogor miiReben mas sxvebi _ sakuTari an partniori qveynis mosaxleoba (an firmis TanamSromlebi), romelTac realurad unda ganaxorcielon igi cxovrebaSi. ganveridoT stereotipebs. gadawyvetilebis miRebaSi adamiani yovelTvis umokles gzas irCevs anu warsuli gamocdilebiT xelmZRvanelobs. Cveulebriv, stereotipebi im SemTxvevaSi warmoiSoba, roca molaparakebis monawileebs raime ar uyvarT an ar ician. ra Tqma unda, arsebobs situaciebi, roca stereotips pozitiuri rolis Sesrulebac SeuZlia, mag., informaciis ukmarisobis SemTxvevaSi, da mainc, igi xSirad problemis kompleqsurad Sefasebas met-naklebad zRudavs. gamoviCinoT moqniloba. es principi gulisxmobs molaparakebis monawileTa mier `oqros Sualedis~ moZebnis survils. ar unda viyoT zedmetad damTmobni an zedmetad jiutni. nebismier momentSi unda SegveZlos saqmis Tavidan dawyeba. realurad SevafasoT arsebuli pirobebi da siZneleebi. am principis dacva gulisxmobs, rom molaparakebis monawile windaxedulia da brmad ar endoba partniors. moveridoT `naRmebs~. es principi niSnavs, rom, rac kargia erTi adamianisTvis, ar aris kargi meorisTvis. Tu sxvaTa moqmedebas meqanikurad

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gadaviRebT, arsebobs realuri saSiSroeba imisa, rom ver gaviTvaliswinoT sxvisi Secdomebi.

gadawyvetilebis miRebaSi arsebobs ori mimarTulebis Teoria: normatiuli da aRwerilobiTi. pirveli mimarTulebis magaliTia amerikeli specialistebis, j. niumanisa da o. morgenSternis mier damuSavebuli mosalodneli sargeblianobis Teoria. am TeoriiT irkveva, Tu rogor unda imoqmedon adamianebma SemoTavazebul viTarebaSi racionaluri gadawyvetilebis misaRebad.

mosalodneli sargeblianobis Teoria didZali informaciis arsebobis pirobebSi gamoiyeneba. aseT situaciaSi xdeba yvela alternatiuli variantis dadebiTi da uaryofiTi mxareebis gamovlena-Sedareba. amis Sedegad ki miiReba gadawyvetileba, romelic orientirebulia mosalodneli sargeblianobis gazrdaze.

am Teoriis ZiriTadi amocanaa im winadadebebis formulireba, romlebic racionaluri gadawyvetilebis miRebas ganapirobeben. maT Soris cnobilia: alternativebis arseboba. igi niSnavs, rom racionaluri gadawyvetilebis misaRebad aucilebelia arsebuli variantebis erTmaneTTan Sedareba. dominireba. miiCneva, rom partniorebma ar unda miiRon iseTi gadawyvetileba, romelzec gadaWarbebuli ZaliT zemoqmedebs sxva gadawyvetileba. uwyvetoba. igi gulisxmobs, rom arsebobs ori saxeobis SesaZlebloba: kargi, magram sarisko da cudi. partniori, romelic racionalur gadawyvetilebas iRebs, upiratesobas yovelTvis mianiWebs riskis saSualo dones da sxv.

amerikelma specialistma j. sevijma garkveuli koreqtivi Seitana mocemul TeoriaSi. man damatebiT gamoyo subieqturi faqtori da Teoriasac mosalodneli sargeblianobis subieqturi Teoria uwoda. amiT man warmoaCina pirovnuli SesaZleblobebis mniSvneloba, Tumca, es faqtori mxolod erTjeradad moqmedebs.

meore mimarTulebis TeoriaTa Soris mniSvnelovania: herbert saimonis kmayofilebis Teoria, romliTac dgindeba, rom

adamians surs, rom am procesma mas kmayofileba mianiWos. amitom iRebs igi im gadawyvetilebas, romelic awyobs da ara imas, romelic optimaluria;

daniel kanemanisa da amos tverskis perspeqtivis TeoriaSi, romelSic cneba `sargeblianoba~ Secvlilia `faseulobiT~, aseve damatebiT CarTulia iseTi kategoriebi, rogoricaa `SeZena~ da `danakargi~. mocemuli Teoriis avtorebi yuradRebas amaxvileben Semdeg saintereso fsiqologiur efeqtze: danakargis upiratesobis efeqti. dadgenilia, rom fsiqologiurad, adamiani danakargs ufro met mniSvnelobas aniWebs, vidre SenaZens. mag., 500 laris dakargva individs ufro Zlier aaRelvebs, vidre imave Tanxis SeZena (miReba). danakargis upiratesobam, SeiZleba, gaarTulos molaparakeba, radgan yoveli mxare garigebas ganixilavs rogorc garkveul danakargs, romelic aWarbebs im mogebas, romelic SeiZleba, SeTanxmebiT miiRos. sakuTrebis efeqti im SemTxvevaSi vlindeba, roca pirovneba saqonlis mesakuTre xdeba. es ki niSnavs, rom saqonlis momaval mesakuTres am saqonlis ufro maRal fasSi gayidva surs, vidre igi gadaixdida misi yidvis dros.

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fsevdodarwmunebis efeqti. misi arsi imaSi mdgomareobs, rom adamianisaTvis ufaso momsaxureba ufro mimzidvelia, vidre momsaxureba danamatiT, Tundac es ukanaskneli realur Rirebulebaze ar axdendes gavlenas.

amgvarad, perspeqtivis Teoria dafuZnebulia imaze, rom upiratesoba, romelsac adamiani aniWebs konkretul alternativas, ganpirobebulia problemis “miwodebis formiT”. Tu ukeTesi varianti isea miwodebuli, rom adamians SeZenis iluzia Seeqmna, maSin misi faseuloba gaizrdeba da, Sedegad, miRebuli gadawyvetileba ar iqneba sarisko, da piriqiT, sxva sityvebiT, adamianebi gaurbian risks, roca sakiTxi exeba SeZenas da riskaven, roca saubaria danakargze.

devid belis, grehman lumsisa da robert sagdenis sinanulis Teoriis safuZvels kontrfaqtebis moxmoba warmoadgens. iTvleba, rom adamiani, zog SemTxvevaSi, mis mier miRebul gadawyvetilebas imis mixedviT afasebs, Tu ra moxdeboda sxvagvarad rom moqceuliyo.

kompensaciis Teoria. umravles SemTxvevaSi, erTi romelime kriteriumiT miRebuli gadawyvetilebis Sedegis Sefaseba SeuZlebelia. sxvadasxva kriteriumis gamoyenebiT Sefasebis parametrebi (maCveneblebi) erTmaneTs enacvleba. mag., SeZenili saqoneli Zviria (uaresi parametri), magram maRalxarisxovania (ukeTesi parametri), ufro zustad, ukeTesi parametri warmoadgens uaresis kompensacias.

molaparakebis procesSi, mxareebs Soris xSirad azrTa sxvadasxvaoba warmoiSoba. saqme isaa, rom yoveli individi xedavs imas, ris danaxvac surs. arsebuli informaciidan TiToeuli adamiani yuradRebas amaxvilebs im faqtebze, romlebic mis Sexedulebebs ganamtkicebs. sakmaod didia cduneba im realobis ugulebelyofisa, romelic Cvens Sexedulebas eWqveS ayenebs. umravles SemTxvevaSi, molaparakebisas mxareebi mxolod sakuTari poziciis Rirsebebsa da partnioris Secdomebs xedaven. problemis warmatebiT gadaWrisaTvis ki mxareebs gansakuTrebiT esaWiroebaT problemisaTvis partnioris TvaliT Sexedvis unari. problemis gadawyvetis fsiqoteqnologia mraval qmedebas iTvaliswinebs, romelTa Soris umTavresia:

situaciis analizi, anu problemis gadasawyvetad arsebuli da mosalodneli pirobebis Sefaseba;

aucilebeli informaciis gansazRvra, anu garkveva imisa, Tu ra informacias miiReben mxareebi TavianTi TanamSromlebisgan, konkurentebisagan, eqspertebisa Tu sxva wyaroebidan;

problemis gadawyvetis gzebis dasaxva, anu iseTi RonisZiebebis SemuSaveba, romlebic pasuxs gagvcemen Semdeg kiTxvebze: `ra aiZulebs meore mxares amgvari gadawyvetilebis miRebas?~, `mocemuli gadawyvetilebiT ra Sedegs elodeba partniori?~ da sxv.

arsebuli arCevanis Sefaseba, anu molaparakebis iseTi organizeba, romlis drosac yovel mxares gadawyvetilebis misaRebad farTo arCevani aqvs;

gakeTebuli arCevanis sisworis Sefaseba, anu sasurvelobasTan misi Sedareba;

mosalodneli Sedegebis warmodgena, anu imis danaxva, rom arCevanis gakeTebiT moiZebna problemis gadawyvetis realuri gza da sxv.

gadawyvetilebaTa klasifikacia SesaZlebelia ramdenime niSnis mixedviT.

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obieqtis masStabis mixedviT:

• globaluri, romelic molaparakebis sagnis CarCoebSi gansaxilveli problemis yvela mxares moicavs;

• lokaluri, romelic am problemis garkveul nawils exeba. miznis mixedviT:

• strategiuli gadawyvetileba, romelic gadasawyveti problemis globalur, farTomasStabian amocanebs exeba;

• taqtikuri, romelic kerZo, lokaluri, viwro amocanebis gansaxorcieleblad aris miRebuli;

• operatiuli, romelic pirveli rigis problemis gadawyvetas iTvaliswinebs.

ganxorcielebis periodis mixedviT:

• perspeqtiuli, romelic drois xangrZliv periodzea gaTvlili;

• mimdinare, romelic saSualovadian periodzea orientirebuli;

• moklevadiani, romelic perspeqtiuli da saSualovadiani gadawyvetilebebis Sesrulebis uzrunvelyofazea orientirebuli.

problemaTa wris mixedviT:

• kompleqsuri, romelic gansaxilveli problemis mraval mxares exeba;

• kerZo, romelic mxolod erT mxares moicavs. miRebis pirobebis mixedviT:

• gansazRvrul pirobebSi miRebuli gadawyvetileba;

• riskis pirobebSi miRebuli gadawyvetileba;

• gaurkvevel pirobebSi miRebuli gadawyvetileba. fsiqologiuri kriteriumis mixedviT, gadawyvetileba SeiZleba iyos:

• intuiciuri, romelic sakuTari winaTgrZnobiT, alternatiuli variantebis gaTvlis gareSe miiReba;

• msjelobiT miRebuli, romelic warsul, gansakuTrebiT warmatebul gamocdilebas efuZneba. mocemuli meTodi arc ise saimedoa, Tumca, mimzidvelia;

• racionaluri, romelic garkveuli analitikuri procedurebis (problemis Sinaarsobrivi analizis, alternativebis formulirebis da maTi Sefasebis, sasurveli variantis SerCevis da sxv.) Tanamimdevruli dacviT miiReba;

• gawonasworebuli, romelic gadawyvetilebis miRebis ZiriTadi procedurebis (hipoTezebisa da alternativebis formulirebis, maTi analizis, Sesworebisa da kontrolis) Taviseburi harmoniiT xasiaTdeba. miCneulia, rom amgvari gadawyvetileba SedarebiT saimedoa;

• impulsuri, romelic sariskoa da naklebsaimedo. misTvis damaxasiaTebelia SefasebaTa da mtkicebulebaTa gadaWarbebuli kategoriuloba. igi niSandoblivia iseTi adamianisaTvis, romelsac SemecnebiTi kontrolis unari dabali aqvs;

• sarisko, romelic impulsuri gadawyvetilebisagan ZiriTadad imiT gansxvavdeba, rom misi avtori Tavisi hipoTezebis detalur

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dasabuTebas ar saWiroebs. amasTan, TviTdajerebulia da mosalodnel safrTxes ver grZnobs;

• inertuli, romelic damaxasiaTebelia meryevi adamianisaTvis. igi variantebs frTxilad moiZiebs, saqmes Zalian kritikulad afasebs. mis mier operatiulad kontroldeba, zustdeba, eWvqveS dgeba nebismieri versia. hipoTezebis generacia sustad vlindeba. aseT gadawyvetilebas problemis moxsna ar SeuZlia;

• frTxili, romelic inertuli gadawyvetilebis ramdenadme Serbilebuli variantia. Tumca, misi upiratesoba imaSia, rom ufro metad axasiaTebs hipotezebis proceduraTa gawonasworeba, maTi detaluri analizi, koreqcia da kontroli.

garkveuli situaciuri niSnebis mixedviT, gadawyvetileba SeiZleba

iyos:

• daprogramebuli, romelic, ZiriTadad, standartul situaciaSi miiReba. igi xasiaTdeba minimaluri riskiT, winaswarganWvretilia da momzadebuli;

• dauprogramebeli, romelic zemoaRniSnulis sapirispiroa;

• kombinirebuli, romelic daprogramebuli da dauprogramebeli gadawyvetilebebis Sejerebuli variantia;

• struqturuli, romelic aucilebeli da sakmarisi informaciis arsebobis pirobebSi miiReba. am SemTxvevaSi, problemuri situaciidan gamosavali versiebi, Tavisi „mogeba – wagebiT“, winaswaraa cnobili;

• arastandartuli, romlisaTvisac zemoxsenebuli niSnebi ar aris damaxasiaTebeli;

• determinatiuli, romlisaTvisac damaxasiaTebelia struqturuli gadawyvetilebis msgavsi movlenebi, im gansxvavebiT, rom am dros riskis elementebis dasaZlevad normatiuli procedurebi maqsimaluradaa gamoyenebuli.

xmis micemis proceduris mixedviT, gadawyvetileba SeiZleba iqnes

miRebuli:

• umravlesobis mixedviT;

• konsensusis mixedviT;

• `Tavsmoxveuli arCevanis“ mixedviT (mag., „Cven moviTaTbireT da me gadavwyvite“);

• aseve faruli, Ria, saxelobiTi an anonimuri. ganaxlebis mixedviT:

• rutinuli (moZvelebuli);

• seleqtoruli (gadarCeviTi);

• adaptaciuri (SeguebiTi);

• inovaciuri (principulad axali). subieqtis mixedviT:

• individualuri;

• koleqtiuri. garda amisa, gadawyvetileba SeiZleba iyos:

• ormxriv kompromisuli (daTmobiTi);

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• asimetriuli (roca erTi mxaris daTmoba meore mxaris daTmobis araadekvaturia, anu araSesabamisi) da sxv.

molaparakebaze, gadawyvetilebis miRebaze mravali faqtori axdens gavlenas. maT Soris, erT-erTia garemos sirTule, romelic mravali urTierTdakavSirebuli faqtoriT ganisazRvreba.

aseve mniSvnelovani faqtoria garemos dinamikuroba, romelic molaparakebis warmarTvis sagareo da saSinao faqtorebis swraf cvalebadobas gulisxmobs. amis gamo, mocemuli problemis gadawyveta unda iyos ara marto diagnostikuri, aramed prognozirebadi, anu im tipis, romelic iTvaliswinebs uaxloes momavalSi mosalodnel cvlilebebs. gadawyvetilebis miRebis procesSi xSirad fsiqologiuri xasiaTis garkveuli barierebi warmoSioba, kerZod: aCqarebuloba. iTvleba, rom cud gadawyvetilebaTa umravlesoba naCqarevad miiReba. es, ZiriTadad, drois uqonlobis mizezia. caitnotis pirobebSi saWiro informacia detalurad ver fasdeba. amasTan, mniSvnelovani momentebi mxedvelobis miRma rCeba. emociuri agznebadoba. emociuri agznebadobis dros windauxedavi gadawyvetileba miiReba. dayovneba. igi gadawyvetilebis miRebaSi sakmaod Zlieri SemzRudvelia. dayovnebas mravali mizezi iwvevs, kerZod:

• gadawyvetilebis miRebisagan Tavis arideba, rac, met-naklebad, yvela adamians axasiaTebs;

• miRweuliT dakmayofileba;

• didZali informaciis gaanalizebis SeuZlebloba;

• warumateblobis SiSi da sxv. sakuTari Secdomebis Secnobis uunaroba. mravali adamiani gadawyvetilebis miRebis procesSi daSvebul Secdomebs an ar aRiarebs, an saerTod ver amCnevs, rac nebismieri procesis ganviTarebas aferxebs. zedmeti Tavdajerebuloba. mravali adamiani miiCnevs, rom mxolod misi Sexedulebebia swori, xolo sxvebis _ mcdari, rac gadawyvetilebis miRebisaTvis seriozuli barieria.

sakvanZo sityvebi: normatiuli meTodi, subieqturi meTodi, stereotipebi, naRmebi, mosalodneli sargeblianobis Teoria, dominireba, mosalodneli sargeblianobis subieqturi Teoria, kmayofilebis Teoria, perspeqtivis Teoria, danakargis upiratesobis efeqti, sakuTrebis efeqti, fsevdodarwmunebis efeqti, sinanulis Teoria, kompensaciis Teoria. kiTxvebi

1. razea orientirebuli normatiuli meTodi? 2. ras iTvaliswinebs subieqturi meTodi? 3. ra SemTxvevaSi asrulebs stereotipi pozitiur rols? 4. ras gulisxmobs principi - „moveridoT naRmebs“? 5. ra igulisxmeba danakargis upiratesobis efeqtSi? 6. ra SemTxvevaSi vlindeba sakuTrebis efeqti? 7. raSi mdgomareobs fsevdodarwmunebis efeqtis arsi? 8. ra warmoadgens devid belis, grehman lumsisa da robert sagdenis

sinanulis Teoriis safuZvels?

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9. ra igulisxmeba arsebuli arCevanis SefasebaSi? 10. rogor miiReba intuiciuri gadawyvetileba? 11. ras efuZneba msjelobiT miRebuli gadawyvetileba? 12. ra tipis gadawyvetileba miiReba garkveuli analitikuri

procedurebis Tanamimdevruli dacvis Sedegad? 13. ra niSnebiT xasiaTdeba impulsuri gadawyvetileba? 14. riT gansxvavdeba sarisko gadawyvetileba impulsurisagan?

2. problemaTa gadaWris sirTuleebi

zogjer partniorebi sayovelTaod miRebuli principebis nacvlad, sakuTari wesebiT xelmZRvaneloben. moulodneloba adamianze uaryofiTad moqmedebs _ xels uSlis saRad iazrovnos. amgvar viTarebaSi, molaparakebis monawilem gamosavali TviTonve unda ipovos.

molaparakebis procesSi mosalodnelia: partnioris moulodneli winaaRmdegoba. igi xSirad gaugebari da aramotivirebulia, zogjer ki, alogikuric. aseT situaciaSi sasargebloa:

• Zalebis mokreba;

• drois mosagebad sxva sakiTxze yuradRebis gadatana;

• partnioris negatiuri qcevis garegnuli formiT pozitiurad Sefaseba;

• amgvari qcevis mizezebis Sesaxeb saTanado kiTxvebis mokrZalebiT dasma.

moulodneli ideebi da winadadebebi. isini sakmaod xSiria molaparakebis praqtikaSi. adamiani uaryofiTad reagirebs aratipur winadadebaze, miT umetes, Tu es winadadeba sxvas ekuTvnis. reaqcia aseTia: `ki, magram...~. aseT situaciaSi sasargebloa:

• meore mxarem gamoiCinos cnobismoyvareoba da moiTxovos mtkicebulebani (argumentebi, faqtebi).

moulodneli TanamSromloba. es, ra Tqma unda, sasiamovno siurprizia, miT umetes, iseT situaciaSi, roca partniorisagan medgari winaaRmdegoba iyo mosalodneli. magram aseT situaciaSi aCqareba dauSvebelia - guldasmiT unda gaanalizdes viTareba. uTanxmoebebi. molaparakebis monawileTa Soris arsebuli uTanxmoebebi, ZiriTadad, winadadebaTa paketis SemuSavebis dros vlindeba. maT dasaZlevad mxareebi jer winaswar konsultaciebs atareben, Semdeg ki am problemebze saerTo Sexedulebas ayalibeben. aRniSnulis misaRwevad sxvadasxva meTods, umTavresad ki, darwmunebas iyeneben. uTanxmoebaTa ganxilvisas molaparakebaTa arsebiTi problemaa sakuTari poziciis dacva. aseT situaciaSi partniorebi TavianT `xasiaTs~ avlenen. am dros SesaZlebelia ukompromiso brZola da konfrontacia. amasTan, poziciaTa simtkices Tavisi zRvari aqvs. molaparakebis warmarTvis xelovneba swored am zRvaris SegrZnebaa.

Cixuri (gamouvali) mdgomareoba damaxasiaTebelia nebismieri rangisa da donis molaparakebisaTvis. igi niSnavs, rom mxareebi konkretul sakiTxze SeTanxmebas ver aRweven. Cixuri mdgomareoba molaparakebis CaSlisagan gansxvavdeba, Tumca, misken miiswrafvis.

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molaparakebis warmarTvis xelovneba, upirvelesad, imaSi vlindeba Tu ramdenad swrafad da efeqturad SeuZliaT mxareebs am mdgomareobidan gamosvla da molaparakebis gagrZelebis uzrunvelyofa.

Cixuri situaciidan gamosvlis teqnologias sami mTavari aspeqti aqvs. pirveli reaqcia. am dros aucilebelia:

• uaryofiTi emociebis daokeba;

• situaciis ganmuxtvisaTvis arsebuli mizezebis droebiT gverdze gadadeba;

• saerTo platformis - SexedulebaTa sistemis dauyovneblivi Zieba;

• ganxiluli problemis kidev erTxel gaanalizeba;

• yuradRebis gamaxvileba im sakiTxebze, romlebzec adre mxareebs gaaCndaT rogorc saerTo, ise gansxvavebuli poziciebi.

Sefaseba. situaciis Sesafaseblad aucilebelia:

• miRweuli SeTanxmebis ganzogadeba;

• im progresuli momentebis gaanalizeba, romlebic ukve miRweulia, agreTve im mizezebisac, romlebmac mxareebi molaparakebis magidasTan miiyvana;

• gansakuTrebiT mniSvnelovania yuradRebis gamaxvileba imaze, Tu ra aerTianebs da ra mijnavs mxareebs erTmaneTisagan.

• sasurvelia, amgvari viTarebidan gamosavali orive mxarem erTdroulad eZios.

perspeqtiva. Cixuri situaciidan gamosvlis xerxebisa da meTodebis ricxvSia:

• erTobliv interesebze yuradRebis gadatana;

• Sesvenebis gamocxadeba;

• situaciis ganmeorebiTi analizi;

• damatebiTi informaciis warmoCena;

• garkveul daTmobebze wasvla;

• warumateblobasTan Segueba. Cixuri mdgomareobidan gamosvlisaTvis aucilebelia realuri situaciisa da drois pirobebSi moqmedeba, situaciis mTlianad gaanalizeba, SemoqmedebiTi midgoma, maqsimalurad SesaZlebeli araformaluri viTarebis uzrunvelyofa da SeTanxmebisaTvis sasurveli atmosferos Seqmnis ormxrivi mcdeloba.

sakvanZo sityvebi: partnioris moulodneli winaaRmdegoba, moulodneli ideebi da winadadebebi, moulodneli TanamSromloba, uTanxmoebebi, Cixuri situacia, perspeqtiva.

kiTxvebi

1. ra unda daupirispirdes partnioris moulodnel winaaRmdegobas? 2. rogor reagirebs molaparakebis monawile partnioris aratipur

winadadebaze? 3. rodis vlindeba molaparakebis monawileTa Soris arsebuli

uTanxmoebebi? 4. Cixuri situaciidan gamosvlis teqnologiis ra aspeqtebia cnobili?

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3. sapirispiro da saerTo interesebi, urTierTxelsayreli variantebi sapirispiro interesebi. pozicia aris is, razec miRebulia gadawyvetileba, xolo interesi aris is, rac aiZulebs mxareebs gadawyvetilebis miRebas. molaparakebis ZiriTadi problema mdgomareobs ara konfliqtur situaciebSi, aramed mxareTa moTxovnilebebsa da survilebs Soris arsebul konfliqtebSi. interesi warmoadgens adamianTa qmedebis motivacias. sapirispiro poziciebis arsebobis fonze TiTqmis yovelTvis ikveTeba rogorc erT-erTi mxarisaTvis miuRebeli, ise orive mxarisaTvis misaRebi interesebi. interesTa gansxvavebuloba SeiZleba ganeitraldes mxareTa Soris Tanxmobis miRweviT. P partnioris interesebis amocnobis yvelaze efeqturi saSualebebia:

• sakuTari Tavis warmodgena partnioris adgilze;

• partnioris darwmuneba imaSi, rom Tqvens adgilze masac igive grZnoba daeufleboda;

• interesebis kanonierebebis dasabuTeba;

• pativiscemis gamoxatva partnioris interesebis mimarT;

• simtkicis gamoCena sakuTari interesebis dacvisas da rbili midgomis gamoyeneba adamianebTan urTierTobaSi;

• mzaoba partnioris winadadebebis misaRebad. saerTo interesebi. problemaTa gadaWris Ziebisas SemoqmedebiTobas gansakuTrebiT did dabrkolebas uqmnis Semdegi principi: “rac ufro meti gergeba Sen, miT naklebi damrCeba me”. gaxsovdeT, rom yovelTvis arsebobs urTierTsargeblis miRebis SesaZlebloba.

• gansazRvreT saerTo interesebi. warmoidgineT, rom xarT navTobgadamamuSavebeli sawarmos menejeri. im qalaqis merma, romelSic Tqveni sawarmoa, gacnobaT, rom unda sawarmosaTvis gadasaxadis gazrda weliwadSi erTidan or milionamde. Tqven pasuxobT, rom weliwadSi erTi milioni sruliad sakamarisia. amaze wydeba molaprakeba: qalaqis mers unda ufro meti fuli, Tqven ki gindaT imdenives gadaxda, ramdensac aqamde ixdidiT. rodis erTveba saqmeSi saerTo interesebi? modiT, ufro detalurad ganvixiloT, Tu ra unda qalaqis mers. mas unda fuli, raTa daafinansos qalaqis sxvadsxva samsaxurebi. Tumca, qalaqi ver miiRebs yvelafers, rac sWirdeba mxolod Tqveni sawarmos xarjze. meri cdilobs qalaqSi warmoebis gafarToebas, axali biznesis, Sesabamisad ki, axali samuSao adgilebis Seqmnas. rogoria Tqveni sawarmos interesebi? amJamad, TqvenTvis mniSvnelovania aRWurvilobis ganaxleba da warmoebis gafarToeba. SiSobT, rom qalaqis xelmZRvanelobam momavalSi, SesaZloa, kidev ufro gauzardos gadasaxadi gafarToebul warmoebas. Tqven miesalmebiT Tqveni sawarmos gverdiT axali gadamamuSavebeli qarxnis mSeneblobis perspeqtivas, Tumca, SiSobT, rom axali qarxnis xelmZRvanelobas Zalian daafiqrebs gadsaxadis mniSvnelovnad zrdis tendencia. swored aq iCens Tavs Tqveni da qalaqis meris saerTo interesebi. Tqven oriveni miznad isaxavT axali samrewvelo dargebis ganviTarebasa da warmoebis stimulirebas. Tu realurad SeecdebiT saerTo miznebis

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ganxorcielebas, usaTuod gagiCndebaT axali ideebi: axal sawarmoTa gadsaxadisagan gaTavisufleba Svidi wliT da gadasaxadis Semcireba im arsebul sawarmoTaTvis, romelnic warmoebis gafarToebas apireben. am variantebis meSveobiT sawarmo SeinarCunebs Tavis fuls da imavdroulad, fuliT Seavsebs qalaqis xazinas. molaparakebis erTi mxare yovelTvis unda cdilobdes iseTi gadawyvetilebis miRebas, romelic daakmayofilebs ara mxolod mas, aramed meore mxaresac. Tu myidveli grZnobs, rom mas atyueben, wagebuli rCeba maRaziis mepatronec: igi kargavs myidvels da ilaxeba maRaziis reputaciac. gadawyvetileba, romlis Sedegadac meore mxare ver iRebs verafers, gacilebiT uaresia TqvenTvis, vidre gadawyvetileba, romelic uzrunvelyofs meore mxaris simSvides. saerTo interesebTan mimarTebaSi gasaTvaliswinebelia sami momenti:

• saerTo interesebi arsebobs nebismier molaparakebaSi. isini SeiZleba ar tivtivebdnen zedapirze. hkiTxeT sakuTar Tavs, xarT Tu ara dainteresebuli partniorTan urTierTobebis SenarCunebiT, ra perspeqtiva aqvs Tqvens TanamSromlobasa da urTierTsargeblis miRebas, ra iqneba molaparakebis Sewyvetis sazRauri.

• saerTo interesebi aris realuri SesaZlebloba da ara SemTxveva. SeecadeT, ganixiloT Tqveni da Tqveni partnioris araTanmxvedri interesebi saerTo miznis konteqstSi. magaliTad, Tqven, rogorc sawarmos menejerma da qalaqis merma daiasaxeT saerTo mizani – sam weliwadSi qalaqSi axali samrewvelo dargebis Seqmna. aseT SemTxvevaSi, axalSeqmnil sawarmoTaTvis gadasaxadis gadavadeba warmoadgens meris mxridan Tqveni da misi saerTo miznis ganxorcielebaze orientirebul qmedebas da ara daTmobas.

• saerTo interesebis arsebobis faqtze yuradRebis gamaxvileba ufro megobruls xdis molaparakebis process.

Sua okeaneSi, saTadarigo navSi msxdomma gadarCenilma mgzavrebma sakvebis mwiri maragis Taobaze gaCenili uTanxmoeba unda dauqvemdebaron saerTo mizans – napiramde miRwevas. ramdenadac molaparakebaze Tqvens warmatebas gansazRvravs meore mxaris mier Tqveni gadawyvetilebis miReba-armiRebis faqti, SeecadeT, maqsimalurad misaRebi gaxadoT Tqveni gadawyvetileba meore mxarisaTvis. xSirad molaparakebis monawileebma ar ician, ra undaT – laparaki Tu saqme. gansxvaveba ki am or qmedebas Soris Zalian didia. Tu saqme gainteresebT, nu daumatebT saqmes im faqtorebs, romlebic gaafarToebs “molaparakebis vels”. Tu gindaT, rom cxenma daZlios barieri, nu gazrdiT barieris simaRles. urTierTxelsayreli variantebi. urTierTxelsayreli variantis problemis gadaWrisas SesaZlo danakargis magaliTs warmoadgens ori dis mier forToxlis gayofis istoria. erT das forToxlis kani sWirdeboda comisaTvis, meores ki, nayofis SigTavsi saWmelad. debma Suaze gaWres forToxali. erTma dam forToxals kani Semoacala da SigTavsi gadaagdo, morem ki piriqiT gaakeTa. debs forToxali urTierTxelsayreli variantis gaTvaliswinebiT rom gaeyoT erTmaneTSi, erTi da mTeli forToxlis kans miiRebda, meore ki mTel forToxals SeWamda. xSirad, molaparakebis drosac mxareebi “mTeli forToxlis” nacvlad mxolod mis naxevars iReben. amgvari danakargis Tavidan acilebis mizniT, mxareebma unda SeimuSaon rac SeiZleba meti urTierTxelsayreli varianti. am tipis problemis

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gadaWris erT-erT efeqtur saSualebas warmoadgens urTierTsargeblis Zieba da mxareTaTvis saerTo problemebis mogvarebis survili. saerTi interesebTan mimarTebaSi mxareebma unda gaiTvaliswinon, rom:

• saerTo interesebi arsebobs yvela molaparakebaSi;

• saerTo interesebis arseboba aris realuri SesaZlebloba da ara SemTxveva;

• saerTo interesebis arseboba iZleva molaparakebis mxareTa Soris TanamSromlobis SesaZleblobas.

ucnauria, magram faqtia: zogi adamiani Tvlis, rom gansxvaveba usaTuod warmoSobs problemas. simandvileSi ki, xSirad swored gansxvavebas mihyavs adamianebi urTierTxelsayrel variantamde.

sakvanZo sityvebi: sapirispiro interesebi, saerTo interesebi, urTierTxelsayreli variantebi. kiTxvebi

1. raSi mdgomareobs molaparakebis ZiriTadi problema? 2. ra principi uqmnis gansakuTrebiT did dabrkolebas SemoqmedebiTobas

problemaTa gadaWris Ziebisas? 3. ra warmoadgens SesaZlo danakargis Tavidan acilebis erT-erT

efeqtur saSualebas? sadiskusio Tematika da roluri TamaSebi: 1. Tqvenma ojaxma moulodnelad miiRo garkveuli Tanxa (dagibrunes vali, ipoveT an moigeT latariaSi). Tanxa arc ise didia, magram sakmarisia garkveuli nivTebis SesaZenad. ojaxSi daiwyo kamaTi: mama Tvlis, rom droa gamocvalos manqanis ramdenime nawili, deda daJinebiT iTxovs Zveli savarZlebis axaliT Secvlas, Tqven axal kompiuterze ocnebobT, Tqveni patara Zma ki – axal sportul velosipedze. Tu fuls gayofT ojaxis wevrebze, aravis eyofa imis SesaZenad, rac mas surs. Tu survili Seusruldeba ojaxis mxolod erT wevrs, sxvebi ukmayofiloni darCebian. daniSneT “ojaxuri sabWo”. dainawileT rolebi da SeecadeT, ipovoT urTierTxelsayreli variantebi. 2. SeqmeniT scenarebi iseTi konfliqturi situaciebisaTvis, sadac problemis gadaWra SesaZlebelia mxareTa araTanmxvedr interesebze koncentrirebis meSveobiT.

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daskvna

gadawyvetilebis miReba nebismieri molaparakebis umTavresi Semadgeneli nawilia. am etapze gansakuTrebiT Zlieria subieqtur-fsiqologiuri faqtorebis gavlena. ra Tqma unda, arsebobs gadawyvetilebis miRebis mravalricxovani wesi, procedura da meTodi, romlebic am process mniSvnelovnad amartiveben, magram molaparakebis gamocdilma monawilem kargad icis, Tu ramdenad Zlieria subieqturi, xSirad, intuiciuri faqtorebis gavlena.

gadawyvetilebis miRebaSi arsebobs normatiuli da subieqturi meTodebi. swored aRniSnuli meTodebis sinTeziT an nawilobrivi ignorirebiT ganisazRvreba gadawyvetilebis miRebis xelovneba.

arsebobs gadawyvetilebis miRebis mravali principi, romelTa Soris sayuradreboa amerikeli rojers diusonis principebi:

• mSvidad aRviqvaT gaurkvevloba; • viswavloT mosmena; • vifiqroT garSemomyofTa Sexedulebebze; • ganveridoT stereotipebs; • gamoviCinoT moqniloba; • realurad SevafasoT arsebuli pirobebi da siZneleebi; • moveridoT `naRmebs~.

gadawyvetilebis miRebaSi arsebobs ori mimarTulebis Teoria: normatiuli da aRwerilobiTi. pirveli mimarTulebis magaliTia amerikeli specialistebis, j. niumanisa da o. morgenSternis mier damuSavebuli mosalodneli sargeblianobis Teoria. am Teoriis ZiriTadi amocanaa im winadadebebis formulireba, romlebic racionaluri gadawyvetilebis miRebas ganapirobebs.

amerikelma specialistma j. sevijma garkveuli koreqtivi Seitana mocemul TeoriaSi. man damatebiT gamoyo subieqturi faqtori da Teoriasac, mosalodneli sargeblianobis subieqturi Teoria uwoda. amiT man pirovnuli SesaZleblobebis mniSvneloba warmoaCina, Tumca, es faqtori mxolod erTjeradad moqmedebs.

meore mimarTulebis TeoriaTa Soris, mniSvnelovania: herbert saimonis kmayofilebis Teoria, romliTac dgindeba, rom

adamians surs, am procesma mas kmayofileba mianiWos. amitom iRebs igi im gadawyvetilebas, romelic awyobs da ara imas, romelic optimaluria;

daniel kanemanisa da amos tverskis perspeqtivis TeoriaSi, romelSic cneba `sargeblianoba~ Secvlilia `faseulobiT~, aseve damatebiT CarTulia iseTi kategoriebi, rogoricaa `SenaZeni~ da `danakargi~. mocemuli Teoriis avtorebi yuradRebas amaxvileben Semdeg saintereso fsiqologiur efeqtze:

• danakargis upiratesobis efeqti; • sakuTrebis efeqti; • fsevdodarwmunebis efeqti. devid belis, grehman lumsisa da robert sagdenis sinanulis Teoriis

safuZvels kontrfaqtebis moxmoba warmoadgens. iTvleba, rom adamiani, zog SemTxvevaSi, mis mier miRebul gadawyvetilebas imis mixedviT afasebs, Tu ra moxdeboda, sxvagvarad rom moqceuliyo.

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kompensaciis Teoriis arsi SemdegSi mdgomareobs: umravles SemTxvevaSi, erTi romelime kriteriumiT miRebuli gadawyvetilebis Sedegis Sefaseba SeuZlebelia. sxvadasxva kriteriumis gamoyenebiT, Sefasebis parametrebi (maCveneblebi) erTmaneTs enacvleba. mag., SeZenili saqoneli Zviria (uaresi parametri), magram maRalxarisxovania (ukeTesi parametri), ufro zustad, ukeTesi parametri warmoadgens uaresis kompensacias.

molaparakebis procesSi, mxareebs Soris xSirad azrTa sxvadasxvaoba warmoiSoba. problemis warmatebiT gadaWrisaTvis mxareebs gansakuTrebiT esaWiroebaT problemisaTvis partnioris TvaliT Sexedvis unari. problemis gadawyvetis fsiqoteqnologia mraval qmedebas iTvaliswinebs, romelTa Soris umTavresia:

• situaciis analizi; • aucilebeli informaciis gansazRvra; • problemis gadawyvetis gzebis dasaxva; • arsebuli arCevanis Sefaseba; • gakeTebuli arCevanis sisworis Sefaseba; • mosalodneli Sedegebis warmodgena.

gadawyvetilebaTa klasifikacia SesaZlebelia ramdenime niSnis mixedviT:

• obieqtis masStabis mixedviT; • miznis mixedviT; • ganxorcielebis periodis mixedviT; • problemaTa wris mixedviT; • miRebis pirobebis mixedviT; • fsiqologiuri kriteriumis mixedviT.

garkveuli situaciuri niSnebis mixedviT, gadawyvetileba SeiZleba iyos:

• daprogramebuli; • dauprogramebeli; • kombinirebuli; • struqturuli; • arastandartuli; • determinatiuli.

gadawyvetilebis klasifikacia SesaZlebelia: • xmis micemis proceduris mixedviT; • ganaxlebis mixedviT; • subieqtis mixedviT.

gadawyvetilebis miRebis procesSi xSirad fsiqologiuri xasiaTis garkveuli barierebi warmoSioba, kerZod:

• aCqarebuloba; • emociuri agznebadoba; • dayovneba; • sakuTari Secdomebis Secnobis SeuZlebloba; • zedmeti Tavdajerebuloba.

zogjer partniorebi, sayovelTaod miRebuli principebis nacvlad, sakuTari wesebiT xelmZRvaneloben. moulodneloba adamianze uaryofiTad

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moqmedebs _ xels uSlis saRad iazrovnos. molaparakebis procesSi mosalodnelia:

• partnioris moulodneli winaaRmdegoba; • moulodneli ideebi da winadadebebi; • moulodneli TanamSromloba; • uTanxmoebebi. Cixuri (gamouvali) mdgomareoba damaxasiaTebelia nebismieri rangisa

da donis molaparakebisaTvis. molaparakebis warmarTvis xelovneba, upirvelesad, imaSi vlindeba Tu ramdenad swrafad da efeqturad SeuZliaT mxareebs am mdgomareobidan gamosvla da molaparakebis gagrZelebis uzrunvelyofa. Cixuri situaciidan gamosvlis teqnologias sami mTavari aspeqti aqvs:

• pirveli reaqcia; • Sefaseba; • perspeqtiva.

Cixuri situaciidan gamosvlis xerxebisa da meTodebis ricxvSia: • erTobliv interesebze yuradRebis gadatana; • Sesvenebis gamocxadeba; • situaciis ganmeorebiTi analizi; • damatebiTi informaciis warmoCena; • garkveul daTmobebze wasvla; • warumateblobasTan Segueba.

molaparakebis ZiriTadi problema mdgomareobs ara konfliqtur situaciebSi, aramed mxareTa moTxovnilebebsa da survilebs Soris arsebul konfliqtebSi. interesi warmoadgens adamianTa qmedebis motivacias. sapirispiro poziciebis arsebobis fonze TiTqmis yovelTvis ikveTeba rogorc erT-erTi mxarisaTvis miuRebeli, ise orive mxarisaTvis misaRebi interesebi. P problemaTa gadaWris Ziebisas SemoqmedebiTobas gansakuTrebiT did dabrkolebas uqmnis Semdegi principi: “rac ufro meti gergeba Sen, miT naklebi damrCeba me”. gaxsovdeT, rom yovelTvis arsebobs urTierTsargeblis miRebis SesaZlebloba. ucnauria, magram faqtia: zogi adamiani Tvlis, rom gansxvaveba usaTuod warmoSobs problemas. simandvileSi ki, xSirad swored gansxvavebas mihyavs adamianebi urTierTxelsayrel variantamde.

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Tavi VI. aRqma, emociebi da obieqturi kriteriumebi

1. aRqma adamianTa urTierTobis erT-erTi urTulesi formaa molaparakeba, romlis efeqturobac mraval faqtorzea damokidebuli. maTgan pirveli, adamianis aRqmis Taviseburebaa. adamianTa azrovnebis Tavisebureba molaparakebis procesSi gaCenili uTanxmoebis mizezia. partnioris azrovnebis stilis amocnoba da sakuTari Tvalsazrisis gadaxedva iZleva konfliqtis sferos Seviwroebisa da molaparakebis gagrZelebis axali stimulis miRebis SesaZleblobas.

• ar SeiZleba partnioris miznebze daskvnis gakeTeba sakuTari eWvebis safuZvelze;

• ar SeiZleba sakuTari danaSaulis sxvaze gadabraleba. cnobilia, rom adamianTa Soris urTierTobas xSirad mohyveba xolme gaugebroba da kamaTi. gaugebrobisaTvis ki, rogorc wesi, konkretuli adamianis saxelis darqmevas vcidilobT. profkavSirebis lideri svams SekiTxvas: “vin mogiwodaT gaficvisaken?” jounsi pasuxobs: “es me viyavi. am idiotma – ostatma kembelma, ori kviris ganmavlobaSi mexuTed gamagzavna brigadidan sxvis Sesacvlelad. aSkaraa, rom merCis. sakmarisia! me ratom unda vakeTo mTeli Savi samuSao?!” mogvianebiT profkavSirebis liderma pretenzia wauyena kembels: “sul ratom erCiT jounzs? igi ambobs, rom Tqven is ori kviris ganmavlobaSi xuTjer gaagzavneT sxvis Sesacvlelad. ra xdeba?” kembelma upasuxa: “me SevarCie jounzi imitom, rom igi saukeTesoa. SemiZlia, daveyrdno mas da viyo darwmunebuli, rom brigadaSi brigadiris gareSec yvelaferi kargad iqneba, Tu iq jounzia. me vagzavni mas mxolod maSin, roca romelime sxva brigadaSi ar aris brigadis ufrosi, sxva SemTxvevaSi ki, smits an kidev vinme sxvas vagzavni. am gripis gamo bevri xalxi ver gamodis samuSaoze. ar vicodi, Tu jounzs raime sawinaaRmdego hqonda. megona, mas moswodna pasuxismgebloba”. jounzma CaTvala, rom kembeli “gadaekida”, kembelma ki CaTavala, rom waaxalisa jounzi misTvis sapasuximgeblo saqmis davalebiT. xSirad, usafuZvlo daskvnebs vakeTebT! unda gvaxsovdes, rom “meore mxare” ar aris abstraqcia – “meore mxares” adamianebi dganan. maT ki TavianTi emociebi da Rirebulebebi, azrovnebisa da cxovrebis sxvadasxva stili aqvT. yvela adamiani Taviseburad aRiqvams samyaros, zog maTgans ki erTmaneTSi ereva realoba da mis mierve aRqmuli samyaro. isini, rogorc wesi, ver axerxeben Tqveni Setyobinebis swor interpretacias da Tqvenc arasworad gesmiT maTi Setyobineba - maT sul sxva ramis Tqma undaT. bunebrivia, Cndeba kiTxva: “ra unda gavakeToT imisaTvis, rom gavigoT, risi Tqma surda Tqvens partniors?” pasuxi am SekiTxvaze Semdegia: “warmoidgineT Tavi mis adgilze!” samyaros Tqvens mier Seqmnili “xatis” Tavisebureba ganpirobebulia imiT, Tu romeli “samreklodan” uyurebT mas. Cven xSirad vxedavT imas, risi danaxvac gvsurs. informaciidan Cven varCevT im faqtebs, romlebic adastureben Cvens azrovnebaSi akumulirebul warmodgenebs da ugulebelvyofT an mcdar interpretacias vaZlevT im faqtebs, romlebic ar Seesabameba Cvens Tvalsazriss. molaparakebis procesSi TiToeuli mxare

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SeiZleba, xedavdes mxolod sakuTari poziciis upratesobasa da partnioris poziciis nakls. aRiqva situacia iseve, rogorc amas Tqveni partniori akeTebs, sakmaod rTulia, magram aucilebeli; vinaidan swored es unaria molaparakebis efeqturobis erT-erTi ganmsazRvreli faqtori. ar aris sakmarisi imis codna, rom Tqveni partniori sxvagvarad aRiqvams movlenebsa da faqtebs. imisaTvis, rom gavlena moaxdinoT masze, unda gaarkvioT, Tu ramdenad gamarTlebulia misi pozicia. sruliad arasakmarisia partniorebis, rogorc “saeqsperimento arsebebis” TaviseburebaTa Seswavla – gaacnobiereT, rom Tqven erT-erTi maTgani xarT. SeegueT im faqts, rom Tqven SeiZleba xedavdeT civi wyliT naxevrad savse Wiqas, Tqveni partniori ki – gaurecxav naxevrad cariel Wiqas. azrovnebis sxvadsxva stilis realizaciis nimuSs warmoadgens Semdegi istoria binis arendis ganaxlebis Sesaxeb: mdgmuri: binis gadasaxadi ukve isedac metismetad maRalia; binis mepatrone: binis gadasaxadi didi xania ar gazrdila; mdgmuri: im faqtis gaTvaliswinebiT, rom yvelafer danarCenze fasi gaizarda, me ufro metis gadaxda binaSi ar SemiZlia; binis mepatrone: im faqtis gaTvaliswinebiT, rom yvelafer danarCenze fasi gaizarda, me meti Semosavali mWirdeba gaqiravebuli farTobidan; mdgmuri: didi xania saWiroa binis gadaRebva; binis mepatrone: kedlebi Zalian gaWuWyianda; mdgmuri: me vicnob adamianebs, romlebic ufro naklebs ixdian aseT binaSi; binis mepatrone: me vicnob adamianebs, romlebic ufro mets ixdian aseT binaSi; mdgmuri: iseve rogorc axalgazrdebis umravlesobas, arc me ar maqvs ufro Zviriani binis qiraobis saSualeba; binis mepatrone: iseve rogorc axalgazrdebis umravlesoba, isic Zalian xmaurobs da udierad xmarobs binas; mdgmuri: qira unda Semcirdes, vinaidan bina araprestiJul raionSia. binis mepatrone: binis mepatroneebma fasi unda avwioT raionis prestiJis amaRlebis mizniT; mdgmuri: me kargi mdgmuri var: ar myavs arc kata da arc ZaRli;

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binis mepatrone: radios maRal xmas Wkuidan gadavyavar; mdgmuri: maSinve vixdi qiras, rogorc ki mTxovs; binis mepatrone: arasodes ar ixdis qiras, vidre ar vTxov; mdgmuri: igi civi da oficialuri adamiania: arasodes mkiTxavs, rogor midis Cemi saqmeebi; binis mepatrone: me taqtiani adamiani var: arasodes verevi mdgmuris pirad cxovrebaSi. Tu ukeT gaerkveviT partnioris azrovnebis stilSi, SesaZloa, daiwyoT sakuTari poziciis gadaxedva Seqmnili situaciis gaTvaliswinebiT. magramEes ar aris safasuri partnioris TvalsazrisSi garkvevisaTvis – es momgebiania, vinaidan sagrZnoblad viwrovdeba konfliqtis sfero. sakvanZo sityvebi: adamianis aRqmis Tavisebureba, adamianTa azrovnebis stili, gaugebroba da kamaTi, konfliqtis sfero, molaparakebis gagrZelebis stimuli, “meore mxare”, samyaros “xati”, mcdari interpretacia, azrovnebaSi akumulirebuli warmodgenebi. kiTxvebi

1. ris saSualebas iZleva partnioris azrovnebis stilis amocnoba da sakuTari Tvalsazrisis gadaxedva?

2. riTia ganpirobebulia samyaros TiToeuli Cvenganis mier Seqmnili “xatis” Tavisebureba?

2. emociebi

molaparakebis procesSi, gansakuTrebiT Tuki molaparakeba CixSi Sevida, emociebi ufro mniSvnelovani xdeba, vidre Tavad diskusia. aseT SemTxvevaSi, mxareebi mzad arian ufro brZolisaTvis, vidre TanamSromlobisaTvis. mxareebi erTmaneTis emociebs emociebiTve pasuxoben. SiSma SeiZleba aRSfoTeba gamoiwvios, aRSfoTebam ki – SiSi. emociebs CixSi Sehyavs molaparakeba. swored amitomaa aucilebeli rogorc sakuTari, ise partnioris emociebis kontroli.

• rogori sasargebloc ar unda iyos obieqturi faqtebis moxmoba, saboloo jamSi, swored mxareTa mier aRqmuli realoba warmoadgens molaparakebis problemasac da am problemis gadaWris gzasac.

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adamianebs gvCvevia sakuTari SiSisa da eWvebis partnioris ganzraxvad aRqma. am faqtis sailustracio nimuSs warmoadgens Semdegi istoria: “isini erTmaneTs barSi Sexvdnen. mogvianebiT, kacma qals saxlSi gacileba SesTavaza. kaci qalisaTvis ucnobi quCebiT midioda da Tan eubneboda mas, rom es umoklesi gza iyo. kacma ise swrafad miiyvana Sin, rom qalma aTsaaTian axal ambebsac ki miuswro”. ratom geCvenebaT aseTi moulodneli am istoriis dasasruli? albaT, imotom, rom prognozs Tqvens sakuTar SiSsa da eWvebze dayrdnobiT akeTebdiT. meore mxaris qmedebaTa da gamonaTqvamTa interpretacia Tqveni sakuTari SiSisa da eWvebis gaTvaliswinebiT, wagarTmevT unars im axali ideebis generirebisa, romelnic SeTanxmebis miRwevis orientirebs warmoadgens.

• nu gamoitanT partnioris ganzraxvaze daskvnas Tqveni sakuTari SiSisa da eWvebis safuZvelze.

sakmaod didi cdunebaa sakuTar problemebze pasuxismgeblobis sxvaze gadabraleba. “Tqveni kompania arasandoa. Tqvens mier SekeTebuli generatori isev gafuWda”. sxvisi dadanaSauleba yvelaze ioli saqmea, gansakuTrebiT ki maSin, roca grZnobT, rom meore mxare pasuxismgebelia raimeze. magram, Tqveni braldeba arafris momtania im SemTxvevaSic ki, roca igi obieqturia. Tqveni “Tavdasxma” aiZulebs meore mxares, daikavos “TavdacviTi” pozicia da winaswarve “SeebrZolos” Tqvens Setyobinebas. adanaSaulebT ra meore mxares, Tqven akavSirebT adamians problemasTan.

• nu daakavSirebT problemas adamianTan, romelsac esaubrebiT. Tqveni problemis arseboba ar aris meore mxaris brali.

gaarkvieT, unda Tu ara adamians, rom mas sapasuxismgeblo davaleba misceT. Tu amas ar gaakeTebT, maSin nurc gagikvirdebaT, Tuki igi uars ityvis mis Sesrulebaze. samxreT afrikaSi TeTrkanianebi Seecadnen misaRebi gamocdebis diskriminaciuli kanonis gauqmebas. winadadebebis ganxilvas saparlamento komitetSi mxolod TeTrkanianebi eswrebodnen. winadadebebi araefeqturi aRmoCnda ara maTi Sinaarsis gamo, aramed im faqtis gamo, rom isini warmodgendnen im procesis “nayofs”, romelSic Savkanianebi ar moanwileobdnen. Savkanianebma TeTrkanianebis Zalisxmeva ase aRiqves: “Cven, TeTrkanianebi, romelnic Tqvenze maRla vdgavarT, vcdilobT, movagvaroT Tqveni problemebi”. imisaTvis, rom partniorma miiRos esa Tu is winadadeba, ar aris sakmarisi masTan mxolod problemis arsis ganxilva; partniors unda gauCinoT gadawyvetilebis miRebis procesSi misi aqtiuri monawileobis SegrZneba.

• SeTanxmebis miRweva gacilebiT iolia maSin, roca partniori Tavs “ideis mesakuTred” Tvlis.

molaparakebis procesSi, gansakuTrebiT ki “uZraobis” fazaSi, emociebi SesaZloa, Tavad diskusiaze mniSvnelovani faqtori aRmoCndes. aseT situaciaSi mxareebi ufro brZolisTvis arian mzad, vidre TanamSromlobis pirobebSi SeTanxmebis miRwevis gzebis ZiebisaTvis. israelic da palestinac, orive erTnairad grZnobs arsebobasTan dakavSirebul safrTxes. orive mxaris emocia gavrcelda iseT umtkivneulo, praqtikul sakiTxzec ki, rogoricaa dasavleT sanapiroze wylis ganawilebis principi. ramdenadac orive mxare grZnobs, rom saqme gadarCenaze midga, mxareebi nebismier sakiTxs sikvdil-sicocxlis konteqstSi ganixilaven.

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• emociebs SeuZlia molaparakebis CixSi Seyvana da Sewyvetac ki. partniorisaTvis sakuTari gancdebis gaziareba gulisxmobs emociebis tvirTisagan gaTavisuflebas, rac xels uwyobs mxareTa mier problemis gadaWris gzis intensiur Ziebas. aranairad ar dazaraldebiT, Tuki etyviT partniors: “Cveni mxare Tvlis, rom cudad mogveqcnen. am faqts Zalian ganvicdiT. vSiSobT, rom SeTanxmebas SeiZleba mivaRwioT, magram igi ar Sesruldeba. ar vici, aqvs Tu ara raime safuZveli Cvens gancdas. piradad me vfiqrob, rom SeiZleba cdebiT da es gancda usafuZvloa, magram Cveni mxaris sxva danarCeni warmomadgenlebi Tvlian, rom usamarTlod daiCagrnen. igive gancda aqvs Tqvens mxaresac?”

• mxareTa emociebsa da gancdebze koncentrirebiT, molaparakeba naklebad winaaRmdegobriv procesad gardaiqmneba.

uaryofiT emociebTan gamklavebis erT-erT efeqtur meTods warmoadegns partnioris daxmareba misi emociebisagan gaTavisuflebaSi. Tavis gancdebze laparakisas, adamiani moipovebs fsiqologiur Tavisuflebas.

• emociebisagan gaTavisuflebis Semdgom, partniorTan racionaluri saubris albaToba sakmaod maRalia.

sakuTari emociebis gamomJRavneba sakamod sariskoa – am “aqcias”, SesaZloa, meore mxaris mZime reaqcia mohyves. 1950 wels konfliqtebis daregulirebis komitetma gamoiyena “koleqtiuri feTqebadi emociebis” prevenciuli, uCveulo da sakmaod efeqturi meTodi. komitetis wevrebma daamkvidres Semdegi wesi: komitetis yovel sxdomaze aRSfoTebis ufleba eniWeboda komitetis mxolod erT wevrs. danarCeni wevrebi ki sargeblobdnen TavianTi “ureaqciobis” kanonieri uflebiT. Semdeg sxdomaze komitetis sxva wevrs eniWeboda aRSfoTebis ufleba, danarCenebi ki ikavebdnen TavianTi emociebis “afeTqebas”.

• mxareTa mier sakuTari emociebis kontroli molaparakebis efeqturobis erT-erTi ganmsazRvreli faqtoria.

urTierTobis gareSe SeuZlebelia molaparakeba. urTierToba ki sakmaod rTuli saqmea. rac unda TqvaT, mudam mzad unda iyoT imisaTvis, rom meore mxare Taviseburad aRiqvams Tqvens naTqvams. sakvanZo sityvebi: emociebis kontroli, obieqturi faqtebi, mxareTa mier aRqmuli realoba, molaparakebis problema, meore mxaris qmedebaTa da gamonaTqvamTa interpretacia, axali ideebis generireba, SeTanxmebis miRwevis orientirebi, TavdacviTi pozicia, mxareTa emociebsa da gancdebze koncentrireba, “ideis mesakuTre”, winaaRmdegobrivi procesi. kiTxvebi

1. ra SemTxvevaSi xdeba emociebi ufro mniSvnelovani, vidre Tavad diskusia?

2. ratomaa aucilebeli rogorc sakuTari, ise partnioris emociebis kontroli?

3. ra warmoadgens molaparakebis problemasac da am problemis gadaWris gzasac?

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4. ra Sedegs iZleva meore mxaris qmedebaTa da gamonaTqvamTa interpretacia Tqveni sakuTari SiSisa da eWvebis safuZvelze?

5. ra tipis qmedebisaken ubiZgebs Tqvens partniors Tavdasxma? 6. ra efeqts iZleva “ideis mesakuTreobis” gancda? 7. ra safrTxe Cndeba molaparakebis “uZraobis” fazaSi? 8. ra faqtori uwyobs xels mxareTa mier problemis gadaWris gzis

intensiur Ziebas? 9. ra aris uaryofiT emociebTan gamklavebis erT-erT yvelaze efeqturi

meTodi? 10. ra SemTxvevaSi moipovebs adamiani fsiqologiur Tavisuflebas? 11. ra SemTxvevaSia partniorTan racionaluri saubris albaToba sakmaod

maRali?

3. obieqturi kriteriumebi da samarTliani procedurebi

molaparakebisas obieqturi kriteriumebis gamoyeneba gulisxmobs gadawyvetilebis miRebis procesSi principebis da ara zewolis gamoyenebas. rac ufro Tanamimdevrulad xdeba problemis gadaWra samarTlianobis principisa da mecniereuli kriteriumebis gaTvaliswinebiT, miT ufro maRalia mxareTa mier gonivruli gadawyvetilebis miRebis albaToba. rogor unda SemuSavdes obieqturi kriteriumebi da rogor unda gamoiyenon isini mxareebma molaparakebis procesSi?

• obieqturi kriteriumi ar unda iyos ganpirobebuli mxareTa survilebiT. igi unda iyos kanonieri da praqtikuli;

• obieqturi kriteriumi unda iyos misaRebi (Teoriulad mainc) molaparakebaSi monawile orive mxarisaTvis;

• kriteriumis obieqturobis Semowmebis mizniT, unda dadgindes misi orive mxaris mier efeqturad gamoyenebis SesaZlebloba.

samarTliani procedurebi. miuxedavad mxareTa miznebisa, Sedegis miRebis mizniT, molaparakebis procesSi unda iqnes gamoyenebuli obieqturi kriteriumebi an sapirispiro interesTa daregulirebis samarTliani procedurebi. arsebobs or bavSvs Soris namcxvris gayofis erTi Zveli meTodi: erTi bavSvi Wris namcxvars, meore ki irCevs naWers. verc erTi maTgani ver daiCivlebs, rom usamarTlod daiCagra. samarTliani kriteriumis strategiis “erTi Wris, meore irCevs” sxva varianti ki gulisxmobs mxareTa mier samarTliani molaparakebis pirobaTa ganxilvas sakuTari rolebis gansazRvramde. gayrisas, vidre gadawydebodes, mSobelTagan romels daekisreba bavSvebze mzrunveloba, SesaZlebelia, moxdes molaparakeba mSoblebs (or mxares) Soris, rom maTgan erT-erTs (meore mxares) eqneba bavSvebis monaxulebis ufleba. rogor kargadac ar unda gesmodeT meore mxaris interesebi, rogorc ar unda cdilobdeT interesTa Sejerebas SeTanxmebis miRwevis mizniT, rogorc ar unda ufrTxildebodeT urTierTobas partniorTan, TiTqmis yovelTvis ejaxebiT realobas sapirispiro interesTa saxiT. Tqven binis qiris Semcireba gindaT, binis mepatrones ki – misi gazrda. Tqven dRes

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gindaT saqonlis miReba, momwodebels ki xval awyobs amis gakeTeba. amgvar sapirispiro interesTa ugulebelyofa dauSvebelia. gaumarTlebelia maTi Zaladobrivi meTodebiT daregulirebis nebismieri mcdeloba. erTaderTi gonivruli gamosavali molaparakebis procesisaTvis, mxareTa neba-survilisagan damoukidebeli safuZvlis moZebnaa. es safuZveli ki obieqturi kriteriumebia. vTqvaT, SeTanxmebuli xarT Tqveni saxlis mSeneblebTan raime fiqsirebul Tanxaze. es Tanxa iTvaliswinebs myar saZirkvels, magram ar akonkretebs mis siRrmes. kontraqtis mixedviT gaTvaliswinebulia xuTmetriani siRrmis saZirkvlis mqone Senobis ageba. Tqven ki TvliT, rom am tipis Senobis standartebs Svidmetriani saZirkveli Seesabameba. davuSvaT, rom mSenebeli geubnebaT: “me dageTanxmeT saxuravis masalis SerCevis sakiTxSi. axala Tqveni jeria... dameTanxmeT saZirkvlis siRrmesTan dakavSirebiT”. ra Tqma unda, verc erTi saxlis mepatrone ver wava am tipis daTmobaze. aseT SemTxvevaSi aucilebelia usafrTxoebis obieqturi normativebis gamoyenebis daJinebuli moTxovna: “momismineT, SesaZloa, vcdebi da xuTmetriani siRrmis saZirkvli sruliad sakmarisia, magram me minda, rom saZirkveli maqsimalurad myari iyos. arsebobs raime oficialuri normebi am tipis gruntisaTvis? ra siRrmisaa am raionSi aSenebuli sxva saxlebis saZirkveli? ramdenad maRalia aq miwisZvris riski? sad SeiZleba, Tqveni azriT, miviRoT informacia am normebis Sesaxeb?” amgvari midgomis arsi SemdegSi mdgomareobs: sakiTxis gadawyvetisas unda gamoiyenoT principebi da ara zewola. moaxdineT koncentrireba problemaze. gamoiCineT mzaoba meore mxaris gonivruli mosazrebebis misaRebad. nu mimarTavT muqaras. vTqvaT, Tqveni manaqana dazianda da gancxadebiT mimarTeT sadazRvevo kompanias. kompaniis warmomadgenlebTan sakiTxis ganxilvisas SeiZleba, gaiTvaliswinoT manqanis Rirebulebis Semdegi parametrebi: 1. manqanis karg mdgomarebaSi yofnisas misi Tavdapirveli fasi; 2. ra fasadaa SesaZlebeli misi gayidva; 3. rogoria wels am modelis manqanis standartuli fasi; 4. ra Tanxa dajdeba am manqanis iseTiveTi Secvla; 5. ra Tanxad Seafasebs manqanas sasamarTlo. Tqven aseve SeiZleba, SesTavazoT sadazRvevo kompanias, rom SeTanxmeba daefuZnos: sabazro fass, precedents, mecnierul daskvnebs, profesiul normebs, danaxarjebs, sasamarTlos gadawyvetilebas, moralur principebs da a.S. obieqturi kriteriumebi unda iyos ara mxolod sruliad damoukidebeli mxareTa neba-survilisagan, aramed unda iyos kanonieric da praqtikulic. isini, Tundac Teoriuli TvalsazrisiT mainc, unda awyobdes orive mxares. imis garkveva, Tu ramdenad samarTliania kriteriumi, SesaZlebelia misi orive mxaris mier gamoyenebis Sedegad. Tu Tqveni saxlis gayidvisas uZravi qonebis saagento gTavazobT kontraqtis standartul formas, unda moiqceT gonivrulad da dainteresdeT, iyenebs Tu ara saagento kontraqtis imave formas saxlis Sesyidvisas. imisaTvis, rom miiRoT mxareTa neba-survilisagan damoukidebeli Sedegi, unda gamoiyenoT an samarTliani kriteriumebi, an sapirispiro interesTa daregulirebis samarTliani procedurebi.

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samarTliani proceduris erT_erTi variantia: “erTi da Wris namcxvars, meore ki irCevs TavisTvis naWers”, Tumca rolebi ar aris winaswar gansazRvruli. samarTlianoba daculia orive dasTan mimarTebaSi. samarTliani proceduris meore variantia: “erTi da Wris namcxvars, meore ki irCevs TavisTvis naWers”, magram am variantis arsi SemdegSi mdgomareobs: vidre dainawileben rolebs, mxareebi (debi) ganixilaven samarTliani SeTanxmebis pirobebs. obieqturi kriteriumebis gamoyeneba gulisxmobs: 1. problemis gadaWris mizniT, orive mxarisaTvis misaRebi obieturi kriteriumebis Ziebas; 2. gansjas axali mosazrebebis gaziarebis mizniT; 3. principebisa da ara zewolis gamoyenebas. vTqvaT, gindaT saxlis SeZena. saxlis mepatronesTan saubari SeiZleba, ase daiwyoT: “Tqven didi Tanxis aReba gindaT, me ki mcire Tanxis gadaxda. modiT, davadginoT samarTliani fasi. ra standartebis safuZvelze unda ganvsazRvroT samarTliani fasi?” Tqveni da saxlis mepatronis sapirispiro interesebis fonze ikveTeba Tqveni saerTo mizani - samarTliani fasis dadgena. saxlis mepatrones SegiZliaT, SesTavazoT Semdegi kriteriumebi: 1. fasi inflaciis gaTvaliswinebiT; 2. fasi im raionSi msgavsi saxlebis fasis gaTvaliswinebiT; 3. fasi, romelSic ar aris gaTvaliswinebuli yvela aRniSnuli faqtori. axla saxlis mepatronis jeri dadga. SesaZloa, man Tqvens kriteriumebs mtkice poziciiT upasuxos: “fasi 100 000 laria”. hkiTxeT mas, Tu ratom daasaxela swored es fasi. partnioris mier warmodgenili kriteriumebi SeiZleba aqcioT im instrumentad, romlis meSveobiTac mas pozicias SeacvlevinebT. Tqveni midgoma did zegavlenas iqoniebs partniorze, Tuki Tqven missave kriteriumebs gamoiyenebT da amiT SeuZlebels gaxdiT mis mier sakuTari kriteriumebis gamoyenebis gaprotestebas. “Tqven TvliT, rom es saxli unda gaiyidos imave fasSi, ra fasSic gaiyida wels amave raionSi msagavsi saxlebi. me vici, rom Tqvenma mezobelma saxli 60 000 larad gayida”. Tu Tqvenma partniorma TviTon SemogTavazaT kriteriumebi, aseT SemTxvevaSi misi mxridan daTmobaze wasvla unda ganixiloT ara rogorc sisustis, aramed rogorc sakuTari sityvisadmi erTgulebis demonstrireba. gacilebiT iolia daTmobaze wasvla, Tuki giwevs sakuTari gadawyvetilebis aRsruleba. rogori efeqturic ar unda iyos Tqvens mier SerCeuli kriteriumebi, SesaZloa, molaparakeba iqces erToblivi Ziebis procesad mxolod im SemTxvevaSi, Tuki mxareebs gaaCniaT erTmaneTis mosazrebaTa gaziarebis mzaoba. xSirad molaprakebis procesSi mxareebi iyeneben precedents sakuTari poziciis gasamyareblad. kriteriumebis aseTi gamoyeneba kidev ufro metad damokidebuls xdis mxares sakuTar poziciaze; situaciuri gansxvaveba iqceva im maxed, romlidanac Tavis daRweva sakmaod rTulia. Sesabamisi principebis safuZvelze SeTanxmebis miRwevis survilsa da sakuTari poziciis gasamyareblad imave principebis argumentebad gamoyenebas Soris gansxvaveba xSirad odnav SesamCnevi, magram yovelTvis metad mniSvnelovania. adamiani, romelic eyrdnoba principebs, mzadaa SeTanxmebaze orientirebuli dialogisaTvis. roca am tipis mzaobas Tan erTvis sxvaTa argumentebis gaTvaliswinebis unari da problemis obieqturi

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kriteriumebis safuZvelze gadaWris survili, molaparakeba iqceva xolme damajerebel da qmediT procesad. sakavanZo sityvebi: obieqturi kriteriumebi, samarTliani procedurebi, SeTanxmebaze orintirebuli dialogi. kiTxvebi

1. rogori unda iyos obieqturi kriteriumebi? 2. rodisaa ioli daTmobaze wasvla? 3. ra SemTxvevaSi SeiZleba molaparakeba iqces erToblivi Ziebis

procesad? 4. ra SemTxvevaSia adamiani mzad SeTanxmebaze orintirebuli

dialogisaTvis?

daskvna

molaparakeba adamianTa urTierTobis erT-erTi urTulesi formaa, romlis efeqturobac mraval faqtorzea damokidebuli. maTgan pirveli, adamianis aRqmis Taviseburebaa. adamianTa azrovnebis Tavisebureba molaparakebis procesSi gaCenili uTanxmoebis mizezia. partnioris azrovnebis stilis amocnoba da sakuTari Tvalsazrisis gadaxedva iZleva konfliqtis sferos Seviwroebisa da molaparakebis gagrZelebis axali stimulis miRebis SesaZleblobas. xSirad usafuZvlo daskvnebs vakeTebT! unda gvaxsovdes, rom “meore mxare” ar aris abstraqcia – “meore mxares” adamianebi dganan. maT ki TavianTi emociebi da Rirebulebebi, azrovnebisa da cxovrebis sxvadasxva stili aqvT. yvela adamiani Taviseburad aRiqvams samyaros, zog maTgans ki erTmaneTSi ereva realoba da mis mierve aRqmuli samyaro. isini, rogorc wesi, ver axerxeben Tqveni Setyobinebis swor interpretacias da Tqvenc arasworad gesmiT maTi Setyobineba - maT sul sxva ramis Tqma undaT. bunebrivia, Cndeba kiTxva: “ra unda gavakeToT imisaTvis, rom gavigoT, risi Tqma surda Tqvens partniors?” pasuxi am SekiTxvaze Semdegia: “warmoidgineT Tavi mis adgilas!” samyaros Tqvens mier Seqmnili “xatis” Tavisebureba ganpirobebulia imiT, Tu romeli “samreklodan” uyurebT mas. Cven xSirad vxedavT imas, ris danaxvac gvsurs. informaciidan Cven varCevT im faqtebs, romelnic adasturebs Cvens azrovnebaSi akumulirebul warmodgenebs da ugulebelvyofT an mcdar interpretacias vaZlevT im faqtebs, romelnic ar Seesabameba Cvens Tvalsazriss. molaparakebis procesSi TiToeuli mxare SeiZleba xedavdes mxolod sakuTari poziciis upratesobasa da partnioris poziciis nakls. aRiqva situacia iseve rogorc amas Tqveni partniori akeTebs, sakmaod rTulia, magram aucilebeli, vinaidan swored es unaria molaparakebis efeqturobis erT-erTi ganmsazRvreli faqtori.

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molaparakebis procesSi, gansakuTrebiT Tuki molaparakeba CixSi Sevida, emociebi ufro mniSvnelovani xdeba, vidre Tavad diskusia. aseT SemTxvevaSi mxareebi mzad arian ufro brZolisaTvis, vidre TanamSromlobisaTvis. mxareebi erTmaneTis emociebs emociebiTve pasuxoben. SiSma SeiZleba aRSfoTeba gamoiwvios, aRSfoTebam ki – SiSi. emociebs CixSi Sehyavs molaparakeba. swored amitomaa aucilebeli rogorc sakuTari, ise partnioris emociebis kontroli.

• rogori sasargebloc ar unda iyos obieqturi faqtebis moxmoba, saboloo jamSi, swored mxareTa mier aRqmuli realoba warmoadgens molaparakebis problemasac da am problemis gadaWris gzasac.

adamianebs gvCvevia sakuTari SiSisa da eWvebis partnioris ganzraxvad aRqma. meore mxaris qmedebaTa da gamonaTqvamTa interpretacia Tqveni sakuTari SiSisa da eWvebis gaTvaliswinebiT, wagarTmevT unars im axali ideebis generirebisa, romelnic SeTanxmebis miRwevis orientirebs warmoadgens.

• nu gamoitanT partnioris ganzraxvaze daskvnas Tqveni sakuTari SiSisa da eWvebis safuZvelze.

sakmaod didi cdunebaa sakuTar problemebze pasuxismgeblobis sxvaze gadabraleba. sxvisi dadanaSauleba yvelaze iolo saqmea, gansakuTrebiT ki maSin, roca grZnobT, rom meore mxare pasuxismgebelia raimeze. magram Tqveni braldeba arafris momtania im SemTxvevaSic ki, roca igi obieqturia. Tqveni “Tavdasxma” aiZulebs meore mxares, daikavos “TavdacviTi” pozicia da winaswarve “SeebrZolos” Tqvens Setyobinebas. adanaSaulebT ra meore mxares, Tqven akavSirebT adamians problemasTan.

• nu daakavSirebT problemas adamianTan, romelsac esaubrebiT. Tqveni problemis arseboba ar aris meore mxaris brali.

gaarkvieT, unda Tu ara adamians, rom mas sapasuxismgeblo davaleba misceT. Tu amas ar gaakeTebT, maSin nurc gagikvirdebaT, Tuki igi uars ityvis mis Sesrulebaze. imisaTvis, rom partniorma miiRos esa Tu is winadadeba, ar aris sakmarisi masTan mxolod problemis arsis ganxilva; partniors unda gauCinoT gadawyvetilebis miRebis procesSi misi aqtiuri monawileobis SegrZneba.

• SeTanxmebis miRweva gacilebiT iolia maSin, roca partniori Tavs “ideis mesakuTred” Tvlis.

molaparakebis procesSi, gansakuTrebiT ki “uZraobis” fazaSi, emociebi, SesaZloa, Tavad diskusiaze mniSvnelovani faqtori aRmoCndes. aseT situaciaSi mxareebi ufro brZolisTvis arian mzad, vidre TanamSromlobis pirobebSi SeTanxmebis miRwevis gzebis ZiebisaTvis.

• emociebs SeuZlia molaparakebis CixSi Seyvana da Sewyvetac ki. partniorisaTvis sakuTari gancdebis gaziareba gulisxmobs emociebis tvirTisagan gaTavisuflebas, rac xels uwyobs mxareTa mier problemis gadaWris gzis intensiur Ziebas.

• mxareTa emociebsa da gancdebze koncentrirebiT, molaparakeba naklebad winaaRmdegobriv procesad gardaiqmneba.

uaryofiT emociebTan gamklavebis erT-erT efeqtur meTods warmoadegns partnioris daxmareba misi emociebisagan gaTavisuflebaSi. Tavis gancdebze laparakisas, adamiani moipovebs fsiqologiur Tavisuflebas.

• emociebisagan gaTavisuflebis Semdgom, partniorTan racionaluri saubris albaToba sakmaod maRalia.

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urTierTobis gareSe SeuZlebelia molaparakeba. urTierToba ki sakmaod rTuli saqmea. rac ar unda TqvaT, mudam mzad unda iyoT imisaTvis, rom meore mxare Taviseburad aRiqvams Tqvens naTqvams. molaparakebisas obieqturi kriteriumebis gamoyeneba gulisxmobs gadawyvetilebis miRebis procesSi principebis da ara zewolis gamoyenebas. rac ufro Tanamimdevrulad xdeba problemis gadaWra samarTlianobis principisa da mecnieruli kriteriumebis gaTvaliswinebiT, miT ufro maRalia mxareTa mier gonivruli gadawyvetilebis miRebis albaToba. rogor unda SemuSavdes obieqturi kriteriumebi da rogor unda gamoiyenon isini mxareebma molaparakebis procesSi?

• obieqturi kriteriumi ar unda iyos ganpirobebuli mxareTa survilebiT. igi unda iyos kanonieri da praqtikuli;

obieqturi kriteriumi unda iyos misaRebi (Teoriulad mainc) molaparakebaSi monawile orive mxarisaTvis.

• kriteriumis obieqturobis Semowmebis mizniT, unda dadgindes misi orive mxaris mier efeqturad gamoyenebis SesaZlebloba.

miuxedavad mxareTa miznebisa, Sedegis miRebis mizniT, molaparakebis procesSi unda iqnes gamoyenebuli obieqturi kriteriumebi an sapirispiro interesTa daregulirebis samarTliani procedurebi. obieqturi kriteriumebi unda iyos ara mxolod sruliad damoukidebeli mxareTa neba-survilisagan, aramed isini unda iyos kanonieric da praqtikulic; Tundac Teoriuli TvalsazrisiT mainc, unda awyobdes orive mxares. imis garkveva, Tu ramdenad samarTliania kriteriumi, SesaZlebelia misi mxolod orive mxaris mier gamoyenebis Sedegad. obieqturi kriteriumebis gamoyeneba gulisxmobs:

• problemis gadaWris mizniT, orive mxarisaTvis misaRebi obieqturi kriteriumebis Ziebas;

• gansjas axali mosazrebebis gaziarebis mizniT; • principebisa da ara zewolis gamoyenebas.

imisaTvis, rom miiRoT mxareTa neba-survilisagan damoukidebeli Sedegi, unda gamoiyenoT an samarTliani kriteriumebi, an sapirispiro interesTa daregulirebis samarTliani procedurebi. partnioris mier warmodgenili kriteriumebi SeiZleba aqcioT im instrumentad, romlis meSveobiTac mas pozicias SeacvlevinebT. Tqveni midgoma did zegavlenas iqoniebs partniorze, Tuki Tqven missave kriteriumebs gamoiyenebT da amiT SeuZlebels gaxdiT mis mier sakuTari kriteriumebis gamoyenebis gaprotestebas. rogori efeqturic ar unda iyos Tqvens mier SerCeuli kriteriumebi, SesaZloa, molaparakeba iqces erToblivi Ziebis procesad mxolod im SemTxvevaSi, Tuki mxareebs gaaCniaT erTmaneTis mosazrebaTa gaziarebis mzaoba. xSirad molaprakebis procesSi mxareebi iyeneben precedents sakuTari poziciis gasamyareblad. kriteriumebis aseTi gamoyeneba kidev ufro metad damokidebuls xdis mxares sakuTar poziciaze; situaciuri gansxvaveba iqceva im maxed, romlidanac Tavis daRweva sakmaod rTulia.

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Tavi VII. mxareTa interesebi da poziciebi

1. interesTa Sejereba

molaparakebis monawileebs ori interesi amoZravebT: saqmis arsi da erTmaneTTan urTierToba.

• gamijneT erTmaneTisagan saqmis arsi da partniorTan urTierToba. konfliqtis mizezi aris ara obieqturi sinamdvile, aramed is, rac adamianis TavSi “trialebs”. WeSmariteba kidev erTi damatebiTi argumentia, romelsac araTanmxvedr mosazrebebTan gamklaveba ZaluZs. araTanmxvedri mosazrebebi ki adamianTa azrovnebaSi yalibdeba. imeds, Tundac ararealursac ki, omis gamowveva SeuZlia. faqts, Tundac sayovelTaod aRiarebulsac ki, SesaZloa aranairi kavSiri ar hqondes problemis gadaWrasTan. molaparakebis monawileebi xSirad uamrav dros xarjaven partnioris poziciis, motivisa da ganzraxvis kritikaze. gacilebiT momgebiania sakuTar poziciasa da gancdebze laparaki. TqviT: “Tavs motyuebulad vgrZnob”, nacvlad frazisa: “Tqven ar SeasruleT Tqveni sityva”, gamoiyeneT fraza ”Cven vgrZnobT Tqveni mxridan diskriminacias”, nacvlad braldebisa “Tqven rasisti xarT”.

• nu ilaparakebT maTze, ilaparakeT sakuTar Tavze. urTierTobisas ikveTeba sami ZiriTadi problema: 1. molaparakebaSi monawile mxareebi an ar elaparakebian erTmaneTs, an meore mxarisaTvis gaugebar enaze laparakoben. xSirad mxareebi Tvlian, rom erTmaneTisaTvis raimes axsnas aranairi azri ara aqvs; 2. mxareebi xSirad ar usmenen erTmaneTs. isini imdenad dakavebulni arian sakuTari argumentebis mofiqrebiT, rom partnioris mosasmenad dro aRar rCebaT; 3. mxareebi xSirad araswor interpretacias aZleven erTmaneTis Setyobinebas. araswori interpretaciis albaToba gansakuTrebiT maRalia, roca molaparakebaSi monawile mxareTaTvis sxvadasxva enaa mSobliuri. mag., inglisurisagan gansxvavebiT, sparsul enaSi sityvas “kompromisi” ar gaaCnia pozitiuri mniSvneloba, sityva “Suamavali” ki “daupatiJebel stumars” niSnavs. 1980 wels gaerTianebuli erebis organizaciis generaluri mdivani, valdhaimi ewvia irans mZevlebis sakiTxis dasaregulireblad. iranulma radiom da televiaziam sparsul enaze gadmosca valdhaimis Semdegi Setyobineba: “me aq Camovedi rogorc Suamavali kompromisis SesamuSaveblad”. gadacemidan erTi saaTis Semdeg gaafTrebulma iranelebma qvebi dauSines stumris manqanas.

• moaxdineT koncentrireba interesebze da ara poziciebze. warmoidgineT Semdegi situacia: biblioTekaSi Cxubobs ori adamiani. erTs fanjris gaReba unda, meores ki urCevnia, rom fanjara daketili iyos. isini davoben imaze, Tu ramdenad Ria unda iyos fanjara – odnav Ria, naxevrad Ria Tu sam meoTxedze. Semodis biblioTekari da ekiTxeba erT-erT maTgans, Tu ratom unda mas fanjris gaReba. igi pasuxobs: “imitom, rom sufTa haeri Semovides”. Semdeg biblioTekari ekiTxeba meores, Tu ratom ar unda mas fanjris gaReba. igi pasuxobs: “imitom rom ar iyos orpiri qari”. ramdenime wamSi biblioTekari iRebs gadawyvetilebas: fanjaras farTod

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aRebs meore oTaxSi, Sedegad ki, sufTa haeri Semodis ise, rom ar qris orpiri qari. es magaliTi tipuria bevri molaparakebisaTvis. ramdenadac mxareTa problema warmoadgens poziciebs Soris arsebul konfliqts da ramdenadac mizani romelime poziciaze daTanxmebaa, molaparakebis monawileebi fiqroben da laparakoben poziciebze, Sedegad ki, xSirad Cixur situaciamde midian. biblioTekari gamosavals ver ipovida, or gansxvavebul poziciaze – Ria da daketil fanjaraze – rom moexdina koncentrireba. amis nacvlad, man gaiTvaliswina mxareTa interesebi – sufTa haeris sunTqva da orpiri qaris Tavidan acileba. poziciebsa da interesebs Soris arsebuli swored es gansxvaveba warmoadgens erT-erT umniSvnelovanes faqtors.

• gonivruli SeTanxmebis misaRwevad aucilebelia ara poziciebis, aramed interesebis Sejereba.

molaparakebis ZiriTadi problemaa ara konfliqtur poziciebSi, aramed konfliqtSi, romelic ganpirobebulia molaparakebaSi monawile mxareTa moTxovnilebebisa da survilebis gansxvavebulobis faqtiT. molaparakebis procesSi gaismis xolme am tipis frazebi: “Cven ver movilaparakebT. mas saxli ormocdaaTi aTas larad unda. me ar gadavixdi ormocdaSvidi aTas larze mets”. saxlis mepatrones (gamyidvels) sWirdeba ormocdaaTi aTasi lari Tavis yofil colTan saqmis mosagvareblad (gayris Semdeg yofili colisaTvis wilis misacemad). potenciuri myidveli ki dapirda ojaxs, rom ar gadaixdida saxlSi ormocdaSvidi aTas larze mets. swored am tipis survilebia interesebi. interesi warmoadgens adamianis qcevis motivacias. TqveniPpozicia aris is, ris Taobazec Tqven gadawyvetileba miiReT. Tqveni interesi aris is, ramac gaiZulaT gadawyvetilebis miReba. mxareTa interesebis Sejereba yovelTvis sasurvel Sedegs iZleva: nebismieri interesis dasakmayofileblad, rogorc wesi, arsebobs ramdenime SesaZlo pozicia. adamianebi xSirad irCeven romelime erT konkretul, mkacr pozicias. magram, Tuki SeecdebiT interesis motivaciaSi garkvevas, uTuod SeamCnevT alternatiul pozicias, romelic pasuxobs ara mxolod Tqvens, aramed sxvaTa interesebsac.

• interesebi gansazRvraven problemas. Cveulebriv, ase vmsjelobT: radganac maTi (meore mxaris) pozicia Cveni poziciis sawinaaRmdegoa, maTi interesebic Cveni interesebis sapirispiroa. Tuki Cveni interesi Tavdacvaa, maTi interesi Tavdasxma iqneba. Tu Cveni interesi binis qiris Semcirebaa, maTi - qiris gazrda iqneba. sinamdvileSi ki, molaprakebis procesSi, interesTa ganxilvis Sedegad, vlindeba rogorc sapirispiro, ise Tanmxvedri interesebis arsebobis faqti. xSirad, SeTanxmebis miRweva SesaZlebelia swored interesTa gansxvavebulobis wyalobiT, mag., Tqven da fexsacmlis gamyidveli dainteresebulni xarT fexsacmliT da fuliT. davuSvaT, rom gamyidvelis dainteresebuloba 30 lariT aRemateba fexsacmliT Tqvens dainteresebulobas. magram Tqven fexsacmeli ufro gWirdebaT vidre, 30 lari. saxezea garigeba: saerTo da gansxvavebuli, magram orive mxarisaTvis misaRebi interesebi warmodgens gonivruli SeTanxmebis miRwevis safuZvels.

• sapirispiro poziciebs miRma arsebobs rogorc sawinaaRmdego, ise orive mxarisaTvis misaRebi interesebi.

gacxadebul poziciebs miRma arsebuli Zireuli interesebis Ziebis procesSi unda iqnes gaTvaliswinebuli adamianis moTxovnilebebi –

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usafrTxoeba, ekonomikuri keTildReoba, kuTvnilebis grZnoba (mag., romelime sazogadoebrivi jgufisadmi), aRiareba, cxovrebis sakuTari Sexedulebisamebr warmarTva da a.S. adamianis Zireuli moTxovnilebebi warmoadgens misi qcevis ZiriTad motivacias. miuxedavad am faqtisa, molaparakebisas is xSirad ugulebelyofilia arian da mxareTa mier erTaderT interesad fuli miiCneva. konkretul Tanxaze, mag., gayrisas alimentis Tanxis gansazRvris Taobaze gamarTul molaparakebaSi Tavs iCens fulze aranakleb mniSvnelovani faqtorebi. ra unda sinamdvileSi cols, romelic iTxovs yofili qmrisagan aliments TveSi 300 laris odenobiT? ra Tqma unda, igi dainteresebulia sakuTari ekonomikuri keTildReobiT. kidev? SesaZloa, mas fuli sWirdeba imisaTvis, rom fsiqologiuri TvalsazrisiT, Tavi usafrTxod igrZnos. SeiZleba, mas fuli aRiarebisaTvis sWirdeba: misdami samarTliani mopyrobisa da yofil qmarTan mimarTebaSi sakuTari Tanasworuflebianobis demonstrirebisaTvis. SesaZloa, qmars sakmaod uWirs am Tanxis gadaxda da arc cols sWirdeba amdeni. savaraudoa, rom coli daTanxmdes Tanxis Semcirebaze, magram mxolod im SemTxvevaSi, Tuki misi moTxovnilebebi – usafrTxoeba da aRiareba – dakmayofildeba raime sxva saSualebebiT.

• yvelaze Zlieri interesebi adamianis Zireuli moTxovnilebebia. molaparakebis mizani mxareTa interesebis dakmayofilebaa. am miznis miRwevis albaToba mniSvnelovnad izrdeba maSin, roca interesebi gacxadebulia. Tu gindaT, rom meore mxarem icodes Tqveni interesis Sesaxeb, unda axsnaT, Tu raSi mdgomareobs igi.

• ilaparakeT interesebze. Tu yuradRebiT epyrobiT partnioris interesebs, SegiZliaT Tavs sakuTari interesebis mniSvnelovnebis mtkicebis ufleba misceT. roca mimarTavT meore mxares: “SemisworeT, Tu vcdebi”, amiT axdenT Tqveni Riaobis demonstrirebas da Tu arafers Segisworeben, SeiZleba, CaTvaloT, rom Tqveni Tvalsazrisi gaziarebulia. imisaTvis, rom Tqvenma interesebma STabeWdileba moaxdinos Tqvens oponentze, unda daamtkicoT maTi kanoniereba. oponents ar unda gauCndes grZnoba, rom mas Tavs esxmian - SeecadeT, gaigos, rom problema, romelsac waawydiT, saWiroebs yuradRebas kanonier safuZvelze. unda daarwmunoT oponenti, rom Tqvens adgilze masac igive grZnoba daeufleboda.

• sakuTari interesebis axsnisas, daanaxeT oponents maTi mniSvnelovneba.

TiToeuli adamiani imdenad koncentrirebulia sakuTar problemebze, rom jerovan yuradRebas veRar uTmobs sxvaTa problemebs. TiToeuli Cvengani Tvlis, rom Rirs im adamianis Tvalsazrisis gaziareba, romelsac esmis Cveni da gviTanagrZnobs. Tu gindaT, rom meore mxarem pativi sces Tqvens interesebs, agrZnobineT mas, rom jerovnad afasebT mis interesebs da miiCnevT problemis erT-erT nawilad.

• aRiareT, rom interesebi problemis nawilia. Tu gindaT, rom oponentma adekvaturad aRiqvas Tqveni argumentebi, Tavidanve ganacxadeT Tqveni interesebis Sesaxeb da mxolod amis Semdeg gaakeTeT daskvnebi. Tu ase ar moiqceviT, oponenti ar mousmens Tqvens daskvnebs. igi gaigebs Tqvens pozicias da Seecdeba ipovos kontrargumentebi.

• jer CamoayalibeT problema da mxolod amis Semdeg ganacxadeT Tqveni gadawyvetilebis Sesaxeb.

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xSirad araracionalurad vreagirebT imaze, rac iTqva an gakeTda. erTi SexedviT, ori adamianis saubari molaparakebas hgavs, Tumca, maT srulebiTac ara aqvT aseTi mizani. isini ar eTanxmebian erTmaneTs raRacaSi, saubari erTi Temidan meoreze gadaaqvT da TiTqos eZeben gadawyvetilebas. sinamdvileSi aseTi kamaTi ubralo rituali an drois flangvaa. TiToeuli mxare iTvlis “mogebul qulebs” da eZebs meore mxarisaTvis sakuTari Tvalsazrisis samarTlianobis damamtkicebel argumentebs. arc erTi mxare ar adgas SeTanxmebisaken mimaval gzas. mxareebs Tu hkiTxavT, ratom kamaToben, maTi pasuxi gamoavlens mizezs, magram mizans – ara. imis nacvlad, rom imoqmedon TavianTi grZelvadiani interesebis dasakmayofileblad, kamaTis procesSi adamianebi reagireben imaze, Tu ra Tqva an gaakeTa meore mxarem. SekiTxvas “ - ratom?” ori, erTmaneTisagan radikalurad gansxvavebuli mniSvneloba aqvs. erTi orientirebulia warsulze da warsuli qmedebebiT gansazRvravs Cvens saqciels, meore ki mimarTulia momavlisa da miznis Ziebisaken. umjobesia, mxareebma daikmayofilon sakuTari interesebi, vidre ilaprakon imaze, Tu risi miRweva surT an ra moxda warsulSi. umjobesia, ilaprakon imaze, risi miRwevac surT momavalSi, vidre ekamaTon oponents warsul qmedebebze. umjobesia, imis nacvlad, rom kiTxoT oponents: “ra gaakeTa guSin”, hkiTxoT: “ris gakeTebas apirebs xval”.

• iyureT momavlisken da ara warsulisken. interesebis gansazRvris Semdgom, unda SemuSavdes konkretuli da zusti midgomebi. midgomebis SemuSavebisas molaparakebaSi monawile mxareebma unda gamoiCinon moqniloba. hkiTxeT sakuTar Tavs: “Tu xval Cemi oponentebi dameTanxmebian, konkretulad raze unda daTanxmdnen?” moqnilobis SenarCunebis mizniT, ganixileT TiToeuli Tqvens mier Camoyalibebuli midgoma rogorc mxolod erT-erTi SesaZlo, sailustracio varianti. gaiTvaliswineT, rom yovelTvis arsebobs ara erTi, aramed ramdenime midgoma, romelic pasuxobs Tqvens interesebs.

• sakuTari interesebis dakmayofilebis mizniT, SeimuSaveT konkretuli midgomebi;

• daicaviT sizuste; • gamoiCineT moqniloba da axali ideebis gaziarebis mzaoba.

simtkice molaparakebaSi monawilisaTvis Rirebuli Tvisebaa. sakmaod didi gansxvavebaa sijiutesa da simtkices Soris. gaumarTlebelia sakuTar poziciaze jiutad dgoma, samagierod gamarTlebulia sakuTari interesebis mtkiced dacva. xSirad yvelaze gonivruli gadawyvetilebebi miiRweva mxareTa mier sakuTari interesebis aqtiuri dacvis Sedegad. mxareebi, romelnic mtkiced icaven TavianT interesebs, stimuls aZleven erTmaneTs urTierTxelsayreli gadawyvetilebebis mosafiqreblad. sakuTari interesebis dacvisas simtkicis gamoCena ar gulisxmobs oponentis Tavlsazrisis ugulebelyofas. efeqturi – nayofieri molaparakeba saWiroebs mxareTa simtkicesa da erTmaneTis Tvalsazrisis gaziarebis mzaobas.

• iyaviT mtkice problemebTan mimarTebaSi, xolo adamianebTan urTierTobaSi gamoiyeneT rbili midgoma.

sakvanZo sityvebi: interesTa Sejereba, saqmis arsi da partniorTan urTierToba, obieqturi sinamdvile, WeSmariteba, araTanmxvedri

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mosazrebebi, interesebi, konfliqturi poziciebi, motivi, ganzraxva, argumenti, mxareTa moTxovnilebebi da survilebi. kiTxvebi

1. ra interesebi amoZravebT molaparakebaSi monawile mxareebs? 2. ra aris mxareTa Soris arsebuli kofliqtis mizezi? 3. ra tipis problemebi ikveTeba urTierTobisas? 4. ra faqtorebi unda iqnes gaTvaliswinebuli mxareTa gacxadebul

poziciebs miRma arsebuli Zireuli interesebis Ziebis procesSi? 5. ra unda gakeTdes interesebis gansazRvris Semdgom? 6. ra SemTxvevaSi SeiZleba, iqnes miRweuli yvelaze gonivruli

gadawyvetileba?

2. urTierTsargeblis ZiebaSi

zogjer gveCveneba, rom ar arsebobs “namcxvris gayofis” iseTi wesi, romelic orive mxares daakamyofilebda. vis darCeba saxli gayris Semdeg? vis daekisreba bavSvebis meurveoba? arCevani yovelTvis arsebobs – mogeba an wageba, Tumca wagebaze aravin Tanxmdeba. xSirad,Mmolparakebis monawileebi im debs emsgavsebian, romlebmac forToxali ver gaiyves, ufro zustad ki, aragonivrulad gaiyves – verc erTma ver miiRo is, ris miRebac SeeZlo. kamaTSi adamianebs Cveulebriv hgoniaT, rom ician swori pasuxi da amitomac Tvlian, rom maTi midgoma unda iyos prioritetuli. molaparakebis procesSi mxareebi xSirad uSveben oTx seriozul Secdomas, ris Sedegadac ferxdeba sxvadasxva variantis SemuSaveba: 1. winaswar Camoyalibebuli Tvalsazrisi; 2. erTaderTi pasuxis Zebna; 3. darwmunebuloba “namcxvris gadidebis” SeuZleblobaSi; 4. Tvalsazrisi, rom “maTi problemis gadaWra – maTi problemaa”. araferia ufro aramomgebiani variantebis SemuSavebis procesSi, vidre kritikuli ganwyoba, mzaoba, moeWido ideis uaryofiT mxares. es SemoqmedebiTobas uSlis xels. Tqveni SemoqmedebiToba, SesaZloa partniormac SezRudos. warmoidgineT Semdegi situacia: ufrosTan ganixilavT momavali wlisaTvis Tqveni xelfasis sakiTxs. Tqven moiTxoveT xelfasis 200 lariT gazrda, ufrosi gTavazobT 100 lars, rac srulebiTac ar gawyobT. aseT daZabul situaciaSi Tqven SiSobT, rom ufrosisaTvis gauazrebeli winadadebis SeTavazebisas SesaZloa, sasacilo mdgomareobaSi aRmoCndeT. aseTi gauazrebeli winadadeba SeiZleba Semdegnairad JRerdes: “Tanxis erTi naxevari SeiZleba momceT xelfasze danamatis saxiT, meore naxevari

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ki – premiis saxiT”. magram, Tuki SesTavazebT ufross, mogimatoT xelfasi droTa ganmavlobaSi, SeiZleba man es SeTavazeba ganixilos rogorc Tqveni winadadeba da giTxraT: “mzad var, daviwyoT molaparakeba am sakiTxis Sesaxeb”. Tuki Tqven SesTavazebT kompanias, daafinansos Tqveni momavali saxlis Sesyidva, ufrosi SesaZloa, mivides im daskvnamde, rom Tqven ar apirebT samuSao adgilis Secvlas da sabolood miiRebT kidec im danamats, romelsac ufrosi gTavazobT. xSirad, molaparakebis procesSi mxareebi miznad isaxaven erTmaneTis poziciebs Soris arsebuli “manZilis” Semcirebas, nacvlad SesaZlo variantebis raodenobis gazrdisa. isini fiqroben: “isedac gviWirs molaparakeba. axla yvelaze naklebad sxvadasxva ideebis wamoWra gvWirdeba”. cdiloben ra erTaderTi pasuxis povnas, amiT mxareebi mniSvnelovnad aferxeben gadawyvetilebis miRebis process. es procesi ki warmatebulia maSin, roca mxareebs gaaCniaT SesaZlo pasuxebis didi arCevani. xSirad, molaparakebis procesi kargi variantebis simwiriT xasiaTdeba. amis mizezi ki isaa, rom mxareebi situacias ganixilaven, rogorc ukiduress: “an mogeba – an wageba”. an Tqven miiRebT imas, razec awarmoebT molaparakebas, an isini (meore mxare). molaparakeba xSirad “fiqsirebuli Tanxis” TamaSs emsgavseba: Tu manqanis fasi TqvenTvis 1000 lariT metia, CemTvis – 1000 lariT naklebia. me SemiZlia Tqveni dakmayofileba mxolod sakuTar xarjze. emociuri damokidebuleba sakiTxis erTi aspeqtisadmi aferxebs problemisagan distancirebas, rac aucilebelia orive mxaris interesebis dakmayofilebis meqnizmebis SemuSavebisaTvis. mxolod sakuTar problemebze fiqrs sakuTari poziciis jiutad dacva, sakuTari argumentebis gaTvaliswineba da mxolod sakuTari interesebisaTvis momgebiani gadawyvetilebis miReba mohyveba xolme. sxvadasxva midgomis SemuSavebisaTvis, aucilebelia:

• variantebis SemuSavebisa da variantebis Sefasebis procesebis erTmaneTisagan gamijvna;

• SesaZlo variantebis wris maqsimalurad gafarToeba erTaderTi pasuxis Ziebis nacvlad;

• urTierTsargeblis Zieba;

• im meTodebis SemuSaveba, romelTa meSveobiTac meore mxares gauadvildeba gadawyvetilebis miReba.

aucilebelia SesaZlo gadawyvetilebaTa mofiqrebisa da maTgan arCevanis gakeTebis procesebis erTmaneTisagan gamijvna. SesaZlo variantebis SemuSavebis procesis efeqturobas mniSvnelovnad gansazRvravs “breinstormingis” (megobrebTan da kolegebTan erToblivi SemoqmedebiTi azrovnebis procesis) warmarTvis unar-Cvevis floba. sakvanZo sityvebi: urTierTsargebeli, winaswar Camoyalibebuli Tvalsazrisi, erTaderTi pasuxi, aramomgebiani varinti, poziciebs Soris arsebuli “manZili”, gadawyvetilebis miRebis procesi, SesaZlo pasuxebis arCevani, variantebis simwire, problemisagan distancireba, interesebis dakmayofilebis meqnizmebi, “breinstormingi”.

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kiTxvebi

1. ra Secdomebs uSveben mxareebi molaparakebis procesSi? 2. ra aris damaxasiaTebeli aramomgebiani variantebis SemuSavebis

procesisaTvis? 3. ra iwvevs molaparakebis procesSi kargi variantebis simwiris faqts? 4. ra aferxebs molaparakebis procesSi problemisagan distancirebas? 5. molaparakebis monawile mxareTa ra unar-Cveva gansazRvravs SesaZlo

variantebis SemuSavebis procesis efeqturobas?

3. “breinstormingis” Catarebis wesebi “breinstormingi” warmoadgens axali ideebis generirebis process, romelic mniSvnelovnad zrdis mxareTaTvis urTierTxelsayreli SeTanxmebis miRwevis albaTobas. “breinstormingi” orientirebulia ideaTa mravalferovnebaze. misi ZiriTadi wesia Tavis Sekaveba yovelgavari kritikisa da Sefasebisagan. es ideaTa uwyveti nakadia, romlis drosac erTi idea iwvevs meores. “breinstormingis” mosamzadebeli etapi moicavs:

• sakuTari miznis gansazRvras; gaarkvieT, ris miReba gsurT konkretuli Sexvedridan.

• monawileTa SerCevas; “breinstormingisaTvis” SearCieT xuTidan rva monawilemde.

• situaciis Secvlas; rac ufro metad gansxvavdeba “breinstormingis” situacia Cveulebrivi Sexvedrisagan, miT ufro naklebad uCndebaT “breinstormingis” monawileebs SefasebaTa gamoTqmis survili.

• araoficialuri atmosferos Seqmnas; gacilebiT iolia “breinstormingis” Catareba maSin, roca siatuacia megobrulia da Tanamosaubres SeiZleba saxeliT mimarTo.

• wamyvanis SerCevas; unda arsebobdes adamiani, romelic SegimsubuqebT mdgomarebas – izrunebs, rom procesi ar Sewydes, uzrunvelyofs “breinstormingis” TiToeuli monawilis azris gamoTqmis Tavisuflebas, daicavs ZiriTad wesebs da moaxdens diskusiis stimulirebas kiTxvebiT. “breinstormingis” dros Caweril unda iqnes yvela idea. monawileebma winaswar unda icodnen, rom arc erTi idea ar eqvemdebareba kritikas da nebismier maTgans aqvs arsebobis ufleba. “breinstormingis” Semdgom etapze:

• ideaTa mTeli korpusidan gamoyaviT yvelaze perspeqtiuli ideebi. “breinstormingis” Catarebis Semdgom aRar funqcionirebs “antikritikis wesi”. am etapze unda SeirCes is ideebi, romelTa Semdgomi ganviTareba mizanSewonilia.

• gansazRvreT perspeqtiul ideaTa gaumjobesebis gzebi. SearCieT erTi idea da moifiqreT, Tu rogor srulyoT igi da aqcioT ufro realisturad.

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• daadgineT ideis Sefasebisa da gadawyvetilebis miRebis dro; • gadawyviteT, Tqvens mier SerCeuli ideebidan romeli, rodis da

rogor unda iqnes ganxiluli molaparakebaze. miuxedavad “breinstormingis” monawileTa keTili zraxvebisa, isini qvecnobierad mainc Tvlian, rom pouloben erT saukeTeso pasuxs. Tumca, molaparakebis am stadiaze erTaderTi swori gzis Zieba sakmaod aramomgebiania. “breinstormingis” monawileTa mizani unda iyos molaparakebis sivrcis gafarToveba. SeiZleba problemis gadaWrisa da gadawyvetilebis miRebis sxvadasxva meTodebis gamoyeneba.

• SexedeT problemas sxvadasxva profesiis mqone adamianTa TvaliT. bavSvze meurveobis sakiTxze kamaTisas SeecadeT, warmoidginoT, Tu rogor miudgeboda am problemas maswavlebeli, bankiri, fsiqologi, advokati, politikosi, eqimi, fexburTis mwvrTneli.

• ganixileT SeTanxmebasTan dakavSirebuli nebismieri sakiTxi. Tu ver aRwevT partniorTan SeTanxmebas molaparakebis ZiriTad sakiTxze, SeiZleba moelaparakoT mas proceduris Sesaxeb, magaliTad, Tuki biTumad movaWrem da qarxnis direqtorma ver moilaparakes, vin unda gadaixados wundebuli saqonlis miwodebis xarjebi, SeiZleba maT miaRwion SeTanxmebas saqmis arbitraJisaTvis gadacemaze.

• Tu grZelvadiani SeTanxmebis miRweva SeuZlebelia, gamonaxeT droebiTi SeTanxmebis miRwevis SesaZlebloba;

• daanawevreT problema SedarebiT mcire da, ganxorcielebis TvalsazrisiT, SedarebiT ufro perspeqtiul nawilebad.

wignis avtors gamomcemlobam SeiZleba, uari uTxras wignis orive nawilis gamocemaze, magram, SeiZleba SesTavazos mas wignis mxolod pirveli nawilis gamocema: “jer pirvel nawils gamovcemT. vnaxoT, rogori gamoxmaureba eqneba Tqvens wigns da mere vilaparakoT Cvens Semdgom TanamSromlobaze”. SeTanxmeba SeiZleba iyos nawilobrivi, mxolod gansazRvrul drosa da sivrceSi moqmedi. sakvanZo sityvebi: axali ideebis generirebis procesi, ideaTa mravalferovneba, ideaTa uwyveti nakadi, molaparakebis sivrcis gafarToeba, diskusiis stimulireba, perspeqtiuli ideebi, “antikritikis wesi”, nawilobrivi SeTanxmeba. kiTxvebi

1. ras isaxavs miznad “breinstormingi”? 2. ra funqcia aqvs “breinstormingis” wamyvans? 3. rodis aRar funqcionirebs “antikritikis wesi”? 4. ra meTodebi SeiZleba iqnes gamoyenebuli problemis gadaWrisa da

gadawyvetilebis misaRebad?

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sadiskusio Tematika da roluri TamaSebi

1. gaixseneT istoria “biblioTekaSi”. SeTanxmeba miRweul iqna mxareTa interesebis gaTvaliswinebiT. aris Tu ara, Tqveni azriT, es SeTanxmeba kompromisuli? Tu aris, rogori iqneboda kompromisis konkretuli gamoxatuleba? Tu ar aris, ganixilavT mas rogorc ufro efeqturs, vidre kompromisia? 2. gaixseneT Tqveni yoveldRieri cxovrebidan konkretuli situaciebi, roca Tqven da Tqvenma partniorma miaRwieT urTierTxelsayrel SeTanxmebas erTamaneTis interesebis gaTvaliswinebis Sedegad. 3. warmoidgineT Semdegi situacia: leqtors TxoveT, gagaTavisufloT raRac RonisZiebidan, magaliTad, repeticiidan. mas ar unda Tqveni gaSveba. rogor fiqrobT, ratom geubnebaT uars? CamoayalibeT Tqveni da leqtoris interesebi. moaxdineT situaciis inscenireba. 4. gaaanalizeT Semdegi situacia: Tqveni jgufi gamosaSvebi saRamosaTvis emzadeba. jgufis erT nawils unda gamosaSvebi saRamos restoranSi, mowveuli TamadiT mowyoba. meores ki – bunebaSi, megobris agarakze. rogor fiqrobT, ra interesebi amoZravebs jgufis sxvadasxva nawils - sxvadasxva mxares. interesebi daalegeT mniSvnelovnebis xarisxis mixedviT. moaxdineT situaciis inscenireba. 5. warmoidgineT Semdegi situacia: zafxulis ardadegebisas gindaT qalaqSi darCena – ipoveT sakamod kargi droebiTi samuSao. mSoblebi kategoriulad moiTxoven, rom maTTan erTad waxvideT dasasveneblad. gansazRvreT Tqveni da Tqveni mSoblebis interesebi. moaxdineT situaciis inscenireba. 6. SeecadeT, gamijnoT erTmaneTisagan adamiani da problema. daicaviT Tqveni interesebi ise, rom interesTa dacva ar daemsgavsos partniorze Tavdasxmas. warmoidgineT Semdegi SemTxvevebi da moaxdineT maTi inscenireba:

• Tqvens megobars, visTanac erTad zixarT merxze, arasodes daaqvs Tan leqciebze saxelmZRvaneloebi. Tqven iZulebuli xarT, orma gamoiyenoT erTi saxelmZRvanelo. Tqven Zalian mogbezrdaT es situacia.

• dedam, Tqveni winaswari Tanxmobis gareSe, gadawyvita saxlis dalageba da gTxovT, rom daexmaroT. swored im dRisaTvis SeuTanxmdiT megobrebs da apirebT maTTan erTad kinoSi wasvlas.

• leqtori ar gaZlevT dabali niSnis gamosworebis saSualebas, Tumca, dagpirdaT.

daskvna molaparakebis monawileebs ori interesi amoZravebT: saqmis arsi da erTmaneTTan urTierToba.

• gamijneT erTmaneTisagan saqmis arsi da partniorTan urTierToba. konfliqtis mizezi aris ara obieqturi sinamdvile, aramed is, rac adamianis TavSi “trialebs”. WeSmariteba kidev erTi damatebiTi argumentia, romelsac araTanmxvedr mosazrebebTan gamklaveba ZaluZs. araTanmxvedri mosazrebebi ki adamianTa azrovnebaSi yalibdeba. imeds, Tundac

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ararealursac ki, omis gamowveva SeuZlia. faqts, Tundac sayovelTaod aRiarebulsac ki, SesaZloa aranairi kavSiri ar hqondes problemis gadaWrasTan. molaparakebaSi monawileebi xSirad uamrav dros xarjaven partnioris poziciis, motivisa da ganzraxvis kritikaze. gacilebiT momgebiania sakuTar poziciasa da gancdebze laparaki.

• nu ilaparakebT maTze, ilaparakeT sakuTar Tavze. urTierTobisas ikveTeba sami ZiriTadi problema:

• malaparakebaSi monawile mxareebi an ar elaparakebian erTmaneTs, an meore mxarisaTvis gaugebar enaze laparakoben. xSirad mxareebi Tvlian, rom erTmaneTisaTvis raimes axsnas aranairi azri ara aqvs.

• mxareebi xSirad ar usmenen erTmaneTs. isini imdenad dakavebulni arian sakuTari argumentebis mofiqrebiT, rom partnioris mosasmenad dro aRar rCebaT.

• mxareebi xSirad araswor interpretacias aZleven erTmaneTis Setyobinebas. araswori interpretaciis albaToba gansakuTrebiT maRalia, roca molaparakebaSi monawile mxareTaTvis sxvadasxva enaa mSobliuri.

poziciebsa da interesebs Soris arsebuli gansxvaveba warmoadgens molaparakebis procesis erT-erT umniSvnelovanes faqtors.

• moaxdineT koncentrireba interesebze da ara poziciebze. • gonivruli SeTanxmebis misaRwevad aucilebelia ara poziciebis,

aramed interesebis Sejereba. molaparakebis ZiriTadi problema mdgomareobs ara konfliqtur poziciebSi, aramed konfliqtSi, romelic ganpirobebulia molaparakebaSi monawile mxareTa moTxovnilebebisa da survilebis gansxvavebulobis faqtiT. swored es survilebia interesebi. interesi warmoadgens adamianis qcevis motivacias. TqveniPpozicia aris is, ris Taobazec Tqven gadawyvetileba miiReT. Tqveni interesi aris is, ramac gaiZulaT gadawyvetilebis miReba. mxareTa interesebis Sejereba yovelTvis sasurvel Sedegs iZleva: nebismieri interesis dasakmayofileblad, rogorc wesi, arsebobs ramdenime SesaZlo pozicia. adamianebi xSirad irCeven romelime erT konkretul, mkacr pozicias. magram Tuki SeecdebiT interesis motivaciaSi garkvevas, uTuod SeamCnevT alternatiul pozicias, romelic pasuxobs ara mxolod Tqvens, aramed sxvaTa interesebsac.

• interesebi gansazRvravs problemas. Cveulebriv, ase vmsjelobT: radganac maTi (meore mxaris) pozicia Cveni poziciis sawinaaRmdegoa, maTi interesebic Cveni interesebis sapirispiroa. Tuki Cveni interesi Tavdacvaa, maTi interesi Tavdasxma iqneba. sinamdvileSi ki, molaprakebis procesSi, interesTa ganxilvis Sedegad, vlindeba rogorc sapirispiro, ise Tanmxvedri interesebis arsebobis faqti. xSirad, SeTanxmebis miRweva SesaZlebelia swored interesTa gansxvavebulobis wyalobiT.

• sapirispiro poziciebs miRma arsebobs rogorc sawinaaRmdego, ise orive mxarisaTvis misaRebi interesebi.

gacxadebul poziciebs miRma arsebuli Zireuli interesebis Ziebis procesSi gaTvaliswinebul unda iqnes adamianis moTxovnilebebi – usafrTxoeba, ekonomikuri keTildReoba, kuTvnilebis grZnoba (mag., romelime sazogadoebrivi jgufisadmi), aRiareba, cxovrebis sakuTari

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Sexedulebisamebr warmarTva da a.S. adamianis Zireuli moTxovnilebebi warmoadgens misi qcevis ZiriTad motivacias.

• yvelaze Zlieri interesebi adamianis Zireuli moTxovnilebebia. molaparakebis mizani mxareTa interesebis dakmayofilebaa. am miznis miRwevis albaToba mniSvnelovnad izrdeba maSin, roca interesebi gacxadebulia. Tu gindaT, rom meore mxarem icodes Tqveni interesis Sesaxeb, unda axsnaT, Tu raSi mdgomareobs igi.

• ilaparakeT interesebze. Tu yuradRebiT epyrobiT partnioris interesebs, SegiZliaT misceT Tavs sakuTari interesebis mniSvnelovnebis mtkicebis ufleba. imisaTvis, rom Tqvenma interesebma STabeWdileba moaxdinos Tqvens oponentze, unda daamtkicoT maTi kanoniereba. oponents ar unda gauCndes grZnoba, rom mas Tavs esxmian - SeecadeT, gaigos, rom problema, romelsac waawydiT, saWiroebs yuradRebas kanonier safuZvelze. unda daarwmunoT oponenti, rom Tqvens adgilze masac igive grZnoba daeufleboda.

• sakuTari interesebis axsnisas, oponents daanaxeT maTi mniSvnelovneba.

TiToeuli adamiani imdenad koncentrirebulia sakuTar problemebze, rom veRar uTmobs jerovan yuradRebas sxvaTa problemebs. TiToeuli Cvengani Tvlis, rom Rirs im adamianis Tvalsazrisis gaziareba, romelsac esmis Cveni da gviTanagrZnobs. Tu gindaT, rom meore mxarem pativi sces Tqvens interesebs, agrZnobineT mas, rom jerovnad afasebT mis interesebs da problemis erT-erT nawilad miiCnevT.

• aRiareT, rom interesebi problemis nawilia. Tu gindaT, rom oponentma adekvaturad aRiqvas Tqveni argumentebi, Tavidanve ganacxadeT Tqveni interesebis Sesaxeb da mxolod amis Semdeg gaakeTeT daskvnebi. Tu ase ar moiqceviT, oponenti ar mousmens Tqvens daskvnebs. igi gaigebs Tqvens pozicias da Seecdeba ipovos kontrargumentebi.

• jer CamoayalibeT problema da mxolod amis Semdeg ganacxadeT Tqveni gadawyvetilebis Sesaxeb.

xSirad araracionalurad vreagirebT imaze, rac iTqva an gakeTda. erTi SexedviT, ori adamianis saubari molaparakebas hgavs, Tumca, maT srulebiTac ar aqvT aseTi mizani. isini ar eTanxmebian erTmaneTs raRacaSi, saubari erTi Temidan meoreze gadaaqvT da TiTqos eZeben gadawyvetilebas. sinamdvileSi aseTi kamaTi ubralo rituali an drois flangvaa. TiToeuli mxare iTvlis “mogebul qulebs” da eZebs meore mxarisaTvis sakuTari Tvalsazrisis samarTlianobis damamtkicebel argumentebs. arc erTi mxare ar adgas SeTanxmebisaken mimaval gzas. umjobesia, mxareebma daikmayofilon sakuTari interesebi, vidre ilaprakon imaze, Tu ris miRweva surT an ra moxda warsulSi. umjobesia, ilaprakon imaze, ris miRwevac surT momavalSi, vidre ekamaTon oponents warsul qmedebebze. umjobesia, imis nacvlad, rom hkiTxoT oponents: “ra gaakeTa guSin”, hkiTxoT: “ris gakeTebas apirebs xval”.

• iyureT momavlisken da ara warsulisken. interesebis gansazRvris Semdgom unda SemuSavdes konkretuli da zusti midgomebi. midgomebis SemuSavebisas molaparakebaSi monawile mxareebma unda gamoiCinon moqniloba. gaiTvaliswineT, rom yovelTvis arsebobs ara erTi, aramed ramdenime midgoma, romelic pasuxobs Tqvens interesebs.

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• sakuTari interesebis dakmayofilebis mizniT, SeimuSaveT konkretuli midgomebi;

• daicaviT sizuste; • gamoiCineT moqniloba da axali ideebis gaziarebis mzaoba.

molaparakebaSi monawilisaTvis simtkice Rirebuli Tvisebaa. sakmaod didi gansxvavebaa sijiutesa da simtkices Soris. gaumarTlebelia sakuTar poziciaze jiuitad dgoma, samagierod gamarTlebulia sakuTari interesebis mtkiced dacva. xSirad, yvelaze gonivruli gadawyvetilebebi miiRweva mxareTa mier sakuTari interesebis aqtiuri dacvis Sedegad. mxareebi, romelnic mtkiced icaven TavianT interesebs, stimuls aZleven erTmaneTs urTierTxelsayreli gadawyvetilebebis mosafiqreblad. sakuTari interesebis dacvisas simtkicis gamoCena ar gulisxmobs oponentis Tvalsazrisis ugulebelyofas. efeqturi – nayofieri molaparakeba saWiroebs mxareTa simtkicesa da erTmaneTis Tvalsazrisis gaziarebis mzaobas.

• iyaviT mtkice problemebTan mimarTebaSi, xolo adamianebTan urTierTobaSi gamoiyeneT rbili midgoma.

molaparakebis procesSi mxareebi xSirad uSveben oTx seriozul Secdomas, ris Sedegadac ferxdeba sxvadasxva variantis SemuSaveba:

• winaswar Camoyalibebuli Tvalsazrisi; • erTaderTi pasuxis Zebna; • darwmunebuloba “namcxvris gadidebis” SeuZleblobaSi; • Tvalsazrisi, rom “maTi problemis gadaWra – maTi problemaa”.

araferia ufro aramomgebiani variantebis SemuSavebis procesSi, vidre kritikuli ganwyoba, mzaoba, moeWido ideis uaryofiT mxares. es SemoqmedebiTobas uSlis xels. Tqveni SemoqmedebiToba, SesaZloa, partniormac SezRudos. xSirad, molaparakebis procesSi mxareebi miznad isaxaven erTmaneTis poziciebs Soris arsebuli “manZilis” Semcirebas, nacvlad SesaZlo variantebis raodenobis gazrdisa. cdiloben ra erTaderTi pasuxis povnas, amiT mxareebi mniSvnelovnad aferxeben gadawyvetilebis miRebis process. es procesi ki warmatebulia maSin, roca mxareebs gaaCniaT SesaZlo pasuxebis didi arCevani. xSirad, molaparakebis procesi kargi variantebis simwiriT xasiaTdeba. amis mizezi ki isaa, rom mxareebi situacias ganixilaven rogorc ukiduress: “an mogeba – an wageba”. sakiTxis erTi aspeqtisadmi emociuri damokidebuleba aferxebs problemisagan distancirebas, rac aucilebelia orive mxaris interesebis dakmayofilebis meqnizmebis SemuSavebisaTvis. mxolod sakuTar problemebze fiqrs sakuTari poziciis jiutad dacva, sakuTari argumentebis gaTvaliswineba da mxolod sakuTari interesebisaTvis momgebiani gadawyvetilebis miReba mohyveba xolme. sxvadasxva midgomis SemuSavebisaTvis aucilebelia:

• variantebis SemuSavebisa da variantebis Sefasebis procesebis erTmaneTisagan gamijvna;

• SesaZlo variantebis wris maqsimalurad gafarToeba erTaderTi pasuxis Ziebis nacvlad;

• urTierTsargeblis Zieba; • im meTodebis SemuSaveba, romelTa meSveobiTac meore mxares

gauadvildeba gadawyvetilebis miReba.

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aucilebelia SesaZlo gadawyvetilebaTa mofiqrebisa da maTgan arCevanis gakeTebis procesebis erTmaneTisagan gamijvna. SesaZlo variantebis SemuSavebis procesis efeqturobas mniSvnelovnad gansazRvravs “breinstormingis” warmarTvis unar-Cvevis floba. “breinstormingi” orientirebulia ideaTa mravalferovnebaze. misi ZiriTadi wesia Tavis Sekaveba yovelgavari kritikisa da Sefasebisagan. es ideaTa uwyveti nakadia, romlis drosac erTi idea iwvevs meores. “breinstormingis” mosamzadebeli etapi moicavs:

• sakuTari miznis gansazRvras; • monawileTa SerCevas; • situaciis Secvlas; • araoficialuri atmosferos Seqmnas; • wamyvanis SerCevas.

“breinstormingis” Semdgom etapze: • ideaTa mTeli korpusidan gamoyaviT yvelaze perspeqtiuli ideebi; • gansazRvreT perspeqtiul ideTa gaumjobesebis gzebi; • daadgineT ideis Sefasebisa da gadawyvetilebis miRebis dro; • gadawyviteT, Tqvens mier SerCeuli ideebidan romeli, rodis da

rogor unda iqnes ganxiluli molaparakebaze. miuxedavad “breinstormingis” monawileTa keTili zraxvebisa, isini qcvecnobierad mainc Tvlian, rom pouloben erT saukeTeso pasuxs. Tumca, molaparakebis am stadiaze erTaderTi swori gzis Zieba sakmaod aramomgebiania. “breinstormingis” monawileTa mizani unda iyos molaparakebis sivrcis gafarToeba. SeiZleba gamoyenebul iqnes problemis gadaWrisa da gadawyvetilebis miRebis sxvadasxva meTodebi:

• SexedeT problemas sxvadasxva profesiis mqone adamianTa TvaliT; • ganixileT SeTanxmebasTan dakavSirebuli nebismieri sakiTxi; • Tu grZelvadiani SeTanxmebis miRweva SeuZlebelia, gamonaxeT

droebiTi SeTanxmebis miRwevis SesaZlebloba; • daanawevreT problema SedarebiT mcire da ganxorcielebis

TvalsazrisiT SedarebiT ufro perspeqtiul nawilebad. “breinstormingi” warmoadgens axali ideebis generirebis process, romelic mniSvnelovnad zrdis mxareTaTvis urTierTxelsayreli SeTanxmebis miRwevis albaTobas.

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Tavi VIII. molaparakebaTa strategia

1. sxvadasxva strategia – sxvadasxva midgoma ar arsebobs yvela SemTxvevisaTvis molaprakebis erTnairi strategia. yoveli konkretuli molaparakeba saWiroebs iseT startegias, romelic exmianeba da akmayofilebs konkretul situaciaSi arsebul pirobebs. termini “strategia” ganixileba rogorc molaparakebis dagegmvisa da warmarTvis xelovneba. startegiis nacvlad, xSirad gamoiyeneba termini “midgoma”, romelSic igive Sinaarsi igulisxmeba. molaparakebis strategia pasuxs iZleva Semdeg kiTxvebze:

• rogor icavs subieqti Tavis mosazrebas molaparakebis procesSi?

• rogor aRuZravs molaparakebis monawile partnior mxares problemis ganxilvis survils?

molaparakebis Catarebisas ganasxvaveben sxvadsxva tipis midgomas.

rbili midgoma

rbili midgomis gamoyenebisas molaparakebis monawiles ar surs partniorTan konfliqtSi Sesvla da midis daTmobebze SeTanxmebis miRwevis mizniT. rbili midgomis mqone molaparakebis monawile mxaris principi “mSvidobiani gamosavlis” Ziebaa. rbili midgomisas:

• molaparakebis monawileebi arian megobrebi;

• mizani SeTanxmebaa;

• mxareebi daTmobebze Tanxmdebian urTierTobis gagrZelebis mizniT;

• monawileTa Soris arsebobs ndoba;

• mxareebi advilad icvlian pozicias;

• sTavazoben erTmaneTs winadadebebs.

• eguebian garkveul “danakargs” SeTanxmebis miRwevis mizniT.

mkacri midgoma mkacri midgomis mqone molaparakebis monawile mxaris principi molaparakebidan, rac SeiZleba ufro meti sargeblis miRebaa. igi ganixilavs molaparakebas rogorc nebisyofis Sejibrs, romelSic imarjvebs ukidures poziciaze myofi mxare. molaparakebis am tipis monawilis resursebs xSirad fitavs mis mierve Seqmnili mZime situacia. mkacri midgomisas:

• monawileebi mowinaaRmdegeebi arian;

• mizani gamarjvebaa;

• mxareebi iTxoven erTmaneTisagan daTmobas urTierTobis gagrZelebisaTvis;

• monawileTa Soris ar arsebobs ndoba;

• mxareebi myarad dganan TavianT poziciebze;

• emuqrebian da aSineben erTmaneTs;

• SeTanxmebis safasurad erTmaneTisagan iTxoven dividendebs;

• xorcieldeba erTmaneTze zewola.

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sakvanZo sityvebi: strategia, midgoma, molaparakebis dagegmvisa da warmarTvis xelovneba, rbili midgoma, “mSvidobiani gamosavlis” Ziebis principi, mkacri midgoma, sargeblis miReba, nebisyofis Sejibri. kiTxvebi

1. arsebobs Tu ara yvela SemTxvevisaTvis molaprakebis universaluri strategia?

2. ras niSnavs termini “strategia”? 3. ra kiTxvebze iZleva pasuxs molaparakebis strategia? 4. ras isaxavs miznad rbili midgomis gamoyenebisas molaparakebis

monawile? 5. ra principiT moqmedebs mkacri midgomis mqone molaparakebis

monawile mxare?

poziciuri meTodi

molaparakebis poziciuri meTodiT Catareba gulisxmobs molaparakebis monawileTa koncentracias kamaTis da ara mxareTa poziciebis arsze. poziciuri meTodi ar aris efeqturi: misi gamoyenebiT mxareebi ver aRweven dasaxul mizans.

• rodesac malaparakebis monawileebi kamaToben poziciebis Sesaxeb, isini nebayoflobiT izRudebian TviT am poziciis sazRvrebiT.

rac ufro metad icavs mxare Tavis pozicias Tavdasxmisagan, miT ufro damokidebuli xdeba igi am poziciaze. rac ufro TavgamodebiT cdilobs erTi mxare, daumtkicos meores Tavisi poziciis Secvlis SeuZlebloba, miT ufro rTuli xdeba poziciis Secvla Tavad pirveli mxarisTvisac. aseT SemTxvevaSi, molaparakebis monawile mxaris “me” gaigivebulia missave poziciasTan.

• rac ufro metad eqceva yuradRebis centrSi mxareTa poziciebi, miT ufro nakleb mniSvnelovani xdeba mxareTa Zireuli interesebi.

nebismieri miRweuli SeTanxmeba warmoadgens ara mxareTa kanonieri interesebis gaTvaliswinebiT SemuSavebul gadawyvetilebas, aramed Sualedur kompromiss saboloo poziciamde. molaparakebis Sedegi aris SeTanxmeba, romelic gacilebiT naklebad akmayofilebs mxareebs, vidre es molaparakebis efeqturi meTodiT Catarebis SemTxvevaSia SesaZlebeli. molaparakeba SeiZleba dasruldes SeTanxmebiT an marcxiT. orive SemTxvevaSi, molaparakeba sakmaod did dros ikavebs.

• poziciuri kamaTi warmoadgens sakmaod noyier niadags gadawyvetilebis miRebis procesis Semaferxebeli xrikebisaTvis.

molaparakebis procesSi poziciuri meTodis gamoyenebiT mxareebi cdiloben maTTvis sasurveli SeTanxmebis miRwevas: Tavidan isini afiqsireben TavianT kategoriul pozicias, mTeli ZalebiT icaven mas da midian mxolod im tipis daTmobaze, romelic aucilebeli da sakmarisia molaparakebis procesis gagrZelebisaTvis. yvelferi es aferxebs SeTanxmebis miRwevas.

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• rac ufro mkacria mxareTa poziciebi, miT ufro umniSvneloa daTmobebi da miT ufro meti dro sWirdeba imis garkvevas, saerTod SesaZlebelia Tu ara SeTanxmeba.

molaparakebis procesis gaWianureba, misi Sewyvetis safrTxe da mwvave oponireba poziciuri meTodis maxasiaTeblebia.

• molaparakebis poziciuri meTodiT Catarebisas maRalia ara mxolod SeTanxmebis miRwevis “safasuri”, aramed SeTanxmebis miuRwevlobis riskic.

mxareTaTvis urTierTxelsayreli gadawyvetilebis miRebis mcdeloba brZolas, nebisyofis gamocdas, Zaladobas emsgavseba. “me ar davTmob. Tu ginda CemTan erTad kinoSi wamosvla, Cven wavalT axali amerikuli filmis sanaxavad an saerTod arsad ar wavalT”. Tuki erTma mxarem ukan daixia meore mxaris brZolisunarianobisa da nebisyofis winaSe, damarcxebuli mxare Tvlis, rom gamarjvebulma ar gaiTvaliswina misi kanonieri interesebi. es ki sruliad sakmarisia mxareTa Soris urTierTobis daZabvis an urTierTobis saerTod gawyvetisaTvis.

• molaparakebis poziciuri meTodiT Catareba zians ayenebs rogorc mxareTa interesebs, ise maT Soris arsebul urTierTobasac.

swored amitomaa, rom mxareebi xSirad cdiloben rbili midgomis gamoyenebas. mxareebi erTmaneTisadmi iCenen megobrul da ara mtrul damokidebulebas. erTaderT miznad gamarjvebis nacvlad mxareebi SeTanxmebis miRwevas miiCneven.

• rbili midgoma gulisxmobs partniorisaTvis winadadebebis SeTavazebasa da daTmobebze wasvlas konfrontaciis Tavidan acilebis mizniT.

rbili midgoma emsaxureba mxareTa Soris megobruli urTierTobis formirebasa da SenarCunebas. garda amisa, rbili midgomis gamoyenebisas sakmaod maRalia gadawyvetilebis miRebis albaToba, Tumca gadawyvetileba SesaZloa, arc iyos gonivruli. roca erTi mxare iyenebs rbil midgomas, igi SeiZleba aRmoCndes mkacri midgomis mqone mxaris dartymis qveS. G

• mxareebi SesaZloa mividnen gonivrul gadawyvetilebamde, magram es gadawyvetileba usaTuod mkacri midgomis mqone mxarisTvis iqneba xelsayreli.

pasuxi kiTxvaze: “romeli midgoma unda gamoviyenoT – rbili Tu mkacri?” aris “arc erTi”. arsebobs sxva strategiac da es principuli midgomaa. sakvanZo sityvebi: poziciuri meTodi, poziciis sazRvrebi, mxareTa Zireuli interesebi, Sualeduri kompromisi, saboloo pozicia, gadawyvetilebis miRebis procesis Semferxebeli xrikebi, molaparakebis procesis gaWianureba, SeTanxmebis miuRwevlobis riski, SeTanxmebis miRwevis “safasuri”, mxareTa kanonieri interesebi.

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kiTxvebi

1. ras gulisxmobs molaparakebis poziciuri meTodiT Catareba? 2. ratom ar aris efeqturi poziciuri meTodi? 3. ra xdeba, rodesac molaparakebis monawileebi kamaToben poziciebis

Sesaxeb? 4. ra SemTxvevaSia molaparakebis monawile mxaris “me” gaigivebuli

missave poziciasTan? 5. ra SemTxvevaSi xdeba nakleb mniSvnelovani mxareTa Zireuli

interesebi? 6. ra tipis daTmobaze midian poziciuri kamaTisas molaparakebis

monawile mxareebi? 7. ra mizniT midian molaparakebis monawile mxareebi daTmobaze rbili

midgomis gamoyenebisas?

principuli midgoma

molaparakebis principuli meTodiT Catareba gulisxmobs problemaTa gadaWras maTi Tvisebrivi maxasiaTeblebis gaTvalsiwinebiT. am tipis molaparakeba koncentrirebulia saqmis arsze da ara mxareTa Soris vaWrobaze. principuli meTodi gulisxmobs mxareTa mier urTierTsargeblis miRebas iq, sadac es SesaZlebelia, xolo sapirispiro interesebis arsebobis SemTxvevaSi, samarTlianobaze dafuZnebul da ara mxareTa neba-surviliT ganpirobebul gadawyvetilebaTa miRebas.

• principuli meTodi warmoadgens mkacr midgomas saqmis arsis ganxilvasTan mimarTebaSi da rbil midgomas – partniorTan urTierTobaSi.

es meTodi gviCvenebs, Tu rogor SeiZleba, samarTlianad miiRo Seni kuTvnili. principuli midgomisas:

• xdeba problemebis erToblivad gadaWra;

• mizani molaparakebis orive mxarisTvis misaRebi SeTanxmebaa;

• adamianebi gamijnulni arian problemebisagan;

• adamianebTan urTierTobaSi SerCeulia rbili midgoma, xolo problemis gadaWrisas ki – mkacri midgoma;

• molaparakeba grZeldeba, miuxedavad mxareTa Soris arsebuli ndobis xarisxisa;

• koncentrireba xdeba interesebze da ara poziciebze;

• xdeba mxareTaTvis urTierTxelsayreli variantebis SemuSaveba;

• mxareebi iTxoven obieqtur kriteriumebs;

• mxareebi marcxdebian an imarjveben argumentebis WidilSi da ara nebisyofis SejibrSi.

arsebobs mxareTaTvis urTierTxelsayreli gadwyvetilebis SemuSavebis sxvadsxva meTodi:

• breinstormingi;

• uari TqviT “saukeTeso variantze”;

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• Tu SeuZlebelia Zlieri SeTanxmebis miRweva, SeecadeT miaRwioT sust SeTanxmebas mainc.

Zlieri SeTanxmeba

• ganixilavs arsebiT sakiTxebs;

• mudmivia;

• yovlismomcvelia. susti SeTanxmeba

• ganixilavs meorexarisxovan sakiTxebs;

• droebiTia;

• moicavs problemis erT aspeqts.

• ganixileT saerTo interesebi, rogorc molaparakebis mizani; • gaiTvaliswineT, rom mxareTaTvis urTierTxelsayreli

gadawyvetilebis miRebis SeuZlebloba ar aris ganpirobebuli mxareTa Soris arsebuli gansxvavebebiT.

poziciuri meTodisagan gansxvavebiT, principuli midgoma gulisxmobs interesebze, mxareTaTvis urTierTxelsayrel variantebsa da obieqtur kriteriumebze koncentrirebas, ris Sedegsac gonivruli gadawyvetileba da mxareTaTvis urTierTxelsayreli SeTanxmeba warmoadgens. sakvanZo sityvebi: principuli midgoma, mxareTa Soris vaWroba, mxareTa neba-surviliT ganpirobebuli gadawyvetilebebi, mxareTa Soris arsebuli ndobis xarisxi, argumentebis Widili, obieqturi kriteriumebi, “saukeTeso varianti”, Zlieri SeTanxmeba, susti SeTanxmeba, mxareTa Soris arsebuli gansxvavebebi, urTierTxelsayreli variantebi, gonivruli gadawyvetileba. kiTxvebi

1. ras gulisxmobs molaparakebis principuli meTodiT Catareba? 2. razea koncentrirebuli principuli midgoma? 3. ra tipis midgomas gulisxmobs principuli meTodi partniorTan

urTierTobaSi? 4. ra mizans emsaxureba molaparakebis principuli meTodiT Catareba? 5. mxareTaTvis urTierTxelsayreli gadwyvetilebis SemuSavebis romeli

meTodebia cnobili? 6. razea orientirebuli Zlieri SeTanxmeba? 7. ra Sedegs gulisxmobs susti SeTanxmeba? 8. aris Tu ara mxareTaTvis urTierTxelsayreli gadawyvetilebis

miRebis SeuZlebloba ganpirobebuli mxareTa Soris arsebuli gansxvavebebiT?

9. ra gansxvavebaa poziciur da principul midgomebs Soris?

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variaciuli meTodi

rTuli molaparakebisaTvis mzadebisas (mag., rodesac prognozirebadia partnioris uaryofiTi reaqcia) unda gairkves Semdegi sakiTxebi:

• raSi mgdomarebs problemis gadaWris idealuri varianti;

• idealuri variantis romeli aspeqtis daTmobaa SesaZlebeli;

• ra unda iqnes ganxiluli problemis gadaWris optimalur variantad prognozirebadi sirTuleebis arsebobis fonze;

• ra argumentebia saWiro partnioris im winadadebaze efeqturi reagirebisaTvis, romelic ewinaaRmdegeba Tqvens interess.

integraciis meTodi

es meTodi miznad isaxavs partnioris darwmunebas imis aucileblobaSi, rom molaparakebis problematikis ganxilva da Sefaseba unda moxdes sazogadoebrivi interesebis gaTvaliswinebiT. integraciis meTodis gamoyeneba ar warmoadgens SeTanxmebis miRwevas detalebSi. igi gamoiyeneba im SemTxvevaSi, roca partniori ugulebelyofs sazogadoebis faqtors da sakuTari interesebis ganxorcielebis procesSi iTvaliswinebs mxolod organizaciis pozicias. partnioris integraciis aucileblobaSi darwmunebisas:

• ar unda iqnes ignorirebuli misi kanonieri uflebebi; A

• aucilebelia partniorisaTvis sakuTari poziciis axsna;

• aucilebelia partniorisaTvis imis axsna, Tu ra tipis pasuxismgeblobas iRebs orive mxare molaparakebis Sedegze;

• mxareTa sapirispiro interesebSi unda gamoiyos saerTo aspeqtebi;

• unda gamovlindes mxareTaTvis SesaZlo urTierTxelsayreli varianti.

gawonasworebis meTodi

molaparakebis gawonasworebis meTodiT Catarebisas:

• unda ganisazRvros, Tu ra tipis mtkicebulebebi da argumentebi (faqtebi, statistikuri monacemebi da sxv.) unda iqnes gamoyenebuli imisaTvis, rom partniorma miiRos Tqveni winadadeba;

• partniorebma drodadro unda warmoidginon Tavi erTmaneTis adgilze, sxva sityvebiT, unda Sexedon movlenebs erTmaneTis TvaliT;

• unda moxdes problemaTa kompleqsis ganxilva partniorisagan mosalodneli argumentebis gaTvaliswinebiT;

• unda moxdes problemaTa kompleqsis ganxilva partniorisagan mosalodneli kontrargumentebis gaTvaliswinebiT.

kompromisuli meTodi

sapirispiro interesebis arsebobis SemTxvevaSi, SeTanxmeba unda iqnes miRweuli TandaTanobiT. molaparakebis kompromisuli meTodiT Catarebisas mxareTa Soris Tanxmoba miiRweva imis xarjze, rom urTierTxelsayreli gadawyvetilebis miRwevis warumatebeli cdis Semdeg da axal garemoebaTa

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gaTvaliswinebiT, mxareebi ukan ixeven – nawilobriv Tmoben TavianT moTxovnebs da partniors axal winadadebas sTavazoben. molaparakebis kompromisuli meTodiT Catarebisas:

• unda ganisazRvros, Tu rogori iqneba kompromisuli gadawyvetilebis Sedegi;

• unda dadgindes, Tu rogori gavlena eqneba kompromisul gadawyvetilebas mxareTa interesebze;

• kritikulad unda Sefasdes kompromisis dasaSvebi sazRvrebi;

• unda gaanalizdes kompromisuli gadawyvetilebis Sesabamisoba mxareTa kompetenciasTan.

sakmaod rTulia mxareTaTvis urTierTxelsayrel SeTanxmebamde misvla daTmobebis gziT. yoveli mxare mtkiced icavs Tavis pozicias. am dros yvelaze Rirebulia moTmineba, saTanado motivacia da argumentebis meSveobiT partnioris poziciis Seryevis unari. sakvanZo sityvebi: variaciuli meTodi, problemis gadaWris idealuri varianti, problemis gadaWris optimaluri varianti, prognozirebadi sirTuleebi, integraciis meTodi, kanonieri uflebebi, pasuxismgebloba, sapirispiro interesebi, urTierTxelsayreli varianti, gawonasworebis meTodi, mtkicebulebebi da argumentebi, problemaTa kompleqsi, kontrargumentebi, kompromisuli meTodi. kiTxvebi

1. ra sakiTxebi unda gaarkvion mxareebma rTuli molaparakebisaTvis mzadebisas (mag., rodesac prognozirebadia partnioris uaryofiTi reaqcia)?

2. ras isaxavs miznad integraciis meTodi? 3. gulisxmobs Tu ara integraciis meTodis gamoyeneba SeTanxmebis

miRwevas detalebSi? 4. ra unda gaakeTos molaparakebaSi monawile mxarem partnioris

integraciis aucileblobaSi dasarwmuneblad? 5. ras gulisxmobs molaparakebis gawonasworebis meTodiT Catareba? 6. rogor unda iqnes miRweuli SeTanxmeba sapirispiro interesebis

arsebobis SemTxvevaSi? 7. ra unda gaakeTon mxareebma molaparakebis kompromisuli meTodiT

Catarebisas?

strategia “mogeba – wageba” strategia “mogeba–wageba” gulisxmobs, rom “yvelaferi ise iqneba, rogorc me gadavwyvet”. strategia “mogeba – wageba” realizdeba maSin, roca molaparakebis monawile erT-erTi mxare Tavis mogebas meore mxaris wagebaSi xedavs. am procesis mizania ara mxolod sakuTari interesebis realizacia, aramed mowinaaRmdegis damarcxebac.

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molaparakebis procesSi adamianebi, romelTac aseTi midgoma axasiaTebT, iyneben TavianTi bunebis simtkices, Zalauflebas, kavSirebsa da situaciis Taviseburebebs partniorze saboloo gamarjvebis mopovebis mizniT. amgvari midgomisas partniori ganixileba mowinaaRmdeged da masTan urTierToba mkacri midgomiT xasiaTdeba. mxareebi aqtiurad icaven TavianT radikalur pozicias, ugulebelyofen partniori mxaris interesebs, iyeneben muqarasa da sxvadasxva tipis xrikebs TavianTi WeSmariti motivebisa da miznebis “misaCqmalad”. molaparakebis procesSi erTi mxare imyofeba Tavdacvis, xolo meore - Tavdasxmis poziciaSi. aseT mdgomarebaSi adamiani kargavs SemoqmedebiTobisa da TanamSromlobis unars. es faqti ki mniSvnelovnad aferxebs konstruqciuli, mxareTaTvis urTierTxelsayreli gadawyvetilebebis miRebis process. aRniSnuli strategiis gamoyenebisas, mxare, romelic Tmobs, mZime fsiqologiuri wnexis qveS imyofeba da kargavs molaparakebis gagrZelebis stimuls. mocemuli strategia safrTxes uqmnis mxareTa Semdgom urTierTobas, xolo zogjer mxareTa Soris arsebuli urTierTobis gawyvetis mizezic ki xdeba. “mogeba – wagebis” strategia mxolod eqstremalur situaciaSi SeiZleba aRmoCndes efeqturi. am dros prioriteti konkretuli Sedegia da ara mxareTa Semdgomi urTierToba.

strategia “wageba – mogeba”

arseboben “wageba–mogebis” strategiaze orientirebuli adamianebi, romelnic damarcxebisaTvis winaswar arian ganwyobilni. isini TavianT oponentSi Zalian Zlier metoqes xedaven, romelTanac paeqroba, maTi azriT, SeuZlebelia. aseT pozicias ikaveben is adamianebi, romelTa ganwyobac Semdegia: “me yovelTvis viyavi da var uiRblo”. zogierTi aseTi adamiani, cdilobs ra dafaros Tavisi sisusteebi, amJRavnebs udides midrekilebas arakonfliqturi urTierTobebisadmi. maTi pozicia Semdegia: “me mSvidobismoyvre adamiani var da amitom mzad var, wavide yvelaferze, oRond nu iqneba Cvens Soris konfliqti”. wagebis winaswari ganwyobis gamo, adamianebi molaparakebis procesSi xSirad aRmoCndebian xolme dilemis winaSe – daTmon Tu saerTod CaSalon molaparakeba. orive SemTxvevaSi, maT amoZravebT rTul situaciaSi gadawyvetilebis miRebis aucileblobis Tavidan acilebis survili. adamianebi, Cveulebriv, garemoebaTa zewoliT xvdebian “wageba – mogebis” situaciaSi, Tumca arsebobs SemTxvevebi, roca aRniSnuli strategia Segnebuladaa arCeuli. es is SemTxvevebia, roca TavisTavad molaparakebis Sedegi ar aris mniSvnelovani, magram igi emsaxureba romelime sxva mniSvnelovani miznebis ganxorcielebas. “wageba–mogebis” strategiis sailustracio models warmoadgens Semdegi istoria: “erTma firmam wignis maRazias, rogorc maRaziis TanamSromlebi ambobdnen, sacdelad, kalendrebis patara partia mihyida. firmisaTvis ki aucilebeli iyo mTeli partiis saswrafod gayidva. am mizniT, firmam maRaziaSi miavlina viTomda Tavisi ori warmomadgeneli qalaqis yvelaze mdidari raionidan. “warmomadgenelebi” aRrfTovandnen kalendrebiT da gamoTqves maRaziis maragSi arsebuli kalendrebis mTeli partiis Sesyidvis survili. molaparakeba maRaziis mepatronesa da “firmis warmomadgenelTa”

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Soris Sedga. gadaxdis piroba aseTi iyo: myidveli waiRebda mTel partias da maSinve gadaixdida fuls. maRaziis mepatronem, arnaxuli mogebis miRebis imediT, saswrafod Seisyida firmisagan kalendrebis mTeli partia. kalendrebis partiis wasaRebad “firmis warmomadgenlebi”, ra Tqma unda, aRar misulan. isini ukvalod gaqrnen”. saocaria, rogori windauxedavi xdeba zogierTi adamiani maSin, roca didi mogebis survili amoZravebs! sakvnZo sityvebi: strategia “mogeba–wageba”, interesebis realizacia, mowinaaRmdegis damarcxeba, radikaluri pozicia, sxvadasxva tipis xrikebi, mZime fsiqologiuri wnexi, eqstremaluri situacia, strategia “wageba – mogeba”, Zlieri metoqe, paeqroba, dilema. kiTxvebi

1. ras gulisxmobs strategia “mogeba–wageba”? 2. ra SemTxvevaSi realizdeba strategia “mogeba–wageba”? 3. ra Tvisebebs amJRavneben molaparakebis procesSi adamianebi,

romelnic iyeneben strategias “mogeba–wageba”? 4. rogori midgoma axasiaTebs partniorisadmi molaparakebis monawile

mxares “mogeba–wagebis” strategiis gamoyenebisas? 5. ra mizniT icaven mxareebi TavianT radikalur pozicias,

ugulebelyofen partniori mxaris interesebs, iyeneben muqarasa da sxvadasxva tipis xrikebs “mogeba–wagebis” strategiis gamoyenebisas?

6. ra poziciebSi imyofebian mxareebi molaparakebis “mogeba–wagebis” strategiis gamoyenebiT warmarTvisas?

7. rogoria “wageba–mogebis” strategiaze orientirebuli adamianebis pozicia?

8. ris gamo xvdebian adamianebi “wageba–mogebis” situaciaSi?

strategia “wageba – wageba”

strategia “wageba–wageba” gulisxmobs, rom molaparakebis erT-erTi monawile Segnebulad midis wagebaze, magram, amasTanave, igi Tavis partniorsac wamgebian mdgomareobaSi ayenebs. amgvari situacia iqmneba, Cveulebriv, molaparakebis procesis jiuti da egocentruli monawileebis mier, romelnic mxolod gamarjvebaze fiqroben. “wageba–wageba” erT-erTi yvelaze araefeqturi strategiaa. wagebas aravin gegmavs, magram molaparakebaSi monawile mxareTa uaryofiTi pirovnuli Tvisebebi da arakontrolirebadi emociebi xSirad swored aseT Sedegs iwvevs.

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strategia “mogeba”

“mogebis” strategiis realizaciisas molaparakebis mTavari amocana sakuTari mogebis miRebaa. partnioris mogeba an wageba umniSvnelo faqtoria da igi mxedvelobaSi ar miiReba. am strategiis momxre monawile mxolod sakuTar interesebze zrunavs da partniorsac am mizniT moqmedebas aiZulebs. es pozicia vlindeba maSin, roca erT-erTi partniori konkurenciis Sesustebas igrZnobs. iTvleba, rom mxareebi manam TanmSromloben, sanam maT amas garemoeba aiZulebs. rogorc ki mxareebi igrZnoben TanamSromlobis reJimis Tavidan acilebis SesaZleblobas, isini myisve gadaiqcevian daundobel konkurentebad da erTmaneTisagan maqsimalur daTmobas moiTxoven.

strategia “mogeba – mogeba”

“mogeba–mogebis” strategiis arsi SemdegSi mdgomarebs: molaparakebis Sedegi orive mxarisaTvis unda iyos urTierTxelsayreli. erTma mxarem warmatebas meore mxaris xarjze ki ar unda miaRwios, aramed sxvaTa warmatebebic gaiTvaliswinos. aseT SemTxvevaSi, miRebuli gadawyvetilebiT orive mxare kmayofilia da yvelafers akeTebs SeTanxmebis Sesasruleblad. es strategia realizdeba maSin, roca molaparakebis monawile mxareebi acnobiereben, rom biznesi, upirveles yovlisa, TanamSromlobaa da ara brZolis arena. “mogeba–mogebis” strategiis sailustracio models warmoadgens Semdegi istoria: firmis xelmZRvaneli: “Cven didi xania vTanamSromlobT firmasTan, romelic axla gakotrebis pirasaa. rogor fiqrobT, unda gavuwioT Tu ara am firmas momsaxureba uwindeburad, “mogeba–mogebis” strategiis Sesabamisad?” am SekiTxvas SeiZleba gaeces Semdegi pasuxi: “Tqvens mier gaweuli momsaxurebis aunazRaureblobis riski sakmaod didia. es ewinaaRmdegeba swored “mogeba – mogebis” strategiis arss, vinaidan Tqveni interesebi SeiZleba ar iqnes gaTvaliswinebuli. am firmasTan urTierTobis Sewyveta ar iqneba saukeTeso gamosavali Seqmnili situaciidan. SeecadeT, SecvaloT TanamSromlobis sqema. uTxariT maT Semdegi ram: “Cven gvesmis, rom Tqven amJamad imyofebiT mZime finansur mdgomareobaSi. ramdenadac Cven ver gavwevT aunazRaurebeli saqonlis miwodebis risks, visurvebdiT anazRaurebis miRebas yoveli miwodebisTanave. Cven mzad varT, SevamciroT miwodebis (saqonlis) moculoba da gavzardoT miwodebis sixSire”. strategia “mogeba–mogeba” mxareTaTvis urTierTxelsayreli gadawyvetilebebis moZiebis erT-erTi yvelaze efeqturi saSualebaa. aRniSnuli strategiis sailustarcio models warmoadgens Semdegi istoria: “xangrZlivi molaparakebis Semdeg myidveli da gamyidveli urTierTxelsayrel gadawyvetilebamde mividnen. gamyidvelma SesTavaza myidvels: “radganac movilaparakeT, xeli movaweroT kontraqts”. myidvelma upasuxa: “ra saWiroa? Tu bazarze fasi aiwevs, Tqven nuRar momawodebT saqonels, xolo Tu fasi davardeba, me aRar miviReb saqonels”.

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zogi miiCnevs, rom “mogeba–mogeba” konstruqciuli, magram ararealisturi strategiaa. am mosazrebis sailustracio models Semdegi dialogi warmoadgens: erTxel konsultantTan saubrisas erT-erTi sawarmos prezidentma Tqva: “mogeba – mogebis” idea metad momxiblavia, magram ararealisturi. viRac yovelTvis igebs, viRac ki yovelTvis agebs. Tu ar davicavT TamaSis wesebs, araferi ar gamova”. konsultanti: yvelaferi gasagebia. SeecadeT, gamoiyenoT myidvelTan “mogeba – wagebis” principi. Tu monopolisti ar xarT, es realuria? prezidenti: ara. konsultanti: ratom? prezidenti: me yvela myidvels davkargav. konsultanti: gasagebia. maSin, iqneb, “wageba – mogebis” principi gamogeyenebinaT: gaeciT saqoneli fasze komerciuli danamatis gareSe. es realuria? prezidenti: mogebis gareSe vaWrobas azri ar aqvs. dialogis monawileebma ganixiles yvela SesaZlo startegia. maT Soris yvelaze relisturi “mogeba – mogeba” aRmoCnda. prezidenti: vaRiareb, rom es marTlac asea klientebTan, magram ara momwodeblebTan. konsultanti: momwodebelTan mimarTebaSi Tqven TviTon xarT klienti. aq ratom ar unda moqmedebdes es principi? “mogeba–mogebis” principis efeqturoba da realisturoba ar gulisxmobs mis universalurobas: misi gamoyeneba mizanSewonili ar aris ganurCevlad yvela situaciaSi. mudmivad erTi romelime startegiis gamoyeneba, molaparakebis konkretuli miznebisa da garemoebebis gaTvalsiwinebis gareSe, udidesi Secdomaa. Tuki molaparakebaSi monawile mxarisaTvis partniorTan urTierToba Zvirfasia, xolo molaparakebis Sedegi konkretul etapze meorexarisxovani, igi iyenebs “mogeba–mogebis” strategias, romelic aseT SemTxvevaSi maqsimalurad efeqturia. “mogeba–wagebis” strategia SesaZloa, gamarTlebuli aRmoCndes im SemTxvevaSi, Tuki mxareebi ar apireben urTierTobis gagrZelebas. “mogeba” ar aRiqmeba yovelTvis erTmniSvnelovnad. am faqtis dasturs Semdegi sailustracio modeli warmoadgens: erT-erTi perspeqtiuli firmis menejerma uambo konsultants, rom firmaSi saqonlis miwodebis sferoSi gaformebuli kontraqtebis raodeneobis mixedviT, mas saukeTeso maCvenebeli hqonda. Tumca, molaparakebis realuri Sedegis – miwodebaTa raodenobis mixedviT, igi sagrZnoblad CamorCeboda Tavis kolegebs. konsultantma da menejerma yuradRebiT ganixiles yvela kontraqti. erTi SexedviT, yvela molaparakeba, TiTqos, megobrul atmosferoSi mimdinareobda. sinamdvileSi ki aRmoaCnda, rom yvela kontraqti, ukiduresad mkacri midgomiT Catarebuli molaparakebis Sedegi iyo.

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menejeri sakmaod Zlieri nebisyofisa da inteleqtis mqone momxiblavi adamiani iyo, romelsac arc partnioris darwmunebis unari aklda. menejeri verc ki acnobierebda, Tu rogor Trgunavda partniors da rogor aiZulebda mas, uari eTqva Tavis interesebze. menejeri: gaugebaria! isini ar aprotestebdnen Cems pirobebs. es ki niSnavs, rom iziarebdnen Cems pozicias. konsultanti: partniori iziarebda Tqvens mosazrebas mxolod manam, saman Tqveni gavlenis qveS imyofeboda. Tqvengan wasvlis Semdeg ki igi aanalizebda yvela detals da Tqvens kontraqts sanagve yuTSi agdebda. menejeri Tvlida, rom iyenebda “mogeba–wagebis” strategias rbili formiT. simandvileSi ki realizdeboda strategia “wageba–wageba”. koreqtuloba nebismieri strategiis efeqturi realizaciis erT-erTi ganmsazRvreli faqtoria. koreqtulobis gareSe strategia “mogeba–mogeba” SesaZloa “wageba–wagebis” strategiad gadaiqces. sakvanZo sityvebi: strategia “wageba –wageba”, molaparakebis procesis egocentruli monawileebi, araefeqturi strategia, uaryofiTi pirovnuli Tvisebebi, arakontrolirebadi emociebi, strategia “mogeba”, mogebis miReba, konkurenciis Sesusteba, TanamSromlobis reJimi, daundobeli konkurentebi, maqsimaluri daTmoba, strategia “mogeba – mogeba”, partniorTan urTierToba, koreqtuloba. kiTxvebi

1. ras gulisxmobs strategia “wageba – wageba”? 2. ra aris molaparakebis mTavari amocana “mogebis” strategiis

realizaciisas? 3. ras isaxavs miznad “mogebis” strategiis momxre mxare? 4. raSi mdgomareobs “mogeba – mogebis” strategiis arsi? 5. ra aris nebismieri strategiis efeqturi realizaciis erT-erTi

ganmsazRvreli faqtori?

2. principuli da poziciuri molaprakebebi

modiT, ganvixiloT situacia, roca molaparakebisas erTi mxare iyenebs poziciur, meore ki – principul midgomas. Tqveni erT-erTi kolegis gaCerebul avtomobils daejaxa qalaqis dasufTavebis manqana. Tqveni kolegis avtomobili dazRveulia. molaparakebis sagani aris Tanxa, romelic dazaralebulma unda miiRos sadazRvevo kompaniidan. sadazRvevo kompaniis warmomadgeneli: Cven SeviswavleT es SemTxveva da davadgineT, rom igi Seesabameba Cveni kompaniis politikas. es niSnavs, rom Tqven gekuTvniT 6000 lari. Cven vTvliT, rom esaa Tqveni manqanis fasi.

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manqanis mflobeli: saidan miiReT es Tanxa?

sadazRvevo kompaniis warmomadgeneli: Tqven ramdeni gindaT?

manqanis mflobeli: me ver gavige, ra kriteriumebiT ixelmZRvaneleT am Tanxis dadgenisas. iqneb icodeT, sad SeiZleba am Tanxad aseTi manqanis yidva?! me viTxov mxolod imas, rac mekuTvnis Tqveni politikis Sesabamisad. guSin 6500 larad vnaxe Cemnairi manqana, Tanac igi sakamod moZvelebuli iyo. amas daumateT aqcizuri gadasaxadi da gamodis, rom is manqana daaxloebiT 7000 lari Rirs. sadazRvevo kompaniis warmomadgeneli: 7000 lari?! es metismetia! manqanis mflobeli: me ar viTxov arc 7000 da arc 6000 lars. me viTxov samarTlian kompensacias. ar fiqrobT, rom samarTliani iqneba, Tuki miviReb mxolod imdens, ramdenic manqanis sayidlad mWirdeba?! sadazRvevo kompaniis warmomadgeneli: me gTavazobT 6500 lars. aseTia kompaniis politika.

manqanis mflobeli: rogor daadgina kompaniam es Tanxa?

sadazRvevo kompaniis warmomadgeneli: 6500 lari aris is maqsimumi, romelic SeiZleba miiRoT. ginda daTanxmdiT, ginda nu daTanxmdebiT – es Tqveni gadasawyvetia.

manqanis mflobeli: SesaZloa, 6500 lari samarTliani fasia... ar vici. me mesmis Tqveni pozicia, Tuki Tqven axorcielebT kompaniis politikas. magram radganac ver asabuTebT, Tu ratom mekuTvnis swored es Tanxa, iZulebuli var, sasamarTlos mivmarTo. sjobs, bolomde gaverkveT am saqmeSi da saubari sasamarTloSi ganvagrZoT. gawyobT oTxSabaTi, 10 saaTi? sadazRvevo kompaniis warmomadgeneli: dRevandel gazeTSi wavikiTxe, Tqvennairi manqana iyideba 6400 larad. 100 000 kilometri aqvs gavlili.

manqanis mflobeli: Cems manqanas 60 000 kilometri aqvs gavlili. ramdeniT zrdis, Tqveni azriT, es faqti Cemi manqanis fass?

sadazRvevo kompaniis warmomadgeneli: 200 lariT. manqanis mflobeli: Tu 6500 lars davumatebT 200 lars miviRebT 6700 lars. gasayidi manqanis reklamaSi raime naTqvamia radioze? sadazRvevo kompaniis warmomadgeneli: ara.

manqanis mflobeli: ramdeniT zrdis, Tqveni azriT, es faqti Cemi manqanis fass?

sadazRvevo kompaniis warmomadgeneli: 100 lariT.

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naxevari saaTis Semdeg manqanis mflobeli sadazRvevo kompaniis warmomadgenlis kabinetidan gamovida qviTriT 6800 larze. sadiskusio Tematika da roluri TamaSebi 1. gaaanalizeT Semdegi situacia: ojaxi gadavida axal binaSi. ojaxis wevrebmaUunda gainawilon saZineblebi. oTaxebi gansxvavdeba farTobis, misaRebi oTaxidan, samzareulodan da abazanidan daSorebis mixedviT. zog oTaxs ufro didxans udgeba mze, zogi oTaxi ufro izolirebulia da a.S. ganixileT sxvadasxva tipis ojaxis scenarebi. gaiTvaliswineT, rom yvela scenarSi ojaxis wevrebis raodenoba erTiT unda aRematebodes saZinebeli oTaxebis raodenobas. ra kriteriumebi unda iqnes gamoyenebuli oTaxebis ganawilebisas? 2. seirnobisas or megobars moswyurda. erT-erTma iyida mineraluri wyali. carieli boTli sanagve yuTSi gadaagdo. meore megobars ar daezara, amoiRo boTli yuTidan, Tavsaxuri Seamowma da dainaxa, rom manqanaa mogebuli. gaCaRda kamaTi. erTi Tvlis, rom, radganac boTli misi fuliT iyo nayidi, prizic mas ekuTvnoda. meore aprotestebs am mosazrebas da miiCnevs, rom prizi daikargeboda, mas rom boTlis Tavsaxuri ar Seemowmebina. ra kriteriumebis gamoyenebas urCevdiT megobrebs? 3. gaiTamaSeT sxvadasxva scenaris molaparakebebi da amoicaniT romeli midgoma iqna gamoyenebuli. 4. rogoria Tqveni Cveuli pozicia molaparakebis procesSi? icvleba Tu ara Tqveni midgoma Tqveni ganwyobis mixedviT, partnioris tipis Sesabamisad an sxva faqtorebis zegavleniT? daasaxeleT “sxva faqtorebi”. 5. warmoidgineT Semdegi situacia: jgufelma gTxovaT, gadaawerinoT saSinao davaleba. Tqven ar gindaT amis gakeTeba. dadgiT roluri TamaSi da daakvirdiT mis msvlelobas mkacri midgomis gamoyenebis SemTxvevaSi. Semdeg igive scenari gaiTamaSeT rbili midgomis gamoyenebiT. daadgineT, Tu rogor imoqmeda ori, erTmaneTisagan gansxvavebuli midgomis gamoyenebam Tqvens ganwyobaze, TviTSefasebaze, megobarTan urTierTobaze da jgufSi Tqvens reputaciaze. 6. gaixseneT literaturuli nawarmoebebi, romelebSic aRwerilia molaparakebis procesi. amoicaniT, romel midgomas iyeneben nawarmoebis gmirebi.

daskvna ar arsebobs molaprakebis universaluri strategia yvela SemTxvevisaTvis. yoveli konkretuli molaparakeba saWiroebs iseT startegias, romelic exmianeba da akmayofilebs konkretul situaciaSi arsebul pirobebs. rbili midgoma - am dros molaparakebis monawiles ar surs partniorTan konfliqtSi Sesvla da midis daTmobebze SeTanxmebis miRwevis mizniT. rbili midgomis mqone molaparakebis monawile mxaris principi “mSvidobiani gamosavlis” Ziebaa.

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mkacri midgoma - mkacri midgomis mqone molaparakebis monawile mxaris principi molaparakebidan rac SeiZleba ufro meti sargeblis miRebaa. igi ganixilavs molaparakebas rogorc nebisyofis Sejibrs, romelSic imarjvebs ukidures poziciaze myofi mxare. molaparakebis am tipis monawilis resursebs xSirad fitavs mis mierve Seqmnili mZime situacia. molaparakebis poziciuri meTodiT Catareba gulisxmobs molaparakebis monawileTa koncentracias kamaTis da ara mxareTa poziciebis arsze. poziciuri meTodi ar aris efeqturi: misi gamoyenebiT mxareebi ver aRweven dasaxul mizans.

• rodesac malaparakebis monawileebi kamaToben poziciebis Sesaxeb, isini nebayoflobiT izRudebian TviT am poziciis sazRvrebiT;

• rac ufro metad eqceva yuradRebis centrSi mxareTa poziciebi, miT ufro nakleb mniSvnelovani xdeba mxareTa Zireuli interesebi;

• poziciuri kamaTi warmoadgens sakmaod noyier niadags gadawyvetilebis miRebis procesis Semferxebeli xrikebisaTvis;

• rac ufro mkacria mxareTa poziciebi, miT ufro umniSvneloa daTmobebi da miT ufro meti dro sWirdeba imis garkvevas, saerTod SesaZlebelia Tu ara SeTanxmeba;

• molaparakebis poziciuri meTodiT Catarebisas maRalia ara mxolod SeTanxmebis miRwevis “safasuri”, aramed SeTanxmebis miuRwevlobis riskic;

• molaparakebis poziciuri meTodiT Catareba zians ayenebs rogorc mxareTa interesebs, ise maT Soris arsebul urTierTobasac.

swored amitomaa, rom mxareebi xSirad cdiloben rbili midgomis gamoyenebas. mxareebi erTmaneTisadmi iCenen megobrul da ara mtrul damokidebulebas. erTaderT miznad gamarjvebis nacvlad mxareebi SeTanxmebis miRwevas miiCneven.

• rbili midgoma gulisxmobs partniorisaTvis winadadebebis SeTavazebasa da daTmobebze wasvlas konfrontaciis Tavidan acilebis mizniT.

roca erTi mxare iyenebs rbil midgomas, igi SeiZleba aRmoCndes mkacri midgomis mqone mxaris dartymis qveS. G

• mxareebi SesaZloa, mividnen gonivrul gadawyvetilebamde, magram es gadawyvetileba, usaTuod, mkacri midgomis mqone mxarisTvis iqneba xelsayreli.

pasuxi kiTxvaze: “romeli midgoma unda gamoviyenoT – rbili Tu mkacri?” aris “arc erTi”. arsebobs sxva strategiac da es principuli midgomaa. molaparakebis principuli meTodiT Catareba gulisxmobs problemaTa gadaWras maTi Tvisebrivi maxasiaTeblebis gaTvalsiwinebiT. am tipis molaparakeba koncentrirebulia saqmis arsze da ara mxareTa Soris vaWrobaze. principuli meTodi gulisxmobs mxareTa mier urTierTsargeblis miRebas iq, sadac es SesaZlebelia, xolo sapirispiro interesebis arsebobis SemTxvevaSi, samarTlianobaze dafuZnebul da ara mxareTa neba-surviliT ganpirobebul gadawyvetilebaTa miRebas.

• principuli meTodi warmoadgens mkacr midgomas saqmis arsis ganxilvasTan mimarTebaSi da rbil midgomas – partniorTan urTierTobaSi.

principuli meTodi gviCvenebs, Tu rogor SeiZleba samarTlianad miiRo Seni kuTvnili. principuli midgomisas:

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• xdeba problemebis erToblivad gadaWra; • mizani molaparakebis orive mxarisTvis misaRebi SeTanxmebaa; • adamianebi gamijnulni arian problemebisagan; • adamianebTan urTierTobaSi SerCeulia rbili midgoma, problemis

gadaWrisas ki – mkacri midgoma; • molaparakeba grZeldeba miuxedavad mxareTa Soris arsebuli ndobis

xarisxisa; • koncentrireba xdeba interesebze da ara poziciebze; • xdeba mxareTaTvis urTierTxelsayreli variantebis SemuSaveba; • mxareebi iTxoven obieqtur kriteriumebs; • mxareebi marcxdebian an imarjveben argumentebis WidilSi da ara

nebisyofis SejibrSi. poziciuri meTodisagan gansxvavebiT, principuli midgoma gulisxmobs interesebze, mxareTaTvis urTierTxelsayrel variantebsa da obieqtur kriteriumebze koncentrirebas, ris Sedegsac gonivruli gadawyvetileba da mxareTaTvis urTierTxelsayreli SeTanxmeba warmoadgens. rTuli molaparakebisaTvis mzadebisas unda gairkves Semdegi sakiTxebi:

• raSi mgdomareobs problemis gadaWris idealuri varianti; • idealuri variantis romeli aspeqtis daTmobaa SesaZlebeli; • ra unda iqnes ganxiluli problemis gadaWris optimalur variantad

prognozirebadi sirTuleebis arsebobis fonze; • ra argumentebia saWiro partnioris im winadadebaze efeqturi

reagirebisaTvis, romelic ewinaaRmdegeba Tqvens interess. molaparakebisas integraciis meTodis gamoyeneba miznad isaxavs partnioris darwmunebas imis aucileblobaSi, rom molaparakebis problematikis ganxilva da Sefaseba unda moxdes sazogadoebrivi interesebis gaTvaliswinebiT. integraciis meTodis gamoyeneba ar warmoadgens SeTanxmebis miRwevas detalebSi. igi gamoiyeneba im SemTxvevaSi, roca partniori ugulebelyofs sazogadoebis faqtors da sakuTari interesebis ganxorcielebis procesSi iTvaliswinebs mxolod organizaciis pozicias. partnioris integraciis aucileblobaSi darwmunebisas:

• ar unda iqnes ignorirebuli misi kanonieri uflebebi; A • aucilebelia partniorisaTvis sakuTari poziciis axsna; • aucilebelia partniorisaTvis imis axsna, Tu ra tipis

pasuxismgeblobas iRebs orive mxare molaparakebis Sedegze; • mxareTa sapirispiro interesebSi unda gamoiyos saerTo aspeqtebi; • unda gamovlindes mxareTaTvis SesaZlo urTierTxelsayreli

varianti. molaparakebis gawonasworebis meTodiT Catarebisas:

• unda ganisazRvros, Tu ra tipis mtkicebulebebi da argumentebi unda iqnes gamoyenebuli imisaTvis, rom partniorma miiRos Tqveni winadadeba;

• partniorebma drodadro unda warmoidginon Tavi erTmaneTis adgilze, sxva sityvebiT, unda Sexedon movlenebs erTmaneTis TvaliT;

• unda moxdes problemaTa kompleqsis ganxilva partniorisagan mosalodneli argumentebis gaTvaliswinebiT;

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• unda moxdes problemaTa kompleqsis ganxilva partniorisagan mosalodneli kontrargumentebis gaTvaliswinebiT.

molaparakebis kompromisuli meTodiT Catarebisas mxareTa Soris Tanxmoba miiRweva imis xarjze, rom urTierTxelsayreli gadawyvetilebis miRwevis warumatebeli cdis Semdeg da axal garemoebaTa gaTvaliswinebiT, mxareebi ukan ixeven – nawilobriv Tmoben TavianT moTxovnebs da partniors axal winadadebas sTavazoben. molaparakebis kompromisuli meTodiT Catarebisas:

• unda ganisazRvros, Tu rogori iqneba kompromisuli gadawyvetilebis Sedegi;

• unda dadgindes, Tu rogori gavlena eqneba kompromisul gadawyvetilebas mxareTa interesebze;

• kritikulad unda Sefasdes kompromisis dasaSvebi sazRvrebi; • unda gaanalizdes kompromisuli gadawyvetilebis Sesabamisoba

mxareTa kompetenciasTan. sakmaod rTulia mxareTaTvis urTierTxelsayrel SeTanxmebamde misvla daTmobebis gziT. yoveli mxare mtkiced icavs Tavis pozicias. am dros yvelaze Rirebulia moTmineba, saTanado motivacia da argumentebis meSveobiT partnioris poziciis Seryevis unari. arsebobs molaparakebis Catarebis sxvadasxva strategia. strategia “mogeba –wageba” gulisxmobs, rom “yvelaferi ise iqneba, rogorc me gadavwyvet”. strategia “mogeba – wageba” realizdeba maSin, roca molaparakebis monawile erT-erTi mxare Tavis mogebas meore mxaris wagebaSi xedavs. am procesis mizania ara mxolod sakuTari interesebis realizacia, aramed mowinaaRmdegis damarcxebac. aRniSnuli strategiis gamoyenebisas, mxare, romelic Tmobs, mZime fsiqologiuri wnexis qveS imyofeba da kargavs molaparakebis gagrZelebis stimuls. mocemuli strategia safrTxes uqmnis mxareTa Semdgom urTierTobas, xolo zogjer mxareTa Soris arsebuli urTierTobis gawyvetis mizezic ki xdeba. “mogeba – wagebis” strategia mxolod eqstremalur situaciaSi SeiZleba aRmoCndes efeqturi. am dros prioriteti konkretuli Sedegia da ara mxareTa Semdgomi urTierToba. arseboben “wageba – mogebis” strategiaze orientirebuli adamianebi, romelnic damarcxebisaTvis winaswar arian ganwyobilni. isini TavianT oponentSi xedaven Zalian Zlier metoqes, romelTanac paeqroba, maTi azriT, SeuZlebelia. wagebis winaswari ganwyobis gamo, adamianebi molaparakebis procesSi xSirad aRmoCndebian xolme dilemis winaSe – daTmon Tu saerTod CaSalon molaparakeba. orive SemTxvevaSi maT amoZravebT rTul situaciaSi gadawyvetilebis miRebis aucileblobis Tavidan acilebis survili. adamianebi, Cveulebriv, garemoebaTa zewoliT xvdebian “wageba – mogebis” situaciaSi, Tumca arsebobs SemTxvevbi, roca aRniSnuli strategia Segnebuladaa arCeuli. es is SemTxvevebia, roca TavisTavad molaparakebis Sedegi ar aris mniSvnelovani, magram igi emsaxureba romelime sxva mniSvnelovani miznebis ganxorcielebas.

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strategia “wageba–wageba” gulisxmobs, rom molaparakebis erT-erTi monawile Segnebulad midis wagebaze, magram, amasTanave, igi Tavis partniorsac wamgebian mdgomareobaSi ayenebs. amgvari situacia iqmneba, Cveulebriv, molaparakebis procesis jiuti da egocentruli monawileebis mier, romelnic mxolod gamarjvebaze fiqroben. “wageba–wageba” erT-erTi yvelaze araefeqturi strategiaa. wagebas aravin gegmavs, magram molaparakebaSi monawile mxareTa uaryofiTi pirovnuli Tvisebebi da arakontrolirebadi emociebi xSirad swored aseT Sedegs iwvevs. “mogebis” strategiis realizaciisas molaparakebis mTavari amocana sakuTari mogebis miRebaa. partnioris mogeba an wageba umniSvnelo faqtoria da igi mxedvelobaSi ar miiReba. am strategiis momxre monawile mxolod sakuTar interesebze zrunavs da partniorsac am mizniT moqmedebas aiZulebs. es pozicia vlindeba maSin, roca erT-erTi partniori konkurenciis Sesustebas igrZnobs. iTvleba, rom mxareebi manam TanamSromloben, sanam maT amas garemoeba aiZulebs. rogorc ki mxareebi igrZnoben TanamSromlobis reJimis Tavidan acilebis SesaZleblobas, isini myisve gadaiqcevian daundobel konkurentebad da erTmaneTisagan maqsimalur daTmobas moiTxoven. “mogeba–mogebis” strategiis arsi SemdegSi mdgomarebs: molaparakebis Sedegi orive mxarisaTvis unda iyos urTierTxelsayreli. erTma mxarem warmatebas meore mxaris xarjze ki ar unda miaRwios, aramed sxvaTa warmatebebic gaiTvaliswinos. aseT SemTxvevaSi, orive mxare kmayofilia miRebuli gadawyvetilebiT da yvelafers akeTebs SeTanxmebis Sesasruleblad. es strategia realizdeba maSin, roca molaparakebis monawile mxareebi acnobiereben, rom biznesi, upirveles yovlisa, TanamSromlobaa da ara brZolis arena. strategia “mogeba – mogeba” mxareTaTvis urTierTxelsayreli gadawyvetilebebis moZiebis erT-erTi yvelaze efeqturi saSualebaa. “mogeba–mogebis” principis efeqturoba da realisturoba ar gulisxmobs mis universalurobas: misi gamoyeneba ar aris mizanSewonili ganurCevlad yvela situaciaSi. mudmivad erTi romelime startegiis gamoyeneba, molaparakebis konkretuli miznebisa da garemoebebis gaTvalsiwinebis gareSe, udidesi Secdomaa. Tuki molaparakebaSi monawile mxarisaTvis partniorTan urTierToba Zvirfasia, xolo molaparakebis Sedegi konkretul etapze meorexarisxovani, igi iyenebs “mogeba – mogebis” strategias, romelic aseT SemTxvevaSi maqsimalurad efeqturia. “mogeba – wagebis” strategia SesaZloa, gamarTlebuli aRmoCndes im SemTxvevaSi, Tuki mxareebi ar apireben urTierTobis gagrZelebas.

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Tavi IX. molaparakebaSi monawile mxareebi

1. roca meore mxares ufro momgebiani pozicia aqvs ...

ra azri aqvs interesebis ganxilvas an kriteriumebis Ziebas, Tuki meore mxares ufro momgebiani pozicia aqvs? nebismieri molaparakebisas arsebobs realoba, romlis Secvlac Zalian rTulia.

• oponentis mxridan ganxorcielebul zewolas unda daupirispirdes Tavdacva TqvenTvis arasaxarbielo gadawyvetilebis miRebisagan.

xSirad, molaparakebis monawileTa Tavdacva gulisxmobs maT mierve winaswar mofiqrebul yvelaze uares variantze daTanxmebas. es varianti im “zRvars” warmoadgens, romelsac ar unda gadascdes Tavdacva. roca raimes yidulobT, “zRvari” yvelaze maRali fasia, romelic SeiZleba gadaixadoT, xolo, roca raimes yidiT, “zRvars” warmoadgens yvelaze dabali fasi, romelzec SeiZleba daTanxmdeT.

• roca “zRvari” dadgenilia, gacilebiT iolia zewolisaTvis winaaRmdegobis gaweva. “zRvari” aris pozicia, romlis Secvlasac Tqven veRar SeZlebT.

winaswar gadawyviteT ra, rom meore mxaris mier warmodgenili veranairi argumenti ver gaiZulebT, “zRvari” an awioT an dawioT, Tqven sakuTar Tavs arTmevT meore mxaris mosmenis SesaZleblobas. garda amisa, “zRvari” zRudavs SemoqmedebiTobis unars. igi axSobs axali, orive mxarisaTvis xelsayreli gadawyvetilebebis SemuSavebis stimuls. arsebobs raime varianti, romlis gamoyenebac SesaZlebelia “zRvaris” dadgenis alternativad? Tu ojaxma winaswar gansazRvra saxlis gasayidi minimaluri fasi, ufro gonivruli iqneba fiqri ara imaze, Tu ra Tanxis aRebaa aucilebeli, aramed imaze, Tu ra moxdeba, Tuki saxli ar gaiyideba konkretuli momentisaTvis. sanamde SeiZleba gazeTebSi gancxadebebis gamoqveyneba? xan gaqiravebas daapirebT, xan dangrevas... romeli varianti gxiblavT yvelaze metad? romeli maTgani sjobia saxlis gayidvas?

• molaparakebis mizans warmoadgens molaparakebis gareSe miRweul gadawyvetilebaze ukeTesi gadawyvetilebis miReba.

rogor gamoiyureba saukeTeso alternativa? arsebobs meore mxaris mier SemoTavazebuli gadawyvetilebis Sefasebis realuri meqanizmi? Tuki kargad ar gaqvT mofiqrebuli, ras moimoqmedebT molaparakebis CaSlis SemTxvevaSi, maSin CaTvaleT, rom molaparakebas “brmad” awarmoebT. SeiZleba, metismetad optimisturad iyoT ganwyobili da fiqrobdeT, rom maragSi mravalferovani arCevani gaqvT. movlenaTa ganviTarebam ki SeiZleba dagimtkicoT, rom metismetad naTel ferebSi xedavdiT molaparkebis CaSlis Sedegad miRebul realobas. erT-erTi yvelaze gavrcelebuli fsiqologiuri Secdomaa sakuTari alternativebis erT mTlianobad aRqma. SeiZleba uTxraT sakuTar Tavs, rom, Tu ver miaRwevT SeTanxmebas Tqvens mier Catarebuli samuSaos anazRaurebis Taobaze, sxvagan daiwyebT muSaobas an droebiT daisvenebT, ramdenime TviT waxvalT parizSi an kidev rame sxvas moifiqrebT. am perspeqtivaTa erTianobas Tqven afasebT rogorc gacilebiT ufro sasiamovno perspeqtivas, vidre samuSaos SesrulebisaTvis anazRaurebis miRebaa. Tumca, ZiriTadi sirTule imaSi mdgomareobs, rom Tqven ver

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miiRebT erTdroulad yvela variants. Tu ar iqneba miRweuli SeTanxmeba, mogiwevT mxolod erT-erTi variantis arCeva. aranakleb safrTxes warmoadgens metismeti mzaoba meore mxaris mier SemoTavazebuli gadawyvetilebis misaRebad. ar gaqvT ra momzadebuli aranairi alternatiuli varianti, usafuZvlo pesimizmiT uyurebT situacias, romelic SeiZleba Sedegad mohyves molaparakebis CaSlis faqts.

• rac ufro kargadaa momzadebuli Tqveni alternativa, miT ufro did SesaZleblobebs flobT.

Tvlian, rom molaparakebisas Zlier pozicias gansazRvravs iseTi faqtorebi, rogoricaa simdidre, politikuri kavSirebi, fizikuri Zala, gavleniani megobrebi da a.S. sinamdvileSi ki, poziciis siZliere realurad damokidebulia imaze, Tu ramdenad momxiblavia molaparakebis CaSlis varianti TiToeuli mxarisaTvis. sakvanZo sityvebi: momgebiani pozicia, arasaxarbielo gadawyvetileba, “zRvari”, saukeTeso alternativa, gadawyvetilebis Sefasebis meqanizmi, perspeqtiva, Zlieri pozicia. kiTxvebi

1. rodisaa ioli zewolisaTvis winaaRmdegobis gaweva? 2. ra ewodeba pozicias, romlis Secvlasac molaparakebis monawile

mxare veRar SeZlebs? 3. ra aris erT-erTi yvelaze gavrcelebuli fsiqologiuri Secdoma

molaparakebis warmarTvisas? 4. ra warmoadgens molaparakebis procesis mniSvnelovan safrTxes? 5. ra SemTxvevaSi flobs molaparakebis monawile did SesaZleblobebs? 6. ra faqtorebzea damokidebuli poziciis siZliere?

2. roca erT-erT mxares ar surs “TamaSSi” monawileoba ...

rogor unda moviqceT, roca meore mxares ar surs TamaSSi monawileoba? interesebis, midgomebisa da kriteriumebis ganxilva gulisxmobs “TamaSSi” orive mxaris monawileobas. magram, Tuki meore mxares ar surs TamaSSi monawileobis miReba, viRebT Semdeg suraTs: Tqven cdilobT, ganixiloT interesebi, meore mxare ki Tavidanve afiqsirebs Tavis pozicias; Tqven cdilobT, molaparakebis Sedegad miiRoT orive mxarisaTvis maqsimalurad xelsayreli Sedegi, meore mxare ki ugulebelyofs Tqvens winadadebebs, vinaidan igi orientirebulia mxolod sakuTar mogebaze. Tqven cdilobT, gamoikvlioT problema, meore mxare ki Tavs gesxmiT. rogoraa SesaZlebeli mxareTa yuradRebis gadatana poziciebidan problemis arsze?

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arsebobs problemis arsze mxareTa yuradRebis koncentraciis sami meTodi: 1. meTodi, romelic koncentrirebulia Semdeg SekiTxvaze: ra SegiZliaT Tavad Tqven? Tqven SegiZliaT magaliTi misceT meore mxares da ganixiloT problemis arsi da ara poziciebi. TamaSis es wesi “gadamdebia”. igi warmoadgens warmatebis sakmaod did Sanss im mxarisaTvis, romelic mzadaa ilaparakos interesebze, variantebsa da kriteriumebze. Tu am meTodma ar gaamarTla da meore mxare agrZelebs poziciur vaWrobas, SegiZliaT mimarToT meore strategias; 2. meTodi, romelic koncentrirebulia Semdeg SekiTxvaze: ris gakeTeba SeuZlia meore mxares? 3. meTodi, romelic koncentrirebulia Semdeg SekiTxvaze: ris gakeTeba SeuZlia mesame mxares?

• Tu Tqvens mier poziciuri vaWrobis principul molaparakebad gardaqmnisaTvis gaweuli Zalisxmeva fuWi aRmoCnda, daxmarebisaTvis mimarTeT mesame mxares.

gavaanalizoT Semdegi situacia: col-qmarma gadawyvita axali saxlis aSeneba. cols unda klasikuri stilis orsarTuliani saxli buxriTa da originaluri formis fanjriT saZinebel oTaxSi. qmari ocnebobs Tanamedrove saxlze naTeli samuSao oTaxiTa da farexiT, romelsac didi saTavsoebi eqneba. ikveTeba ori, erTmaneTisagan radikalurad gansxvavebuli ocneba – gegma. colis Txovnas, gagebiT moekidos mis pozicias, qmari iTvaliswinebs da midis garkveul kompromisze – Tanxmdeba farexis farTobis Semcirebaze. qmris Txovnas, gagebiT moekidos mis pozicias, colic iTvaliswinebs - midis garkveul kompromisze – uars ambobs erT-erT verandaze, romelzec igi mTeli cxovreba ocnebobda. orive, colic da qmaric, TavgamodebiT amtkicebs Tavisi gegmis upiratesobas. msjelobis procesSi exebian erTmaneTis Tavmoyvareobas da urTierTobac sul ufro rTuli xdeba. arc erTi mxare aRar midis daTmobaze, vinaidan SiSobs, rom erT Txovnas meore mohyveba. es poziciuri vaWrobis klasikuri magaliTia. Tuki orma mxarem ver miiRo gadawyvetileba, iqneb es mesame mxaris daxmarebiT moxdes?! Suamavals SeuZlia adamianebis problemisagan gamijvna, diskusiis procesSi interesebisa da variantebis gamovlena, uTanxmoebis mogvarebis obieqturi safuZvlis Zieba, axali variantebis mofiqrebisa da gadawyvetilebis miRebis procesebis diferencireba, mxareTaTvis imis axsna, Tu ras miiRebs problemis ama Tu im saxiT gadaWris SemTxvevaSi TiToeuli maTgani. col-qmars Soris arsebuli uTanxmoebis mosagvareblad iwveven arqiteqtors. igi arafers ekiTxeba col-qmars maTi pozociebis Sesaxeb, misi yuradReba koncentrirebulia maT interesebze: ra zomis fanjara unda cols? risTvis unda - dilis mzis Tu Camavali mzis SuqisTvis? raSi sWirdeba qmars farexi saTavsoebiT? ra unda Seinaxos iq? ra unda akeTos man samuSao oTaxSi – ikiTxos, uyuros televizors Tu megobrebs umaspinZlos? rodis apirebs igi samuSao oTaxis aqtiurad gamoyenebas – dRis ganmavlobaSi, dasvenebis dReebSi Tu saRamoobiT? arqiteqtori adgens col-qmris interesebisa da moTxovnilebebis nusxas (dilis mze, buxari, wignis sakiTxvad moxerxebuli adgili, saxelosno, adgili saSualo zomis manqanisaTvis da a.S.). Semdeg arqiteqtori Txovs col-qmars nusxaSi kritikuli SeniSvnebisa da axali winadadebebis Setanas. rTulia daTmobaze wasvla, samagierod, kritikaa ioli!

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ramdenime dRis Semdeg arqiteqtori brundeba saxlis savaraudo gegmiT da ambobs: “piradad me ar var kamyofili am gegmiT. vidre gavagrZelebde masze muSaobas, minda movismino Tqveni SeniSvnebi”. qmarma SesaZloa, Tqvas: “abazana Zalian Sorsaa saZinebeli oTaxidan; meCveneba, rom ar aris sakmarisi adgili Cemi wignebisaTvis; Rame rom darCnen stumrebi, sad daiZineben?” colsac Tavisi SeniSvnebi aqvs ... ramdenime dRis Semdeg arqiteqtori modis axali gegmiT da ambobs: “gadavWeri abazanisa da wignebis problema. vfiqrob, kargi gamosavali iqneba, Tu samuSao oTaxs saZinebel oTaxadac gamoviyenebT. ras fiqrobT?” isev Txovs col-qmars gegmaSi SeniSvnebis Setanas. arc erTi proeqti arafers avaldebulebs arc col-qmars da arc arqiteqtors. winaswar gansazRvruli finansuri SesaZleblobebis fonze, intersTa Sejerebis procesi gamijnulia gadawyvetilebis miRebis procesisagan, rac samive mxares aTavisuflebs naCqarevad miRebul gadawyvetilebaze raime pasuxismgeblobis SiSisagan. col-qmars aravin aZalebs TavianTi poziciebis ugulebelyofas. isini erTad akritikeben saxlis proeqts. iqmneba proeqtis mesame, meoTxe da mexuTe versiac. bolos, roca arqtiteqtori igrZnobs, rom veRar SeZlebs proeqtis gaumjobesebas, igi ityvis: “es aris is, ris gakeTebac SevZeli. Sevecade, gameTvaliswinebina orive Tqvenganis interesebi da gadameWra problemaTa umravlesoba. ai, es miviReT! girCevT, miiRoT es proeqti”. col-qmarma unda miiRos erTaderTi gadawyvetileba: an daTanxmdes, an – ara. nebismieri gadawyvetilebis miRebis SemTxvevaSi ician, Tu ras miiReben Sedegad. erTi mxaris dadebiTma pasuxma SesaZloa, ganapirobos meore mxaris Tanxmoba.

• molaparakebaSi, romelSic monawileobs orze meti mxare, mesame mxaris roli SesaZloa, Sesarulos molaprakebis im monawilemac, romlisTvisac ufro mniSvnelovania Tavad SeTanxmebis miRweva, vidre sakuTari pozicia.

Tu meore mxare Tavidanve daafiqsirebs sakuTar pozicias, SesaZloa ver gauZloT misi gakritikebis an ugulebelyofis cdunebas. magram, Tu meore mxare daiwyebs Tqveni poziciis gakritikebas, SesaZloa, sakamod didi aRmoCndes Tavdacvaze an, piriqiT, Tavdasxmaze gadasvlis cduneba. orive, Tavdacvac da Tavdasxmac sruldeba mxareTa poziciur vaWrobaSi CabmiT.

• ugulebelyofT ra oponentis pozicias, Tqven TviTonve “boWavT” mas am poziciiT. sakuTari poziciis ukompromiso dacviT ki, Tavad “iboWebiT”. mokled, orive SemTxvevaSi aRmoCndebiT Tavdacva-Tavdasxmis mojadoebul wreSi.

nu upasuxebT zewolas zewoliT. nu ugulebelyofT meore mxaris pozicias. nu SeecdebiT Tqveni ideebis dacvas, roca Tavs esxmian maT.

• mojadoebuli wridan Tavs daaRwevT mxolod erTaderT SemTxvevaSi – Tuki Tqveni sapasuxo reaqcia zewolaze ar iqneba zewola, Tuki “aicdenT dartymas” da mas problemaze mimarTavT.

nu gamoiyenebT sakuTar Zalas uSualod mowinaaRmdegis mimarT, gamoiyeneT Ziudos xelovneba: Tqvens sasargeblod gamoiyeneT mowinaaRmdegis Zala. molaparakebisas Tavdasxma gulisxmobs mowinaaRmdegis mier sakuTari poziciis ukompromiso dacvas, Tqveni ideebis diskreditaciasa da Tqvenze Tavdasxmas.

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• nu daesxmebiT Tavs oponentis pozicias, nurc ugulebelyofT da nurc miiRebT mas. SeecadeT, SexedoT mas rogorc erT-erT SesaZlo variants da amoicnoT mis miRma arsebuli interesebi, principebi.

SeecadeT maqsimaluri sargebeli miiRoT kritikidan. nu daicavT Tavs misgan, gaarkvieT mizezi – hkiTxeT oponents, ra ar moswons Tqvens ideaSi? SeecadeT, “gaasufTaoT” Tqveni idea im faqtorisagan, romelic kritikis mizezad iqca. Tu amas SeZlebT, kritika aRar iqneba dabrkoleba, igi gadawyvetilebis miRebis procesis mniSvnelovan komponentad gadaiqceva. arsebobs Tqvensken momarTuli kritikis Tqvensave sasargeblod gamoyenebis kidev erTi saSualeba: rCeva TxoveT oponents, hkiTxeT, rogor moiqceoda Tqvens adgilze. ase Tqven daakisrebT oponents garkveul pasuxismgeblobas Tqvens problemaze. pasuxismgeblobis gaziarebas ki xSirad gadawyvetilebis miReba mohyveba xolme Sedegad.

• SeecadeT, Tqvenze Tavdasxma problemaze Tavdasxmad gadaaqcioT. roca meore mxare gitevT, Tavdacvis an sapasuxo Setevis survili giCndebaT. daTrguneT Tqveni survili: mousmineT meore mxares, agrZnobineT, rom gesmiT saqmis arsi, aicileT dartyma da igi problemaze mimarTeT.

• meore mxarisaTvis mtkicebulebebis SeTavazebis nacvlad, dausviT mas kiTxvebi. mtkicebuleba iwvevs winaaRmdegobas, kiTxvebi ki – pasuxebs.

SekiTxvis meSveobiT SesaZlebelia meore mxaris yuradRebis problemisaken mimarTva. SekiTxva ar warmoadgens Tavdasxmis maprovocirebel faqtors. SekiTxva orientirebeulia informaciis mopovebaze da ara kritikaze. dumili sakamod efeqturi iaraRia. gamoiyeneT igi! Tu gTavazoben TqvenTvis sruliad miuRebel winadadebas an usafuZvlod gesxmian Tavs, saukeTeso gamosavali dumilia.

• Tu meore mxares dausviT kiTxva da miiReT aradamakmayofilebeli pasuxi, nurafers ityviT. adamianebi, Cveulebriv, uxerxulad grZnoben Tavs siCumeSi, gansakuTrebiT maSin, roca ar arian darwmunebulni TavianTi mtkicebulebis sisworeSi.

siCume xSirad gamouvali mdgomareobis gancdas badebs, amitom meore mxare Tavs valdebulad grZnobs, ipovos raime gamosavali, kerZod, an upasuxos Tqvens kiTxvas an SemogTavazoT axali winadadeba. SekiTxvis dasmis Semdeg maSinve nu SeudgebiT momdevno Temis ganxilvas an komentirebas. gaakeTeT pauza! sakvanZo sityvebi: “TamaSi”, interesebi, midgomebi, poziciebi, principebi, poziciuri vaWroba, principuli molaparakeba, mesame mxare, sapasuxo reaqcia zewolaze, maqsimaluri sargebeli, mtkicebuleba, Tavdasxmis maprovocirebeli faqtori. kiTxvebi

1. ra igulisxmeba interesebis, midgomebisa da kriteriumebis ganxilvaSi?

2. ra suraTs viRebT, roca meore mxares ar surs TamaSSi monawileobis miReba?

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3. rogoraa SesaZlebeli mxareTa yuradRebis gadatana poziciebidan problemis arsze?

4. problemis arsze mxareTa yuradRebis koncentraciis romeli meTodebia cnobili?

5. rogor unda moiqces mxare, Tu mis mier poziciuri vaWrobis principul molaparakebad gardaqmnisaTvis gaweuli Zalisxmeva fuWi aRmoCnda?

6. ra aris Tqvensken momarTuli kritikis Tqvensave sasargeblod gamoyenebis erT-erTi saSualeba?

7. ra reaqcias iwvevs oponentis mier gamoTqmuli mtkicebuleba? 8. ra aris saukeTeso gamosavali situaciidan, roca gTavazoben

TqvenTvis sruliad miuRebel winadadebas an usafuZvlod gesxmian Tavs?

3. “TamaSSi” CarTva

binis mepatronisa da mdgmuris saqme warmodgens im oponentTan qcevis saulistracio models, romelsac ar surs principul molaprakebaSi CarTva. martSi frenkma Tavis megobarTan erTad, qalbatoni jounsisagan iqirava bina TveSi samas dolarad. ivlisSi, roca megobrebma binidan gadasvla gadawyvites, frenkma SemTxveviT gaigo, rom bina saarendo kontrols eqvemdebareboda. binis maqsimaluri kanonieri fasi 233 dolari iyo – TveSi 67 dolariT naklebi, vidre frenki ixdida. igi sakmaod gaaRiziana im faqtma, rom zedmets ixdida da daureka qalbton jounss. mTeli molaprakebis procesSi frenki iyenebda principuli molaparakebis meTods. molaparakebis TiToeul fragments Tan axlavs analizi.

“SemisworeT, Tu vcdebi”

frenki: qalbatono jouns, SemisworeT Tu vcdebi. gavige, rom Tqveni bina saarendo kontrols eqvemdebareba. gviTxres, rom misi maqsimaluri kanonieri fasi TveSi 233 dolaria. arasworad varT informirebuli?

analizi

gamoxata ra obieqturi faqtebisadmi saTanado damokidebuleba da binis mepatrones misca SesaZlo Secdomis Sesworebis SesaZlebloba, frenkma daiwyo msjelobaze dafuZnebuli dialogi. man SesTavaza oponents dialogSi CarTva – frenkis mier warmodgenili faqtis aRiareba an uaryofa. es TamaSi molaparakebis monawileebs gadaaqcevs im kolegebad, romelTac faqtebis dadgena surT. frenks faqtis mtkicebiT rom daewyo saubari, binis mepatrone dafrTxeboda da Tavdacvaze gadavidoda. garda amisa, Tu sinamdvileSi frenki cdeboda, binis mepatronisadmi misi Txovna “SemisworeT, Tu vcdebi”, gauiolebda mas sakuTari Secdomis aRiarebas.

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• mzaoba sakuTari Secdomebisa da obieqturi faqtebis aRiarebisaTvis principuli molaparakebis erT-erTi umniSvnelovanesi strategiaa.

“Cven vafasebT imas, rac Tqven gagvikeTeT” frenki: me da pols gvesmis, rom Tqven didi samsaxuri gagviwieT binis moqiravebiT. Tqven iyaviT keTilganwyobili da Cven didad vafasebT am faqts.

analizi

misca ra maRali Sefaseba qlbaton jounsis mier Cadenil keTil saqmes, amiT frenkma Tqva Semdegi: “Cven piradad Tqvens mimarT araferi gvaqvs sawinaaRmdego. Cven guluxv adamianad migiCnevT”. frenki binis mepatronis mxareze dgeba da aqrobs yvelanairi safrTxis gancdas, romelic, SesaZloa, qalbaton jounss daeuflos. garda amisa, Seqeba stimuls aZlevs adamians, SemdgomSic daimsaxuros igi. binis mepatrone mniSvnelovani danakargis winaSe dgas, Tumca mainc Seecdeba, ufro rbili da Semrigebluri toniT isaubros.

• meore mxarisadmi mxardaWeris gamoxatva warmoadgens adamianebis problemebisagan gamijvnis erT-erT umniSvnelovanes faqtors.

“Cven samarTlianoba gvainteresebs” frenki: gvinda, davrwmundeT, rom ar vixdidiT imaze mets, vidre unda gadagvexada. Tu dagvarwmuneben, rom kanonier fass vixdidiT, vaRiarebT obieqtur faqts da maSinve davcliT binas.

analizi:

frenki Tavis Tvalsazriss konkretul princips uqvemdebarebs da Riad acxadebs Tavis ganzraxvas, bolomde daicvas igi. Imavdroulad, frenki agrZnobinebs qalbaton jounss, rom Tuki igi Seecdeba frenkis gadarwmunebas, masac imave principis dacva mouwevs. amrigad, binis mepatrones arc didi arCevani aqvs da arc Tavis sasargeblod mosaxmobi mtkicebulebebi. frenki msjelobs ara mxolod sakuTar mizanze, aramed am miznis miRwevis saSualebebzec. misi mizania, rogorc TviTon irwmuneba, samarTliani balansis dacva mis mier binis gadaxdil qirasa da binaSi cxovrebis periodis xangrZlivobas Soris. Tuki mas daumtkiceben, rom mTeli am xnis ganmavlobaSi igi ixdida imdens, ramdenic kanoniT iyo dadgenili, igi dauyovnebliv daclis binas.Mmagram, Tu gadaixada imaze meti, vidre ekuTvnoda, sruliad samarTliani iqneba Semdegi gadawyvetileba: igi darCeba binaSi, vidre ar aRdgeba balansi mis mier binis gadaxdil qirasa da binaSi cxovrebis periodis xangrZlivobas Soris.

• dauqvemdebareT sakuTari Tvalsazrisi konkretul princips; • imsjeleT ara mxolod sakuTar mizanze, aramed am miznis miRwevis

saSualebebzec.

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“moxaruli viqnebiT, Tu am sakiTxs davaregulirebT ara egoistur interesebze dayrednobiTa da Zalis gamoyenebiT, aramed principebis

gaTvalsiwinebiT” qalbatoni jounsi: sasaciloa, samarTlianobaze rom laparakobT, vinaidan, sinamdvileSi, CemTvis fulis gamoZalva gindaT. saSualeba rom mqondes, dResve gagasaxlebdiT binidan! frenki (aRSfoTebulia da Tavs Zlivs ikavebs): rogorc Cans, kargad ver avxseni Cemi pozicia. bunebrivia, kargi iqneboda, me da pols dResve migveRo konkretuli Tanxa. aseve bunebrivia, SegveZlo davrCeniliyaviT binaSi, sanam sasamarTlos ZaliT ar gamogvasaxlebdiT. magram saqme amaSi araa, qalbatono jouns! CvenTvis Cvendami samarTliani damokidebuleba gacilebiT ufro mniSvnelovania, vidre ramdenime dolaris Sovnis SesaZlebloba. aravis moswons, roca atyueben. Tu Zalaze midgeba saqme, maSin sasamarTlos unda mivmarToT, unda davxarjoT uamravi dro da fuli – yvelaferi Tavis tkiviliT dasruldeba TqvenTvisac da CvenTvisac. vis sWirdeba es?! Cven am sakiTxis mogvareba gvindoda obieqtur kriteriumebze da ara egoistur interesebze dayrdnobiT.

analizi

qalbatoni jounsi utevs molaparakebis iniciators misive principebis gamoyenebiT. am principebs binis mepatrone garkveul xrikad miiCnevs. misTvis umTavresi axla sakuTari survilebi da arasasurveli mdgmurebis binidan gayris SesaZleblobaa. frenki TiTqmis gamodis wyobilebidan da Sesabamisad, lamis kargavs molaparakebis sadaveebs. axlaFfrenks erTaderTi survili aqvs –binis mepatrones uTxras: “vnaxav erTi, rogor gamogvasaxleb! sasamarTloSi wavalT. yvelafers viRonebT imisaTvis, rom patenti CamogarTvan!” frenks es survili rom aesrulebina, molaparakeba Sewydeboda. frenki ki dakargavda uamrav drosa da energias. sabednierod, molaparakebis iniciatori ikrebs Zalas, Tavs ikavebs da molaparakeba kvlav principebisaken mihyavs. igi isxlitavs qalbatoni jounsis Tavdasxmas, sakuTar Tavze iRebs pasuxismgeblobas adresatis araadekvatur aRqmaze da cdilobs, daarwmunos igi misi mxridan saqmis principebze dayrdnobiT mogvarebis survilis gulwrfelobaSi. frenki ar malavs Tavis miznebs da mis xelT arsebul SesaZleblobebs, romelTa gamoyenebac Tavisuflad SeuZlia binis mepatroneze zewolisaTvis. piriqiT, igi amzeurebs maT, Tumca, imavdroulad mijnavs kidec problemis arsisagan. frenki “TamaSobs” principebis safuZvelze da ucxadebs binis mepatrones, rom es principebi misi qcevis kodeqss warmoadgens. frenki ukavSirebs Tavis kodeqss ara maRal motivebs, aramed sakuTar interesebs.

• aiReT sakuTar Tavze pasuxismgebloba adresatis araadekvatur aRqmaze da SeecadeT, daarwmunoT igi Tqveni mxridan saqmis principebze dayrdnobiT mogvarebis survilis gulwrfelobaSi.

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“aq ndoba arafer SuaSia!”

qalbatoni jounsi: ar mendobiT? yovelive imis Semdeg, rac me gagikeTeT?! frenki: qalbatono jouns, Cven Zalian vafasebT yvelafer imas, rac gagvikeTeT, magram mocemul momentSi ndoba arafer SuaSia. problema Semdeg principSia: gadavixadeT Tu ara imaze meti, vidre gvekuTvnoda? Tqveni azriT, ra faqtori unda gaviTvaliswinoT am problemis gadaWrisas?

analizi:

qalbatoni jounsi manipulirebis teqnikas iyenebs da frenkis CixSi momwyvdevas cdilobs. binis mepatronis gaTvla sakmaod martivia: Tu frenki jiutad gaagrZelebs sakuTari Tvalsazrisis dacvas, igi umaduri da arasando adamianis STabeWdilebas datovebs, magram Tu “wamoegeba sandoobis ankess”, maSin, SesaZloa, daTmobaze wavides. frenki axerxebs Cixidan Tavis daRwevas, kidev erTxel gamoxatavs madlierebis grZnobas binis mepatronis mimarT da kidev erTxel imeorebs, rom ndobas am saqmesTan araferi kavSiri ara aqvs. frenki ara mxolod isxlitavs ndobis sakiTxs, aramed molaparakebas principebisaken abrunebs. frenki ubralod icavs Tavis principebs, igi srulebiTac ar adanaSaulebs qalbaton jounss, arc mis keTilsindisierebaSi Seaqvs eWvi. mTeli molaparakebis ganmavlobaSi frenki svams SekiTxvas: “imaze meti gadavixadeT, vidre gvekuTvnoda?” romc ar endobodes qalbaton jounss, frenki mainc ar etyvis mas amis Sesaxeb, vinaidan es yvelaze araefeqturi strategia iqneboda. binis mepatrone gabrazdeboda, Tavdacvaze gadavidoda, daubrundeboda Tavis mouqnel pozicias da CaSlida molaprakebas.

• daicaviT sakuTari principebi da nu SeecdebiT partnioris dadanaSaulebas.

“SeiZleba, dagisvaT ramdenime SekiTxva, raTa davrwmundeT faqtebis

sisworeSi?” frenki: SeiZleba, dagisvaT ramdenime SekiTxva, raTa davrwmundeT faqtebis sisworeSi? bina marTla saarendo kontrols eqvemdebareba? binis kanonieri qira marTla 233 dolaria? poli mekiTxeba: xom ar viqeciT Cven kanondamrRvevebad? uTxra vinmem pols, roca igi kontraqts awerda xels, rom bina saarendo kontrols eqvemdebareboda da rom misi maqsimaluri fasi 67 dolariT naklebi iyo im fasze, romlis gadaxdazec igi daTanxmda?

analizi

mtkicebulebad faqtebis gamoyeneba, SesaZloa, adresatma muqarad aRiqvas. frenks SeeZlo eTqva: “kanonieri fasi 233 dolaria. Tqven daarRvieT kanoni. rac ufro uaresia, Tqven Cvenc CagviTrieT danaSaulSi, vinaidan winaswar ar gagvafrTxileT binis qiris kanonieri odenobis Sesaxeb”. qalbaton jounss gauCndeboda gancda, rom frenki da poli cdiloben, sastikad gauswordnen mas.

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informaciis SekiTxvis formiT miwodeba qalbaton jounss dialogSi monawileobis miRebis SesaZleblobas aZlevs: igi ismens informacias, afasebs da fiqrobs, miiRos igi cvlilebebis gareSe Tu moaxdinos misi koreqtireba. frenki kidev ufro arbilebs muqaras imiT, rom gansakuTrebiT mwavave SekiTxvebis dasmisas igi axdens polis citirebas, romelic ar eswreba molaparakebas. sinamdvileSi ki frenki aiZulebs qalbaton jounss, monawileoba miiRos Sejerebuli faqtebisagan Semdgari im saZirkvlis SeqmnaSi, romelzec SemdgomSi principuli SeTanxmeba unda aigos.

• roca ki es SesaZlebelia, faqtebs kiTxvis forma mieciT.

“ra principebs efuZneba Tqveni qmedebebi?” frenki: CemTvis gaugebaria, ratom moiTxoveT TveSi 300 dolari? ris safuZvelze moiTxoveT ase bevri?

analizi

dialogis gagrZelebisa da misi problemis arsobriv sazRvrebSi “Sekavebis” mizniT, frenki interesdeba qalbaton jounsis poziciis motivebiT. frenki ar ekiTxeba binis mepatrones, aqvs Tu ara mas saerTod raime motivi. frenki varaudobs, rom qalbaton jounss Rirseuli motivebi aqvs. am varauds binis mepatrone qaTinaurad aRiqvams da igi iwyebs sakuTari “Rirseuli” motivebis Ziebas iq, sadac isini arasodes arsebula. molaparakeba kvlav principebis safuZvelze grZeldeba.

• principuli midgomis gamoyenebisas, molaparakebis monawile arc iRebs da arc ugulebelyofs meore mxaris pozicias.

“gavarkvioT, sworad mesmis Tu ara, raze laparakobT” frenki: qalbatono jouns, gavarkvioT, sworad mesmis Tu ara, raze laparakobT. Tu sworad gavige, qiras, romelsac Cven vixdidiT, Tqven samarTlianad miiCnevT, vinaidan saarendo kontrolis Seafasebis Semdeg Tqven safuZvlianad SeakeTeT bina. Tqven ar daimcireT Tavi da ar sTxoveT saarendo kontrols fasis gazrda im Tveebis ganmavlobaSi, roca binas Cvenze aqiravebdiT. axla ki nerviulobT, rom, SesaZloa, usindisod mogeqceT da mogTxovoT Cvens mier arakanonierad gadaxdili fulis ukan dabruneba. Cven am Tanxas ganvixilavT, rogorc binidan gadasvlis kompensacias. rame xom ar gamomrCa? rame arasworad gavige?

analizi:

vidre upasuxebdes qalbaton jounsis argumentebs, frenki amowmebs, sworad gaigo Tu ara oponentis pozicia. roca qalbatoni jounsi rwmundeba, rom misi naTqvami adekvaturadaa aRqmuli, SvebiT amoisunTqavs da Seudgeba problemis konstruqciul ganxilvas. igi ver ugulebelyofs mdgmuris argumentebs, vinaidan frenki ar iRebs mxedvelobaSi qalbaton

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jounsis mier miwodebul damatebiT informacias. aqedan gamomdinare, binis mepatrone axla ufro yuradRebiani msmeneli gaxdeba.

• principuli molaparakebis erT-erT ganmsazRvrel faqtors kargi urTierToba warmoadgens.

“neba momeciT, mogvianebiT kidev erTxel dagelaparakoT” frenki: axla, me mgoni, gavige Tqveni pozicia. neba momeciT, davelaparako Cems megobars da yvelaferi avuxsna. SeiZleba, dagelaparakoT xval, TqvenTvis mosaxerxebel dros?

analizi

pauzasa da droebiT distancirebas mniSvnelovani fsiqologiuri efeqti aqvs – SesaZlebeli xdeba adamianisa da problemis erTmaneTisagan gamijvna. xvalisaTvis frenki aRidgens Zalebs da SeZlebs Tavisi principebis ukeT dacvas. igi gamoiyenebs rbil midgomas binis mepatronisadmi, magram problemis ganxilvisas kidev ufro mkacri iqneba.

• adamiani, romelmac kargad icis molaparakebis teqnika, iSviaTad iRebs myisier gadawyvetilebas;

• pauza da droebiTi distancireba iZleva adamianisa da problemis erTmaneTisagan gamijvnis SesaZleblobas.

frenki (meore dRes): qalatono jouns, samwuxarod, kargad ver gavige Tqveni argumentebis arsi. me vgulisxmob Tqvens arguments TveSi 67 dolarTan dakavSirebiT. erT-erTi argumenti exeboda binis SekeTebas. saarendo kontrolis warmomadgenelma miTxra, rom TveSi binis qiris 67 dolariT gazrdis SemTxvevaSi, binis SekeTebaze unda daxarjuliyo 10 000 dolari. Tqven ramdeni daxarjeT? me da pols gveCveneba, rom binis SekeTebaze ar gaqvT daxarjuli 10 000 dolari. sastumro oTaxsa da samzareuloSi iataki isev cud mdgomareobaSia, Tumca dagvpirdiT, rom SeakeTebdiT. abazanaSi onkani gamudmebiT fuWdeba. me mxolod ramdenime defeqti davasaxele.

analizi

frenki molaparakebas argumentebiT iwyebs. SeTavazebiT rom daewyo saubari, qalbaton jounss, SesaZloa, aRarc ki moesmina argumentebisaTvis.

• principuli molaparakeba unda daiwyoT ara oponentisaTvis winadadebis SeTavazebiT, aramed argumentebis CamoTvliT.

“samarTliani gadawyvetilebis erT-erTi varinati SemdegSi mdgomareobs...”

frenki: samarTliani gadawyvetilebis erT-erTi varianti, SesaZloa, aseTi iyos: Tqven gvibrunebT im Tanxas, romelic gadagvaxdevineT binis qiris

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kanonieri maqsimumis darRveviT. ar TvliT, rom es samarTliani gadwyvetilebaa?

analizi

frenki sTavazobs qalbaton jounss samarTliani gadawyvetilebis erT-erT variants, romlis erToblivi ganxilvac sruliad SesaZlebelia. igi ar amtkicebs, rom es erTaderTi samarTliani variantia, igi ganixilavs mas rogorc mxolod erT-erTs yvela sxva SesaZlo samarTlian gadwyvetilebaTagan. frenks Camoyalibebuli aqvs Tavisi pozicia, Tumca, ar “iboWavs” Tavs misiT da mzadaa, moisminos kontraargumentebi.

• CamoayalibeT Tqveni pozicia da mousmineT oponentis kontrargumentebs.

“Tu SevTanxmdebiT... Tu ver SevTanxmdebiT...”

frenki: Tu SevTanxmdebiT, axlave davcliT binas. Tu ver SevTanxmdebiT, rogorc saarendo kontrolis inspeqtorma gvirCia, davrCebiT binaSi da aRvZravT saqmes sasamarTloSi Cvens mier ukanonod gadaxdili fulis dabrunebis Taobaze. me da pols am gziT siarulis aranairi survili ar gagvaCnia. gvjera, rom SevZlebT TqvenTvisac da CvenTvisac urTierTxelsayreli gadawyvetilebis miRebas.

analizi

frenki cdilobs, gauadvilos qalbaton jounss dadebiTi pasuxis gacema. amitom, saubris dasawyisSive frenki agrZnobinebs qalbaton jounss, rom misi dadebiTi pasuxi sruliad sakmarisi iqneba problemis mosaxsnelad. qalbatoni jounsis SesaZlo uaryofiT pasuxs frenki upirispirebs alternativas, romelic efuZneba obieqtur kriteriums – kanons, mocemul SemTxvevaSi, saarendo kontrolis inspeqtoris rCevas. frenki zrdis distancias sakuTar Tavsa da binis mepatronisaTvis SeTavazebul winadadebas Soris. imavdroulad, frenki ar amJRavnebs Tavis samoqmedo gegmas – sasamarTloSi saqmis aRZvras igi aniWebs mxolod erT-erTi SesaZlo variantis statuss da iqve dasZens, rom mas da mis megobars ar gaaCniaT am variantis gamoyenebis aranairi survili. bolos frenki gamoTqvams imeds, rom mdgmurebi da binis mepatrone SeZleben urTierTxelsayreli gadawyvetilebis miRebas. frenks arCevani aqvs: binaSi darCena an sasamarTloSi Civili. saqme isaa, rom megobrebma ukve iqiraves sxva bina da urCevniaT iq gadasvla. sasamarTloSi Civili arc ise momgebiania maTTvis arc droisa da arc damatebiTi xarjebis TvalsazrisiT. magram jounsiFminiSnebasac ki ar akeTebs misTvis am ukanasakneli variantis aramomgebianobaze.

• oponents daupirispireT alternativa, romelic efuZneba obieqtur kriteriums.

“siamovnebiT gadavalT TqvenTvis nebismier mosaxerxebel dros”

qalabatoni jounsi: rodis gegmavT gadasvlas?

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frenki: rogorc ki movilaparakebT Tanxis dabrunebaze, maSinve gadavalT. rodis gindaT, rom gadavideT?

analizi

igrZno ra SeTanxmebis miRwevis realuri SesaZlebloba, frenki ukve mzadaa ganixilos qalbaton jounsis interesebi. aRmoCnda, rom mas da binis mepatrones aqvT saerTo interesi: rac SeiZleba swrafad daicalos bina. SeTanxmebaSiQqalbatoni jounsis interesebis CarTva mniSvnelovnad zrdis gadawyvetilebis miRebis procesSi misi aqtiurobis xarisxs, rac, garkveulwilad, Tavmoyvareobis saqmecaa. igi SeiZleba nasiamovnebi darCes imiT, rom miaRwia mdgmurebis rac SeiZleba swrafad gaSvebas.

• oponentis interesebi CarTeT gadawyvetilebis miRebis procesSi. es mniSvnelovnad gazrdis misi aqtiurobis xarisxs.

“sasiamovni iyo TqvenTan saqmis daWera” frenki: qalbatono jouns, me da poli didad vafasebT yvelafer imas, rac gagvikeTeT. gulwrfelad gvixaria, rom movaxerxeT problemis samarTlianad da megobrulad gadaWra. qalbatoni jounsi: gmadlobT. gisurvebT sasiamovno zafxulis gatarebas.

analizi

frenki megobrul tonalobaSi asrulebs qalbaton jounsTan molaprakebas. miuxedavad maTi paeqrobisa, SeTanxmeba miRweul iqna – arc erTi mxare ar grZnobs Tavs motyuebulad. arsebobs samomavlo urTierTobis SesaZleblobac.

• yovelTvis arsebobs oponentis principul molaparakebaSi CarTvis SesaZlebloba, maSinac ki, roca oponents saerTod ar surs “TamaSSi” monawileobis miReba.

sadiskusio Tematika da roluri TamaSebi

1. xuTi dRis win maRaziaSi CanTa iyideT. mesame dResve gaufuWda saketi da ramdenime adgilas tyavic gadaiqeqa. Tqven CanTis dabruneba gindaT. gamyidveli uars ambobs CanTis dabrunebaze da acxadebs, rom, albaT, udierad epyrobodiT nivTs, fexburTis TamaSisas burTis nacvlad iyenebdiT mas an vinmes TavSi urtyamdiT da a.S. (araferi Seesabameba simnamdviles!). gamyidveli sakamod agresiuli toniT gelaparakebaT. rogor warmarTavT molaparakebas imisaTvis, rom ukan daabrunoT CanTa da daibrunoT fuli an gamocvaloT CanTa? 2. gadaxvediT axal jgufSi da maSinve Segarqves TqvenTvis arasasiamovno zedmeti saxeli. bunebrivia, ar gindaT axal jgufelebTan konfliqti, magram arc zedmet saxelTan Seguebas apirebT. rogor moiqceviT? SeecadeT, mianiWoT Tqvens interesebs saerTo problemis statusi.

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3. televizors uyurebT. filmma Zalian dagainteresaT. mama cud ganwyobazea. man SeamCnia, rom Tqveni samuSao oTaxi dasalagebelia. igi ar apirebs TqvenTan msjelobas. rogor aiZulebT mas, CaerTos TqvenTan molaparakebaSi? 4. kompaniaSi didi siamovnebiT muSaobT. srul bednierebas mxolod erTi detali uSlis xels – Tqvens garda, yvela eweva. iZulebuli xarT, isunTqoT kvamli da aitanoT misgan gamowveuli Tavis tkivili. Tqvens mokrZalebul SeniSvnebs mwevelebi erTi gacveTili xumrobiT pasuxoben: “is, vinc ar eweva, janmrTeli mokvdeba”. Tqven arc aravis aRzrdas da arc gamosworebas apirebT. ubralod, TvliT, rom moweva aivanzec SeuZliaT. moifiqreT molaparakebis strategia. 5. warmoidgineT, rom xarT romeo. rogor aiZulebT julietas ojaxs, CaerTos TqvenTan molaparakebaSi qorwilis Taobaze? gansazRvreT molaprakebisaTvis maqsimalurad xelsayreli momenti.

daskvna nebismieri molaparakebisas arsebobs realoba, romlis Secvlac Zalian rTulia.

• oponentis mxridan ganxorcielebul zewolas unda daupirispirdes Tavdacva TqvenTvis arasaxarbielo gadawyvetilebis miRebisagan.

xSirad molaparakebis monawileTa Tavdacva gulisxmobs maT mierve winaswar mofiqrebul yvelaze uares variantze daTanxmebas. es varianti im “zRvars” warmoadgens, romlsac ar unda gadascdes Tavdacva. roca raimes yidulobT, “zRvari” yvelaze maRali fasia, romelic SeiZleba gadaixadoT, xolo, roca raimes yidiT, “zRvars” warmoadgens yvelaze dabali fasi, romelzec SeiZleba daTanxmdeT.

• roca “zRvari” dadgenilia, gacilebiT iolia zewolisaTvis winaaRmdegobis gaweva. “zRvari” aris pozicia, romlis Secvlasac Tqven veRar SeZlebT.

winaswar gadawyviteT ra, rom meore mxaris mier warmodgenili veranairi argumenti ver gaiZulebT, “zRvari” an aswioT, an daswioT, Tqven arTmevT sakuTar Tavs meore mxaris mosmenis SesaZleblobas. garda amisa, “zRvari” zRudavs SemoqmedebiTobis unars. igi axSobs axali, orive mxarisaTvis xelsayreli gadawyvetilebebis SemuSavebis stimuls.

• molaparakebis mizans warmoadgens molaparakebis gareSe miRweul gadawyvetilebaze ukeTesi gadawyvetilebis miReba.

rogor gamoiyureba saukeTeso alternativa? arsebobs meore mxaris mier SemoTavazebuli gadawyvetilebis Sefasebis realuri meqanizmi? Tuki kargad ar gaqvT mofiqrebuli, ras moimoqmedebT molaparakebis CaSlis SemTxvevaSi, maSin CaTvaleT, rom molaparakebas “brmad” awarmoebT. SeiZleba, metismetad optimisturad iyoT ganwyobili da fiqrobdeT, rom maragSi mravalferovani arCevani gaqvT. movlenaTa ganviTarebam ki SeiZleba dagimtkicoT, rom metismetad naTel ferebSi xedavdiT molaparkebis CaSlis Sedegad miRebul realobas.

• erT-erTi yvelaze gavrcelebuli fsiqologiuri Secdomaa sakuTari alternativebis erT mTlianobad aRqma.

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aranakleb safrTxes warmoadgens metismeti mzaoba meore mxaris mier SemoTavazebuli gadawyvetilebis miRebad. ar gaqvT ra momzadebuli aranairi alternatiuli varianti, usafuZvlo pesimizmiT uyurebT situacias, romelic SeiZleba Sedegad mohyves molaparakebis CaSlis faqts.

• rac ufro kargadaa momzadebuli Tqveni alternativa, miT ufro did SesaZleblobebs flobT.

iTvleba, rom molaparakebisas Zlier pozicias gansazRvravs iseTi faqtorebi, rogoricaa simdidre, politikuri kavSirebi, fizikuri Zala, gavleniani megobrebi da a.S. sinamdvileSi ki poziciis siZliere realurad damokidebulia imaze, Tu ramdenad momxiblavia molaparakebis CaSlis varianti TiToeuli mxarisaTvis. interesebis, midgomebisa da kriteriumebis ganxilva gulisxmobs “TamaSSi” orive mxaris monawileobas. magram, Tuki meore mxares ar surs TamaSSi monawileobis miReba, viRebT Semdeg suraTs: Tqven cdilobT, ganixiloT interesebi, meore mxare ki Tavidanve afiqsirebs Tavis pozicias; Tqven cdilobT, molaparakebis Sedegad miiRoT orive mxarisaTvis maqsimalurad xelsayreli Sedegi, meore mxare ki ugulebelyofs Tqvens winadadebebs, vinaidan igi orientirebulia mxolod sakuTar mogebaze. arsebobs problemis arsze mxareTa yuradRebis koncentraciis sami meTodi: 1. meTodi, romelic koncentrirebulia Semdeg SekiTxvaze: ra SegiZliaT Tavad Tqven? Tqven SegiZliaT magaliTi misceT meore mxares da ganixiloT problemis arsi da ara poziciebi. TamaSis es wesi “gadamdebia”. igi warmoadgens warmatebis sakmaod did Sanss im mxarisaTvis, romelic mzadaa ilaparakos interesebze, variantebsa da kriteriumebze. Tu am meTodma ar gaamarTla da meore mxare agrZelebs poziciur vaWrobas, SegiZliaT mimarToT meore strategias; 2. meTodi, romelic koncentrirebulia Semdeg SekiTxvaze: ris gakeTeba SeuZlia meore mxares? 3. meTodi, romelic koncentrirebulia Semdeg SekiTxvaze: ris gakeTeba SeuZlia mesame mxares?

• Tu Tqvens mier poziciuri vaWrobis principul molaparakebad gardaqmnisaTvis gaweuli Zalisxmeva fuWi aRmoCnda, daxmarebisaTvis mimarTeT mesame mxares;

• molaparakebaSi, romelSic monawileobs orze meti mxare, mesame mxaris roli SesaZloa Sesarulos molaprakebis im monawilemac, romlisTvisac ufro mniSvnelovania Tavad SeTanxmebis miRweva, vidre sakuTari pozicia.

Tu meore mxare Tavidanve daafiqsirebs sakuTar pozicias, SesaZloa ver gauZloT misi gakritikebis an ugulebelyofis cdunebas. magram, Tu meore mxare daiwyebs Tqveni poziciis gakritikebas, SesaZloa, sakamod didi aRmoCndes Tavdacvaze an, piriqiT, Tavdasxmaze gadasvlis cduneba. orive, Tavdacvac da Tavdasxmac sruldeba mxareTa poziciur vaWrobaSi CabmiT.

• ugulebelyofT ra oponentis pozicias, Tqven TviTonve “boWavT” mas am poziciiT. sakuTari poziciis ukompromiso dacviT ki, Tavad “iboWebiT”. mokled, orive SemTxvevaSi aRmoCndebiT Tavdacva-Tavdasxmis mojadoebul wreSi.

nu upasuxebT zewolas zewoliT. nu ugulebelyofT meore mxaris pozicias. nu SeecdebiT Tqveni ideebis dacvas, roca Tavs esxmian maT.

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• mojadoebuli wridan Tavs daaRwevT mxolod erTaderT SemTxvevaSi – Tuki Tqveni sapasuxo reaqcia zewolaze ar iqneba zewola, Tuki “aicdenT dartymas” da mas problemaze mimarTavT.

nu gamoiyenebT sakuTar Zalas uSualod mowinaaRmdegis mimarT, gamoiyeneT Ziudos xelovneba: Tqvens sasargeblod gamoiyeneT mowinaaRmdegis Zala. molaparakebisas Tavdasxma gulisxmobs mowinaaRmdegis mier sakuTari poziciis ukompromiso dacvas, Tqveni ideebis diskreditaciasa da Tqvenze Tavdasxmas.

• nu daesxmebiT Tavs oponentis pozicias, nurc ugulebelyofT da nurc miiRebT mas. SeecadeT, SexedoT mas rogorc erT-erT SesaZlo variants da amoicnoT mis miRma arsebuli interesebi, principebi.

SeecadeT maqsimaluri sargebeli miiRoT kritikidan. nu daicavT Tavs misgan, gaarkvieT mizezi – hkiTxeT oponents, ra ar moswons Tqvens ideaSi? SeecadeT, “gaasufTaoT” Tqveni idea im faqtorisagan, romelic kritikis mizezad iqca. Tu amas SeZlebT, kritika aRar iqneba dabrkoleba, igi gadawyvetilebis miRebis procesis mniSvnelovan komponentad gadaiqceva. arsebobs Tqvensken momarTuli kritikis Tqvensave sasrgeblod gamoyenebis kidev erTi saSualeba: rCeva TxoveT oponents, hkiTxeT, rogor moiqceoda Tqvens adgilze. ase, Tqven oponents daakisrebT garkveul pasuxismgeblobas Tqvens problemaze. pasuxismgeblobis gaziarebas ki xSirad gadawyvetilebis miReba mohyveba xolme Sedegad.

• SeecadeT, Tqvenze Tavdasxma problemaze Tavdasxmad gadaaqcioT. roca meore mxare gitevT, Tavdacvis an sapasuxo Setevis survili giCndebaT. daTrguneT Tqveni survili: mousmineT meore mxares, agrZnobineT, rom gesmiT saqmis arsi, aicileT dartyma da igi problemaze mimarTeT.

• meore mxarisaTvis mtkicebulebebis SeTavazebis nacvlad, dausviT mas kiTxvebi. mtkicebuleba iwvevs winaaRmdegobas, kiTxvebi ki – pasuxebs.

SekiTxvis meSveobiT SesaZlebelia meore mxaris yuradRebis problemisaken mimarTva. SekiTxva ar warmoadgens Tavdasxmis maprovocirebel faqtors. SekiTxva orientirebeulia informaciis mopovebaze da ara kritikaze. dumili sakmaod efeqturi iaraRia. gamoiyeneT igi! Tu gTavazoben TqvenTvis sruliad miuRebel winadadebas an usafuZvlod gesxmian Tavs, saukeTeso gamosavali dumilia.

• Tu meore mxares dausviT kiTxva da miiReT aradamakmayofilebeli pasuxi, nurafers ityviT. adamianebi, Cveulebriv, uxerxulad grZnoben Tavs siCumeSi, gansakuTrebiT maSin, roca ar arian darwmunebulni TavianTi mtkicebulebis sisworeSi.

siCume xSirad gamouvali mdgomareobis gancdas badebs. amitom, meore mxare Tavs valdebulad grZnobs, ipovos raime gamosavali, kerZod, an upasuxos Tqvens kiTxvas, an SemogTavazoT axali winadadeba. SekiTxvis dasmis Semdeg, maSinve nu SeudgebiT momdevno Temis ganxilvas an komentirebas. gaakeTeT pauza!

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Tavi X. efeqturi komunikacia

1. efeqturi komunikaciis “barierebi”

Sinaarsis, miznisa da sirTulis xarisxis miuxedavad, yvela tipis komunikacias msgavsi arqtiteqtonika aqvs. komunikaciis procesi moicavs Svid ZiriTad struqturul komponents:

• adresanti – (adamiani an adamianTa jgufi), romelic warmoadgens informaciis wyaros K”komunikaciuri urTierTgacvlisaTvis”;

• Setyobineba – informacia, romelic unda gadaeces mimRebs;

• adresati – (mimRebi – adamiani an adamianTa jgufi), visTvisac gankuTvnilia informacia;

• komunikaciis arxi – saSualeba (an saSualebaTa sistema), romliTac gadaicema Setyobineba;

• “xmauri” – Siga da gare xelis SemSlel faqtorTa erToblioba, romelic amaxinjebs komunikaciisaTvis gankuTvnil informacias;

• ukukavSiri – informacia adresatidan adresantamde, romelic warmoadgens Setyobinebis aRqmis xarisxis indikaciis saSualebas;

• koreqcia – adresatis mier Setyobinebis pirvel versiaSi Setanili cvlileba adresantis mier informaciis aRqmis xarisxis gaumjobesebis mizniT. informaciis urTierTgacvlisas adresanti da adresati gaivlian oTx urTierTdakavSirebul etaps. es etapebia:

• komunikaciuri intenciis gaCena da ideis Casaxva; • ideis gaformeba – kodireba da misi gadacemis arxis SerCeva; • gadacema – komunikaciuri aqti; • dekodireba – adresatis mier Setyobinebis azris gageba. komunikaciis procesis yvela ZiriTad komponentsa da etaps stabiluri – invariantuli Tanamimdevroba axasiaTebs. ukukavSirisa da koreqciis arsebobis gamo es Tanamimdevroba “wriulia”. “wris principi” mniSvnelovania rogorc arqiteqtonikuri, ise fsiqologiuri TvalsazrisiTac. igi uzrunvelyofs komunikaciis Sedegs, misi meSveobiT kontroldeba komunikaciis efeqturoba da “wris”, sxva sityvebiT, mTeli komunikaciuri ciklis gameoreba misi pirveli, araefeqturi realizaciis SemTxvevaSi. cnobilia, rom zogjer adamianebi ver pouloben saerTo enas an ar esmiT erTmaneTis maSinac ki, rodesac erTsa da imave enaze laparakoben. saqme isaa, rom arsebobs informaciis aRqmadobis sxvadsxva safexuri (Setyobinebisadmi adresatis interesis gaTvaliswinebiT):

• informacia cnobierebaSi Rrmad ar aRwevs da wuTierad moqmedebs adresatis warmosaxvaze;

• informacia odnav exeba adresatis cnobierebas da mxolod iqcevs mis yuradRebas;

• informacia fiqsirdeba cnobierebaSi da iwvevs aqtiur SemoqmedebiT pasuxs adresatis mxridan. bunebrivia, Cndeba kiTxva: “rogori informacia ver aRwevs cnobierebamde da ra gansazRvravs informaciis aRqmadobis xarisxs?”

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swored aq vexebiT efeqturi komunikaciis problematikas, sxva sityvebiT ki, efeqturi Setyobinebis konstruirebisaTvis saWiro teqnologiaTa gamoyenebis sakiTxs. komunikaciuri procesis komponentebisa da etapebis Sinaarsobrivi Tavisubureba sruladaa asaxuli efeqturi komunikaciis principebsa da komunikaciis SecdomebSi – “barierebSi”. iseve, rogorc nebismieri sxva qmedeba, verbaluri komunikaciac eqvemdebareba dadgenil normebs, romelTa darRvevac yovelTvis uaryofiT reaqcias iwvevs. komunikaciis “barierebis” warmoqmnis mizezebi iseTive mravalferovnebiT xasiaTdeba, rogoriTac adamianis fsiqika. am mravalferovnebidan SesaZlebelia gamoiyos SedarebiT ufro tipuri Secdomebi - “barierebi”:

interpretaciuli Secdomebi

interpretaciuli Secdomebi ganpirobebulia aRqmis faqtoriT. adamianebi sxvadasxvagvarad aRiqvamen erTsa da imave situacias, masSi gamoyofen, maTi TvalsazrisiT, umniSvnelovanes Taviseburebebs da darwmunebulni arian, rom swored maTi Tvalsazrisia yvelaze swori. erT-erT fsiqologiur gamokvlevaSi gakeTda daskvna, rom Cveni saerTo da yvelaze didi Secdoma isaa, rom samyaros miviCnevT zustad iseTad, rogoric igi Cven gveCveneba. TiToeuli individi, gamomdinare misi gamocdilebidan, profesiuli kompetenciis sferodan, interesebidan da a.S., Taviseburad aRiqvams informacias da axdens mis interpretacias.

dispoziciuri Secdomebi

dispoziciuri Secdomebi ganpirobebulia komunikantTa socialuri, profesiuli da gamocdilebaSi arsebuli sxvaobiT. Tu erT individs warsulSi Camouyalibda uaryofiTi damokidebuleba meore individisadmi, es damokidebuleba gamoiwvevs saWiro informaciis araadekvatur aRqmas an ugulebelyofas, saukeTeso SemTxvevaSi ki, “ndobis yvelaze dabali xarisxiT” aRqmas.

statusTan dakavSirebuli Secdomebi

statusTan dakavSirebuli Secdomebi ganpirobebulia komunikaciur aqtSi monawile individebis Tanamdebobrivi statusebis gansxvavebulobis faqtiT. cnobilia, Tu ramdenad rTulia maRali Tanamdebobis adamianisaTvis rigiTi TanamSromlis problemis aRqma. rac ufro didia Tanamdebobriv statusebs Soris gansxvaveba, miT ufro maRalia aRniSnuli tipis SecdomaTa arsebobis albaToba.

semantikuri “barierebi”

semantikuri “barierebi” ganpirobebulia bunebrivi enis elementTa polisemanturobiTa da sxvadasxva Sinaarsobrivi niuansebis arsebobiT. semantikuri “barieri” SeiZleba gaCndes ara mxolod calkeuli sityvis,

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aramed mTeli gamonaTqvamis aRqmis SemTxvevaSic ki. rodesac Tqveni ufrosi geubnebaT Semdeg frazas: “mixedeT am saqmes maSinve, rogorc ki ipoviT Tavisufal dros”, Tqven giCndebaT SekiTxva: “rogor esmis Tqvens ufross “Tavisufali dro” da gesmiT Tu ara Tqven da Tqvens ufross “Tavisufali dro” erTnairad?” “Tavisufal dros gasakeTebeli saqme” ufrosisaTvis SeiZleba gulisxmobdes “dauyovnebliv gasakeTebel saqmes”, xolo TqvenTvis “im saqmes, romelic moicdis”.

araefeqturi ukukavSiri

ukukavSiris arsebobisas adamianebi cvlian komunikaciur rolebs: mimRebi xdeba gadamcemi da gaivlis informaciis gacvlis yvela etaps, raTa gadasces Tavisi pasuxi sawyis gadamcems, romelic axla ukve mimRebis rolSia. ukukavSiri warmoadgens garkveul orientirs momdevno SetyobinebisaTvis, romelsac vugzavniT mimRebs. araefeqturi ukukavSiri warmoadgens komunikaciis SecdomaTa arsebobis erT-erT umniSvnelovanes wyaros.

cudad Camoyalibebuli Setyobineba

cudad Camoyalibebuli Setyobineba gulisxmobs bundovnad, orazrovnad Camoyalibebul azrs. amgvari Setyobinebis ZiriTadi maxasiaTeblebia:

• mwiri leqsika;

• gadataniTi mniSvnelobiT naxmari sityvebi;

• yovelgvari saWiroebis gareSe gamoyenebuli stilisturi xerxi – “gameoreba”;

• stilis araadekvaturoba da a.S.

informaciuli danakargi informaciuli danakargi Tavs iCens or SemTxvevaSi:

• Tu Setyobineba metismetad grZeli da rTulia, maSin msmenels aviwydeba, Tu raze iyo laparaki Setyobinebis dasawyisSi. aseT SemTxvevaSi xdeba msmenelis mexsierebis gadatvirTva da adgili aqvs informaciul danakargs;

• Tu “informacia mogzaurobs”, mag., “ufrosidan qveSevrdomamde”. informaciis am “marSrutiT mogzauroba” xSirad iwvevs informaciis garkveuli wilis dakargvas.

Ffalsificirebis Secdomebi

falsificirebis Secdomebi ganpirobebulia “informaciis gadamcemis” subieqturobiT. “informaciis gadamcemi” adamiania da igi ar xasiaTdeba miukerZoeblobiT. informaciis gadamcems ise SeuZlia daamaxinjos Setyobineba, rom Tavadac veRar icons igi.

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winaswari Sefaseba

winaswari Sefaseba gulisxmobs msmenelis mier Setyobinebis winaswar, emociur Sefasebas. msmeneli ar elodeba Setyobinebis dasrulebas, rac iwvevs aRqmis araadekvaturobas.

“SiSis Secdomebi”

“SiSis Secdomebi” Cndeba “Selamazebul SetyobinebaSi”, romelic gulisxmobs im adamianisaTvis mitanil informacias, romlisac geSinia. komunikaciis barierebis daZlevis yvelaze mZlavr saSualebas efeqturi komunikaciiis principebis dacva warmoadgens.

sakvanZo sityvebi: adresanti, adresati, Setyobineba, komunikaciis arxi, “xmauri”, ukukavSiri, koreqcia, komunikaciuri intencia, “wris principi”, interpretaciuli Secdomebi, dispoziciuri Secdomebi, statusTan dakavSirebuli Secdomebi, semantikuri “barierebi”, araefeqturi ukukavSiri, cudad Camoyalibebuli Setyobineba, informaciuli danakargi, falsificirebis Secdomebi, winaswari Sefaseba, “SiSis Secdomebi”.

kiTxvebi

1. ramden struqturul komponents moicavs komunikaciis procesi? 2. raSi aisaxeba komunikaciuri procesis komponentebisa da etapebis

Sinaarsobrivi Tavisubureba? 3. ra tipis reaqcias iwvevs verbaluri komunikaciis dadgenili normebis

darRveva? 4. ris meSveobiT kontroldeba komunikaciis efeqturoba da mTeli

komunikaciuri ciklis gameoreba misi pirveli, araefeqturi realizaciis SemTxvevaSi?

2. efeqturi komunikaciis principebi da metyvelebis kultura efeqturi komunikaciis principebis dacva uzrunvelyofs aRqmadobis maRali xasisxis mqone Setyobinebis formirebas.

• ar daiwyoT Setyobinebis gadacema, Tu igi jer bolomde gasagebi ar aris Tavad TqvenTvis;

• mudam mzad iyaviT imisaTvis, rom adresatma SeiZleba ver gaigos Tqveni Setyobineba da rom mas gaaCnia amis ufleba;

• Tavi aarideT orazrovani gamoTqmebisa da sityvebis gamoyenebas;

• akontroleT araverbaluri signalebi; ar aris sakmarisi sakuTari metyvelebisa da Setyobinebis Sinaarsis kontroli; aseve aucilebelia,

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akontroloT metyvelebis forma, raSic igulisxmeba metyvelebis “garegnuli, Tanmxlebi markerebi”;

• daicaviT “adresatis wesi” – isaubreT Tqveni Setyobinebis adresatis enaze, sxva sityvebiT, gaiTvaliswineT misi cxovrebiseuli da profesiuli gamocdileba, pirovnuli Taviseburebebi, kulturisa da ganaTlebis done, Rirebulebebi da interesebi;

• dauSviT, rom ar xarT marTali da rom Tqveni Tvalsazrisi ar aris swori;

• daicaviT “adgilisa da drois” wesi; nebismieri Setyobinebis efeqturoba damokidebulia imaze, Tu ramdenad droulad da ramdenad Sesaferis situaciaSi keTdeba igi;

• gaiTvaliswineT “Riaobis” wesi; gaiTvaliswineT axali garemoebebi, aseve Tqveni Setyobinebis adresatis Tvalsazrisi da gamoiCineT mzaoba, gadaxedoT Tqvens Tvalsazriss;

• iyaviT aqtiuri da konstruqciuli msmeneli; zog SemTxvevaSi, “aqtiuri da konstruqciuli msmenelis” wesi Semdegnairad JRers: “Tu gsurT CemTan saubari, maSin iyaviT Cumad”. devisis daskvna msmenelis Taobaze aseTia: “bunebam adamians misca ori yuri da mxolod erTi ena, riTac mianiSna mas, rom umjobesia, ufro meti moisminos, vidre ilaparakos”.

• ar daiviwyoT “ukukavSiris“ wesi, romelic uzrunvelyofs komunikaciuri procesis ZiriTad mizans – urTierTgagebas. efeqturi komunikaciis principebis dacva warmoadgens adresantisa da adresatis erT “semantikur mniSvnelamde” misvlis garantias. efeqturi komunikaciis umTavresi maxasiaTebeli metyvelebis kulturaa, romlis arsebobis umTavres pirobas lingvisturi normebis dacva warmoadgens. efeqturi komunikaciisaTvis mniSvnelovania:

• sityvaTa swori warmoTqma;

• cvladi intonacia; intonaciis cvlilebis gareSe adamianis metyveleba mosawyeni da araefeqturia. intonacia SesabamisobaSi unda iyos Setyobinebis Sinaarsobriv TaviseburebasTan. • metyvelebis normaluri tempi; metyvelebis es maxasiaTebeli komunikaciis efeqturobis erT-erTi ganmsazRvreli faqtoria – metismetad swrafi metyvelebis gageba rTulia, metyvelebis metismetad neli tempi ki msmenelisaTvis mosawyenia. • pauza; zomieri pauza, romelic harmoniaSia intonaciur cvlilebebsa da metyvelebis tempTan, metyvelebas eqspresiulobas matebs. • frazebis sworad konstruireba;

• gamonaTqvamis logikurad Camoyalibeba;

• metyvelebis pozitiuri manera; saubris dros unda veridoT kategoriul mtkicebebs. komunikaciis efeqturobis ganmsazRvrel erT-erT faqtors metyvelebis pozitiuri manera warmoadgens. frazebi: “me vfiqrob”, “SesaZlebelia”, “ar aris gamoricxuli”, “savaraudoa” da a.S. umtkivneulod aRiqmeba msmenelis mier. • lakonuroba; lakonuroba “aucileblobisa da sakmarisobis princips” gulisxmobs. informacia unda moicavdes yvela im Sinaarsobriv elements, romlebic

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aucilebeli da sakmarisia misi adekvaturi aRqmisaTvis. Setyobinebis moculoba unda Seesabamebodes informaciis raodenobas. informaciis zedmeti moculoba iwvevs Warbsityvaobas, zedmeti informatiuloba ki – aRqmis sirTules. Seusabamoba informaciis moculobasa da raodenobas Soris amcirebs komunikaciis efeqturobis xarisxs. • gamonaTqvamis dabalansebuli emociuri foni; emociuri “elferis” ararseboba, iseve, rogorc misi hipertrofireba, komunikaciis Secdomaa. metyvelebis kulturis erT-erT wess warmoadgens Sesabamisoba gamonaTqvamis Sinaarssa da mis emociur “elfers”, sxva sityvebiT, stilistur (dadebiT an uaryofiT) konotacias Soris. formisa da Sinaarsis Sesabamisoba efeqturi komunikaciis erT-erTi mniSvnelovani pirobaa. forma ar aris “ornamenti”; igi ideis “konteineria” da swored misi xarisxi gansazRvravs, Tu ramdenad efeqturadaa ganTavsebuli masSi misi “SigTavsi”. • komunikaciis verbalur da araverbalur saSualebaTa Sesabamisoba;

• komunikaciis mizandasaxuloba (intencia); msmenelis mier molaparakis komunikaciuri intenciis adekvaturi aRqmisaTvis metad mniSvnelovania is faqti, Tu ramdenad identuria adamianTa mier modelirebuli samyaros “xati”, Tu ramdenad identuria maT cnobierebaSi “akumulirebuli Sinaarsebi”. • adresatis TaviseburebaTa gaTvaliswineba; komunikacia ar warmoadgens TviTmizans – igi saSualebaa, romelic emsaxureba konkretul mizans. enobriv strategiaTa realizacia da interpretacia SeuZlebelia pirovnuli da kulturuli faqtorebis gaTvaliswinebis gareSe. komunikacia rTuli da mravalmxrivi movlenaa, romelic moicavs rogorc lingvistur, ise eqstralingvistur faqtorebs. eqstralingvistur faqtorebSi moiazreba: adamianTa codna samyaros Sesaxeb, Camoyalibebuli Tvalsazrisi, komunikaciur aqtSi monawileTa ganwyoba da maTi komunikaciuri intencia. aRniSnuli faqtorebi komunikaciuri kompetenciis Semadgeneli umniSvnelovanesi komponentebia.

sakvanZo sityvebi: araverbaluri signalebi, orazrovani gamoTqmebi, metyvelebis “garegnuli, Tanmxlebi markerebi”, “adresatis” wesi, “adgilisa da drois” wesi, “Riaobis” wesi, “aqtiuri da konstruqciuli msmenelis” wesi, “ukukavSiris“ wesi, sityvaTa swori warmoTqma, cvladi intonacia, metyvelebis normaluri tempi, pauza, frazebis sworad konstruireba, gamonaTqvamis logikurad Camoyalibeba, metyvelebis pozitiuri manera, lakonuroba, gamonaTqvamis dabalansebuli emociuri foni, verbalur da araverbalur saSualebaTa Sesabamisoba, komunikaciis mizandasaxuloba, adresatis Tavisebureba, komunikaciuri kompetencia. kiTxvebi

1. ra uzrunvelyofs aRqmadobis maRali xasisxis mqone Setyobinebis formirebas?

2. romeli wesi uzrunvelyofs komunikaciuri procesis ZiriTad mizans – urTierTgagebas?

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3. ra igulisxmeba metyvelebis formaSi? 4. metyvelebis romel Tvisebas uzrunvelyofs zomieri pauza, romelic

harmoniaSia intonaciur cvlilebebsa da metyvelebis tempTan? 5. rogor JRers “aqtiuri da konstruqciuli msmenelis” wesi? 6. ra igulisxmeba lakonurobaSi? 7. ras iwvevs informaciis zedmeti moculoba? 8. SesaZlebelia Tu ara enobriv strategiaTa realizacia da

interpretacia pirovnuli da kulturuli faqtorebis gaTvaliswinebis gareSe?

9. ra ewodeba adamianTa codnas samyaros Sesaxeb, maT Camoyalibebul Tvalsazriss, komunikaciur aqtSi monawileTa ganwyobasa da komunikaciur intencias?

3. adamianebTan urTierTobis ZiriTadi meTodebi: karnegis rCevebi

aseTi ram niu-iorkis mcxovreblebs jer ar enaxaT. qalaqis erT-erT yvelaze lamaz sacxovrebel kvartalSi mTeli saaTis ganmavlobaSi pistoletebis srola da tyviamfrqvevis kakani ismoda. policia Tavs daesxa da daakava cnobili saSiSi damnaSave krouli. policiis komisarma ganacxada, rom igi umizezod klavda xalxs. TviTon krouli ki sul sxvagvarad Tvlida. xafangSi moqceulma policielebs gadmougdo baraTi, romelSic Semdegi ram ewera: “Cems mkerdSi Zgers daRlili, magram keTili guli, romelsac aravisTvis ar miuyenebia ziani”. “Cemi cxovrebis saukeTeso wlebi movaxmare xalxze, maT garTobasa da drostarebaze zrunvas. mereda, ra miviRe amis sanacvlod? mxolod Seuracxyofa da devna”. es sityvebi ki ekuTvnis al kapones, romelic Tavis droze sazogadoebis pirvel mtrad iTvleboda. aviRoT kidev erTi istoriuli magaliTi: Teodor ruzveltsa da prezident tafts Soris gaCaRebuli dava, romelmac kinaRam daSala respublikuri partia. 1908 wels prezidentobidan gadadgomis Semdeg, ruzveltma erTxans afrikaSi lomebze inadira, Semdeg isev StatebSi dabrunda da aqtiuri sazogadoebrivi saqminoba daiwyo. Semdeg arCevnebze prezident taftsa da respublikur partias mxolod orma Statma dauWira mxari. Teodor ruzveltma yvelaferSi tafti daadanaSaula, magram tafti srulebiTac ar Tvlida Tavs damnaSaved. Tvalebze cremlmomdgar prezidents Turme ukiTxavs: ar mesmis, sxvanairad rogor unda movqceuliyavio. rTulia, Tqva, Tu sinamdvileSi vin iyo damnaSave. erTi ram ki cxadia: erTi adamianis kritikuli SeniSvnebi verafriT ver arwmunebs meores, rom pirveli tyuis. aseTia adamianis buneba. igi sakuTar Tavs ki ara, yovelTvis sxvas adanaSaulebs. arada, kritika bumerangs hgavs – yovelTvis ukan brundeba. adamiani, romlis dadanaSaulebasac vapirebT, albaT, Tavis marTlebas

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daiwyebs, aqeT dagvadanaSaulebs da gvkiTxavs: ar mesmis, sxvanairad rogor unda movqeuliyavio. 1865 wlis 15 aprils, SabaT diliT abraam linkolni erT iaffasiani avejiT gawyobil oTaxSi, Zalze mokle sawolze iwva. sulTmobrZavi linkolnis sarecelTan samxedro ministrma stentonma Tqva, - aq wevs yvelaze unaklo xelmZRvaneli, romelic msoflios odesme unaxavso. ra iyo linkolnis xalxTan warmatebuli urTierTobis saidumlo? axalgazrdobaSi linkolni srulebiTac ar erideboda garSemomyofTa mimarT kritikuli SenSvnebis gamoTqmas. ufro metic: werilebs da leqsebsac ar iSurebda maT dasacinad. kritikisaTvis arc mas Semdeg daunebebia Tavi, rac advokati gaxda. igi mowinaaRmdeges aSkarad esxmoda Tavs gazeTSi gamoqveynebuli werilebiTac. erTxel, marTlac metismeti mouvida. 1842 wlis Semodgomaze man mwared dascina agresiulad ganwyobil irlandiel politikoss jems Sildss. anonimuri werili adgilobriv gazeTSi gamoqveynda. mTeli qalaqi xarxarebda. Tavmoyvare Sildsi brazisgan kinaRam gagiJda. gamoiZia, Tu vis ekuTvnoda es werili, mivarda linkolnTan da duelSi gamoiwvia. linkolni saerTod duelis winaaRmdegi iyo, magram axla uaris Tqma aRar SeiZleboda – Rirsebis saqme gaxldaT. daniSnul dRes is da Sildsi erTmaneTs misisipis napirze Sexvdnen da orTabrZolisaTvis mzadebas Seudgnen. bolo wuTs saqmeSi sekundantebi Caerivnen da dueli CaSales. linkolnis cxovrebaSi es umZimesi epizodi fasdaudebel gakveTilad iqca xalxTan urTierTobis xelovnebaSi. mas Semdeg, linkolns aRar dauweria arc erTi Seuracxmyofeli werili, aravisTvis aRar daucinia da usafuZvlod aravin aRar gaukritikebia. prezidentobisas, roca Teodor ruzvelti raime rTul problemas gadaawydeboda, Cveulebriv, skamze ukan gadaixreboda, TeTr saxlSi misi saweri magidis Tavze dakidebul linkolnis did portrets Sexedavda da Tavs ekiTxeboda, ras izamda Cems adgilze linkolni, rogor gadaWrida am problemaso. TiToeuli Cvenganis cxovrebaSi arseboben adamianebi, romelTa “gadakeTebac”, ukeTesobisaken Secvla gvinda. magram, iqneb, sakuTari TaviT dagvewyo?! es gacilebiT ufro momgebiani iqneba CvenTvis. pirvel rigSi – TviTsrulyofa! “roca adamiani Tavis TavTan brZolas iwyebs, es ukve erT ramed Rirs”, - ambobda brouningi.

• adamianebTan urTierTobisas unda gvaxsovdes, rom saqme gvaqvs emociur da Tavmoyvare arsebebTan. kritika ki is saxifaTo naperwkalia, romelmac SeiZleba, Tavmoyvareoba aafeTqos.

araferi ise ar laxavs adamianis Tavmoyvereobas, rogorc kritika; arafers ar SeuZlia, daakarginos adamians enTuaziazmi ise swrafad, rogorc kritikas. “qveynis sxvadsxva kuTxeSi uamravi nacnobi myavs, magram jer ar Semxvedria kaci, romelic gacilebiT metis mondomebiTa da gacilebiT ukeT ar muSaobdes keTilganwyobis viTarebaSi, vidre kritikis atmosferoSi.… me arasodes aravis vakritikeb, mwams samsaxurSi muSakis waxalisebis qmediToba. amitom sul vcdilob, vaqo adamiani. roca raime momwons, gulwrfel aRtacebas gamovTqvam da xotbas vasxam”, - ambobda Carlz Svabi. es qaTinauria da ara pirferoba!

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• Tu romelime konkretuli problema ar gvawuxebs, Cveulebliv, drois sakmaod did nawils sakuTar Tavze fiqrs vandomebT. iqneb cota xniT mainc, sakuTar miRwevebsa da interesebze fiqris nacvlad, partnioris dadebiT Tvisebaze davfiqrebuliyaviT da gulwrfelad Segveqo igi.

benjamen franklini, romelic siWabukeSi didi taqtiT ar gamoirCeoda, mogvianebiT iseTi diplomatiuri da samarTliani gaxda adamianebTan urTierTobaSi, rom safrangeTSi amerikis elCadac ki daniSnes. raSi mdgomareobda misi warmatebis saidumlo? “ar minda, cudi vTqva vinmeze da yvelaze vambob mxolod imas, rac masze kargi vici”, - ambobda franklini. kritika nebismier Cvengans SeuZlia, magram gagebisa da mitevebisaTvis saWiro nebisyofa da TviTkontrolis unari mxolod zogierT Cvengans gaaCnia.

• kritikis nacvlad unda SevecadoT, gavugoT adamianebs, mivxvdeT, Tu ratom iqcevian swored ase da ara sxvagvarad. aseTi mcdeloba adamianebSi moTminebis, Tanadgomisa da keTilmosurneobis grZnobas badebs.

arsebobs mxolod erTi xerxi, romliTac SeiZleba adamians raimes gakeTebis survili aRuZra: adamians unda moandomo raRacis gakeTeba da igi aucileblad gaakeTebs. erTaderTi xerxi, rac ramis gakeTebas mogandomebT, aris Semdegi: mogcen is, rac gindaT. mereda ra gindaT? amerikeli filosofosi, profesori jon diuni ambobs: “adamianis yvelaze Rrma miswrafeba aris survili – iyos mniSvnelovani”. es survili iSviaTad xorcieldeba. es isaa, rasac diuni “sakuTari mniSvnelovnebis Segnebas uwodebs”. adamians sakuTari mniSvnelovnebis Segnebisadmi Zlieri swrafva rom ar hqonoda, civilizaciac ar iarsebebda, magram, samwuxarod, zogjer swored es miswrafeba ubiZgebs adamians danaSaulisaken. erTi komisari cixeSi moxvedril, sakuTari mniSvnelovnebis surviliT Sepyrobil damnaSaveebze ambobda: “rogorc ki cixeSi moxvdebian, maSinve bulvarul gazeTebs gvTxoven, sadac gmirebad arian Seracxulni. sanam saxelganTqmul adamianTa portretebis gverdiT sakuTari fotosuraTis xilviT tkbebian, sasjeli Soreul perpeqtivad eCvenebaT”. sakuTari mniSvnelovnebis SegrZnebis sxvadsxva xerxi arsebobs. mag., jon rokfelerma sakuTari mniSvnelvneba maSin SeigrZno, roca fuli gaiRo CineTis dedaqalaq pekinSi milionobiT Rarib-RatakisaTvis saavadmyofos asaSeneblad. dilinjeri ki sakuTari mniSvnelovnebis grZnobam maSin gaaamaya, roca bankebis Zarcvas mihyo xeli. igi amayobda imiT, rom sazogadoebisaTvis saSiSi iyo.

• adamianis saqciels safuZvlad sakuTari survilebi uZevs. Cveulebriv, mxolod Cvens survilebze vlaparakobT. Tqven es gainteresebT, magram sxvas? iqneb sxvisi interesebi da survilebic gageTvaliswinebinaT?! SeecadeT, daskvna gaakeToT istoriidan deil karnegis saTevzaod siarulis Sesaxeb: “yovel zafxuls saTevzaod davdivar meinze. piradad me Zalian miyvars naRebmosxmuli marwyvi, magram raRac ucnauri mizezis gamo, Tevzs Turme Wia-Rua urCevnia. ase rom, saTevzaod roca vemzadebi, Cems survilebs viviwyeb da imaze vfiqrob, ra moewonebaT da ra unda mivarTva Tevzebs. Cangalze satyuarad naRebian marwyvs ki ara, Wias an WriWinobelas wamovageb xolme. ratom ar viCenT amgvar gamWriaxobas adamianebTan

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urTierTobaSi? Cven yovelTvis imaze vfiqrobT, rac Cven gvinda, sxvisi interesebi da survilebi ki mxedvelobis miRma gvrCeba.” adamianis dainteresebis yvelaze efeqtur xerxs warmoadgens saubari imaze, rac mas ainteresebs, rasac metad afasebs.

• am qveynad adamianze zemoqmedebis erTaderTi gza aris, ilaparako imaze, rac mas surs da aswavlo am survilis aRsrulebis saSualeba.

saxelganTqmulma uiliam laion felisma, ielis universitetis profesorma, ymawvilobidanve SeiTvisa es gakveTili. “rva wlisa rom viyavi, SabaT-kviras deidasTan wamiyvanes stradfordSi, - wers felisi Tavis esseSi “adamianis bunebis Sesaxeb”. – saRamos erTi Sua xnis kaci gvestumra. deidas ramdenime Tavaziani qaTinauri uTxra da mere Cemze gadmoitana yuradReba. im dros navebi mabodebda. Cveni stumari ki ise sainteresod da gatacebiT saubrobda am Temaze, rom ucbad moigo Cemi guli. misi wasvlis Semdeg aRtaceba ver davfare: “es ra didebuli kaci yofila, ra kargad scodnia navebi!” – gamovacxade aRfrTovanebulma. deidam miTxra, rom is kaci niu-iorkeli advokati iyo da navebTan arasodes saqme ar hqoniao. – maS, ratom melaparakeboda sul navebze? – vkiTxe. “imitom, rom jentlmenia” – iyo pasuxi”. uiliam laion feliss samudamod daamaxsovrda deidis SeniSvna. adamianis dainteresebis teqnologias edvard Calific flobda: “erTxel mivxvdi, rom daxmarebis gareSe fons ver gavidodi. evropaSi unda Semdgariyo skautebis didi Sekreba da Zalian mindoda, romelime didi amerikuli korporaciis prezidents gaeRo mowyaleba da gadexada erT-erTi Cemi TanamSromlis mgzavrobis safasuri. Cemda sabednierod, sanam saTxovnelad wavidodi, gavige, rom mas erTxel milioni dolaris Ceki gamoewera da roca es Ceki gaunaRdebiaT, CarCoSi Causvams. amitom kabinetSi Sevedi Tu ara, nebarTva vTxove, is Ceki menaxa. Tan vuTxari, jer ar msmenia, vinmes aseTi Ceki gamoeweros, Cems biWebs unda vuTxra, rom sakuTari TvaliT vnaxe-meTqi. manac siamovnebiT damaTvalierebina es “RirsSesaniSnaoba”. mere vTxove, Tu SeiZleba miambeT, rodis da ratom gamowereT-meTqi”. Califs saubari imiT ki ar dauwyia, rac TviTon ainteresebda, aramed imiT, rac mis maspinZels mianiWebda siamovnebas. Sedegsac sasurvels miaRwia. “man male mkiTxa, es yvelaferi kargi, magram Tqven risTvis SewuxebulxarTo. mec maSinve vuambe Cemi gasaWiri. Cemda gasaocrad, man ara Tu daakmayofila Cemi Txovna, aramed ufro metic gaakeTa. me mxolod erTi biWis gagzavna vTxove. man ki xuTi gagzavna, maTTan erTad mec momca akreditivi aTas dolarze da miTxra, rom evropaSi Svidi kviriT davrCeniliyavi. ramdenime sarekomendacio werilic gamatana misi korporaciis filialebis prezidentebTan. mere parizSi TviTonac Segvxvda da qalaqi dagvaTvalierebina. mogvianebiT, man samuSaod mogviwyo ramdenime naklebad SeZlebuli ojaxis Svili da aqamde interesdeba Cveni jgufis saqmianobiT. namdvilad vici, winaswar rom ar gamecno misi interesebis sfero da Tavidanve keTilganwyoba ar momepovebina, Zalian gamiWirdeboda masTan urTierTobis gabma”. ai, kidev erTi SemTxveva: henri diuvenroi, erT-erTi kompaniis warmomadgeneli, cdilobda rogorme xelSi Caegdo niu-iorkis sastumros SekveTa. mTeli oTxi wlis ganmavlobaSi TiTqmis yovelkvira dadioda otelis mmarTvelTan. oTaxic ki

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daiqirava im sastumroSi, rom rogorme sasurveli SeTanxmeba daedo, magram ver iqna da ver miaRwia mizans. “maSin, - ixsenebda diuvenroi – Sevecade, gamerkvia Tu ra aintersebda am kacs, ra gamoiwvevda mis enTuziazms. Sevityve, rom is iyo sastumroebis muSakTa sazogadoebis aqtiuri wevri da Tavisi uSreti energiis gamo arCeuli iyo analogiuri saerTaSoriso organizaciis prezidentad. arc erT sxdomasa Tu Sekrebas ar daakldeboda, amisTvis cxra zRvisa da cxra mTis gadalaxvac rom dasWirveboda. es rom gavige, saubarSi is sazogadoeba vaxsene. rom icodeT, ra daemarTa! erTianad aenTo, mTeli naxevari saaTi miambobda Tavis sazogadoebaze. mivxvdi, rom es sazogadoeba mis namdvil gatacebad da cxovrebis vnebad qceuliyo. sanam wamovidodi SemomTavaza, Cveni sazogadoebis wevri unda gaxdeTo. im saubrisas Cems SekveTaze sityvac ar wamomcdenia, magram ramdenime dRis Semdeg sastumros restornis mmarTvelma miTxra: “ra gaukeTeT aseTi am kacs, sul Tqven gaxsenebTo”. moviyvanoT kidev erTi sailustracio magaliTi imisa, Tu rogor SeiZleba daaintereso adamiani. karnegis rZals Zlier awuxebda ielis universitetSi gagzavnili ori vaJiSvilis bedi. Wabukebi ise iyvnen “Cafluli” swavlaSi, rom aRarc saxli axsovdaT da aRarc deda. werilsac ki aRar iwerebodnen. deda saSinlad nerviulobda. maSin karnegim sanaZleo dado, Semdegi fostiTve miviReb biWebis werils, Tanac yovelgvari Txovnis gareSeo. karnegim maT Cveulebrivi werili gaugzavna, oRond postskriptumSi sxvaTaSoris axsena, ToToeuls ormocdaaT dolars gigzavniTo. Tumca dolarebi konvertSi ar Caudia. Semdegsave fostas mohyva Zmebis werilebi. isini madlobas uxdidnen “sayvarel biZas” werilisaTvis da a.S.

• roca gindaT, vinmes rame gaakeTebinoT, sakuTar Tavs hkiTxeT: “rogor aRvuZra survili?”

karnegi yovel sezonze leqciebis ciklis wasakiTxad niu-iorkSi oci dRiT qiraobda did sacekvao darbazs. erTxel, sezonis dawyebisas, mas moulodnelad acnobes, rom daqiravebuli SenobisaTvis winandelze samjer Zviri unda gadaexada. bileTebi ukve dabeWdili da darigebuli iyo, mzad iyo yvela gancxadebac. bunebrivia, karnegis ar undoda zedmeti fulis gadaxda. icoda, rom administratorTan Tavis survilebze laparaks azri ar hqonda – administrators xom mxolod Tavisi saqme da Tavisi mogeba ainteresebda. meore dRes karnegi sastumros mmarTvelTan mivida da uTxra: “ar dagimalavT, maincdamainc ar mesiamovna Tqveni Setyobineba, magram brals rodi gdebT. Tqvens adgilze mec aseve moviqceodi, mec vizrunebdi maqsimaluri mogebis misaRebad. magram aba, aviRoT furceli da CamovweroT ra sargebelsa da ra wagebas mogcemT saarendo gadsaxadis gadideba?” karnegim aiRo firmis blanki, SuaSi xazi Camousva da erT naxevars Tavze “plusebi”, meores ki, “minusebi” daawera. plusebis rigSi Camowera:

• sacekvao darbazi Tavisufalia, SegiZliaT, gaaqiraoT sacekvaod an SekrebisaTvis;

• amgvar RonisZiebebSi namdvilad mets miiRebT, vidre Cemi leqciebis ciklSi. Cems oc saRamoze ki xelidan gauSvebT am SesaZleblobas.

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minusebis rigSi Camowera:

• Tqven kargavT Cemgan misaReb qiras, radganac me ar gadavixdi gazrdil gadsaxads da iZulebuli viqnebi, leqciebi sxvagan gadavitano;

• aris TqvenTvis kidev erTi araxelsayreli viTareba: es leqciebi Tqveni sastumrosaTvis kargi reklamacaa, leqciebi Tqvens sastumroSi izidavs bevr ganaTlebul, kulturul adamians. faqtobrivad, sagazeTo reklamaSi xuTasi aTasi dolaric rom daxarjoT, amden xalxs mainc ver moiyvanT.

bolos karnegim es plusebiani da minusebiani furceli mmarTvels gadasca da Txova, kargad aewon-daewona yvela wageba-mogeba da saboloo gadawyvetileba ecnobinebina misTvis. meore dRes karnegim miiRo baraTi, romliTac atyobinebdnen, rom saarendo gadasaxadi mTeli samasi procentis nacvlad mxolod ormocdaaTi procentiT matulobda. gaiTvaliswineT, rom karnegis sityvac ar dauZravs sakuTar interesebze. igi laparakobda mxolod imaze, rac mis Tanamosaubres surda. ra moxdeboda, karnegi ise rom moqceuliyo, rogorc Cveulebriv iqcevian xolme, Sevardniliyo mmarTvelis kabinetSi da ganecxadebina: “ras niSnavs es, samasi procentiT mizrdiT saarendo gadsaxads maSin, roca iciT, rom bileTebi ukve davarige da ukan dasaxevi gza moWrili maqvs, ra meSveleba, rogor gadavixdi amxela gadasaxds?” albaT, amas moyveboda cxare kamaTi. mmarTveli Tavmoyvareobis gamo ukan ar daixevda da arc arafers daTmobda. zogjer warmatebis saidumlo adamianis RimilSi imaleba. erTxel Carlz Svabma Tqva, rom misi Rimili miloni dolari Rirda. es marTlac ase iyo, raki swored misi momxiblavi individualoba da gulis mogebis unari edo safuZvlad TiTqmis yvela mis warmatebas, mis mimzidvel TvisebebSi yvelaze didi wili momajadoebel Rimils ekuTvnoda. erT andazas Tu davujerebT: “visac Rimili ar SeuZlia, is ver gaxsnis maRazias”. SemogTavazebT erT sareklamo gancxadebas, romelic martiv cxovrebiseul filosofias eyrdnoba.

Rimilis fasi saSobaod

• ufasoa, magram Zviri Rirs. • rac mets gascem, mets miiReb. • wamieria, magram mexsirebas samudamod mihyveba. • versad ipoviT iseT mdidars, romelsac umisoba SeeZlos da verc

iseT Rataks naxavT sadme, romelsac is ar gaamdidrebs. • bedniereba Seaqvs ojaxSi. • sasurvel atmosferos qmnis saqmian urTierTobebSi. • megobrobaSi ki paroladac gamodgeba. • Svebaa daqanculTaTvis, suliT dacemulTaTvis, mzis sxivia

kaeSnianTaTvis, bunebis wamalia usiamovnebaTagan gansakurnebeli. • mas ver iyidiT, verc Txovna-mudariT moipovebT, verc isesxebT, verc

moiparavT, radgan Tu nebiT da siamiT ar gaica, groSia misi fasi. • saSobao vaWrobiT daRlil gamyidvels Tu daekarga, moiReT

mowyaleba da Tqven TviTon aCuqeT Rimili.

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Rimili yvelaze metad mas sWirdeba, visac aRaraferi darCenia gasacemi. maS, ase, Tu gsurT, garSemomyofTa guli moigoT, misdieT Semdeg wess:

gaiRimeT! Tu ar gexerxebaT Rimili, miiReT karnegis ori rCeva: 1. Tavi aiZuleT, rom gaiRimoT; 2. marto rom darCebiT, ise moiqeciT, TiTqos ukve bednieri iyoT. ase gamogiswordebaT ganwyobileba. harvardis universitetis profesori uiliam jeimsi Tvlis, rom qmedeba ganwyobis Sedegia – erTi ganuyofelia meorisagan. Tu gindaT, miaRwioT warmatebas adamianebTan urTierTobaSi, SeecadeT, SeinarCunoT kargi ganwyoba! kidev ra aris saWiro warmatebisaTvis? rogor mivaRwioT saqmian saubarSi sasurvel Sedegs? Carlz eliotis azriT, “aq araviTari saidumlo ar imaleba. mTavaria, gamoiCinoT yuradReba Tanamosaubris mimarT. amaze ukeTesi gulismosagebi xerxi ar arsebobs”. niu-iorkSi, erT-erT wveulebaze karnegim cnobili botanikosi gaicno. igi ramdenime saaTis ganmavlobaSi, sulganabuli da moxibluli usmenda botanikoss. karnegi wveulebidan SuaRamisas wavida. botanikoss ki igi maspinZelTan Seuqia – kargi mosaubreao. karnegis ori sityvac ki ar uTqvams, an rogor ityoda, roca botanikis araferi gaegeboda. samagierod, karnegi yuradRebiT usmenda botanikoss, vinaidan marTlac ainteresebda. botanikosma es igrZno da, bunebrivia, esiamovna kidec.

• yuradReba yvelaze didi qaTinauria! yuradRebiani msmeneli nebismieri adamianisaTvis sanatrelia.

samoqalaqo omis yvelaze mZime dReebSi linkolnma werili miswera erT Tavis Zvel megobars da vaSingtonSi Camosvla sTxova, raRac problemaze minda mogelaparakoo. Zveli megobari TeTri saxlisken gamoeSura. linkolni ramdenime saaTi esaubra mas monebis gaTavisuflebis deklaraciis mizanSewonilobis Sesaxeb. stumars am RonisZiebis yvela sawinaaRmdego Tu sasargeblo mtkicebulebebi mouyvana. ramdenime werili da sagazeTo statiac waukiTxa: zogSi imas sayvedurobdnen, ratom ar aTavisufleb monebso, zogSi ki kicxavdnen, ratom aTavisuflebo. ramdenime saaTis laparakis Semdeg linkolnma xeli CamoarTva, daemSvidoba da ukan, ilinoisSi ise gaamgzavra megobari, azric ki ar ukiTxavs misTvis. mTeli dRe marto linkolni laparakobda. Tavisive saubarma saWiro daskvnebi gaakeTebina. megobarma ki irwmuna, rom masTan saubarma linkolns Sveba mohgvara. linkolns rCevebi ar undoda. mas mxolod keTilganwyobili msmeneli sWirdeboda.

• Tu gindaT, sasiamovno mosaubre iyoT, iyaviT yuradRebiani msmeneli; • nu ilaparakebT mxolod sakuTar Tavze. sxvasac mieciT saSualeba,

Tavis warmatebazec Tqvas oriod sityva. nebismier adamians unda, rom dainaxon da gulwrfelad daafason misi Rirsebebi, unda, rom misi megobrebi Tu kolegebi, rogorc Carlz Svabi ityoda, iyvnen gulwrfelni Sefasebisas da guluxvni Seqebisas. swored, amitom unda gaviRoT is, ris miRebac TviTon gvinda. zogi adamiani raRaciT sxvaze maRla ayenebs Tavs. aseTi adamianis gulis mogeba mxolod misi mniSvnelovnebis gulwrfeli aRiarebiTaa SesaZlebeli. gaiTvaliswineT emersonis Tvalsazrisi: “yoveli adamiani,

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romelsac me vxvdebi, raRaciT Cemze maRla dgas da amitom misgan bevri SeiZleba viswavlo”. SemogTavazebT erT istorias, romelic warmoadgens SesaniSnav magaliTs imisa, Tu rogor moqmedebs adamianze misi mniSvnelovnebis gulwrfeli aRiareba. Jorj istmenma, romelmac saxeli gaiTqva Tavisi “kodakiT”, SeiZina asi milioni dolaris qoneba da erT-erT yvelaze saxelganTqmul saqmosnad iqca msoflioSi. miuxedavad aseTi didi warmatebisa, masac sWirdeboda aRiareba. didi xnis winaT istmenma xeli mohkida roCesterSi istmenis saxelobis musikaluri skolis mSeneblobas, dedamisis xsovnas ki Teatris mSenebloba miuZRvna. erTi firmis prezidentma jeims adamsonma moindoma, SekveTa mieRo am SenobebisaTvis saWiro savarZlebze. arqiteqtors daureka da moeleparaka istmenTan Sexvedraze. adamsoni daniSnul dros gamocxadda, arqiteqtorma uTxra: “vici, rom gindaT, miiRoT SekveTa, magram unda gagafrTxiloT, araferi gamogivaT, Tu jorj istmens xuT wuTze met dros daakargvinebT. ecadeT, swrafad uTxraT saTqmeli da marto datovoT”. adamsonma gadawyvita, rCeva mieRo. kabinetSi miiwvies. istmeni ijda da yuradRebiT Cascqeroda magidaze gaSlil qaRaldebs. karis xmaurze Tavi aswia, saTvale moixsna da arqiteqtorsa da adamsons Tavazianad Seegeba: “dila mSvidobisa, batonebo, riT SemiZlia gemsaxuroT?” arqiteqtorma warudgina isini erTmaneTs. mere adamsonma uTxra: “mister istmen, aRtacebaSi momiyvana Tqvenma kantoram. arc me vityodi uars aseT kabinetSi muSaobaze. rogorc iciT, xis masalas vamzadeb interierebisaTvis, magram aseTi lamazi kabineti jer ar Semxvedria”. jorj istmenma gaixara: “arada, me amas veRarc vamCnev. marTla kargia, ara? Tavidan mec Zalian momwonda, magram axla imdeni sazrunavi maqvs, rom veRarc vamCnev”. adamsoni kedelTan mivida da xeli gadausva xis safars. “es inglisuri muxaa, ukeTesi teqstura aqvs , vidre italiurs”. “diax, - upasuxa istmenma – es importuli inglisuri muxaa. megobarma SemirCia – Zvirfasi xis jiSebis specialistia”. mere istmenma stumarTan erTad mTeli oTaxi Semoiara, yuradReba gaamaxvila proporciebze, ferze, xeliT nakeTobaze da sxva detalebze, romlebic TviTon misive mofiqrebuli iyo. mere oriveni fanjarasTan SeCerdnen da jorj istmenma misTvis damaxasiaTebeli sada, Tavmdabluri maneriT uambo adamsons roCesteris universitetze, homeopaTiur samkurnalo dawesebulebaze da saavadmyofoebze, romelTa saSualebiTac cdilobda, daxmareboda adamianebs. mere adamsonma saqmiani karieris dasawyisze Camougdo sityva. istmenmac Seudarebeli gulwrfelobiT gaixsena bavSvobisdroindeli gaWirveba da Tqva, rom swored gaWirvebam gadaawyvetina imdeni fuli eSova, rom dedamiss SeSveleboda. adamsoni kiTxvas kiTxvaze aZlevda da isic uambobda, Tu rogor muSaobda mTeli dRe kantoraSi, mere ki RamiT eqsperiments atarebda. sanam qimiuri reaqcia xdeboda, cotas wasTvlemda, xandaxan gauxdeladac eZina.…

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jeims adamsoni istmenis kabinetSi TerTmetis TxuTmet wuTze Seiyvanes, Tan gaafrTxiles – xuT wuTze mets nu moacdenTo, magram gavida erTi, ori saaTi, isini ki kvlav ganagrZobdnen saubars. bolos istmeni miubrunda adamsons da uTxra: “bolos iaponiaSi rom viyavi, ramdenime skami SeviZine, Camovitane da Cems solariumSi davdgi. Mmzem saRebavi dauxeTqa da TviTon SevRebe. gindaT, gaCvenoT rogori Rebva vici? wamodiT CemTan saxlSi, erTad visauzmoT da skamebsac gaCvenebT”. sauzmis Semdeg istmenma marTlac aCvena adamsons iaponiidan Camotanili skamebi. TiToeuli TiTo dolari Tu eRireboda, magram milioneri istmeni Tavs iwonebda imiT, rom isini sakuTari xeliT SeReba. savarZlebis SekveTa oTxmocdaaTi aTas dolarze daido. mas Semdeg isini sikvilamde megobrebad darCnen.

• Tu gsurT, warmatebas miaRwioT adamianebTan urTierTobaSi, gulwrfelad STaagoneT Tqvens Tanamosaubres misi pirovnebis mniSvnelovneba.

4. Tormeti wesi, romelTa dacva SegaZlebinebT, adamiani Tqvens Tvalsazrisze gadmoibiroT

wesi I. kamaTSi gamarjvebis erTaderTi gzaa daTmoba

erTxel londonSi karnegi miipatiJes avstrieli mfrinavis, rosis pativsacemad gamarTul banketze. erTma stumarma moyva istoria, romelic Semdeg citatas efuZneboda: “xSirad ganzraxva, mofiqrebuli yovlis mxriT, uqmad Cagivlis. es moaswavebs, rom gangeba TviT awyobs saqmes“, Tan dasZina, es sityvebi bibliidanaao. karnegim icoda, rom igi namdvilad cdeboda da Seuswora, Seqspiriao. is ki mainc Tavisaze idga, rao, Seqspiriao? ra sisuleles brZanebT, namdvilad bibliidanaao. karnegis “metoqe” xelmarjvniv ejda, xelmarcxniv ki – Zveli nacnobi, frenk hemondi, romelic didxans swavlobda Seqspiris Semoqmedebas. amitomac, swored mas miando karnegim kamaTis bedi. hemondma mousmina orives, mere magidis qveS fexze fexi gakra karnegis da RimiliT uTxra, deil, Tqven cdebiT. es batoni marTalia. citata bibliidanaoo. wveulebidan rom wavidnen, karnegim ver moiTmina da hemonds uTxra, frenk, xom iciT, rom es sityvebi Seqspirisaao. “ra Tqma unda, - upasuxa man, - es “hamletia”. moqmedeba mexuTe, suraTi meore. magram Cven xom stumrad viyaviT. Cemo kargo, ratom unda umtkico kacs, rom cdeba? amis Semdeg ras unda elode misgan? ratom ar unda misce saSualeba, daicvas sakuTari prestiJi? azrs xom ar gekiTxebodaT? girCevT, saerTod eridoT xolme saqmis gamwvavebas”.

• mieciT saSualeba Tqvens partniors, gaimarjvos wvrilman kamaTSi. aTidan cxra kamaTi mTavrdeba imiT, rom misi TiToeuli monawile ufro Rrmad rwmundeba sakuTari azris absolutur sisworeSi.

amboben, rom kamaTSi gamarjveba SeuZlebelia, radgan mainc wagebuli darCebiT: vTqvaT, Tqven gaimarjveT, gaacamtvereT mowinaaRmdegis mtkiceba da daadgineT, rom misi Tvalsazrisi absurdulia. Tqven kmayofili xarT,

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magram is? agrZnobineT ra Tqveni upiratesoba, amiT SeulaxeT Tavmoyvareoba da gaanawyeneT Tqveni gamarjvebiT. erTma didma sadazRvevo kompaniam Tavis agentebs pirvel mcnebad uqcia: “ar ikamaToT!” kamaTis meSveobiT didi sargebeli arc vaWrobaSi miuRia vinmes. ai, erTi magaliTi: erTxel karnegisTan mivida agresiulad ganwyobili patrik heiri. ganaTleba ar hyofnida, magram Zalian uyvarda kamaTi. karnegisTan igi konsultaciis misaRebad mivida, vinaidan verafriT moawesriga satvirTo manqanebiT vaWroba. karnegim ramdenime kiTxviT gaarkvia, rom igi ganuwyvetliv eCxubeboda maT, visTanac vaWrobas apirebda. aRiara kidec: “ romelime kabinetidan gamosvlisas gamarjvebuli kacis ieriT vambobdi xolme – kargi dRe ki davayare-meTqi”. ramdenime xnis Semdeg heiri erT-erTi saukeTeso savaWro agenti gaxda niu-iorkSi. rogor miaRwia aseT warmatebas? ai, heiris mier naambobi istoria: “axla, gamsaReblis kabinetSi Sesulma, Tu gavigone – oh, Tqveni satvirToebi arafrad varga, sxvas vyidulobo, me vpasuxob – ar SecdebiT, mas marTlac kargi satvirTo manqanebi aqvs, kargi firmac amzadebs da kargi xalxic hyidis. amiT gzas vuWri, salaparakos aRar vutoveb. mere ki viwyeb Cveni satvirTo manaqanebis Rirsebebis CamoTvlas. winaT aseTi situacia magiJebda, maSinve im sxva firmis maqanis ganqiqebas viwyebdi; amas ki is mosdevda, rom kamaTSi Cabmuli myidveli kidev ufro aqebda Cemi konkurentis produqcias da am qebaSi TviTonac Rrmad ijerebda mis upiratesobas. axla mikvirs, saerTod rogor vaxerxebdi ramis gayidvas. wlebi Sevalie fuW Cxubsa da davidarabas. axla Cumad var da moTminebisTvis sazRaursac kargs viReb”. ben franklini ambobda: “roca kamaTobT, cxarobT da sawinaaRmdegos amtkicebT, SeiZleba gaimarjvoT kidec, magram am gamarjvebas azri ar eqneba, ase verasodes moigebT mowinaaRmdegis guls”. SeiZleba Tqven absoluturad marTali iyoT da samarTlianadac icavdeT Tqvens Sexedulebebs, magram mTeli Tqveni mcdeloba – azri SeacvlevinoT mowinaaRmdeges – fuWad Caivlis. napoleonis sasaxlis Statis mTavari kamerdineri konstani xSirad eTamaSeboda biliards Jozefinas. Tavisi mogonebebis wignSi igi ambobs: “marTalia, me arc ise cudad vTamaSobdi, magram mainc vaxerxebdi da vagebinebdi, rac gansakuTrebiT siamovnebda”.

• gaugebrobis Tavidan acileba SeiZleba ara kamaTiT, aramed taqtiT, diplomatiiT, megobruli ganwyobiTa da mowinaaRmdegis Tvalsazrisis TanagrZnobiT.

erTxel, linkolnma usayvedura axalgazrda oficers, romelic sastikad eCxuba amxanags: “arc erTi kaci, romelsac gadawyvetili aqvs Wkvianurad gamoiyenos Tavisi unari da SesaZlebloba, dros ar dakargavs pirad ganxeTqilebaze, Tavs nebas ar miscems misi gulisTvis guneba gaifuWos da wonasworoba dakargos. daTmeT seriozuli sakiTxebi, romlebSic Tqven da Tqvens metoqes zustad Tanabari uflebebi gaqvT, daTmeT wvrilmanebi maSinac ki, roca upiratesoba Tqvens mxarezea”.

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wesi II. pativiscemiT moekideT Tqveni Tanamosaubris azrs. arasodes uTxraT aravis, rom cdeba

Tu ieriSi miitaneT partnioris inteleqtze, SeulaxeT Tavmoyvareoba da Rirsebis grZnoba, amis pasuxad man SeiZleba samagieros gadaxda ifiqros, azrs ki mainc ar Seicvlis. Seuracxyofil adamians veraszgiT veRar gadaarwmunebT. amitom, roca raimes damtkiceba gindaT, moiqeciT taqtianad, nu daiwyebT saubars gancxadebiT: “me Tqven dagimtkicebT, rom”, “axla raRacas vityvi da Tqven umal SegacvlevinebT azrs”.

• swavleba ise unda, TiTqos arc aswavlide. erTxel lordma Cesterfilma Tavis vaJiSvils uTxra, Tu SegiZlia, iyavi sxvebze Wkviani, oRond maT nu gaumxelo. Tu Tqveni partniori iseT rames acxadebs, rom Tqven umarTebulod geCvenebaT da iciT, rom es arasworia, umjobesia ase daiwyoT: “nuTu! me ki sxvagvarad megona”, “SeiZleba meSleba kidec”, “xSirad vcdebi xolme. kargia, roca Semisworeben”, “modiT, SevamowmoT faqtebi”. aravin arasdors uars ar ambobs faqtebis Semowmebaze. arasodes aRmoCndebiT uxerxul mdgomareobaSi, Tu aRiarebT, rom raRac SegeSalaT.

• daTmeT kamaTSi da ubiZgeT Tqvens Tanamosaubres obieturobisa da gulwrfelobisaken. SeiZleba manac ifiqros, rom TvoTon cdeba.

saerTod, xSirad araobieqturebi varT, akviatebuli azrebi gvaqvs, veWvianobT, gveSinia, gvSurs, vyoyloCinobT da ar gvinda azris Sevcla. amotom, vidre vetyodeT partniors, rom ar aris marTali, kargi iqneba Tu yovelTvis gagvaxsendeba nawyveti harvi robinsonis wignidan “azris Camoyalibeba”: “xandaxan azrs vicvliT yovelgvari winaaRmdegobisa Tu Zlieri gancdis gareSe, magram sakmarisia, vinmem gviTxras, rom vcdebiT, maSinve aRSfoTeba gvipyrobs, vRiziandebiT. saocar daudevrobas viCenT sakuTari rwmenis CamoyalibebaSi, magram Tu vinmem gabeda da “xeli Seaxo” mas, iseTi gaxelebiT vicavT, TiTqos warTmevas gvipirebdnen. cxadia, Cven vufrTxildebiT ara TviTon ideebs, aramed Cvens Tavmoyvareobas. sityva “Cemi” yvelaze mniSvnelovan sityvad rCeba cxovrebiseul saqmeebSi da sibrZnis safuZvlebic mas emorCileba. am sityvas tolfasi Zala aqvs yvela konteqstSi “Cems qveyanas” vityviT, Tu, “Cems RmerTs”. gvaRizianebs ara marto imis miniSneba, rom Cveni saaTi cudad muSaobs, an Zveli manqana gvyavs, aramed imis mosmenac ki, rom raRac gveSleba, an kargad ver verkveviT, vTqvaT, marsze arsebul arxebSi, sworad ver gamovTqvamT romelime rTul sityvas, an ar vicnobT salicinis samkurnalo Tvisebebsa Tu sargonis mefobis xanas. Cven gvinda, samudamod gvjerodes is, rac erTxel WeSmaritebad miviCnieT; sakmarisia, romelime Camoyalibebul azrSi vinmem eWvi Seitanos, rom umalve kbilebiT vicavT mas, wyalwaRebuliviT xavss veWidebiT. mTeli Cveni egreTwodebuli argumentacia, ki umetes SemTxvevaSi Cveni Sexedulebis dasacavi sabuTebis Ziebaa”. Tu gsurT icodeT, rogor moeqceT garSemomyofT da srulyoT sakuTari Tvisebebi, waikiTxeT benjamen franklinis avtobiografia. “me wesad vaqcie, - wers franklini, - Tavi ameridebina sxvebTan dapirispirebisaTvis. agreTve Tavi davanebe sakuTari azrebis TviTdajerebul dacvas. me iseTi sityvebis xmarebac ki avukrZale Tavs, rogoricaa “ra Tqma unda”, “ueWvelad” da a.S. maT nacvlad viyeneb gamoTqmebs: “mimaCnia”, “vSiSob”, “mgonia”, “vfiqrob”. Tu romelime mtkicebaSi eWvi Semepareboda, Tavs nebas ar vaZlevdi winaaRmdegoba gamewia da umalve

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meCvenebina misi absurduloba. pasuxs viwyebdi imiT, rom, albaT, garkveul situaciaSi, garkveul pirobebSi es mosazreba gamarTlebuli iqneboda, magram am kerZo SemTxvevaSi, me mgonia, an me meCveneba, rom saqme sxvagvaradaa-meTqi da a.S. male davrwmundi aseTi xerxis upiratesobaSi. saubrebi ufro mSvidi da sasiamovno gaxda. rac ufro mokrZalebiT gamovTqvamdi sakuTar azrs, miT ufro nakleb winaaRmdegobas vawydebodi. Tu gairkveoda, rom vcdebodi, arc es mwyinda. roca marTali viyavi, maSin xom sul miadvildeboda sxvebis dayolieba da Cems Tvalsazrisze gadmoyvana. qcevis am maneras, romelsac pirvelad Cemi bunebis winaaRmdeg iZulebiT veCveodi, bolos ise daveufle, rom Cveulebad meqca da ukanaskneli ormocdaaTi wlis ganmavlobaSi aravis gaugonia, rom rame dogmaturi mtkiceba wamomcdenodes. albaT, am Cvevas (da pirvel rigSi, Cems mTavar Tvisebas – patiosnebas) unda vumadlode, rom Cemi Tanamemamuleni yovelTvis angariSs uwevdnen Cems azrs. ase iyo maSinac, roca vTavazobdi, daearsebinaT axali dawesebulebebi da SeecvalaT Zveli da maSinac, roca daxmarebas viTxovdi sazogadoebriv sabWoebSi, roca misi wevri gavxdi. marTalia, me cudi oratori viyavi, sityvebs veZebdi, sworad ver vmetyvelebdi, magram, amis miuxedavad, Cveulebriv, mainc Cems azrs vatarebdi”.

wesi III. Tu marTali ar xarT, aRiareT es swrafad da uyoymanod karnegi niu-iorkis centrSi cxovrobda, magram misi saxlidan sul erTi wuTis savalze SemorCenili iyo pirvelyofili tyis zoli, sadac gazafxulobiT TeTrad ifeTqebda xolme mayvlis buCqebi, sadac binadrobdnen da mravldebodnen ciyvebi, sadac iseTi maRali sarevela izrdeboda, rom Sig cxeniani kaci daimaleboda. tyis am xeluxlebel ubans tye-parks uwodebdnen. es marTla tye iyo, romelic, karnegis TqmiT, TiTqmis ar Secvlila mas Semdeg, rac kolumbma amerika aRmoaCina. iq karnegi xSirad seirnobda. Tan misi reqsic dahyavda – bostonuri buldogi. parkSi iSviaTad Tu Sexvdeboda vinmes da amitom ZaRls sapiris gareSe atarebda xolme. erTxel cxenosan policiels gadeyara. is ToTqos moments eZebda sakuTari Zalis demonstrirebisaTvis. “ratom atarebT am ZaRls sapirisa da sadavis gareSe? gana ar iciT, rom kanoniT akrZalulia?” “vici, batono, magram aq axlomaxlo aravin Cans”. “aravin Cans, aravin Cans ... kanonma eg ar icis. Tqven ra, ver xvdebiT, rom Tqvenma ZaRlma SeiZleba ciyvebi daglijos an bavSvi dakbinos? axla gagiSvebT, magram icodeT, Tu kidev erTxel SemxvedrixarT, sasamarTloSi mogiwevT Tavis marTleba”. karnegi morCilad gaecala. erTxans mas marTla ar daurRvevia kanoni. magram reqss ar uyvarda sapire, patronsac Seecoda da riski gaswia. erT mSvenier dRes gorakis Tavze “misi udidebulesoba kanoni” SeeCexa. reqsi pirdapir misken mirboda. raki mixvda, rom daiWires, karnegim daaswro:

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“oficero, danaSaulze damiWireT, Tavs ver vimarTleb. wina kviras xom gamafrTxileT, dagajarimebTo”. “mec vici, rom ZaRls Tavisuflad navardi urCevnia, miT umetes, roca irgvliv Zexorcieli ar Cans”. – molba policieli. “magram, kanoni rom gvikrZalavs?!”. “mere ra, amnairi ZaRli vis ras avnebs”. – SeekamaTa policieli. “ciyvi rom SeWamos?!”. – ar Seepua karnegi. “Zalian mkacrad sjiT. iciT ra, me nu damanaxvebT, goraks iqiT arbenineT da amiT davamTavroT saqme”. policieli Cveulebrivi adamiani iyo da Cveulebrivi adamianiviT undoda ganemtkicebina sakuTari mniSvnelovnebis Segneba. roca karnegim Tavi damarcxebulad scno, policiels Rirsebis grZnobis dasakmayofileblad isRa darCenoda, rom mowyaleba gaeRo. karnegim, Tavis marTlebisa da kamaTis nacvlad, gulwrfelad aRiara, rom policieli marTali iyo, TviTon ki – mtyuani. saqmec keTilad dasrulda: karnegi policielis mxareze dadga, policieli ki karnegis mxareze gadmovida.

• kamaTiT ver SeZlebT imis miRwevas, risi miRwevac daTmobiT SeiZleba.

wesi IV. Tavidanve megobruli toniT ilaparakeT! “muStebSekruli Tu momixtiT, - ambobda vudro uilsoni, - SemiZlia dagarwmunoT, rom mec Sevkrav muSts. magram, Tu moxvalT da metyviT, modiT, erTad davsxdeT da movilaparakoT, vnaxoT, raSi ar emTxveva Cveni azrebi erTmaneTs da movnaxoT amis mizezebio, maSin aucileblad davinaxavT, rom arc ise bevri ram gvapirispirebs da Cveni azrebi ufro xSirad Tanxvdeba erTamaneTs. cota moTmineba da obieqturoba Tu gveyo, SevTanxmdebiT kidec”. 1915 wels rokfelers saZulveli kacis saxeli hqonda kolorados StatSi. mTeli Stati Seazanzara amerikis mrewvelobis istoriaSi yvelaze xangrZlivma da sisxlianma gaficvam. sabrZolvelad SemarTuli maRaroelebi kompaniisagan moiTxovdnen xelfasis momatebas. am kompanias rokfeleri akontrolebda. nadgurdeboda kompaniis qoneba, gamoiZaxes jari da sisxlic daiRvara. gaficulebi tyviiT dacxriles. saerTo siZulvilisa da aRSfoTebis atmosferoSi rokfelerma moindoma gaficul maRaroelTa gadabireba, dayolieba da SeZlo kidec. rogor? rokfelerma ramdenime kviraSi SeiZina megobrebi, mere ki sityviTac gamovida gaficulTa warmomadgenlebis winaSe. misi sityva SeiZleba namdvil Sedevrad CaiTvalos. man sasurveli Sedegi gamoiRo: xalxi daamSvida, daacxro, gaRvivebuli siZulvili CaaxSo da rokfelers uamravi Tayvanismcemelic SesZina. faqtebi man iseTi megobruli, TanamgrZnobi toniT warmoadgina, rom gaficulni samuSaos daubrundenen da xelfasis momatebaze xmac aRar amouRiaT. SemogTavazebT am SesaniSnavi sityvis dasawyiss. gaiTvaliswineT, rom rokfeleri mimarTavda xalxs, visac ramdenime dRis win misi xeze CamoxrCoba undoda. rokfeleris sityvaSi ramdenjerme gaisma “vamayob, rom aq, TqvenTan erTad vimyofebi”, “Cven aq erTamaneTs vxvdebiT ara rogorc

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ucxoni, aramed, rogorc keTili megobrebi”. man axsena: “urTierTgagebis suliskveTeba”, “Cveni saerTi interesebi” da mere madlobac gadaixada, rom aseTi Tavazianoba gamoiCines da aq gamosvlis saSualeba misces. “dRevandeli dRe RirsSesaniSnavia Cems cxovrebaSi, - daiwyo rokfelerma, - wilad mxvda bedniereba, SemTxvevis wyalobiT Sevxvedrodi am didi kompaniis muSebisa da mosamsaxureebis warmomadgenlebs, mis administraciul-teqnikur muSakebs. minda dagarwmunoT, rom vamayob TqvenTan yofniT. es Sekreba mTeli cxovreba memaxsovreba. Cveni Sexvedra ori kviris win rom gamarTuliyo, dRes aq mosulTa umetesobisaTvis ucxo viqnebodi, sul ramdenime kacs Tu vicnobdi saxiT. magaram me gasul kviras davaTvaliere samxreTSi qvanaxSiris auzis yvela banaki, praqtikulad, cal-calke yvela Tqvens warmomadgenels vesaubre, imaT garda, vinc adgilze ar damxvda. daviare Tqveni saxlebi, gavicani bevris col-Svili da axla ukve ucnobebi aRar gveTqmis. Cven aq erTamaneTs vxvdebiT ara rogorc ucxoni, aramed, rogorc keTili megobrebi. urTierTgagebis sulsikveTebidan gamomdinare, vsargeblob SesaZleblobiT da minda, erTad ganvixiloT Cveni saerTo interesebi. ramdenadac dRes kompaniis administraciul muSakTa da misi muSebisa da mosamsaxureebis warmomadgenelTa krebaa da raki me arc erTs ar vekuTvni, aq vimyofebi mxolod Tqveni Tavaziani Tanxmobis meoxebiT, mainc vgrZnob, rom mWidrod var dakavSirebuli TqvenTan, garkveuli azriT xom aqcionerebsac warmovadgen da direqtorebsac ...” gana es ar aris mtris megobrad moqcevis daxvewili xelovnebis brwyinvale magaliTi?!

• roca adamianis guli aRsavsea Tqvendami ukmayofilebiT, mas veraviTari logika ver gaagebinebs Tqvens Tvalsazriss, gadmobirebaze xom laparakic zedmetia. aravis surs sakuTari azris Secvla, magram morigeba SeiZleba, Tu Tavazianad da megobrulad imoqmedebT.

wesi V. aiZuleT mopaeqre, umalve gipasuxoT “diax” saubris dawyeba imiT, razec Tqvens partniors sapirispiro Sexedulebebi aqvs, ar aris momgebiani. Tavidan umjobesia im aspeqtebis ganxilva, romelTa mimarT Tqven da Tqvens partniors erTnairi damokidebuleba gaqvT. mxareebma unda daafiqsiron, rom orives – Tqven da Tqvens partniors – erTi mizani gamoZravebT, Tumca, sxvadasxva meTodebs iyenebT.

• TiToeuli mxare unda Seecados, Tavidanve dasvas iseTi SekiTxvebi, romlebzec partnioris pasuxi iqneba “diax” da ara “ara”.

“uaryofiTi pasuxi, - ambobs profesori overstriti wignSi “zemoqmedeba adamianis qcevaze”, - Znelad gadasalaxavi winaRobaa. adamians Tu erTi wamocda “ara”, mere Tavmoyvareobis saqmed Tvlis naTqvamis dacvas. SeiZleba, mixvdes kidec, rom “ara” ar unda eTqva, magram Tavmoyvareobas ufrTxildeba. ai, ratom eniWeba didi mniSvneloba Tavidanve dadebiT pasuxs”.

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efeqturi komunikaciis unar-Cvevis mqone adamians SeuZlia, mosaubres Tavidanve mxolod “diax” apasuxebinos da msmenelis gonebaSi mimdinare fsiqologiuri procesi sasurveli gziT warmarTos. am meTods, “dadebiTi pasuxebis meTodi” ewodeba. sokratem, romelsac “aTenel krazanas” eZaxdnen, gaakeTa is, ris gakeTebac kacobriobis istoriaSi sul ramdenime kacma SeZlo – man Zireulad Secvala adamianis azrovnebis stili da adgili daimkvidra maT Soris, visac ki darwmunebis xelovnebiT odesme raime gavlena mouxdenia kamaTis seniT Sepyrobil samyaroze. rogori iyo misi meTodi? uTqvams Tu ara odesme vinmesTvis, marTali ar xarTo? ara, arasdros. misi midgoma, dRes “sokrateseul meTodad” rom iwodeba, efuZneboda dadebiTi pasuxis miRebas. is iseT kiTxvebs iZleoda, rom oponenti iZulebuli iyo, mxolod “diax” epasuxa. ase, TandaTan axerxebda sakuTari simarTlis sxvisgan aRiarebas. is manamde ganagrZobda SekiTxvebs, sanam oponenti im daskvnamde ar mividoda, romelsac oriod wuTis win sastikad ebrZoda.

wesi VI. ufro didxans alaparakeT Tanamosaubre roca vinmes daTanxmebas vcdilobT, xSirad Zalian bevrs vlaparakobT. es is Secdomaa, romelic xSirad Zvirad gvijdeba. Tanamosaubresac unda mivceT azris gamoTqmis saSualeba – man xom Cvenze ukeT icis Tavisi saqmeca da problemebic.

• Cven mxolod kiTxvebi unda vikmaroT. kiTxvebiT bevri ramis gageba SeiZleba.

roca adamians rameze ar veTanxmebiT, erTi suli gvaqvs, mas sityva gavawyvetinoT. es ki sakmaod saxifaTo gzaa! is mainc ar mogismenT, sanam ar ityvis Tavis saTqmels. amitom unda aRviWurvoT moTminebiT da bolomde movusminoT, mivceT saSualeba, dawvrilebiT gadmogvces Tavisi azri. faqtia, rom nebismier adamians urCevnia Tavis miRwevebze gvelaparakos, vidre Cveni moisminos. frangi filosofosi laroSfuko ambobs: “Tu mtrebis SeZena gsurT, ajobeT Tqvens megobrebs, magram Tu megobrebis yola girCevniaT, maSin maT mieciT jobnis saSualeba”.

• erTaderTi gamosavali Tavmdablobaa. es yovelTvis kargad moqmedebs. erTxel, erTma iuristma mowmes hkiTxa: “ramdenadac vici, mister kob, Tqven amerikaSi erT-erTi yvelaze saxelganTqmuli mwerali brZandebiT, ara?” “me, albaT, ufro gamiRima bedma, vidre vimsaxureb” – miugo kobma.

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wesi VII. dae, mosaubres egonos, rom Tqveneuli azri mas ekuTvnis Teodor ruzvelti araCevulebriv Sedegebs aRwevda niu-iorkis Statis gubernatoris Tanamdebobaze yofnisas. igi megobrul damokidebulebas inarCunebda politikur figurebTan, magram mainc axerxebda iseTi reformebis gatarebas, romlebic maT ar moswondaT. vTqvaT, saWiro iyo romelime mniSvnelovan Tanamdebobaze vakanturi adgilis dakaveba. gubernatori moiwvevda gavlenian politikur figurebs da moismenda maT rekomendaciebs. “TviTon, - ambobda ruzvelti, - isini asaxelebdnen TavianTi partiis romelime wevris, “misaxedi” kacis kandidaturas, me veubnebodi, rom misi daniSvna cudi politikuri svla iqneboda da sazogadoeba aseT nabijs ar mogviwonebda. mere mTavazobdnen analogiuri yalibis muSaks, Cinovniks, romelzec verc cuds ityodi da verc kargs. maSin dinjad veubnebodi, sazogadoeba arc aseT kacs moelis-meTqi da vTxovdi, kidev efiqraT da ufro Sesaferisi kandidatura moeZebnaT. mesame variantad isini ukve asaxelebdnen iseT adamians, romelic TiTqmis akmayofilebda moTxovnebs, magram jer kidev ar iyo iseTi, rogoric me mindoda. madlobas movaxsenebdi da kidev erxel cdas vTxovdi. meoTxe rekomendacia ukve misaRebi iyo xolme. isini asaxelebdnen iseT kandidaturas, romelsac mec davasaxelebdi. madlobas vucxadebdi daxmarebisaTvis da swored im kandidats vniSnavdi. es ise xdeboda, rom am daniSvnas isini TavianT damsaxurebad miiCnevdnen. me veubnebodi, rom amiT maTi siamovneba mindoda, axla ki maTgan velodi samagieros”. ase uWerdnen mxars gubernator ruzvelts sxvadasxva kardinaluri reformebis gatarebaSi... im dros, roca TeTri saxli vudro uilsons ekava, polkovniki hauzi uzarmazari gavleniT sargeblobda: uilsoni kabinetis wevrTa Soris yvelaze xSirad mas mimarTavda xolme konfidencialuri rCevisaTvis. ra meTods iyenebda polkovniki hauzi, prezidentze rom emoqmeda? es meTodi cnobilia TviTon hauzis naambobiT: “prezidenti kargad rom gavicani, mivxvdi, romelime ideiT rom dameinteresebina, azri sxvaTaSoris, gakvriT unda mimewodebina. pirvelad es SemTxveviT gamomivida. erTxel, erTi RonisZieba SevTavaze, ar momiwona. ramdenime dRis mere ki Cemi yuriT movismine, is idea sakuTrad rom gaasaRa”. ideis avtors ar uTqvams uilsonisTvis, es Tqveni ki ara, Cemi Wkvianuri azriao. hauzi Wkviani kaci iyo da saxelis moxveWas ar cdilobda. mas saqme da Sedegi ainteresebda. amitom ar gaaprotesta, roca uilsonma misi azri sakuTrad miiCnia. hauzma es ar ikamara: sajarod Seaqo kidec uilsoni am ideis gamo.

• cdilobT, Tqveni ideebi sxvas moaxvioT Tavs? gana ufro gonivruli ar iqneba, miniSnebiT imoqmedoT da mosaubres TviTon gaakeTebinoT Sesabamisi daskvna?

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wesi VIII. moindomeT da sagnebs Tqveni Tanamosubris TvaliTac SexedeT SeegueT im faqts, rom Tqveni Tanamosaubre SeiZleba, mTlad marTali ar iyos. magram is ase ar fiqrobs: nu gansjiT amisaTvis. SeecadeT, gaugoT mas. ase iqcevian Wkviani, momTmeni da wesieri adamianebi.

• yovel azrsa da qcevas Tavisi mizezi aqvs. SeecadeT, miagnoT am farul mizezs da amoicnobT adamianis qmedebis motivs.

SeecadeT, dadgeT mis adgilze da hkiTxeT sakuTar Tavs: “ras vigrZnobdi, rogor moviqceodi, mis adgilze rom aRvmovCeniliyavi?” “erTi wuTiT SeCerdiT, - ambobs kenet guti Tavis wignSi “rogor gadavaqcioT adamiani oqrod”, - SeCerdiT erTi wuTiT da sakuTari saqmeebisadmi didi interesi SeadareT interess yvelaferi danarCenisadmi. SeecadeT, gaigoT, rom am qveynad yvelas Tqvennairi gancdebi aqvs. Tu es SeicaniT, gipoviaT jadosnuri Tvali da eg aris. ... maSin mixvdebiT, rom adamianebTan urTierTobis warmateba damokidebulia keTilSobilur survilze – gaigoT meore adamianis azri, Sexeduleba”.

• molaparakebisas, vidre rames ityodeT, zustad daalageT Tqveni saTqmeli da partnioris interesebis gaTvaliswinebiT gaTvaleT misi pasuxic. SeecadeT, sagnebi da movlenebi sakuTari da Tqveni partnioris TvaliT dainaxoT da SeafasoT.

wesi IX. TanagrZnobiT moekideT sxvebis azrebsa da survilebs nebismier adamians unda, rom icodes is jadosnuri sityvebi, romelTa meSveobiTac umal Sewydeba kamaTi, moispoba yvelanairi usiamovneba, Seiqmneba megobruli atmosfero da adamianebi yuradRebiT mousmenen erTmaneTs. es jadosnuri sityvebia: “me sulac ar gsayvedurobT. Tqvens adgilze, mec amasve ganvicdidi”. s. iuroki amerikaSi erT-erTi saukeTeso musikaluri impresario iyo. igi mTeli oci wlis ganmavlobaSi marTavda koncertebs saxelganTqmuli artistebis monawileobiT. iuroki ambobda: “msoflio varskvlavebTan urTierTobam maswavla, rom maTTvis aucilebelia TanagrZnoba da erTxel kidev TanagrZnoba”. sami weli igi msoflios erT-erTi ubrwyinvalesi banis, udidesi momRerlis Teodor Saliapinis impresario gaxldaT. SaliapinTan urTierToba sakamaod rTuli iyo. mas SeeZlo, magaliTad, dilis 12 saaTze daereka iurokTan (im saRamos, ra Tqma unad, koncerti iyo daniSnuli) da eTqva: “iciT ra, Zalian cudad vgrZnob Tavs. yeli gamSrali maqvs. am saRamos ver vimRereb”. ggoniaT, iuroki Seicxadebda, koncertis CaSla rogor SeiZlebao? ara. man kargad icoda, rom mxolod antrepreniori iyo. maSinve mividoda SaliapinTan sastumroSi, raTa eTqva: “marTla ra cudad xarT, ase aba rogor imRerebT, axlave gadavdeb koncerts. sul raRac ori aTasamde dolari dagekargebaT, magram es ras daaklebs Tqvens reputacias”. Saliapini amoioxrebda da etyoda: “iciT ra, egeb mogvianebiT SemomiaroT. modiT xuTze, iqneb movmjobinde”.

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xuT saaTze iuroki miiCqaroda sastumrosaken, kvlav TanagrZnobas ucxadebda momRerals da koncertis gadadebas Txovda. Saliapini ki isev imeorebda: “mogvianebiT SemomiareT, egeb ukeT gavxde”. Svid saaTsa da ocdaaT wuTze didi momRerali Tanxmdeboda, oRond erTi pirobiT: iuroks “metropolitenis” scenidan unda gamoecxadebina, rom Saliapini SeuZlod iyo. iuroki amasac pirdeboda, magram, ra Tqma unda, yasidad. icoda, rom sxvanairad momRerals marTla ver gaiyvanda scenaze.

• SeecadeT, TanagrZnobiT moekidoT sxvebis azrebsa da survilebs.

wesi X. gamoiyeneT keTilSobiluri motivebi j. morganma Tavis erT-erT analitikur naSromSi SeniSna, rom adamianis saqciels ori motivi aqvs: erTi Tavmosawonebeli, meore ki WeSmariti. WeSmarit motivs adamiani TviTon Seimecnebs. masze yuradRebis gamaxvileba ar Rirs, magram, raki gulis siRrmeSi yvelani idealistebi varT, mogvwons lamaz motivebze fiqri. gamosadegia Tu ara aseTi idealisturi midgoma saqmian urTierTobebSi? modiT, ganvixiloT erTi SemTxveva. binis mepatrones hyavda ukmayofilo binis damqiravebeli, romelsac SeTanxmebis mixedviT kidev oTxi Tve unda ecxovra, magram wasvliT imuqreboda. binis mepatrones Seatyobina, dauyovnebliv gadavdivar, SeTanxmebisa ara mekiTxeba rao. binis mepatronem icoda, rom im periodSi binis xelaxla gaqiraveba gauWirdeboda, xelidan ecleboda samasoTxmoci dolari. erTi sityviT, sagonebelSi Cavarda. ifiqra: “Cveulebriv gzas rom davadge, damqiravebels unda vurCio, Caixedos xelSekrulebaSi, unda avuxsna, rom gadasvlis SemTxvevaSi movalea, gadaixados oTxi Tvis qira, Torem sasamarTlos mivmarTav da fuls mainc gadavaxdevineb”. asec moiqceoda binis mepatrone, es gza rom aerCia. man ki muqaras taqtika amjobina da uTxra damqiravebels: “batono dou, me gavecani Tqvens argumentebs, magram mainc ar mjera, rom gadasvla gadawyviteT. pirveli weli ki ar aris, rac binebs vaqiraveb da am xnis manZilze aTasnairi xalxi Semxvedria. Tqven imTaviTve SegatyveT, rom sityvis kaci brZandebodiT. ai, ra minda SemogTavazoT: ramdenime dRiT darCiT da kidev moifiqreT. Tu Semdegi Tvis pirvel ricxvamde (binis qiris gadaxdis dro) moxvalT da metyviT, rom mainc gindaT gadasvla, maSin dagijerebT da Tanxmobasac mogcemT. Tumca, guli damwydeba, Tu TqvenSi Sevcdi. darwmunebuli var, sityvas ar gatexT da SeasrulebT xelSekrulebiT nakisr valdebulebas. bolos da bolos, kacobaa Zneli, Torem ...…” momdevno Tvis dasawyisSi damqiravebeli mivida binis mepartonesTan da qira gadauxada, Tan uTxra, me da Cemma colma movilaparakeT da darCena gadavwyviteT, pirobas ver davarRvevTo. albaT, fiqrobT, es xerxi yvelasTan ar gaWriso. marTalic xarT: ar arsebobs universaluri saSualeba, romelic yvela SemTxvevaSi da yvela adamianTan gamodgeba. Tu kmayofili xarT Tqveni meTodebiT, xom kargi, magram Tu winaaRmdegoba gxvdebaT, iqneb dagainteresoT erTma istoriam. erT-erTi saavtomobilo firmis eqvsma klientma uari Tqva momsaxurebisaTvis wardgenili angariSis gadaxdaze. arc erTi ar aprotestebda mTel angariSs, TiToeuls romeliRac calke punqti aeWvebda,

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firmac darwmunebuli iyo Tavis simarTleSi da es ganucxada kidec klientebs. es iyo pirveli Secdoma. qvemoT CamoTvlilia is nabijebi, rac gadadges firmis sakredito ganyofilebis muSakebma am xandazmuli angariSebis gasanaRdeblad. Tqveni azriT, ase miaRwevdnen sawadels? 1. midiodnen TiToeul klientTan da yovelgvari Sesavlis gareSe moiTxovdnen vadagadacilebuli angariSebis ganaRdebas. 2. aSkarad acxadebdnen, rom firma savsebiT marTalia, maSasadame, klienti – savsebiT mtyuani. 3. mianiSnebdnen, rom firmam gacilebiT ukeT icis avtomobilebi, vidre klientma. ase rom, sadavo aRaraferi rCeboda. 4. Sedegi: klientebi davobdnen, aprotestebdnen. gana zemoCamoTvlilidan romelime meTodi daarwmunebda an aiZulebda klients, daefara angariSi?! konfliqtis mocemul stadiaze kreditebis ganyofilebis gamge mzad iyo, pirdapiri cecxli gaexsna da is-is iyo saSvelad iuristTa mTeli armia moixmo, rom saqme xelSi Cauvarda generalur direqtors. man Sekriba cnobebi mevaleebze da daaskvna, rom isini sando gadamxdelebi iyvnen, dauyovnebliv anaRdebdnen yvela angariSs. maSasadame, davalianebis amoRebis meTodSi sadRac uxeSi Secdoma iyo daSvebuli. maSin generalurma direqtorma erT-erT TanamSromels daavala, miexeda am “urCi” mevaleebisaTvis. ai, rogor moiqca igi: 1. yovel mevalesTan misi vizitis mizani iyo didi xniT vadagadacilebuli angariSis ganaRdeba, angariSisa, romlis sizusteSi eWvic ar epareboda firmas. magram mTavari iyo is, rom gaerkvia, ra gaakeTa da risi gakeTeba ver moaxerxa firmam. 2. klients sTxovda, azri gamoeTqva. eubneboda, rom firma Tavs ar debda ucodvelobaze. 3. mianiSnebda, rom mas gacilebiT metis Tqma SeuZlia sakuTar avtomobilze, vidre vinme sxvas, Tundac avtoritets. 4. klients saSualebas aZlevda, bolomde eTqva saTqmeli, usmenda interesiTa da TanagrZnobiT, rac ase sWirdeboda klients. 5. bolos, roca klienti damSviddeboda, gaacnobda saqmis Sinaarss da samarTlianobisaken mouwodebda. mimarTavda keTilSobilur motivebs da klients eubneboda: “me, minda icodeT, rom Cemi azriT, aq utaqtoba davuSviT. Cvenma TanamSromlebma uxerxul mdgomareobaSi Cagayenes da Tavic mogabezres. Zalian vwuxvar, rom ase moxda: saqmes rom vecnobodi, gamaoca Tqvenma TavdaWerilobam da sidinjem; axla ki, rogorc samarTlian kacs, raRac minda, gTxovoT. am saqmes Tqven ukeT mixedavT. ai, Tqveni angariSi. sando kaci CanxarT. SeamowmeT ise, TiTqos Tqven iyoT firmis prezidenti. erTi sityviT, am sakiTxis garkveva da gadaWra TqvenTvis momindvia. rogorc ityviT, ise vimoqmedebT”. mere? amowmebdnen? ra Tqma unda, Tanac didi siamovnebiT. angariSi 150-dan 400 dolaramde adioda, magram klientebs arc ufiqriaT, saqme Tavis sasargeblod gadaewyvitaT. Tumca, erTi marTla ase moiqca – erTi centic ki ar gaduxada firmas. samagierod, danarCenma xuTma saqme firmis sasargeblod warmarTa. sagulisxmo faqtia, rom firmam momdevno or weliwadSi axal manqanebze SekveTa miiRo eqvsivesagan.

• adamianze zegavlenis mosaxdenad swored keTilSobilur motivebs unda mivmarToT.

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wesi XI: meti efeqturoba SesZineT Tqvens ideebs. kenet gudisa da ben kaufmanis wignSi “reklamis xelovneba biznesSi” aRwerilia reklamis ostatebis muSaoba. ai, rogor avseben salaros firma “eleqtroluqsis” macivrebis ganyofilebis gamyidvelebi: isini myidvels yurTan unTeben asanTs, raTa daarwmunon, ra Cumad muSaoben maTi macivrebi. amave wignidan SeiZleba, gavigoT, Tu rogor moaxerxa miki mausma enciklopediaSi Sesvla da saTamaSoebze aRbeWdilma misma gamosaxulebam rogor gadaarCina saTamaSoebis fabrika gakotrebas; proJeqtoris sxivi rogor anaTebs sakonditros vitrinas da misi nawarmis gayidva orjer matulobs; avtomanqanebis firma “kraisleri” rogor ayenebs Tavis manqanebze spiloebs, raTa daamtkicos Tavisi produqciis simagre da gamZleoba.

• Cveni epoqa efeqtebis epoqaa. WeSmaritebis ubralo konstatacia aRar kmara. WeSmariteba efeqturi unda iyos!

wesi XII. SeexeT adamianis Tavmoyvareobas!

“SiSi arc erTi adamianisaTvis araa ucxo, magram gabeduli adamiani Trgunavs Tavis SiSs da midis win – zogjer sikvdilze, magram yovelTvis gamarjvebisaken” – aseTi iyo samefo dacvis devizi Zvel saberZneTSi. erTxel, swored aseT SiSs gadahyara el smitma louensi. “ras ityodiT sing-singis ufrosobaze? – hkiTxa smitma louenss, - gamocdili kaci gvWirdeba”. louenss xma Cauwyda. is kargad grZnobda sing-sinSi daniSvnasTan dakavSirebul xifaTs. ufrosebi xSirad icvlebodnen, erTma mxolod sami kvira gaZlo. is ki karieraze ocnebobda. Rirda riskis gaweva? smitma yoymani SeamCnia, gauRima da uTxra: “me ar gkicxavT imis gamo, rom SeSindiT. es marTlac saxifaTo saqmea. marTla Zlieri adamiani unda iyoT, am saqmes rom moerioT”. smitma gamoiwvia louensi. mas gulze moxvda naTqvami – aq Zlieri kaci gvWirdebao da ... miiRo daniSvna. am postze didxansac darCa da cixis saukeTeso ufrosis saxelic moipova. “arasodes minaxavs – ambobs hark fairstouni, cnobili firmis damaarsebeli, - rom mxolod xelfasis stimuliT SeerCioT an SeenarCunebinoT kvalificiuri kadrebi. vfiqrob, aq mTavaria erTgvari TamaSis momenti”. swored es uyvars yvelas, vinc warmatebisaken iswrafvis - Taviseburi TamaSi, Cveneba imisa, Tu rad Rirxar, SegiZlia Tu ara upiratesobis mopoveba da mogeba.

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5. cxra wesi, romelTa dacva SegaZlebinebT, imoqmedoT adamianze ise, rom ar SeuracxyoT da ar gaanawyenoT igi

wesi I. riT unda daiwyoT, Tu iZulebuli xarT, vinmes SeniSvna misceT

kelvin kulijis prezidentobis dros karnegis erTi megobari uikendze

TeTr saxlSi miiwvies. diliT prezidentis pirad kabinetSi SemTxveviT Seeswro, Tu rogor eubneboda kuliji erT Tavis axalgazrda mdivansL `dRes mSvenieri kaba gacviaT da Zalze lamazad gamoiyurebiT~. albaT, es iyo yvelaze didi qaTinauri, rac saerTod Cum kels odesme uTqvams mdivani qalisTvis. moulodneli da uCveulo qaTinauris gamo, qaliSvili sircxvilisagan gawiTlda. maSin kulijma Cailaparaka: `nu grcxveniaT, es imitom giTxariT, rom mesiamovnebineT, axla ki unda gagafrTxiloT, rom momavalSi meti yuradReba miaqcioT punqtuacias~.

meTodi ramdenadme primitiulia, magram fsiqologiurad _ saukeTeso. usiamovno SeniSvnas yovelTvis ufro umtkivneulod iReben, Tu mas win uZRvis adamianis RirsebaTa aRniSvna.

parikmaxeri gaparsvis win klients sapons usvams! swored ase iqceoda mak-kinli jer kidev 1896 wels, prezidentis postze kenWisyrisas. im droisaTvis respublikuri partiis erT-erTma gamoCenilma moRvawem winasaarCevno gamosvlisaTvis teqsti moumzada. avtoris azriT, amaze ukeTes sityvas TviT ciceroni, patrik henri da deniel uesteric gaerTianebuli ZaliTac ki ver dawerdnen. am moRvawem didis aRfrTovanebiT waukiTxa mak-kinlis Tavisi `Sedevri~. sityvaSi iyo kargi adgilebic, magram jamSi ar vargoda. is kritikis qarcecxls gamoiwvevda. mak-kinli Seecada, ar Seelaxa avtoris grZnobebi, magram iZulebuli iyo uari eTqva. axla naxeT, ra xelovnebiT gaakeTa es.

`Cemo megobaro, es marTlac SesaniSnavi, didebuli sityvaa _ uTxra mas, _ ukeTesad veravin dawerda. bevr SemTxvevaSi gamodgeba, magram am konkretul situacias SeiZleba, ar mouxdes. Tqveni azriT, saWiro tonia daculi, magram me movale var, gaviTvaliswino is efeqtic, rasac is moaxdens partiis TvalsazrisiT. wadiT axla saxlSi da dawereT meore sityva, gamoiyeneT is momentebi, romlebsac me getyviT, mere erTi egzemplari gamomigzavneT~.

avtori asec moiqca. mak-kinlim Tavisi egzemplari lurji fanqriT Caaswora da avtors daubruna axali variantisaTvis. ase gaxda mak-kinli erT-erTi popularuli oratori saarCevno kampaniaSi.

ai, meore cnobili werili abraam linkolnis epistolaruli memkvidreobidan. linkolnma is, albaT, xuT wuTSi moxaza, 1926 wels ki es werili Ria auqcionze Tormeti aTas dolarad gaiyida. sxvaTaSoris, es Tanxa im danazogze metia, rac linkolnma meoTxedi saukunis mZime Sromis Sedegad daagrova. werili daiwera 1863 wlis 26 aprils, samoqalaqo omis yvelaze rTul periodSi. Tvrameti Tvis ganmavlobaSi linkolnis generlebi CrdiloelTa armias damarcxebidan damarcxebisken miuZRodnen; es iyo sruliad uazro xocva-Jleta. aTasobiT jariskaci dezertirad iqca. respublikuri partiis wevri senatorebi linkolns TeTri saxlidan gaZevebiT emuqrebodnen. `Cven daRupvis piras varT, _ ambobda linkolni, _ imedis veraviTar sxivs ver vxedav~. ai, am saSineli uimedobis Jams daiwera xsenebuli werili. am weriliT mixvdebiT, Tu rogor cdilobda linkolni zegavlena moexdina

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erT Wirveul generalze im momentSi, roca mis moqmedebaze damokidebuli iyo mTeli eris bedi.

es, albaT, yvelaze ufro mkvaxe werilia, rac linkolns Tavisi prezidentobis dros dauweria da sayuradReboa imiT, rom is jer aqebs general hukers da mxolod mere axsenebs mis mZime Secdomebs.

diax, man mZime Secdomebi dauSva, magram linkolni ase ar ambobs. is TavSekavebuli da diplomatiuria. linkolni wers: `aris sakiTxebi, romelTa gamo TqveniT mTlad kmayofili vera var~.

amis Semdeg, kidev ra unda iTqvas taqtze! an diplomatiaze! ai, werili, romelic gaugzavna general-maior hukers: `me Tqven potomakis armiis saTaveSi dagayeneT. ra Tqma unda, es

gavakeTe imitom, rom Cemi azriT, amis sakmao safuZveli mqonda da mainc, imedi maqvs sworad gaigebT, aris sakiTxebi, romelTa gamo TqveniT mTlad kmayofili vera var.

me Tqven gTvliT mamac da unarian meomrad, rac, rasakvirvelia, momwons. mimaCnia agreTve, rom Tqvens profesiul saqmianobaSi ar rTavT politikur mosazrebebs da aqac swori xarT. Tqven gaqvT sakuTari Tavis rwmena, rac metad dasafasebeli Tu ara, aucilebeli Tvisebaa.

Tqven pativmoyvare brZandebiT, rac gonivrul farglebSi ufro sasargebloa, vidre saziano, magram mainc mgonia, rom im periodSi, roca armias meTaurobda generali bernsaidi, Tqven ahyeviT pativmoyvrul grZnobas da ramdenadac SegeZloT xels uSlidiT bernsaids, riTac didi ziani moutaneT qveyanasac da Tqvens erT damsaxurebul da Rirseul moZme oficersac.

sakmarisad sarwmuno wyaroebidan Sevityve Tqveni amaswinandeli naTqvami, rom armiasa da mTavrobas diqtatori sWirdebao. ra Tqma unda, ara amis gamo, piriqiT, amisda miuxedavad dagavaleT meTauroba. diqtatori SeiZleba gaxdes mxolod is generali, romelic warmatebas aRwevs. me amJamad Tqvengan mWirdeba samxedro warmateba da amitom vriskav diqtaturiT: mTavroba mTeli ZaliT dagiWerT mxars, e. i. gaakeTebs ara naklebs da ara imaze mets, rasac akeTebda da gaakeTebs yvela meTaurisaTvis. Zalze vSiSob, Tqvenve ar SemogibrundeT armiaSi Tqvenis xelSewyobiT damkvidrebuli kritikuli damokidebuleba da undobloba. me rac SemeZleba, dagexmarebiT am suliskveTebis aRmofxvraSi.

Tqven ki ara, napoleoni rom gacocxldes, verc is gaxdeba rames im armiiT, romelic aseTi suliskveTebiT aris ganmsWvaluli. unda eridoT naCqarev moqmedebas. ifrTxileT, magram energiulad da dauokebeli sifxizliT gaswieT win da mogvipoveT sanukvari gamarjveba~.

Tqven gindaT icodeT, gamogadgebaT Tu ara es filosofia yoveldRiur saqmian kontaqtebSi? modiT vnaxoT. aviRoT filadelfiis firmis `uork kompanis~ istoriidan u. p. gous SemTxveva.

gou, rigiTi moqalaqe, karnegis kursis msmeneli iyo filadelfiaSi da maSin uambo mas es epizodi.

firma `uork kompaniam~ kontraqti dado filadelfiaSi didi dawesebulbis Senobis agebasa da mopirkeTebaze. samuSao zustad daniSnul vadaSi unda daemTavrebinaT. yvelaferi grafikis mixedviT sruldeboda, Senoba TiTqmis mzad iyo, rom moijarem, romelic fasadisTvis brinjaos mcire formebs amzadebda, ganacxada, SekveTis Sesrulebas droze ver vaxerxebo. yovndeboda mTeli Senobis Cabareba! ramxela darRveva iyo! amas mZime finansuri zarali mohyveboda. yvelaferi ki erTi kacis gamo!

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daiwyo molaparakeba saqalaqTaSoriso telefoniT, magram kamaTma da muqaram ver gaWra. maSin niu-iorkSi miavlines gou, raTa `brinjaos loms~ sakuTar bunagSi gasworeboda.

`iciT Tu ara, rom bruklinSi am gvaris erTaderTi kaci Tqvena xarT? _ am kiTxviT Sevida igi firmis prezidentis kabinetSi. prezidents gaukvirda: `ara, ar vicodi~.

`saqme isaa, _ uTxra goum, _ rom am diliT matareblidan CamosvlisTanave telefonis cnobari aviRe misamarTis gasagebad da aRmovaCine, rom Tqven am gvaris erTaderTi kaci xarT cnobarSi~.

`amaze arasodes mifiqria, _ Cailaparaka prezidentma da interesiT gadaSala cnobari, _ `diax, es gvari iSviaTia, _ ganacxada man ukve amayad, _ Cemi winaprebi holandiidan Camovidnen da TiTqmis orasi wlis winaT dasaxldnen niu-iorkSi~. mere didxans laparakobda Tavis ojaxsa da winaprebze. roca daamTavra, goum uTxra, Cemze didi STabeWdileba datova Tqvenma qarxanamo. `kaci iSviaTad Sexvdeba brinjaos nakeTobaTa sawarmos, sadac aseTi sisufTave da wesrigia!~ _ daumata man.

`mTeli cxovreba am sawarmos movaxmare, _ miugo prezidentma, _ axla meamayeba kidec. xom ar gindaT dagaTvalierebinoT?~

daTvalierebisas goum Seaqo prezidentis mier Seqmnili warmoebis sistema da aRniSna, Tu ratom da riT sjobia konkurentebis sistemebs. mere yuradReba miaqcia ucxo dazgas. prezidentma ganumarta, Cemi gamogonebaao; mere aCvena, rogor muSaobdnen da ra produqcias amzadebdnen, Tan daJinebiT sTxovda erTad visauzmoTo. yuradReba miaqcieT, rom aqamde gous erTi sityviTac ar uxsenebia vizitis mizezi.

sauzmis Semdeg prezidentma uTxra, `axla saqmes mivxedoT, vxvdebi, risTvisac mewvieT. ar megona, Cveni Sexvedra Tu ase sasiamovnod Caivlida. SegiZliaT, mSvidad iyoT. sityvas gaZlevT, Tqveni SekveTa droze Sesruldeba da gadmogegzavnebaT, sxva valdebulebebis darRvevac rom damWirdes~.

goum miiRo yvelaferi, rac surda, Tan ise, rom Txovnac ar dasWirvebia. nakeToba Tavis droze Camovida. mSeneblobac kontraqtiT gaTvaliswinebul vadaSi Caabares.

maSasadame, Tu gindaT zemoqmedeba moaxdinoT adamianze, Tanac ise, rom ar SeuracxyoT da ar gaanawyenoT igi, misdieT pirvel wess:

• daiwyeT SeqebiT da Tanamosaubris RirsebaTa gulwrfeli aRiarebiT.

wesi II. rogor gavakritikoT ise, rom siZulvili ar movimkaT

erTxel, SuadRisas, Carlz Svabma Tavisi qarxnis erT saamqroSi Seiara

da dainaxa, rom ramdenime muSa ganze gamdgariyo da eweoda. zed maT TavTan, kedelze dakidebuli firfita moiTxovda: `nu moswevT!~. Tqven ggoniaT Svabma firfitaze miuTiTa da ikiTxa, Tqven ra, kiTxva ar iciTo? rogor gekadrebaT! Svabi ase ar moiqceoda. is mivida muSebTan, sigaretebi miawoda da uTxra: `biWebo, Zalian masiamovnebT, Tu gareT moswevT~. muSebi mixvdnen, rom wesi daarRvies, Tumca, aRfrTovandnen im faqtis gamo, rom Svabi maT SeniSvniT ki ara, sigaretiT gaumaspinZlda. amiT, maTi Rirsebis grZnobas gaufrTxilda. gana SeiZleba aseTi kaci ar giyvardeT?

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jon uenemeikeric imave meTods iyenebda. igi, Cveulebriv, yoveldRe Semoivlida xolme Tavis uzarmazar univermaRs filadelfiaSi. erTxel SeamCnia, rom daxlTan myidveli icdida. mas yuradrebas ar aqcevdnen. gamyidvelebi ganyofilebaSi Sekrebiliyvnen da mxiaruli saubari gaeCaRebinaT. uenemeikers xma ar amouRia. igi mSvidad dadga daxlis meore mxares, moemsaxura myidvels, mere gamyidvelebs gadasca SesafuTad da Semovla ganagrZo.

erTi, mWevrmetyvelebiT saxelganTqmuli pastori rom gardaicvala, mis adgilas moiwvies mRvdeli laimen eboti. ebots undoda, Tavi moewonebina mrevlisaTvis da zed daakvda qadagebis momzadebas. floberis sizustiT asworebda da xvewda teqsts. mere cols waukiTxa. qadageba susti gamodga, rogorc winaswar momzadebul gamosvlaTa umetesoba. ebotis cols keTilgoniereba rom ar hyofnoda, etyoda: `laimen, es qadagebas ar hgavs: msmenelebs Zils mohgvris. Sen xom amdeni welia qadageb da meti ar unda SegeZlos? ratom ar iqcevi bunebrivad? icode, am sisuleliT Tavs moiWri~.

diax. SeiZleboda es eTqva, magram amiT ras miaRwevda? es icoda qalma da amitom sxvaTaSoris SeniSna, rom am qadagebidan SesaniSnavi statia gamovidoda JurnalisaTvis. sxva sityvebiT, man teqsti Seaqo kidec da Tanac mianiSna qmars, rom saqadagod maincdamainc ar vargoda. laimon ebotma yvelaferi sworad gaigo, daxia ase saguldagulod momzadebuli sityva da daniSnul dRes yovelgvari winaswari Canaweris gareSe iqadaga.

maSasadame, Tu gsurT zegavlena moaxdinoT adamianze ise, rom ar SeuracxyoT da ar gaanawyenoT igi, misdieT meore wess:

• Secdomaze miuTiTeT ara pirdapir, aramed moiarebiT, miniSnebiT.

wesi III. jer Tqveni Secdomebi gaixseneT

karnegis ZmisSvili Jozefina karnegi mSobliur qalaq kanzas-sitidan

niu-iorkSi gadmosaxlda da biZasTan mdivnad muSaoba daiwyo. cxrameti wlisa iyo, sami wlis damTavrebuli hqonda saSualo skola da saqmiani gamocdileba ar gaaCnda. ramdenime xnis Semdeg igi sanimuSo mdivani gaxda. maSin ki, rbilad rom vTqvaT, bevri ram eSleboda. erTxel, SeniSvna rom unda mieca, karnegi dafiqrda da sakuTar Tavs uTxra: `erTi wuTiT, deil karnegi, erTi wuTiT. Sen Jozefinaze orjer ufrosi xar, saqmeSi gamocdileba aTjer metic unda gqondes. ratom ggonia, rom isic Sennairad imsjelebs da Sennair iniciativas gamoiCens? deil, Sen TviTon rogori iyavi cxrameti wlisa? gaxsovs, ra sulelur Secdomebs uSvebdi? gaxsovs?~

am kiTxvebze dafiqrebam igi miiyvana im daskvnamde, rom cxrameti wlis Jozefinas monacemebi misas sjobda. Tumca, es qaTinaurad ar gamodgeboda JozefinasaTvis.

amitom, SemdgomSi, rame Secdomaze rom undoda mieTiTebina, ase iwyebda: `Secdoma gvaqvs, Jozefina, magram arc iseTi, me TviTon rom ar momsvlia. Sen ufro gonieri xar, vidre me viyavi Senxelobas. me TviTon imdeni Secdoma Camidenia, rom sxvas rogor gavakritikeb. magram, mainc, iqneba jobdes, es saqme Semdegnairad… gaakeTo?~

arc ise Znelia Sens Secdomebze SeniSvnis mosmena, roca arc Sens gamkritikebels moaqvs Tavi ucodvel kravad.

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Tavadi fon biulovi, daxvewili manerebiT gamorCeuli kaci, amas 1909 wels mixvda. im dros fon biulovi germaniis raixskancleri iyo, taxti ki vilhelm II ekava. vilhelmma, visac bedi germaniis ukanasknel kaizerobas uqadda da romelic maSin sakuTar armias da flots ayalibebda, ikvexnida, yvelaze mrisxane mowinaaRmdeges davamarcxebo.

moxda moulodneli ram. kaizerma gaakeTa jer gaugonari gancxadeba, ramac mTeli kontinenti Seazanzara. kidev uaresi, kaizerma suleluri gancxadeba sajarod, inglisSi stumrobis drosac gaakeTa gazeTSi gamosaqveyneblad. kerZod, ganacxada, rom is erTaderTi germanelia, romelic gamsWvalulia ingliselebisadmi megobruli grZnobebiT da rom is qmnis samxedro-sazRvao flots iaponiis muqaris Tavidan asacileblad; rom man da mxolod man ixsna inglisi, roca ruseTsa da safrangeTs misi ganadgureba undodaT; rom piradad man moamzada im kampaniis gegma, romelmac lord robertsonis meTaurobiT inglisis armias SeaZlebina burebis damarcxeba samxreT afrikaSi da a. S.

bolo aswleulis ganmavlobaSi aseTi gamaognebeli sityva arc erT evropel monarqs ar wamocdenia mSvidobian periodSi. mTeli kontinenti krazanebis dangreul budesaTvis zuzunebda. inglisi SeSfoTda. germaneli saxelmwifo moRvaweni SeZrwundnen. sayovelTao areulobam kaizers Tavzari dasca da fon biulovs _ raixskanclers urCia, Tavis Tavze aeRo danaSauli. diax, mas undoda, rom fon biulovs gamoecxadebina, mTeli pasuxismgbloba me mekisreba, swored me vukarnaxe monarqs aseTi araseriozuli mtkicebanio.

`magram, Tqveno udidebulesobav, _ gaaprotesta fon biulovma, _ warmoudgenlad mimaCnia, rom germaniaSi anda inglisSi vinmem daijeros, TiTqos me SemeZlo, aseTi rCeva momeca Tqveni udidebulesobisaTvis!~

Tqva Tu ara es, fon biulovi umalve mixvda, rom saSineli Secdoma mouvida.

`me iseT saxedrad mTvliT, romlis Secdomebic TqvenTvis warmoudgenlad migaCniaT?!~

fon biulovs sityva qebiT unda daewyo da mxolod amis Semdeg gadasuliyo gakicxvaze, magram naTqvam sityvas ukan raRa daabrunebinebda?! mere ki saukeTeso xerxs mimarTa, kaizeris qebas Seudga.

`arc mifiqria, _ mokrZalebiT moaxsena man, _ Tqvens udidebulesobas rogor Sevedrebi an samxedro-sazRvao flotisa da armiis xelmZRvanelobaSi, an sabunebismetyvelo mecnierebaTa codnaSi. me didis aRtacebiT gismenT xolme, roca Tqveni udidebulesoba xsnis ra aris barometri, ugamtaro telegrafi, rentgenis sxivi… me samarcxvinod cota ram vici, Tu saerTod vici rame; warmodgena ara maqvs arc qimiaze, arc fizikaze da saerTod ar SemiZlia bunebis umartivesi movlenebis axsna, magram, _ ganagrZobda fon biulovi, _ me garkveuli codna maqvs istoriaSi, SeiZleba, iseTi Tvisebebic mqondes, rac gamosadegia politikaSi, kerZod ki, diplomatiaSi~.

kaizeri gaibadra, fon biulovma qeba Seasxa. fon biulovi mas adidebda, Tavs ki imdablebda. amis Semdeg kaizeri mas yvelafers apatiebda, aRtacebiTac ki SesZaxa, xom geubnebodiT, me da Tqven SesaniSnavad vavsebT erTmaneTs. Cven erTad unda vidgeT da asec moviqceviTo.

xeli CamoarTva fon biulovs, Tanac erTxel ki ara, ramdenjerme. cota mogvianebiT, Tumca imave dRes, iseT eqstazSi Sevida, rom muStebs iqnevda da gaiZaxoda, _ fon biulovze saZraxisi sityva aravis wamocdes, Torem am muStebs miiRebso.

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fon biulovma droze uSvela Tavs. is marTlac moxerxebuli diplomati iyo, magram erTi Secdoma dauSva. Tavidanve sakuTar naklze da vilhelmis upiratesobaze unda daewyo saubari. man ki kaizers agrZnobina, Wkuasusti xar da meurve gWirdebao.

sul ramdenime frazam Tu SeZlo Tavgasuli, pativmoyvare kaizeris daSoSmineba. warmoidgineT, ras SeiZleba, mivaRwioT yoveldRiur urTierTobebSi qedmoxrisa da qebis SemweobiT.

maS ase, Tu gsurT zemoqmedeba moaxdinoT adamianze, Tanac ise, rom ar SeuracxyoT igi, misdieT mesame wess:

• jer sakuTari Secdomebi gaixseneT da mere gaakritikeT Tanamosaubre.

wesi IV. sxvisi brZanebis Sesruleba aravis siamovnebs

erTxel karnegi amerikel biografTa uxucesTan, ida tabelTan sadilobda. saubari mniSvnelovan Temas _ garSemomyofebTan Seguebis unars Seexo. tabelma karnegis Semdegi istoria uambo: `ouen iangis biografiaze muSaobisas vesaubre kacs, romelTanac iangs erT kabinetSi gaetarebina mTeli sami weli. man miTxra, erTxelac ar gamigonia, iangs vinmesTvis rame pirdapir ebrZanebinoso; magaliTad, iangi arasodes ityoda: `gaakeTeT esa da es~, an `nu akeTebT amasa da amas~. igi Cveulebriv ase mimarTavda adamianebs: `ifiqreT amaze~ an `Tqveni azriT, es gamodgeba?~ amgvarad, igi yovelTvis utovebda adamians SesaZleblobas, TviTon Seesrulebina samuSao; arasodes miuTiTebda TanamSromels, ra unda gaekeTebina da saSualebas aZlevda, eswavla sakuTar Secdomebze.

aseTi gza namdvilad uadvilebs adamians daSvebuli Secdomebis gamosworebas, aseTi meTodi indobs adamianis Tavmoyvareobas da uRviZebs mas sakuTari mniSvnelobis grZnobas, adamians uRviZebs ara protestis, aramed TanamSromlobis survils.

maS ase, Tu gsurT, zegavlena moaxdinoT adamianze ise, rom ar SeuracxyoT da ar gaanawyenoT igi, misdieT meoTxe wess:

• brZanebis nacvlad SekiTxvebi dausviT Tanamosaubres.

wesi V. mieciT adamians saSualeba, ixsnas sakuTari prestiJi

kompania `jeneral eleqtriki~ saCoTiro problemas Seejaxa: saWiro iyo, Carlz Steinmeci ganyofilebis ufrosis Tanamdebobidan gadaeyenebina. Steinmeci geniosi iyo eleqtrobaSi, magram rogorc sakonstruqtoro ganyofilebis ufrosi, arafrad vargoda. mgrZnobiare da Tanac metad saWiro specialistis ganawyeneba ar undodaT, amitom, adgnen da sxva Tanamdeboba _ kompaniis inJiner-konsultantoba SesTavazes. es iyo axali saxelwodeba imave samuSaosi, rasac Steinmeci praqtikulad asrulebda, ganyofilebis gamged ki sxva daniSnes.

Steinmeci kmayofili darCa. kmayofilni iyvnen kompaniis xelmZRvanele-bic. maT kargad gaarTves Tavi situacias, pirveli klasis specialisti da Zalze emociuri kaci ar gaanawyenes, saWiro kacic daniSnes wynarad da

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uxmaurod. maT yvelaferi gaakeTes, raTa ar Selaxuliyo misi prestiJi, an, sxvanairad rom vTqvaT, saSualeba misces Steinmecs, exsna sakuTari prestiJi. amas ki didi mniSvneloba aqvs. samwuxarod, amaze iSviaTad vfiqrobT, xSirad uxeSad vexebiT adamianis grZnobebs, Cvensaze vdgavarT, veZebT Secdomebs, vemuqrebiT, vakritikebT. ase veqceviT Svils, TanamSromelsa Tu xelqveiTs, Tanac sxvebis TandaswrebiT da amiT umowyalod vqelavT adamianis Tavmoyvareobas.

arada, ramdenime wuTis yuradReba, erTi-ori pativsacemi sityva, mosaubris poziciis gageba ra bevrs niSnavs miyenebuli tkivilis gasayuCeblad!

`gavixsenoT es, roca iZulebuli gavxdebiT vinme samsaxuridan daviTxovoT. TanamSromlis gaTavisufleba arc ise iolia, magram imisTvis ufro Znelia, visac aTavisufleben. _ es nawyvetia karnegis kursis msmenelis werilidan. _ CvenTan, Cveulebriv, sezonuri samuSaoebia da iZulebulni varT martSi bevri daviTxovoT. es arc ise sasiamovno saqmea da vcdilobT, rac SeiZleba swrafad vimoqmedoT. daaxloebiT ase: `dabrZandiT, mister… sezoni damTavrda da axla sxva samuSao unda iSovoT. ise ki, xom icodiT, rom es samuSao sezonuri iyo…~

vis esiamovneba Tundac droebiTi samuSaodan daTxovna. etyobodaT, rom Tavs damcirebulad grZnobdnen. bolo xanebSi gadavwyvite meti taqti gamomeCina. sanam vinmes gamoviZaxebdi, winaswar vecnobodi mis SromiT Sedegebs. mere ki veubnebodi: `mister…... Tqven Zalian kargad imuSaveT. niu-iorkSi rom gagagzavneT, iqac rTul amocanas gaarTviT Tavi. minda icodeT, rom firma amayobs TqveniT. axla, roca erTmaneTs unda davSordeT, minda es icodeT~. amiT efeqts vaRwev. aRarc guli wydebaT da aRarc damcirebulad grZnoben Tavs. ician, samuSao rom gvqondes, maT ver SeveleviT.

duait morous hqonda araCveulebrivi unari _ SeeZlo sasikvdilod gadamterebuli metoqeebi Seerigebina. igi dawvrilebiT gaecnoboda xolme orive mxaris argumentebs, gaigebda vin raSi iyo marTali, aRniSnavda am momentebs, frTxilad Seaxsenebda maT mokamaTeebs da, miuxedavad imisa, Tu rogor damTavrdeboda kamaTi, arc erTi mxare ar gamohyavda damnaSaved.

marTlac, didi adamianebi imdenad didebi arian, rom dros ar hkargaven sakuTari gamarjvebiT tkbobaze.

mravalsaukunovani mtrobis Semdeg, 1922 wels, Turqebma gadawyvites, sabolood ganedevnaT berZnebi TurqeTis teritoriidan.

mustafa qemalma jariskacebs napoleonis suliskveTebiT aRsavse sityvebiT mimarTa: `Tqveni mizania xmelTaSua zRva~. ase daiwyo Tanamedrove istoriaSi erT-erTi yvelaze sastiki brZola. TurqeTma gaimarjva. damarcxebuli berZeni generlebi trikupisi da dionisi qemalis Stabisaken gaemarTnen kapitulaciis gamosacxadeblad.

`dabrZandiT, batonebo, _ mimarTa maT qemalma da xeli CamoarTva, _ daRlili iqnebiT~. mere ki saomari operaciebis garkvevas Seudga da damarcxebis simware gauqarwyla _ omi iseTi TamaSia, sadac xSirad ukeTesi marcxdebao, uTxra man. qemals gamarjvebis sixarulmac ver daaviwya mniSvnelovani wesi:

• mieciT adamians saSualeba, ixsnas sakuTari prestiJi.

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wesi VI. rogor vubiZgoT adamians warmatebisaken

karnegi kargad icnobda pit harlous, romelic sacirko nomrebs asrulebda ZaRlebisa da ponis monawileobiT. karnegi siamovnebiT eswreboda xolme mis sawvrTnel muSaobas. rogorc ki ZaRli davalebas Seasrulebda, piti umalve moefereboda, Seaqebda da xorcis naWers miarTmevda.

aq axali araferia. mwvrTnelebi didi xania am meTods mimarTaven. ratom ar viyenebT xorcs maTraxis nacvlad? qebas gakicxvis magivrad?

modiT, nu daviSurebT qebis sityvebs, Tundac mcire warmatebisTvis. es ubiZgebs adamians winsvlisken.

sing-singis cixis ufrosma l. louensma aRmoaCina, rom sul patara, magram wingadadgmuli nabijisaTvis Seqeba saocar Sedegs iZleva profesional damnaSaveebTanac ki. louensi erT werilSi werda karnegis:

`mivedi daskvnamde, rom Tu patimars dadebiT saqciels SevuqebT, maSin ufro advili xdeba masTan TanamSromloba da SesaZloa misi saboloo gamosworebac, vidre maSin, roca vkicxavT da vakritikebT ugvani saqcielisaTvis.

me sing-singSi ara vmjdarvar, magram ganvlil cxovrebas Tvals rom vavleb, vxvdebi, ra Zlier kvals tovebda keTili sityva”.

Tqvenc ase ara xarT? istoriaSi uamravia Seqebis jadosnuri moqmedebis magaliTebi.

naxevari saukunis win, erT aTi wlis neapolel biWunas gagiJebiT undoda momRerali gamxdariyo, magram pirvelma maswavlebelma civi wyali gadaasxa, Sengan momRerali ver dadgeba, xma ara gaqvso. biWis deda, ubralo glexis qali, moefera Svils da daarwmuna, guli migrZnobs, ocneba aucileblad agixdebao. dedis Seqebam da mxardaWeram sruliad Secvala biWis cxovreba. is biWi enriko karuzo gaxldaT!

erT londonel Wabuks mwerloba xiblavda, magram yvelaferi xels uSlida. skolaSi mxolod oTxi weli iara. mamamisi valis gamo cixeSi Casves. ase rom, xSirad SimSilobda kidec. bolos iSova raRac samuSao _ boTlebze iarliyebs awebebda. bnel sxvenSi eZina sxva mawanwala biWebTan erTad. pirveli xelnaweri RamiT, qurdulad waiRo fostaSi. didxans arafers ubeWdavdnen. magram ai, bolos dadga nanatri dRec – erTi moTxroba miiRes. marTalia, erTi Silingic ar gadauxdiaT, magram redaqtorma xom moiwona. Wabukma sixarulis cremlebi ver Seikava… qebam da aRiarebam mTlianad Secvala misi cxovreba. is biWi Carlz dikensi iyo!

mesame ymawvilic londonSi muSaobda, oRond sagalantereo maRaziaSi. diliT xuT saaTze dgeboda. ase ewama ori weliwadi. bolos veRar gauZlo, TxuTmeti mili fexiT gaiara, dedasTan mivida, gulSi Caekra da aqviTinda _ im maRaziaSi Tu gamiSveb, Tavs moviklavo. mere skolis maswavlebels miswera werili, romelSic Tavisi mdgomareoba SesCivla. maswavlebelma gaamxneva da SesTavaza maswavleblis adgili. am faqtma mTlianad Secvala biWis cxovrebac da inglisuri literaturac. mas Semdeg “im biWma” dawera samocdaSvidi wigni da milion dolarze meti gamoimuSava. es herbert uelsia!

davubrundeT sakiTxs adamianze zegavlenis moxdenis SesaZleblobaTa Sesaxeb. Tu ubralo, keTili sityviT SegviZlia, adamians ukeTesi saqmeebi STavagonoT, maTi faruli SesaZleblobebis SecnobiT marto qcevis ki ara, mTeli pirovnebis gadasxvaferebasac SevZlebT. Tu ar gjeraT, waikiTxeT

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harvardis univesitetis profesoris uiliam jeimsis brZnuli sityvebi. is amerikaSi erT-erTi udidesi fsiqologi da filosofosi iyo.

`... Cven, Cveni fizikuri da gonebrivi SesaZleblobebis sul umniSvnelo nawils Tu viyenebT. saerTod, SeiZleba iTqvas, rom adamiani ar cxovrobs SesaZleblobebis mixedviT. mas sul sxvadasxvanairi unarebi aqvs, romelTac, Cveulebriv, uqmad acdens~.

diax, Tqvenc bevrnairi unari gaqvT, romelsac ar iyenebT. erTi aseTi unaria _ aqoT Tqveni Tanamosaubre da gamoavlinoT masSi dafaruli SesaZleblobebi.

maSasadame, Tu gsurT zegavlena moaxdinoT adamianze ise, rom ar SeuracxyoT da ar gaanawyenoT igi, misdieT meeqvse wess:

• mouwoneT adamians mciredi warmatebac ki da aRniSneT yoveli win gadadgmuli nabiji. gulwrfelad SeafaseT da guluxvad aqeT igi.

wesi VII. izruneT sxvisi reputaciisaTvisac

karnegis nacnobma, mis jenetma, Sinamosamsaxure qali daiqirava da uTxra, Semdegi orSabaTidan SeudeqiT saqmeso. samuSaod mosul qaliSvils ki Seatyobina: `ramdenime dRis win davreke saxlSi, romelSic amas winaT muSaobdiT. miTxres, rom wesieri da patiosani adamiani xarT. sadilsac kargad amzadebT da bavSvebsac kargad uvliT. isic miTxres, TiTqos saxlSi sisufTaveze ar zrunavdiT. me ver davijere. sanaZleoc ki davde. imedi maqvs, saxlsac wesrigSi moiyvanT da sakuTar Tavsac mixedavT~...

asec moxda: qaliSvils miaweres ararsebuli dadebiTi reputacia, man ki igi gaamarTla. saxli brwyinavda. Sinamosamsaxure Tavs ar zogavda, rom misis jenetis maRali Sexeduleba sinamdviled eqcia.

erT-erTi firmis gamgeobis Tavmjdomaris semuel vokleinis azriT, `rigiTi adamianis xelmZRvaneloba iolia, Tu misi pativiscemiT sargeblobT da Tqvenc pativs scemT mis romelime unars an Tvisebas~.

mokled rom vTqvaT, Tu gsurT adamianis Secvla garkveuli mimarTulebiT, moeqeciT ise, TiTqos es Tviseba mas marTlac saukeTesod hqondes ganviTarebuli. moiqeciT ise, TiTqos didi keTilismyofeli gyavT, Tundac ase ar iyos. aseve kargi iqneba ifiqroT, rom Tqvens gverdiT myof adamians aqvs iseTi Tvisebebi, rogoric gindaT rom hqondes. oRond xeli SeuwyveT mis karg reputacias da is Tavs ar dazogavs ndobis gasamarTleblad.

wignSi `mogonebebi: Cemi cxovreba meterlinkTan~, JorJet leblani aRwers ubralo belgieli gogonas sakvirvel gardasaxvas.

`Sinamosamsaxures uaxloesi otelidan mohqonda saWmeli, _ wers igi. _ mas `WurWlis mrecxav maris~ eZaxdnen, radgan swored WurWlis mrecxavad daewyo muSaoba. sabralo, maxinji iyo, elami, fexebdabrecili, gamxmari da dabeCavebuli. erTxel, Tavisi dawiTlebuli xelebiT makaroniani TefSi rom momawoda, vuTxari: `mari, Tqven ar iciT, ra Sinagani simdidris patroni xarT”.

qaliSvili SeCveuli iyo emociebis dafarvas, magram maSin TefSi kinaRam xelidan gauvarda, mere amoioxra da gulwrfeli gakvirvebiT miTxra: `qalbatono, verasodes vifiqrebdi amas~. arc daeWvebula Cems

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naTqvamSi, arc rame ukiTxavs. samzareuloSi gavida da Cemi sityvebi gaimeora, Tanac iseTi dabejiTebiT, rom SekamaTebac veravin gaubeda. mas Semdeg pativiscemiTac ki eqceodnen. TviTon xom sul gadasxvaferda, raki daijera, rom marTla Sinagani simdidris patroni iyo. garegnobasac mixeda, iseTi gulmodgineba gamoiCina, rom misi mimqrali axalgazrdoba xelaxla gaifurCqna, uSno gregnoba sadRac gaqra.

ori Tvis Semdeg gamimxila, rom Txovdeboda, colad mihyveboda ufrosi mzareulis Svils. erTma, TiTqosda umniSvnelo frazam mTlianad Seucvala saxe mis cxovrebas~.

JorJet leblanis mier SeTxzuli reputaciis gamarTleba miznad daisaxa qaliSvilma da aman mTlianad Secvala isica da misi cxovrebac.

erTi Zveleburi andaza ambobs, ciliswameba sikvdilis dariao. magram aba, kargi rom moigonoT adamianze, TiTqmis yvela _ mdidari Tu Raribi, mawanwala Tu bacaca _ yvela Tavdauzogavad ecdeba, gaamarTlos Tqvens mier `miniWebuli~ patiosani kacis reputacia?!

`TaRliTTa gamosworebis erTaderTi gza arsebobs, _ ambobs sing-singis cixis ufrosi, _ saxeldobr, _ mas ise unda mimarTo rogorc pativcemul jentlmens, romelSic TavisTavad igulisxmeba misi patiosani buneba~.

maSasadame, Tu gindaT zemoqmedeba moaxdinoT adamianze, Tanac ise, rom ar SeuracxyoT da ar gaanawyenoT igi, misdieT Semdeg wess:

• SeuqmeniT adamians kargi reputacia da is aucileblad Seecdeba mis gamarTlebas.

wesi VIII. moiqeciT ise, rom adamians Secdomis gamosworeba gauadviloT

karnegis erTi nacnobi ormoci wlisa daqorwinda: sacolem cekvis

gakveTilebze iareo, sTxova. `RmerTma xom icis, cekva marTla ar vicodi, _ miambobda igi, _ bavSvobaSi rac viswavle eg iyo da eg. moviwvie maswavlebeli, romelmac miTxra (albaT asec iyo), rac giswavliaT yvelaferi arasworad giswavliaT, axla Zveli unda daiviwyoT da xelaxla SeudgeT saqmeso. yurebi Camovyare. xasiaTi gamifuWda. is maswavlebeli daviTxove. cekvis yovelgvari survili gamiqra. meore maswavlebeli SeiZleba marTals ar meubneboda, magram rasac meubneboda, momwonda. man, sxvaTaSoris, miTxra cota Zvelmodurad cekvavT, magram safuZveli kargi gaqvTo da damaimeda, sul advilad iswavliT ramdenime axal paso. pirvelma maswavlebelma Cems Secdomebze mimiTiTa da guli amicrua cekvaze, meore piriqiT moiqca - maqebda, rogorc ki sworad vicekvebdi da marwmunebda, Tandayolili ritmis grZnoba gaqvTo. dRes vxvdebi, rom Cemgan mocekvave ar dadgeba, magram mainc mirCevnia virwmuno is, rasac meore maswavlebeli meubneboda. marTalia, fuls vuxdidi, magram aq fuli ar aris gadamwyveti. yovel SemTxvevaSi, axla ukeT vcekvav. misma Seqebam Semaguliana, wamaxalisa da mec movindome”.

Svils, qmars, TanamSromels an Sinamomsaxures Tu etyviT, rom utvino da gonebadaxSulia, rom yvelafers ukuRma akeTebs, amiT waarTmevT gamosworebis yovelgvar stimuls, xolo Tu sapirispiro meTods gamoiyenebT, Seqebas ar daiSurebT, SeqmniT STabeWdilebas, TiTqos Tanamosaubres sul advilad SeuZlia raRacis gakeTeba an gamosworeba,

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agrZnobinebT, rom gjeraT misi SemoqmedebiTi unarisa, igi dRedaRam imaze ifiqrebs, rom Tqveni Sexeduleba gaamarTlos.

maSasadame, Tu gsurT zemoqmedeba moaxdinoT adamianze, Tanac ise, rom ar SeuracxyoT da ar gaanawyenoT igi, misdieT merve wess:

• waaxaliseT adamiani, SeuqmeniT azri, rom Tu moindomebs, advilad SeZlebs Secdomis gamosworebas; moeqeciT ise, rom Tqveni Txovnis Sesruleba ioli eCvenos.

wesi IX. rogor gavakeTebinoT adamians sixaruliT is, risi gakeTebinebac gvinda

mSvidobis momxre saxelmwifo mdivans uiliam jening braians Zalian

undoda evropaSi mSvidobis emisrad wasvla. fiqrobda, kacobriobisaTvis sasikeTo saqme gaekeTebina da sakuTari saxeli ukvdaveyo. magram uilsonma emisroba Tavis axlo megobars, polkovnik hauzs daavala. hauzsave daekisra, es samwuxaro ambavi braianisaTvis emcno, Tanac ise, rom ar gaenawyebina igi.

polkovnikma hauzma dRiurSi Cawera: `braianma wyena ver damala. miTxra, rom imedi hqonda, TviTon Seasrulebda amocanas... me vupasuxe, prezidentis azriT, swori ar iqneboda, aseTi saqme migvendo oficialuri pirisaTvis, rom braianis gamgzavreba sayovelTao yuradRebas miiqcevda, sazogadoeba dainteresdeboda, Tu risTvis wavida igi evropaSi~...

faqtobrivad hauzma braians uTxra, rom misi pirovneba metismetad didi iyo am davalebisaTvis. braiani kmayofili darCa.

cxovrebiseuli gamocdilebiT dabrZenebuli kaci, polkovniki hauzi, icavda adamianur urTierTobaTa erT-erT mniSvnelovan princips: adamians unda uxarodes imis Sesruleba, rasac avalebT.

erT-erTi cnobili gamomcemloba mudam am wesiT moqmedebda: cdilobda da axerxebda, rom adamians siamovnebiT mieRo misi winadadeba. firma ise ostaturad iqceoda, rom o. henris mtkicebiT, zogjer misi uari ufro sasiamovnod JRerda, vidre sxvisi Tanxmoba...

misis jenets Tavi moabezres biWebma, romlebic mis gazonebze darbodnen da erTianad aoxrebdnen iqaurobas. ramdenjerme usayvedura. ra ar uTxra. mere ki mixvda, rom xerxi unda exmara. abezari biWunebis Tavkacs sapatio wodeba mianiWa _ `deteqtivad~ daniSna da daavala, gazonebSi aravin SeeSva. ase iolad gadawyda Tavsatexi problema. aseTia adamianis buneba.

maSadame, Tu gsurT zegavlena moaxdinoT adamianze ise, rom ar SeuracxyoT igi, misdieT mecxre wess:

• moaxerxeT, rom adamians uxarodes SeTavazebuli saqmis gakeTeba.

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sadiskusio Tematika da roluri TamaSebi 1. gaixseneT konfliqti, romlis warmoSobis mizezic iyo Setyobinebis mcdari interpretacia. 2. warmoidgineT sakuTari Tavi:

• maswavleblis adgilze, romelic aRaSfoTa studentebis xmaurma axali Temis axsnisas;

• mSoblebis adgilze, romlebic ar giSveben megobris agarakze Ramis TeviT;

• Tqveni megobris adgilze, romelic uars ambobs dabadebis dReze misTvis ucnobi adamianebis wreSi TqvenTan erTad wamosvlaze.

axseniT, ra grZnobebi dageuflebodaT, am adamianebis adgilze rom yofiliyaviT. 3. gaixseneT is molaparakeba, romlis drosac adamianebma “gawires” TavianTi urTierTobebi mniSvnelovani gadawyvetilebebis sasrgeblod; 4. gaixseneT is molaparakeba, romlis drosac adamianebma “gawires” TavianTi interesebi urTierTobebis SenarCunebis mizniT; 5. daubrundiT situacias agarakze. daasaxeleT mSoblebis warmodgenebi, romlebic daupirispirdeba Svilis warmodgenebs:

• yvela Cemi megobari iq iqneba;

• iq didi mxiaruleba iqneba;

• iq iqneba is, vinc me momwons;

• kargi dro SeiZleba gaataro mxolod mSoblebisgan moSorebiT;

• amaSi araferia saSiSi;

• me bavSvi aRar var;

• Cems megobrebs uSveben TavianTi mSoblebi;

• mSoblebi mikrZalaven wasvlas mxolod imitom, rom TavianTi Zalis demonstrireba surT;

• Tu am jerze ver gavitan Cemsas, isini yovelTvis ase “izruneben” Cemze;

• mxolod gulqva adamianebs SeuZliaT ase moqceva. 6. SeecadeT, gardaqmnaT “konfliqturi frazebi” “neitralur frazebad”:

• yovelTvis Seni lodini miwevs;

• SenTan urTierTobas magari nervebi sWirdeba;

• isev ar gaqvs davaleba;

• yveleferze SeniSvnas maZlev;

• Sens oTaxSi Semosvlis meSinia – saSineli areulobaa;

• SenTan laparaki SeuZlebelia – sul dakavebuli xar.

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daskvna

Sinaarsis, miznisa da sirTulis xarisxis miuxedavad, yvela tipis komunikacias msgavsi arqtiteqtonika aqvs. komunikaciis procesi moicavs Svid ZiriTad struqturul komponents: • adresanti; • Setyobineba; • adresati; • komunikaciis arxi; • “xmauri”; • ukukavSiri; • koreqcia. informaciis urTierTgacvlisas adresanti da adresati gaivlian oTx urTierTdakavSirebul etaps. es etapebia: • komunikaciuri intenciis gaCena da ideis Casaxva; • ideis gaformeba – kodireba da misi gadacemis arxis SerCeva; • gadacema – komunikaciuri aqti; • dekodireba – adresatis mier Setyobinebis azris gageba. komunikaciis procesis yvela ZiriTad komponentsa da etaps stabiluri – invariantuli Tanamimdevroba axasiaTebs. ukukavSirisa da koreqciis arsebobis gamo, es Tanamimdevroba “wriulia”. “wris principi” mniSvnelovania rogorc arqiteqtonikuri, ise fsiqologiuri TvalsazrisiTac: igi uzrunvelyofs komunikaciis Sedegs, misi meSveobiT kontroldeba komunikaciis efeqturoba da “wris”, sxva sityvebiT, mTeli komunikaciuri ciklis gameoreba misi pirveli, araefeqturi realizaciis SemTxvevaSi. komunikaciuri procesis komponentebisa da etapebis Sinaarsobrivi Tavisubureba sruladaa asaxuli efeqturi komunikaciis principebsa da komunikaciis SecdomebSi – “barierebSi”. iseve rogorc nebismieri sxva qmedeba, verbaluri komunikaciac eqvemdebareba dadgenil normebs, romelTa darRvevac yovelTvis uaryofiT reaqcias iwvevs. komunikaciis “barierebis” warmoqmnis mizezebi iseTive mravalferovnebiT xasiaTdeba, rogoriTac adamianis fsiqika. am mravalferovnebidan SesaZlebelia, gamoiyos SedarebiT ufro tipuri Secdomebi - “barierebi”: • interpretaciuli Secdomebi; • dispoziciuri Secdomebi; • statusTan dakavSirebuli Secdomebi; • semantikuri “barierebi”; • araefeqturi ukukavSiri; • cudad Camoyalibebuli Setyobineba; • informaciuli danakargi; • falsificirebis Secdomebi; • winaswari Sefaseba; • “SiSis Secdomebi”.

komunikaciis barierebis daZlevis yvelaze mZlavr saSualebas efeqturi komunikaciiis principebis dacva warmoadgens. efeqturi komunikaciis

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principebis dacva warmoadgens adresantisa da adresatis erT “semantikur mniSvnelamde” misvlis garantias. efeqturi komunikaciis umTavresi maxasiaTebeli metyvelebis kulturaa, romlis arsebobis umTavres pirobas lingvisturi normebis dacva warmoadgens. efeqturi komunikaciisaTvis mniSvnelovania:

• sityvaTa swori warmoTqma; • cvladi intonacia; • metyvelebis normaluri tempi; • pauza; • frazebis sworad konstruireba; • gamonaTqvamis logikurad Camoyalibeba; • metyvelebis pozitiuri manera; • lakonuroba; • gamonaTqvamis dabalansebuli emociuri foni; • komunikaciis verbalur da araverbalur saSualebaTa Sesabamisoba; • komunikaciis mizandasaxuloba (intencia); • adresatis TaviseburebaTa gaTvaliswineba.

komunikacia ar warmoadgens TviTmizans, igi saSualebaa, romelic emsaxureba konkretul mizans. enobriv strategiaTa realizacia da interpretacia SeuZlebelia pirovnuli da kulturuli faqtorebis gaTvaliswinebis gareSe. komunikacia rTuli da mravalmxrivi movlenaa, romelic moicavs rogorc lingvistur, ise eqstralingvistur faqtorebsac. eqstralingvistur faqtorebSi moiazreba: adamianTa codna samyaros Sesaxeb, Camoyalibebuli Tvalsazrisi, komunikaciur aqtSi monawileTa ganwyoba da maTi komunikaciuri intencia. aRniSnuli faqtorebi komunikaciuri kompetenciis Semadgeneli umniSvnelovanesi komponentebia.

daimaxsovreT Tormeti wesi, romelTa dacva SegaZlebinebT, adamiani Tqvens Tvalsazrisze gadmoibiroT:

• kamaTSi gamarjvebis erTaderTi gzaa daTmoba; • pativiscemiT moekideT Tqveni Tanamosaubris azrs. arasodes uTxraT

aravis, rom cdeba; • Tu marTali ar xarT, aRiareT es swrafad da uyoymanod; • Tavidanve megobruli toniT ilaparakeT! • aiZuleT mopaeqre, umalve gipasuxoT “diax”; • dae, ufro meti ilaparakos Tanamosaubrem; • ufro didxans alaparakeT Tanamosaubre; • dae, mosaubres egonos, rom Tqveneuli azri mas ekuTvnis; • TanagrZnobiT moekideT sxvebis azrebsa da survilebs; • gamoiyeneT keTilSobiluri motivebi;

• meti efeqturoba SesZineT Tqvens ideebs; • SeexeT adamianis Tavmoyvareobas!

daimaxsovreT cxra wesi, romelTa dacva dagexmarebaT zegavlena moaxdinoT adamianze ise, rom ar SeuracxyoT da ar gaanawyenoT igi.

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• daiwyeT SeqebiT da Tanamosaubris Rirsebebis aRiarebiT; • Secodmebze miuTiTeT miniSnebiT; • jer Tqveni Secdomebi gaixseneT da mere gaakritikeT sxva; • brZaneba SecvaleT SekiTxvebiT; • mieciT saSualeba adamians, ixsnas sakuTari prestiJi; • mouwoneT warmateba da aRniSneT win gadadgmuli nabiji. `gulwr-

felad SeafaseT da guluxvad aqeT~; • izruneT adamianis kargi reputaciisTvis da isic Seecdeba mis

gamarTlebas; • waaxaliseT adamiani; SeuqmeniT azri, rom Tu moindomebs, advilad

SeZlebs Secdomis gamosworebas; moeqeciT ise, rom Tqveni Txovnis Sesruleba ioli eCvenos;

• moaxerxeT, rom adamians uxarodes SeTavazebuli saqmis gakeTeba. SeecadeT, gamoiyenoT es wesebi. erTxel, bernard Sous uTqvams, adamians Tu ubralod aswavliT raimes, verasodes iswavliso. Sou ar tyuoda. swavla aqtiuri procesia – Cven saqmiT vswavlobT. amitom Tu gsurT, daeufloT efeqturi molaparakebis pincipebs, ecadeT, imoqmedoT maT mixedviT. gamoiyeneT isini nebismier xelsayrel SemTxvevaSi. gvrCeba mxolod is codna, rac gamocdilebiT gveZleva, rasac praqtikulad viyenebT.

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literatura

1. Roy J. Lewicki, David M. Saunders, Bruce Barry. Negotiation. McGraw Companies, Inc.,

NY, 2006.

2. Roger Fisher, William Ury. Getting To Yes. Negotiating Agreement Without Giving In.

Penguin Books USA Inc.; New York, 1999.

3. CxeiZe m. ena da komunikacia. stu, Tbilisi, 2007.

4. jolia g. molaparakebis Teoria da praqtika. Tbilisi, 2004.

5. Карнеги Д. Как завоевать друзей и оказывать влияние на людей. Екатеринбург: “АРД

ЛТД”, 1999.

6. Мицич П. Как проводить деловые беседы. М., 1983.

internetresursebi

1. http;//en.wikipedia.org/wiki/Negotiation

2. http://web.cba.neu.edu/~ewrtheim/interper/neg3.htm

3. http://www.paulstips.com/brainbox/pt/home.nsf/link/10062006-My-eight-best-negotiation-

tips

4. http://en.wikipedia.org./wiki/Intercultural_communication_principles

5. http://en.wikipedia.org/wiki/Cross-cultural_communication

6. http://www.ohiou.edu/esl/elective/culture.html

7. http://wikipedia.org/wiki/Rhetoric

8. http:/rhetoric.esrver.org./Rhetoric and Composition

9. http://en.wikipedia.org/wiki/Business_communication

10. http://www.cedanet.com/meta/communication_styles.htm

11. http://www.nsba.org/sbot/tookit/CommStyl.html

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S i n a a r s i

Sesavali 3 Tavi I. ra aris molaparakeba? 4K

1. molaparakebis arsi, roli da mniSvneloba 4

2. molaparakebis klasifikacia 5

3. molaparakebis moralur-eTikuri normebi 7

Tavi II. molaparakebis etapebi 11

1. molaparakebis momzadeba da dawyeba 11

2. molaparakebis procesis formireba da dasruleba 13

Tavi III. molaparakebis fsiqologiuri aspeqtebi 18

1. fsiqologiuri atmosferos Seqmna 18

2. saubris mosmena da kiTxvebis dasma 19

3. argumentaciis meTodebi 22

4. molaparakebaSi monawileTa tipebi 26

5. partnioris SeniRbuli qceva 29

Tavi IV. manipulaciisa da sicruis teqnologia 34

1. manipulacia 34

2. sicrue 38

Tavi V. problemaTa gadaWra molaparakebis gziT 42

1. gadawyvetilebis miRebis meTodebi da principebi 42

2. problemaTa gadaWris sirTuleebi 48

3. sapirispiro da saerTo interesebi,

urTierTxelsayreli variantebi 50

Tavi VI. aRqma, emociebi da obieqturi kriteriumebi 56

1. aRqma 56

2. emociebi 58

157

3. obieqturi kriteriumebi da samarTliani procedurebi 61

Tavi VII. mxareTa interesebi da poziciebi 67

1. interesTa Sejereba 67

2. urTierTsargeblis ZiebaSi 71

3. “breinstormingis” Catarebis wesebi 73

Tavi VIII. molaparakebaTa strategia 80

1. sxvadasxva strategia – sxvadasxva midgoma 80

2. principuli da poziciuri molaprakebebi 91

Tavi IX. molaparakebaSi monawile mxareebi 98

1. roca meore mxares ufro momgebiani pozicia aqvs ... 98

2. roca erT-erT mxares ar surs “TamaSSi” monawileoba ... 99

3. “TamaSSi” CarTva 103

Tavi X. efeqturi komunikacia 114

1. efeqturi komunikaciis “barierebi” 114

2. efeqturi komunikaciis principebi da metyvelebis kultura 117

3. adamianebTan urTierTobis ZiriTadi meTodebi:

karnegis rCevebi 120

4. Tormeti wesi, romelTa dacva SegaZlebinebT,

adamiani Tqvens Tvalsazrisze gadmoibiroT 128

5. cxra wesi, romelTa dacva SegaZlebinebT, imoqmedoT adamianze

ise, rom ar SeuracxyoT da ar gaanawyenoT igi 140