ურთიერთობები სასამართლოს სხდომის დარბაზში

saqarTvelos uzenaesi sasamarTlo

urTierTobebi sasamarTlo sxdomis darbazSi sxdomis marTvis, mxareTa morigebis komunikaciuri da samarTlebrivi aspeqtebi

Tbilisi 2010

krebulze mixeil gogiSvili

muSaobdnen:

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saqarTvelos uzenaesi sasamarTlos Tavmjdomaris pirveli moadgile, samoqalaqo saqmeTa palatis Tavmjdomare;

maia sulxaniSvili _

saqarTvelos uzenaesi sasamarTlos wevri;

qeTevan mesxiSvili _

iusticiis umaRlesi skolis msmeneli;

xaTuna jinoria

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saqarTvelos uzenaesi sasamarTlos Tavmjdomaris pirveli moadgilis TanaSemwe;

rusa gelaSvili

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saqarTvelos uzenaesi sasamarTlos Tavmjdomaris pirveli moadgilis mTavari specialist-referenti.

daakabadona marika maRalaSvilma

winasityvaoba

2005 wlidan saqarTvelos uzenaesi sasamarTlos Tavmjdomaris batoni konstantine kublaSvilis iniciativiT saqarTveloSi mowveuli iyo ramdenime specialisti germaniis federaciuli respublikidan. proeqtis mizans warmoadgenda sasamarTlo sxdomis darbazSi komunikaciis ZiriTadi aspeqtebis ganxilva da am sferoSi qarTveli mosamarTleebis codnisa da unaris Semdgomi ganviTareba. proeqtis farglebSi Catarda ramdenime seminari saqarTvelos yvela instanciis sasamarTlos mosamarTleTa monawileobiT. seminarebSi uzenaesi sasamarTlos mosamarTleebic monawileobdnen, romelTa mier Segrovebul masalasac efuZneba es krebuli. krebuli Sedgeba Sesavlisa da TerTmeti nawilisagan. pirveli nawili exeba komunikaciis calkeul elementebs, rogoricaa analitikuri mosmena, verbalur-araverbaluri komunikacia da a.S. krebulis meore nawili mxareTa morigebis saproceso instituts eTmoba da aq ganxilulia morigebis sakanonmdeblo aspeqtebi. rac Seexeba Semdgom nawilebs, isini mTlianad eTmoba mxareTa komunikacias morigebis procesSi da am procesSi warmoSobil SesaZlo sirTuleebs (molaparakebis warmarTvas, morigebis fsiqologiur aspeqtebs, molaparakebis wesebs, mxareTa poziciebs da a.S.). krebulis

bolos ki ganxilulia ori magaliTi sasamarTlo praqtikidan. krebuli rekomendebulia saqarTvelos saerTo sasamarTloebis mosamarTleTaTvis, ganurCevlad maTi specializaciisa, radgan sasamarTlo sxdomis warmarTva da darbazis marTva mosamarTlis maRali kvalifikaciis damadasturebeli erT-erTi umTavresi niSania. krebulis avtorebi imedovneben, rom warmodgenili masalebi daxmarebas gauweven qarTvel mosamarTleebs sasamarTlo sxdomisa da morigebis Taobaze molaparakebis procesis marTvaSi, mocemuli krebuli iqneba kidev erTi wingadadgmuli nabiji am sferoSi saqarTvelos mosamarTleTa codnis, unarebisa da gamocdilebis ganviTarebaSi.

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sarCevi Sesavali .......................................................................................................................... 7 komunikaciis calkeuli Temebi da Semadgeneli elementebi ................................................................................ 11

analitikuri mosmena ............................................................................................ 11 verbaluri komunikacia ........................................................................................ 13 araverbaluri komunikacia ................................................................................. 14 socialuri aRqma ..................................................................................................... 18 emociebis marTva ...................................................................................................... 21 mxareTa morigeba ................................................................................................ 27

1. morigebis, rogorc saproceso samarTlebrivi institutis zogadi mimoxilva ................................................................. 27 2. morigeba anu axali garigeba .................................................................... 28 3. morigeba samarTalwarmoebis sxvadasxva stadiaze ..................... 29 4. saqmis warmoebis dasruleba gadawyvetilebis gamotanis gareSe ............................................................................................... 34 5. sasamarTlo xarjebis ganawilebis wesi morigebis damtkicebis SemTxvevaSi ..................................................... 39 morigebis mizani .................................................................................................. 41 harvardis koncefcia .......................................................................................... 43 molaparakebis warmarTvis fsiqologiuri Taviseburebani ........................................................... 51 Tu ar dainteresdnen winadadebiT ................................................ 60 daviT gogolaZisa da Temur imnaZis saqme ............................ 66 xrikebi molaparakebisas .............................................................................. 75

molaparakebebi TamaSis wesebis Taobaze ................................................. 76 cbieri taqtika .......................................................................................................... 77 gamiznuli tyuili ................................................................................................. 77 fsiqologiuri omi ................................................................................................. 79 zewolis poziciuri taqtika .......................................................................... 82 nu gaxdebiT msxverpli ....................................................................................... 85

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xSirad dasmuli SekiTxvebi .................................................................. 86

ra xdeba im SemTxvevaSi, Tu mxareebs gansxvavebuli warmodgena aqvT samarTlianobaze? .............................................................. 87 unda viyoT Tu ara samarTliani, roca ar mogveTxoveba? .................................................................................... 87 rogor unda movqceT im SemTxvevaSi, Tu problema Tavad mxarea? .......................................................................... 88 rodis ar aqvs azri molaparakebas? ......................................................... 89 rogor movergoT molaparakebisas kulturul, pirovnul da a.S. gansxvavebebs? ................................................................... 90 sad unda SevxvdeT? vin unda gaakeTos pirveli oferti? saidan daviwyoT? ...................................................................................................... 91 rogor gadavideT konkretul valdebulebeze? .................................. 92 rogor vawarmooT molaparakeba, Tu meore mxares aSkara upiratesoba aqvs? aqvs Tu ara molaparakebas azri aseT dros? ................................... 94 rogor gavaZlieroT Cveni pozicia molaparakebis warmoebisas? ......................................................................... 95 magaliTi I ..................................................................................................................... 98 magaliTi II .................................................................................................................... 106

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Sesavali

sauniversiteto ganaTlebis miRebis procesSi xdeboda Seswavla, Tu rogori moqmedeba CaiTvleboda sazogadoebrivi urTierTobis darRvevad da ra pasuxismgebloba daekisreboda TiToeul mxares aseTi darRvevisaTvis. mosamarTlis mTavar codnad miCneuli iyo mxolod sadavo iuridiuli da faqtobrivi sakiTxebis gadawyveta, magram mTavari problema mxolod es ar aris. davis gadawyvetamde mosamarTles uwevs mxareTa emociebiT datvirTuli da gajerebuli sxvadasxva saproceso stadiis gavla, risTvisac saWiroa ara mxolod saproceso normebis codna, aramed mosamarTlis mier mxareebTan, aseve mxareTa Soris warmatebuli komunikaciis damyareba. bevri sakiTxi, rac ganxilulia komunikaciis calkeuli Temis farglebSi, mosamarTlisaTvis ukve kargadaa cnobili misi yoveldRiuri profesiuli saqmianobidan. aRniSnuli sakiTxebis gacnoba daexmareba mosamarTles procesis ukeT gaanalizebasa da sakuTari warmatebebisa Tu warumateblobebis mizezis SecnobaSi. aq ganxiluli sakiTxebi SesaZlebelia Cveni praqtikis dadasturebad miviCnioT. am TeoriaSi garkveva gamocdili mosamarTleebisTvisac sasargebloa, vinaidan maT SesaZlebloba eZlevaT, gaacnobieron is, rasac nawilobriv qvecnobierad iyeneben da gamiznulad marTon sakuTari qmedeba.

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aucilebelia kvalifikacia komunikaciis sakiTxebSi, Tumca aravis unda hqondes imis iluzia, rom aRniSnuli sakiTxebis SeswavliT mosamarTle iqceva sxdomis SesaniSnav mmarTvelad. saqmis ganxilvisas aucilebelia mxareTa urTierTsawinaaRmdego interesebis garkveva da maTi dabalansebis gziT warmatebuli komunikaciis damyareba. amgvari mravalferovani amocanebis SesrulebisaTvis mosamarTleebs, bunebrivia, esaWiroebaT sxvadasxvagvari unarebi da kompetenciebi: 1. yvelaze cnobili da gavrcelebulia profesiuli kompetencia, rac TavisTavad moicavs samarTlebriv codnas da am codnis mis mier gadasawyveti samarTlebrivi davis farglebSi gamoyenebis unars. amasTan, profesiuli kompetencia gulisxmobs saqmis ganxilvis maRal kvalifikacias, rac, Tavis mxriv, moicavs sxdomis marTvis, saubris warmarTvisa da meTodikis codnas. aq aseve moiazreba morigebasTan dakavSirebuli molaparakebis warmarTvis unari. profesiuli kvalifikacia moiTxovs saubris, argumentirebis da darwmunebis unaris qonas.

2. mosamarTlis saqmianobaSi ufro da ufro did mniSvnelobas iZens socialuri kompetencia. aq pirvel rigSi moiazreba komunikaciis unari, romelsac dResdReobiT mosamarTlis funqciebs Soris yvelaze mniSvnelovnad miiCneven. sasamarTlo darbazi aris socialuri samyaro miniaturaSi. samyaro, sadac yoveldRiur cxovrebaSi mimdinare socialuri procesebi warmoCindeba ufro mkveTrad, mxareTaTvis umniSvnelovanesi SedegebiT. mecniereba komunikacias xsnis, rogorc informaciebis, faqtebis, Semecnebebis, azrebis, Sefasebebis, grZnobebis, SegrZnebebis, molodinisa da survilebis urTierTgacvlas. socialuri kompetencia mosamarTlisagan moiTxovs mxari dauWiros da aamoqmedos mxareebis mzadyofna kooperaciasTan dakavSirebiT, gaaTanabros urTierTgansxvavebuli interesebi, gamoavlinos problemaTa gadaWrisa da monawileTa motivaciis unari. aRniSnuli kompetenciis Semadgeneli nawilia problemaTa kompleqsurobisa da socialuri, ekonomikuri Tu teqnikuri mimarTebebis aRqma. socialuri 8

kompetencia aseve moicavs konfliqtebis marTvis unars (konfliqtebis gadaWris meTodi); 3. personaluri kompetencia gulisxmobs, rom mosamarTle unda flobdes bunebriv avtoritets, sazogadoebis winaSe unda wardges Tavdajerebulad, gonivrulad da windaxedulad, aseve Seicnos skuTari Zlieri da susti mxareebi. mosamarTle mzad unda iyos didi datvirTvisaTvis da unda moaxerxos saqmis ganxilvis efeqturi struqturireba. garda zemoaRniSnulisa, mosamarTlisaTvis aseve mniSvnelovania iseTi sakvanZo kvalifikaciebi da unar-Cvevebi, rogoricaa intuicia, Tvdajerebuloba, kritikisa da konfliqtis mogvarebis unari, sandomianoba, gunduri muSaobis unari, analitikuri azrovneba. es cnebebi literaturaSi `emociuri inteleqtis~ saxelwodebiT aris cnobili. emociuri inteleqtis arsia is, rom Cven viswavloT Cveni grZnobebidan. amasTan, aman xeli ar unda SeuSalos racionalur azrovnebas. aRniSnuli kompetenciebi qmnis erTian sistemas, romlis daxmarebiTac SegviZlia viswavloT sakuTari emociebis analizi, marTva da gamoyeneba. komunikaciis, saubrisa da paeqrobis Teoriuli safuZvlebis daxmarebiT sasamarTlo sxdomaze advilia imis gageba, Tu risi Tqma surT mxareebs sinamdvileSi. yovelive miznad isaxavs imas, rom mosamarTlem garkveuli kavSiri daamyaros misTvis mindobil adamianebTan da sxdoma marTos ise, rom mxareebma sakuTari Tavi i povon maTi samarTlebrivi davis farglebSi. mxareebs mieceT sakmarisi SesaZlebloba, rom gamoxaton da aRweron TavianTi problemebi da interesebi. komunikaciis mecnierebis warmomadgeneli Sulc fon Tuni zemoT aRniSnul sakiTxTan dakavSirebiT ganmartavs: `rodesac Cven vurTierTobT adamianebTan, kidev ufro metad vurTierTobT sakuTar TavTan. socilur kompetenciaTa (unar-CvevaTa) mizania sxvebTan da sakuTar TavTan urTierTobis damyareba. amitom aRniSnuli kompetenciebi, unar-Cvevebi, xSirad profesiul unar-Cvevebs uTanabrdeba.~ warmatebuli komunikaciisa da sasamarTlo sxdomis marTvisaTvis 9

aucilebelia mosamarTlem gaacnobieros Tavisi miznebi, risi miRwevac surs mas saqmis ganxilvisas. mxolod im SemTxvevaSi SeuZlia mas saqmis warmarTva da miznis ganxorcielebis xelSemSleli pirobebis aRmofxvra, Tu mosamarTles winaswar gacnobierebuli da gansazRvruli aqvs Tavisi miznebi. jer kidev saqmis momzadebisas, mosamarTlem mizanSewonilia, rom gaiazros Semdegi: 1. isaxavs Tu ara is miznad mokle an xangrZlivi procesis Catarebas; 2. surs Tu ara mas saqmesTan dakavSirebuli sakiTxebis mokle an sruli ganmarteba; 3. romeli problemis Tavidan acileba da romeli problemuri sakiTxis wina planze gadmoweva surs mas. warmatebuli komunikaciis safuZvelia mosamarTlis ganwyoba da damokidebuleba procesis TiToeuli monawilis mimarT. sasamarTloSi warmatebuli komunikaciisaTvis gadamwyvetia, Tu rogor wardgeba mosamarTle mxareebis winaSe da rogor moqmedeben mxareebi mis mimarT.

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komunikaciis calkeuli Temebi da Semadgeneli elementebi

analitikuri mosmena warmatebuli sasamarTlo procesis erT-erTi ZiriTadi winapirobaa is, rom procesis monawileebs esmiT ras amboben da risi Tqma undaT mosarCeles, mopasuxes, advokatebs, mosamarTleebs. rodesac mxare sakuTar saTqmels ver gamoTqvams mkafiod, an, Tu gancxadebebis/ informaciebis ganmarteba saubris partnioris mier xdeba, erTi mxaris naTqvami sxva monawileebs sxvagvarad esmiT da es iwvevs gaugebrobebs. aRniSnulidan gamomdinare, SeiZleba iTqvas, rom komunikacia mravalSriania, vinaidan erT mesijSi moTavsebulia ramdenime gzavnili, informacia: _ saqmiani informacia, anu mSrali faqtobrivi Sinaarsi; is, ris Sesaxebac gvawvdis informacias mosaubre. _ TviTgamoaSkaraveba, romlis aspeqtebic mesijSi mocemulia qvecnobierad an mesijis avtoris survilis sawinaaRmdegodac ki. TviTgamoaSkaravebis aspeqti gamoxatulia iribi `me – gancxadebiT~ da gvawvdis informacias mesijis avtorze, mis ganwyobaze, Sexedulebebze, interesebsa da aseve mis grZnobebze. _ urTierTobis/damokidebulebis signalebi, romelic mianiSnebs imaze, Tu ra ganwyoba da warmodgena aqvs mosaubres Tanamosaubreze (Sen xar...) da aseve miuTiTebs maT urTierTdamokidebulebaze. bunebrivia, igive 11

vrceldeba mosamarTleebzec, rodesac isini sasamarTlo sxdomaze urTierToben mxareebTan, advokatebTan, mowmeebTan. saubrisas aseve mosamarTleebic (cnobierad Tu qvecnobierad) gamoxataven TavianT ganwyobas naTqvamis adresatebis mimarT. pativiscema, rogorc wesi saxezea maSin, rodesac mosamarTle mxares aZlevs sityvas, ekiTxeba mis mosazrebebTan dakavSirebiT, seriozulad udgeba mis ganmartebebs da agrZnobinebs garkveul ndobasa da pativiscemas mis mimarT. xolo upativcemulobaa, rodesac mosamarTle iqceva imis sawinaaRmdegod, rac warmoadgens procesis monawilis mimarT pativiscemiT ganwyobis gamoxatulebas. zemoT aRniSnulidan gamomdinare, mosamarTlisaTvis ubralod naTeli unda iyos, rom sxdomis marTvisas da procesis monawileebTan urTierTobisas, isini mudmivad exebian damokidebulebebis Sres. mosamarTleebma, romlebic dainteresebulni arian, rom sasamarTlo darbazSi Seqmnan dadebiTi klimati, procesis calkeul monawilesTan urTierToba unda warmarTon dadebiTad. mosamarTlem unda SeZlos naklebad warmatebuli procesis dadebiTad Semobruneba. _ apelireba/mowodeba konkretuli qmedebis ganxorcielebaze. masSi igulisxmeba is, risi miRwevac surs mosaubres misi partniorisagan. mosaubre adresats agrZnobinebs, rom, misi azriT, unda ganxorcieldes raime qmedeba. xSirad aRniSnuli farulad da brZanebiTi kiloTi gamoixateba: damexmareT!.. miTxariT!.. damicaviT!.. warmovidginoT magaliTi: mxare ar iziarebs mosamarTlis samarTlebriv Sefasebebs. man sakmaod Tavazianad upasuxa mosamarTles: `iciT, es me Cemma advokatma sxvagvarad amixsna~, razec mosmarTlisagan miiRo mkvaxe pasuxi: `axla am sakiTxs Tqven me agixsniT! kargad momismineT!~ rodesac mosamarTle ase gamoxatavs sakuTar azrs, amiT Sinaarsobrivad acxadebs Semdegs:

TviTgamoaSkaravebis TvalsazrisiT igi ambobs, rom me vici es ukeT, me viReb gadawyvetilebas, me ar mivcem aravis imis uflebas, rom Cems codnaSi Seitanos eWvi (me _ gancxadeba). rac Seexeba mxarisadmi damokidebulebas, aq mxare gaigebs imas, rom mosamarTlea aq gadamwyveti da ufrosi da mas marTebs damorCileba 12

(Sen unda damorCilde _ Sen gancxadeba). amis garda, mosamarTle acxadebs, rom _ Sen iuridiulad wamgebiani pozicia gaqvs, Seni mosazreba mcdaria; me ar viziareb Sens prognozebs.

apelireba/mowodeba aq Semdegnairia: damijere! morigdi! aRniSnul magaliTSi mosamarTlem sakmaod bevri gaakeTa imisaTvis, rom komunikacia damokidebulebis skalaze minusisaken, anu upativcemulobis gamoxatvisaken warmarTuliyo, amasTan mosamarTlem moaxerxa advokatis ganawyenebac. amas Sedegad mohyveba mosamarTlesa da mxares Soris daZabuli komunikacia. mosamarTlis mier imis gacnobiereba, rom nebismieri gancxadeba SeiZleba Seicavdes sxvadasxva mesijs, hqmnis sxdomis efeqturad warmarTvis winapirobas. rodesac mosamarTles sxdomaze mimarTavs procesis erTerTi monawile, man sakuTar Tavs unda dausvas Semdegi kiTxvebi: ras ambobs piri (cnobierad Tu qvecnobierad)? risi Tqma unda mas (ra aris mniSvnelovani mosaubrisaTvis? ras moelis igi pasuxad?)?

verbaluri komunikacia yvela iuristis da aseve mosamarTlis yvelaze mniSvnelovani samuSao iaraRi ena da kanonmdeblobaa. swored amitomac, ritorika mosamarTlisaTvis aucilebeli profesiuli unar-Cvevebis Semadgeneli nawilia. xSirad mosamarTleebs saubris metad rTuli stili axasiaTebT, rac ganpirobebulia moWarbebuli terminologiis gamoyenebiT. am dros ar xdeba azris sakmarisad mkafiod gamoxatva, adgili aqvs azrobrivad araTanmimdevrul saubarsa da dausrulebel winadadebebs. xdeba isec, rom mosamarTle Seuferebel dros awyvetinebs sityvas mxareebs da saubrobs mxolod monologis stilSi. sasamarTlo procesze zemoxsenebul verbalur garTulebebs SeiZleba daematos araverbaluri sisusteebic: swrafi da xmamaRali saubari pauzebis gareSe. cudi metyveleba da aramelodiuri saubari arTulebs mosamarTlis naTqvamis gagebas. komunikaciis wamyvani mecnierebisa da iuristebis azriT, saubari gaci13

lebiT gasagebi gaxdeba, Tu moxdeba Semdegi faqtorebis gaTvaliswineba:

martivi/sada saubari (sapirispiro: rTuli saubari). martivi/sada saubari saxezea, rodesac viyenebT mokle winadadebebs, nacnob sityvebs da ucnobi terminologiis gamoyenebisas vxsniT mas; gegma da wesrigi/Tanmimdevruloba (sapirispiro: araTanmimdevruloba, areuli saubari). procesis monawileTaTvis gasagebi unda iyos mosamarTlis saubris struqtura da laitmotivi; mokle da konkretuli saubari (sapirispiro: gawelili saubari). igulisxmeba koncentracia mniSvnelovan informaciaze da procesis monawileebisaTvis maTi mokled miwodeba. mosamarTle unda Semoifarglos mxolod arsebiTiT, rac bunebrivia moiTxovs imis kargad gaazrebas, Tu raze apirebs igi saubars; TvalsaCinooba da sakiTxTa saintereso warmodgena (sapirispiro: uintereso saubari yvelanairi stimulirebis gareSe). mosamarTle saubrobs garkveviT da gasagebad, rodesac misi naTqvami aRwevs adresatamde. amisaTvis man unda icodes, Tu ra safexurze dgas adresati Tavisi azrebiT da naTqvami unda Camoayalibos SeZlebisdagvarad TvalsaCinod; mosamarTlem Tavisi naTqvami unda gaamdidros magaliTebiTa da suraTebiT, raTa mTlianobaSi informacia ukeT iqnes gagebuli adresatis mier. SesaZlebelia am dros mosamarTles daexmaros Jestikulaciac, amitom didi yuradReba unda mieqces sxeulis enas.

araverbaluri komunikacia aRsaniSnavia, rom saqmis ganxilvis nebismier stadiaze didi mniSvneloba eniWeba rogorc verbalur, ise araverbalur komunikacias.

araverbaluri komunikacia, anu sxeulis ena gulisxmobs komunikaciis im nawilsa da elements, romelic mocemulia warmoTqmuli sityvis miRma. araverbaluri komunikacia gvexmareba Cveni saubris, partnioris gamonaTqvamebis ukeT SefasebaSi. sxeulis ena xazs usvams naTqvams da ufro gasagebs, mkveTrs an mkrTals xdis mas. aqedan gamomdinare, sxeulis ena erT-erTi damxmare saSualebaa naTqvamis interpretaciisas.

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araverbaluri komunikacia aseve gvexmareba swori momentis SerCevaSi, sityvis warmoTqmasa da saubris partniorisaTvis sityvis micemaSi. sxeulis enis sxvadasxva signalebis aRqmam SesaZloa, gvaiZulos sxvadasxva qmedebis ganxorcieleba. ZiriTadad, rogoricaa Tanxmobis mopoveba, sxvisTvis meti drois daTmoba da a.S. sxeulis ena arsebobs yovelgvari verbaluri komunikaciis gareSec. sxeulis enis safuZvelze xdeba saubris partnioris signalebis gaSifvra da gageba. umetesad aRniSnuli procesi qvecnobierad mimdinareobs, Tumca rodesac adamiani kargad ecnoba sxeulis enis Teorias, igi ufro cnobierad aRiqvams sxeulis enis signalebs. Segnebulad reagirebs maTze da, aqedan gamomdinare, komunikaciac ufro warmatebulia. sxeulis enis signalebi, romlebic adamianisagan momdinareobs gayofilia sxvadasxva jgufebad: a. is, rom saubarSi monawileobs sxeuli, gamoixateba JestikulaciiT. aq igulisxmeba mklavis, xelis, TiTebisa da Tavis moZraobebi.

Jestikulacia gamoxatvis bunebrivi saSualebaa. misi gamoyeneba sxvadasxvagvaria da damokidebulia calkeul adamianebze: ufro temperamentuli adamianebi metad Jestikulireben, vidre wynari, mSvidi adamianebi.

Jestikulacia adamians exmareba saubrisas bunebrivad cxadyos daZabuloba da aRelveba. Tu adamiani cdilobs Tavis Sekavebas Jestebisagan, maSin misi aRelveba gamoxatvas i povis sxeulis sxva elementebis moZraobaSi. Tumca es SeiZleba ufro xelSemSleli iyos, vidre daxmarebis gamwevi. magaliTad, fexis qneva, skamze moZraoba, an raime sagniT garToba. mosamarTleebi xSirad erTobian kalmistriT an CaquCiT. rodesac saubaria mklavis moZraobaze, aq ZiriTadad vxvdebiT mTliani mklavis moZraobas an mkerdis win mklavebis gadajvaredinebas. xelebis SemTxvevaSi mizanSewonilia gavarkvioT isress Tu ara piri xelebs, an gamoxatavs Tu ara xelis moZraobebiT aRelvebas. TiTebis moZraobebic sxvadasxvagvaria, mag: kakuni, TiTiT saubris partniorze miTiTeba, Tavis mofxana da a.S. Tavis moZraobamac SesaZloa gagviwios daxmareba interpretaciisas. sxvadasxvagvari datvirTva aqvs mosarCelis Tavis skeptikur qnevas, mopasuxis mier Tavis daxrasa da advokatis mxridan dasturis niSnad Tavis daqnevas; 15

b. Jestikulaciis garda, saxis gamometyveleba, anu mimika, damatebiT informacias gvawvdis gansakuTrebiT pirovnebis Sinagani ganwyobis Sesaxeb. signalebi gamomdinareobs saxis kunTebis, Tvalebis, Sublis, cxviris, piris, tuCebis, kbilebisa da nikapis moZraobidan. saxis kunTebis moZraobidan varkvevT, gvimzers Tu ara piri uJmurad, ureaqcioa igi, Tu koncentrirebulad adevnebs Tvalyurs saubars an iRimis.

Tumca, Rimilis SemTxvevaSic gasarkvevia, ramdenad guliTadi, keTilganwyobili, TviTkmayofili, TavdaWerili, xelovnuri Tu yalbia igi. zemoT aRniSnuli gviCvenebs, Tu raoden didi yuradRebiT uwevs mosamarTles sasamarTlo darbazSi mimdinare movlenebisa Tu saubrebis dakvirveba da interpretacia, raTa Tavi aaridos araswori diagnozebis dasmas. msgavsi mravalferovnebiT gamoirCeva aseve Tvalebic. magaliTad, SeiZleba iyos arafrismTqmeli, gabrwyinebuli, moWutuli, farTod gaxelili Tvalebi, Tvalis Cakvra da a.S. saqmis ganxilvisas mosarCeles SeuZlia Tvali aaridos an miaSterdes mopasuxes, xan daxrili, xan ki Ria mzeriT. informaciisa Tu signalebis mowodebis morig centralur elementad miCneulia aseve piri, romlis sxvadasxva moZraoba Sesabamisi datvirTvis matarebelia; g. sxeulis enis farglebSi sxva elementebTan erTad saubrobs aseve TviTon sxeulic, torsi, rac gamoixateba jdomisas, siarulisas da dgomisas. Sesabamisi signalebi momdinareobs rogorc zedatanidan, aseve fexebidanac, rac maTi sxvadasxvagvari ganlagebisas SesaZloa niSnavdes distanciurobas an keTilganwyobas, dainteresebas da a.S. mizanSewonilia amgvari signalis aRqma da gaanalizeba, vinaidan isini Sesabamis datvirTvas aZlevs sityvier saubars; d. msgavsi saintereso detalebiTaa aRsavse adamianis xma da saubris manera/toni. aq mniSvnelovania ara saubris Sinaarsi, aramed manera, forma, romliTac xdeba am sityvebis, Sinaarsis gadmocema da e.w. transportireba.

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saubris manera gulisxmobs saubris temps (swrafi, SeyovnebiT, saSualo, Sesvenebis gareSe); xmis siZlieres (xmamaRali, daZabuli, myvirala); xmis tembrs (dabali, maRali, mkveTri); melodias (cvalebadi, maxviliani, Tanabari, mosawyeni); gamoTqmas (mkafio, araakuratuli, aramkafio); e. bolo araverbalur signalad miCneulia adamianis garegnuli mxare. aq igulisxmeba misi varcxniloba, tanisamosi da sxva aqsesuarebi, romelic Tan axlavs mas. zogjer es nivTebi simboloa, romelic bevris mTqmelia im pirovnebaze, vinc mas atarebs. sasamarTlo darbazSi datvirTva aqvs aseve im garemoebas, rom mosamarTle atarebs mantias, rac garkveulwilad SesaZlebelia aisaxos procesis monawileebze. aseve mniSvnelovani SeiZleba iyos sxva faqtorebic, magaliTad, rogoricaa darbazis interieri, skamebis ganlageba. sxeulis ena procesis sxvadasxva etapze gvawvdis mniSvnelovan informacias. adamianebs Soris pirveli kontaqti, gansakuTrebiT sawyis etapze, maTi urTierTsimpaTia Tu antipaTia umTavresad ganpirobebulia araverbaluri signalebiT, romelTa mniSvelobac TandaTanobiT iklebs saubarSi. araverbaluri komunikacia gansakuTrebiT mdidaria iseTi signalebiT, romelTa meSveobiTac procesis moawileebs SeuZliaT Seityon urTierTdamokidebulebis Sesaxeb.

Tanxvedraze saubroben, rodesac verbaluri naTqvami exeba araverbalur signalebs. SeuTavsebloba mocemulia naTqvamsa da sxeulis enas Soris SeuTavseblobisas. SeuTavsebeli qceva abnevs saubris partniors, romelmac aRar icis daujeros Tu ara verbalurad naTqvams. rodesac saubris partniori orWofobs verbalur gamonaTqvamsa da araverbalur signals Soris, igi umTavresad sabolood met mniSvnelobas mianiWebs piris araverbalur qmedebebs. yovelives mizezi ki gaxlavT is, rom sxeulis ena win uswrebs verbalur gamonaTqvams, rac TavisTavad, avtomaturad, qvecnobierad xdeba. TiTqmis SeuZlebelia verbaluri signalebiT sicrue, vinaidan xelovnurad gavarjiSebuli moZraobebi ar gamoiyureba bolomde bunebrivad. germaneli filosofosi nicSe ambobda: `adamiani warmatebulad cruobs piriT, xolo is, rasac igi paralelurad akeTebs, xSirad simarTlea~. mimi semi molCom es ufro martivad gamoxata: `sxeuli ar ityueba~.

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mosamarTlis sxeuli da ena unda iyos mudmiv TanxvedraSi, rac ndobis safuZvels aRZravs, magram arsebobs situaciebi, rodesac mosamarTle mokle xniT mainc ar aris an ver iqneba avTenturi. sxeulis enis Sinaarsobrivi ganmarteba SesaZloa iyos arazusti, rac gamowveulia interpretaciis sxvadasxva alternativis arsebobiT: zemoT aweuli mxrebi SesaZloa iyos imis maniSnebeli, rom adamians civa da aucileblad ar miuTiTebs mis simxdaleze. kinetika, anu moZraobis moZRvreba, sxeulis enis signalebs hyofs kooperaciis, yoymanis, uaryofisa da agresiis maCvenebel signalebad. calkeul signals SeiZleba hqondes sxvadasxvagvari mniSvneloba, amitom mocemul SemTxvevaSi maTi datvirTva Cans sxeulis enis sxvadsxva signalebis erTobliobidan. cnobili gamonaTqvamia: `Tu gsurs gaigo sxva adamianis sxeulis ena, jer sakuTari unda gaacnobiero~.

socialuri aRqma sasamarTlo procesebze xSirad vxvdebiT iseT situacias, rodesac mosarCele da mopasuxe erTsa da imave faqtobriv garemoebebs imdenad sxvadasxvagvarad aRweren, rom ar SeiZleba `obieqturad~ yvelaferi marTlac ase momxdariyo. mosamarTlisaTvis aucilebelia imis gaTvaliswineba, rom aq ar aris saubari imaze, rom erT-erTi mxare Segnebulad ityueba. aseT SemTxvevebSi gadamwyvetia is, Tu ra iwvevs mxareebis mier erTsa da imave movlenis ase gansxvavebulad Sefasebas, aRqmasa da gadmocemas. mosamarTlisaTvis ar aris sakmarisi imis codna, rom ar arsebobs movlenaTa obieqturi aRqma. gamomdinare iqidan, rom mas ganuwyvetliv uwevs faqtobriv garemoebaTa rekonstruqcia, mosamarTle intensiurad unda dakavdes da Rrmad gaecnos aRqmiT moZRvrebas. aRniSnuli mosamarTles daexmareba imaSi, rom mowmis Cveneba avtomaturad ar miiCnios sicrued, rodesac igi gadaixreba saqmeSi arsebuli mtkicebulebebisagan, aramed gaiTvaliswinos, rom adamiani aRiqvams subieqturad, rac aris cdomilebis safuZveli.

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movlenaTa aRqma ar warmoadgens garemos fotografiul asaxvas, aramed es procesi damokidebulia calkeul adamianze, mis pirovnebaze. aq pirvel rigSi saubaria imaze, Tu rogor iRebs piri ama Tu im movlenas da rogor gadaamuSavebs mas. aRqmis xarisxi damokidebulia:

1. aRqmis SesaZleblobebze (adgilmdebareoba, daSoreba, amindi, ganaTeba, damkvirveblis fizikuri da sulieri mdgomareoba); 2. aRqmis unarze (adamianis inteleqtualuri SesaZleblobebi); 3. aRqmisaTvis mzadyofnaze (ramdenad aris mzad piri ama Tu im movlenis aRqmisaTvis, mocemulia Tu ara aRqmis xelisSemSleli faqtorebi, ramdenad aris piri dainteresebuli Sesabamisi movlenis aRqmiT). aRqmisas didi mniSvneloba eniWeba aseve garkveuli winaswari informaciis qonasa da molodins. procesis monawileebi, TavianTi rolidan gamomdinare, movlenebs aRiqvamen `Sesabamisi rolis mflobelis saTvaliT~, magaliTad, rogorc damsaqmebeli-dasaqmebuli, mSobeli–Svili, xelosani-damkveTi. sainteresoa is faqti, rom adamianebi axdenen naTqvamisa da momxdaris interpretaciasa da Secvlas. interpretaciebi sxva kriteriumebTan erTad ganpirobebulia adamianTa RirebulebebiTa da ganwyobiT. aqedan gamomdinare, adgili aqvs garSemo movlenebis klasifikaciasa da mikuTvnebas ama Tu im adamianisaTvis Cveuli azrovnebisa da piradi cxovrebiseuli xedvis farglebSi. adamianebi umetesad cdiloben aRqmuls miakuTvnon azri da am mimarTebiT Seavson da gaamartivon igi. adamianebs aqvT tendencia, rom erTmaneTs Seusabamon informaciebi.

`rodesac adamianis gonebaSi erTxel damkvidrdeba esa Tu is winadadeba, igi aiZulebs Tavis Tavs, rom axali safuZvlebiTa da argumentebiT gaamyaros igi. maSinac ki, rodesac sakmarisad aris mocemuli damajerebeli sawinaaRmdego argumentebi, misTvis bevrad umjobesia da misaRebi, rom ar aRiqvas isini, ignorireba gauwios 19

maT an raime SezRudvis meSveobiT aaridos maT Tavi, vidre daTmos Tavisi pirvandeli mosazreba~. (ingliseli filosofosi fransis bekoni, me-16 sauk.) bunebrivia, rom yvela zemoT moyvanili ganmarteba vrceldeba mosamarTleebzec. mosamarTle amzadebs process ise, rom ar icnobs mis monawileebs. momzadebisas mas ukve uyalibdeba garkveuli warmodgena/ suraTi faqtobriv garemoebebsa da procesSi monawile pirebTan dakavSirebiT. am dros mosamarTle dgas yvela im safrTxis winaSe, romelzec zemoT visaubreT. mosamarTle hqmnis Tavis warmodgenaSi `sxvis suraTs~, romelic ganpirobebulia Semdegi tendenciebiTa da aspeqtebiT:

1. irveli STabeWdileba da simpaTiasTan dakavSirebuli Secdomebi. pirveli STabeWdileba ZiriTadad qvecnobieria da daaxloebiT 3 wams gastans. am etapze ukve yalibdeba simpaTia da anti paTia, magram aris Tu ara pirveli STabeWdileba yovelTvis swori? namdvilad Rirs, rom mosamarTle CauRrmavdes am kiTxvas da dafiqrdes Semdegze: piri mesimpaTiureba, rodesac igi ............. (ambobs ........, akeTebs ........, gamoiyureba ......., aqvs Semdegi saxasiaTo niSnebi .....); piri ar mesimpaTiureba, rodesac igi ......... (ambobs ........, akeTebs ........, gamoiyureba ......., aqvs Semdegi saxasiaTo niSnebi .....); 2. konkretul situaciaSi procesis/paeqrobis partniori aRiqmeba mosarCelis (Tavdamsxmelis) an mopasuxis (Tavdamcvelis) rolSi. mosamarTle mas xedavs da aRiqvams mxolod am konkretul rolSi; 3. proeqcia, gayinva, ormxrivi gavlena. proeqcia ganimarteba, rogorc sakuTari Secdomebisa da naklovanebebis sxvaze gadatana, sakuTari Tavis fsiqologiuri gantvirTvis mizniT (adamiani sakuTar TavSi ver amCnevs nakls, xolo sxva adamians igive naklisaTvis mZafrad akritikebs). gayinva gulisxmobs, rom mocemul SemTxvevaSi adamiani gamomdinareobs iqidan, rom erTxel ukve Camoyalibebuli midrekilebebi da qcevis formebi aRar icvleba (vinc erTxel icruebs, misi aRar sjeraT). ormxriv gavlenaSi igulisxmeba is, rom sxvisTvis miwerili Cveva droTa ganmavlobaSi imdenad did gavlenas axdens am adamianze, rom Semdeg igi marTlac avlens mas (Cvevas)~; 20

4. fragmentuli aRqma _ Teoria, romelsac Cven vemxrobiT ganapirobebs imas, rasac vxedavT da vakvirdebiT. magaliTad, erT-erTi gamokvlevis farglebSi, monawileebs unda gaevloT manZili `a~ punqtidan `b~ punqtamde da Semdeg epasuxaT kiTxvaze, Tu ra SeamCnies gzaSi. pasuxebi Semdegnairi iyo: 1 _ quCa Zalian binZuri iyo; 2 _ quCa mdebareobda sakmaod prestiJul ubanSi; 3 _ quCas aqvs sakmaod saSiSi mosaxvevi da mikvirs, rom iq ar xdeba ubeduri SemTxvevebi. pirveli monawile iyo qalaqis dasufTavebis samsaxuris warmomadgeneli, meore _ uZravi qonebis makleri, xolo mesame _ sagzao policiis TanamSromeli.

5. varaudi, romelic iseve rogorc nanaxis an gagonilis interpretacia, SesaZloa xSirad mcdari iyos. yoveldRiur cxovrebaSi yovelTvis damokidebulebi varT varaudebze, rac maSin xdeba gansakuTrebiT saxifaTo, rodesac Cven aseT varaudebs miviCnevT faqtebad, ufro zustad ki _ dadasturebul faqtebad. magaliTad, `me is araTavazianad momesalma, etyoba ar vesimpaTiurebi~, sinamdvileSi ki igi garTuli iyo Tavisi fiqrebiTa da dardebiT. `sxvisi suraTis~ saxe xSirad ganpirobebulia pirveli STabeWdilebiT. mosamarTlis SemTxvevaSi es aris saqmis gacnoba, sasamarTlo darbazSi pirveli vizualuri Sexeba da pirveli verbaluri kontaqti. pirveli STabeWdileba gansakuTrebiT mniSvnelovania da mosamarTles xels uwyobs ndobiT gamsWvalos mxareebi mis mimarT. aseTi gavlena gamowveulia imiT, rom pirveli STabeWdileba aris simpaTiisa Tu anti paTiis safuZveli. imisaTvis, rom sasamarTlo darbazSi aviciloT fuWi konfrontacia, mosamarTlis funqciaa Tavisi saubriTa da sxdomis marTvis stiliT uzrunvelyos mxareebis mier imis Segneba, rom SesaZlebelia arsebobdes ramodenime sinamdvile. amasTan dakavSirebiT SemogTavazebT mxiarul gamonaTqvams: `arsebobs ramodenime sinamdvile/simarTle: misi, Seni da sasamarTlos mier dadgenili!~ emociebis marTva yvelam viciT, rom konfliqtebi warmoiSoba ara mxolod davis saganTan dakavSirebuli faqtebis gansxvavebidan, aramed aseve monawileebis 21

sxvadasxva mosazrebebis, ganwyobisa Tu grZnobebis safuZvelzec. grZnobebi urTierTgansxvavebulia. molodinis gamarTlebis SemTxvevaSi saqme gvaqvs iseT grZnobebTan, rogoricaa auRelvebeli, gaxarebuli, inspirirebuli. es grZnobebi sasikeToa procesze mSvidi garemos uzrunvelyofisaTvis, magram arsebobs grZnobebi gaumarTlebeli molodinis SemTxvevaSic. aseTi emociebi vlindeba maSin, rodesac mxare Tvlis, rom ver gauges, arasamarTlianad moeqcnen, guli atkines, Seaviwroves, ar miaqcies yuradReba an Seuracxyofa miayenes. aseTi ganwyobis SemTxvevaSi mxare arasodes iqneba mzad kooperaciisaTvis. mosamarTleebi xvdebian aseT ganwyobas, rodesac procesze dominirebs mxareTa grZnobebi da emociebi. fsiqikuri mRelvareba SeiZleba gamoiwvios piris cxovrebasa da TavmoyvareobaSi iseTma Carevam, rogoricaa sakuTari saxis dakargva an sicruis braldeba. mosamarTlisaTvis mniSvnelovania imis gacnobiereba, rom xsenebul situaciaSi pirvel etapze SeiZleba ganviTardes Cvengan umarTavi da araTviTneburi afeTqeba/eskalacia. fiziologiuri dakvirvebis mixedviT, am dros adamianis tvinSi inTeba e.w. `gangaSis signali~, romelic zrunavs stresis hormonebis mometebul gamoyofaze, romlebic wamierad edeba mTel sxeuls da organizmi gadadis sagangebo reJimze. am SemTxvevaSi mosamarTlem unda SeZlos swrafi reagirebis moxdena oridan erT-erTi gziT: brZola an Tavis arideba. mecnierebaSi gamokvleul iqna, Tu ra gavlenas axdens mZime situaciebi adamianze da Sedegad Camoyalibda 4 niSan-Tviseba: aRqma, komunikacia, ganwyoba da orientacia amocanis/davalebis amoxsnaze. am niSnebis safuZvelze ki gairkva, Tu ra procesebi mimdinareobs, rodesac sasamarTlo darbazSi Tundac erT-erTi mxare imyofeba mZime situaciaSi. ganvixiloT isini: 1. adamianis aRqmisa da azrovnebis sferoSi adgili aqvs Seviwrovebas. aseT situaciaSi adamians aRar Seswevs diferencirebuli azrovnebis unari, igi izRudeba martivi hi poTezebiTa da azrovnebis viwro, calsaxa sqemiT. fsiqologiaSi mas kognitur/cnobier axlomxedvelobas uwodeben; 22

2. qmedebebisa da komunikaciis sferoSi SesamCnevia an garkveuli gadaWarbeba (gauTavebeli laparaki), an piriqiT, ukan daxeva (TvalSisacemi dumili, pasiuroba). fsiqologiidan cnobilia, rom daZabul emociur atmosferoSi mxareebi gauazreblad avlenen wlebis manZilze gamjdar reagirebisa da qcevis stils; 3. rac Seexeba fsiqikur mdgomareobas, emociebs, aq piriqiT, gaRrmaveba aRiniSneba. matulobs brazis, SiSisa da ususurobis gancda. es grZnobebi dominireben gonebas (saqmian, faqtobriv Sres). bevr qveyanaSi arsebobs gamonaTqvami: `is, rac grZnobebs Seuracxyofs, veRar aRwevs gonebamde~. deeskalaciis mniSvnelovani wesis mixedviT, sanam mxaresTan saqmian Sreze SesaZlebeli iqneba ama Tu im sakiTxis ganxilva an saerTod aseT problemaze saubari, jer saWiroa ganitvirTos emociuri mdgomareoba. yovelTvis, rodesac mxarisaTvis konfliqti didi mniSvnelobisaa, SeiZleba gamovlindes Semdegi fsiqikuri reaqciebi:

1. mizez-Sedegobrivi modeli, anu e.w. `eSmakis borbali~. sasamarTloSi orive mxare darwmunebulia imaSi, rom meore mxarem warmoqmna konfliqtis mizezi, romelzec man mxolod reagireba moaxdina. magaliTad, qali da kaci xSirad kamaToben. kaci fiqrobs: `radgan qali gamudmebiT wuwunebs da nervebs miSlis (mizezi), amitomac gavdivar saxlidan (Sedegi/reaqcia)~. qali ki Tvlis, rom: `radganac kaci xSirad gadis saxlidan (mizezi), amitomac var ukmayofilo da vwuwuneb (Sedegi/reaqcia)~; 2. Tavis marTleba. am dros xdeba sakuTari eskalaciis gamarTleba mowinaaRmdege mxaris saqcieliT; 3. personifikacia da reaqtiuli gaufasureba. aRniSnuli gulisxmobs procesze pirisa da misi argumentebis damcireba-gaufasurebas. winadadeba mxolod imitom aris uaryofili, rom igi momdinareobs meore mxarisagan; 4. gavrcoba da ganzogadebuli konfliqti. xSirad mxareebi procesze arsebuli eskalaciis gamo miiCneven, rom konfliqti arsebobs ara 23

mxolod erT konkretul sferoSi, aramed yvela sxva danarCen sferoebSic. amis Sedegad xdeba konfliqtSi sxva aspeqtebisa da pirebis CarTva. dava xdeba ufro kompleqsuri, ris gamoc rTuldeba SeTanxmebis miRweva. amis magaliTia is, rom mxare Tavisi mosazrebebis gasamyareblad miuTiTebs meore mxaris uaryofiT qmedebebze: `is yovelTvis ase iqceoda~ da a.S;

5. gamarjvebuli-damarcxebulis modeli. rodesac mxareebs aqvT sabrZolo ganwyoba, maTi azriT arseboben mxolod gamarjvebulebi da damarcxebulebi. is, rom SesaZloa gaimarjvos orive mxarem, an orive damarcxdes aseT situaciebSi ar ganixileba. yovelive aRniSnulis garda, aseve xSiria iseTi situaciac, rodesac mosamarTle xedavs da ganicdis sakuTar emociebs, Sesabamisad, mniSvnelovania, rom mosamarTlem moaxdinos maTi Secnoba-Sefaseba, raTa ufro gagebiT da mSvidad moaxdinos maTze reagireba. amaSi mas SeiZleba daexmaros imis gaazreba, Tu risi miRweva surs mosamarTles procesze da ra aris misTvis mTavari konkretuli warmoebis SemTxvevaSi. aq aseve igulisxmeba mosamarTlis piradi ganwyoba, faseulobebi, Sinagani princi pebi da aseve is, rac uaryofiTad ganawyobs mas. da bolos, mosamarTle unda dafiqrdes imazec, Tu rogori Sefaseba/ daxasiaTeba surs daimsaxuros procesis monawileTa mxridan. mas Semdeg, rac mosamarTle gaacnobierebs Tavis ganwyobas, damokidebulebas da miznebs, igi Seatyobs, rom Riziandeba misTvis mniSvnelovani sakiTxebis gauTvaliswineblobis SemTxvevaSi da emociurad reagirebs maTze. amasTan, rac ufro mniSvnelovania misTvis Tavisi Sexeduleba da ganwyoba ama Tu im sakiTxis mimarT, miT ufro emociuria misi reaqcia darRvevaze, miT ufro, rom darRveva xorcieldeba yvelanairi gafrTxilebis gareSe da, Sesabamisad, mosamarTle ar aris mzad amisaTvis. aq sakmarisi da mniSvnelovania, rom mosamarTlem gaiazros aRniSnuli urTierTmimarTeba da kavSiri, raTa uneblied ar gaebas `emociebis maxeSi~. misTvis aseve mniSvnelovania imis Secnoba da gaazreba, rom miT ufro swrafad duRdeba emociebi da grZnobebi, rac ufro mniSvnelovan cxovrebiseul sferoSi xdeba sirTuleebisa da stresuli situaciebis ganviTareba.

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amJamad Cveni ganxilvis sagania calkeuli saSualebebi da RonisZiebebi, romlebic xels Seuwyobs sasamarTlo darbazSi situaciis ganmuxtvas. amisaTvis yuradReba unda mieqces Semdegs:

1. saqmis mSvidi da wynari ganxilva SesaZlebelia mxolod im SemTxvevaSi, rodesac mosamarTle cnobierad, verbaluradac da araverbaluradac iqceva mSvidad da gawonasworebulad: mxareebs unda ganemartoT saqmis ganxilvis wesebi da moeTxovoT maTi dacva; warsulze saubris nacvlad yuradReba gadatanili unda iqnes saqmis samomavlo mogvarebaze; unda moxdes mxareTa interesebis gamovlena, ganxilva da saubari saerTo interesebze; 2. emociebis duRilisas saWiroa drois mogeba, raTa dacxres grZnobebi da aRelveba. amisaTvis SesaZlebelia, magaliTad, Sesvenebis gamocxadeba, aseve saWiroa mxaris uaryofiT gancdebze yuradRebis gamaxvileba: `ram gagabrazaT?~, `Tqven gabrazebuli xarT?~. sasamarTloSi unda moxdes meti yuradRebis mi pyroba davis monawileebisadmi: Tavidanve mxareebis CarTva warmoebaSi, maTTvis sityvis micema. am saSualebebiT maT SesaZlebloba eqnebaT cota ganitvirTon emociebisagan. sasamarTlos SeuZlia gagebiT moekidos mxaris ama Tu im saqciels yovelgvari Sefasebis gareSe. mosamarTle unda ecados, rom procesis yvela monawilem sakuTari saxe SeinarCunos. im SemTxvevaSi, Tu mosamarTle Tavad gaxdeba eskalaciis gamomwvevi mizezi, mas SeuZlia bodiSi moixados amaze, riTac igi daamtkicebs Tavis siZlieres;

3. mxareebisaTvis saerTo interesebze xazgasma unda moxdes sakmaod frTxilad. iseTi winadadebis SeTavazebis SemTxvevaSi, romelic moulodneli iqneba mxareebisaTvis, umjobesia, daiwyos frTxili miTiTebiT masze. Semdeg unda moxdes saubris Temis Secvla da bolos isev am winadadebaze dabruneba. am dros mxares eZleva saSualeba da dro, rom dakavdes misTvis SemoTavazebuli alternativis gansjiT, winaaRmdeg SemTxvevaSi igi pirdapir uars ganacxadebs SeTavazebaze; 4. metakomunikacia. mosamarTlem yovelgvari Sefasebis gareSe, obieqturad unda aRweros Tu ra moxda sasamarTlo darbazSi. Semdeg man unda 25

isaubros Tu ra STabeWdileba moaxdina momxdarma masze, rac ZiriTadad `me _ gancxadebis~ formiT mimdinareobs. am gancxadebas axasiaTebs is, rom mxareebi ver edavebian mas, radgan es aris mosamarTlis subieqturi azri, xolo yvela adamiani Taviseburad ganicdis momxdars. bolos ki mosamarTle avrcelebs winadadebas, romelic moicavs alternatiuli qmedebis SeTavazebas, an igi sTxovs monawileebs, rom Tavad gaakeTon aseTi SeTavazeba. orive SemTxvevaSi gza ixsneba dialogisaken. yvela zemoT aRniSnul meTodTan erTad mosamarTles SeuZlia gamoiyenos saproceso kanonmdeblobiT miniWebuli Zalaufleba. Tumca, Tu SesaZlebelia sxva zemoT aRwerili saSualebebis efeqturi gamoyeneba, umjobesia, am gziT Seecados sasamarTlo Sedegis miRwevas.

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mxareTa morigeba

1. morigebis, rogorc saproceso samarTlebrivi institutis zogadi mimoxilva morigeba uaRresad mniSvnelovani saproceso samarTlebrivi RonisZiebaa, romlis gamoyeneba gansakuTrebiT aqtualuri 2007 wlis Semdeg gaxda, maSin, rodesac saqarTvelos samoqalaqo kodeqsSi Sevida cvlilebebi aRniSnuli institutis praqtikaSi efeqturad gamoyenebis mizniT. morigeba, erTi mxriv, mniSvnelovani samarTlebrivi RonisZiebaa, xolo, meore mxriv, mas udidesi fsiqologiuri datvirTva gaaCnia. misi gamoyeneba damokidebelia mosamarTlis garkveul unarebze, romelzec udides zegavlenas axdens is garemoeba, Tu ramdenad SeuZlia mosamarTles mxareTa fsiqologiis aRqma, maT nebaze zemoqmedeba, maTi saqcielis marTva da a. S. amdenad, mosamarTlis unari, iyos kargi momrigebeli, didwilad damokidebulia imaze, Tu ramdenad icnobs igi adamianebis fsiqikas. morigebis instituti farTod gamoiyeneba samarTlebrivad ganviTarebul qveynebSi. morigebis, rogorc samarTlebrivi institutis danergvis Sedegia sasamarTloTa gantvirTva martivi kategoriis saqmeebisagan, aseve procesis dasruleba orive mxaris nebisa da survilebis gaTvaliswinebiT, rac sasamarTlo saqmis ganxilvis gziT TiTqmis SeuZlebelia.

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2. morigeba anu axali garigeba morigeba, dispoziciurobis princi pis erT-erTi Semadgeneli elementia. morigebas absoluturi xasiaTi aqvs samoqalaqo samarTalwarmoebis dros, rac imas niSnavs, rom mxareebs SeuZliaT morigdnen saqmis warmoebis nebismier stadiaze miuxedavad imisa, Tu vin arian samarTalwarmoebis mxareebi, fizikuri pirebi, fizikuri da iuridiuli pirebi, Tu iuridiuli pirebi, gansxvavebiT administraciuli saproceso samarTalwarmoebisagan. administraciuli saproceso kodeqsis me-3 muxlis me-2 nawilis Tanaxmad, administraciul samarTalwarmoebaSi monawile administraciuli organo uflebamosilia saqme morigebiT daamTavros, uari Tqvas sarCelze, an cnos sarCeli, mxolod im SemTxvevaSi, Tu es ar ewinaaRmdegeba saqarTvelos kanonmdeblobas. sajarosamarTlebrivi SezRudvebidan gamomdinare, kanonmdebelma mizanSewonilad miiCnia saproceso kodeqsiT Tavi daezRvia im SemTxvevebisagan, rodesac saxelmwifo organom, rogorc sajaro samarTlis subieqtma, Tavisi qmedebiT, mocemul SemTxvevaSi morigebiT, SeiZleba ziani miayenos saxelmwifos. Tumca, morigebis, rogorc absoluturi saproceso samarTlebrivi bunebis mqone uflebaze saubrisas unda gaviTvaliswinoT, rom misi absoluturi buneba gulisxmobs morigebis SesaZleblobas samarTalwarmoebis nebismier stadiaze, samarTalwarmoebis nebismieri kategoriis mxareebs Soris, magram ara yvela saxis pirobaze. aqve unda aRiniSnos, miuxedavad imisa, rom morigebis pirobebs mxareebi gansazRvraven, igi ar SeiZleba iyos aSkarad kanonsawinaaRmdego, kabaluri an/da aRusrulebeli pirobebis Semcveli.M morigeba warmoadgens mxareebis mier axal garemoebebze SeTanxmebas. mxareTa morigebis SemTxvevaSi wydeba samarTalwarmoeba, uqmdeba saqmeze miRebuli yvela gadawyvetileba da mtkicdeba morigeba. aRniSnuli morigeba ukve mxareTa Soris gamoxatuli axali nebaa, rac axali garigebis dadebas gulisxmobs. Tumca morigeba garkveulwilad gansxvavdeba saqarTvelos samoqalaqo kodeqsis 50-e muxliT gaTvaliswinebuli garigebisagan, kerZod, igi garigebisagan gansxvavebiT ar SeiZleba iyos calmxrivi nebis gamovlenis Sedegi da ar unda iyos mimarTuli samarTlebrivi urTierTobis warmoSobisaken. igi, rogorc wesi, ormxrivi an mravalmxrivi nebis gamovlenis Sedegia, romelic mimarTulia samarTlebrivi urTierTobis Secvlis an Sewyvetisaken. morigeba unda 28

Sedges werilobiTi formiT, romelic mtkicdeba sasamarTlo ganCinebiT. mxareTa morigebis saproceso samarTlebrivi Sedegia samarTalwarmoebis Sewyveta. samoqalaqo saproceso kodeqsis 272-e muxlis `d~ qvepunqtis Tanaxmad, sasamarTlo mxareTa gancxadebiT an Tavisi iniciativiT Sewyvets saqmis warmoebas, Tu mxareebi morigdnen. sasamarTlo ganCinebaze saqmis warmoebis Sesaxeb SeiZleba kerZo saCivris Setana. amdenad, sasamarTlos morigebis damtkicebisa da saqmis warmoebis Sewyvetisas, pirvel rigSi, evaleba gaarkvios mxareebis SeTanxmeba xom ar arRvevs kanoniT dadgenil wessa da akrZalvebs, xom ar ewinaaRmdegeba sajaro wesrigs an zneobis normebs, anu adgili xom ar aqvs marTlsawinaaRmdego an amoralur morigebas. amasTan, sasamarTlo aseve unda darwmundes, xom ar aris aRniSuli morigebis safuZveli motyueba, iZuleba an Secdoma. rogorc zemoT ukve aRvniSneT, morigebis Sedegad saqmis warmoeba wydeba, rac samoqalaqo saproceso kodeqsis 274-e muxlis Tanaxmad, 12 dRis vadaSi zemdgomi instanciis sasamarTloSi saCivrdeba.

3. morigeba samarTalwarmoebis sxvadasxva stadiaze rogorc zemoT ukve aRvniSneT, morigeba dasaSvebia samarTalwarmoebis nebismier stadiaze, Tumca, aRniSnuli sakiTxi garkveul problemebTanac aris dakavSirebuli. kerZod, Tu mxareebi morigdnen dauswrebel gadawyvetilebaze Setanili saCivris ganxilvis etapze, SesaZlebelia Tu ara saCivris ganxilvis gareSe aseTi morigebis damtkiceba, amis gamo dauswrebeli gadawyvetilebis gauqmeba da saqmis warmoebis Sewyveta, an, Tu mxareebi morigdnen kerZo saCivris Setanis etapze, SesaZlebelia Tu ara saCivris ganxilvis gareSe morigebis damtkiceba. aRniSnuli kiTxvebis arsi mdgomareobs imaSi, rom morigebis damtkicebis dros mosamarTle ar ecnoba saqmis arsebiT mxares da Semofarglulia mxolod konkretuli procesualuri moqmedebis ganxorcielebiT, rac ukanono morigebis damtkicebis safrTxes qmnis. aqve ganmartebul unda iqnas Tu ra SeiZleba CaiTvalos ukanono morigebad. morigeba ukanonoa, Tu igi ar gamomdinareobs saqmis arsidan da igi im pirTa interesebs exeba, romlebic saqmeSi ar monawileoben da a.S. amdenad, mxareTa dispoziciurobis princi pis dacvis, swrafi marTlmsajulebis ganxorcielebisa da sasamarTloTa saqmeebisagan gantvirTvis mizniT, morigebis damtkiceba SesaZlebeli unda iyos samarTalwarmoebis 29

nebismier etapze, maT Soris saCivrebisa da kerZo saCivrebis ganxilvis drosac. Tumca, am ukanasknel SemTxvevebSi miRebul unda iqnas yvela zoma, raTa Tavidan iqnes acilebuli ukanono morigebis damtkicebis saSiSroeba. rac Seexeba ukanono morigebis damtkicebis Tavidan asacileblad gansaxorcielebel RonisZiebebs, sasamarTlo saCivrisa da kerZo saCivris dros morigebis damtkicebis SemTxvevaSi ar unda Semoifarglos mxolod konkretuli procesualuri moqmedebiT, unda gacdes saCivrisa da kerZo saCivris moTxovnis farglebs, unda Seiswavlos saqme da mxolod amis Semdeg unda daamtkicos morigeba. kidev erTi mniSvnelovani sakiTxi, romelic morigebis etapebs ukavSirdeba, mdgomareobs morigebis sakiTxis ganxilvaSi saqmis warmoebis ganaxlebis etapze. axlad aRmoCenil garemoebaTa gamo saqmis warmoebis drosac, rogorc samarTalwarmoebis nebismier etapze, dispoziciurobis principi moqmedebs, anu mxareebs samarTalwarmoebis mocemul etapzec aqvT ufleba, gankargon TavianTi materialur-samarTlebrivi uflebebi, rasac Tavisi procesualur-samarTlebrivi Sedegi mohyveba. axlad aRmoCenil garemoebaTa gamo saqmis warmoebis dawyebisas mxareTa morigebis SemTxvevaSi SeiZleba wamoiWras erTi problema, kerZod, samarTalwarmoebis mocemul etapze saaRsrulebo furceli SeiZleba ukve gamowerili iyos da, Sesabamisad, aRsrulebac dawyebuli. mocemul SemTxvevaSi morigebis damtkicebis gansxvavebuli procedura arsebobs, rac `saaRsrulebo warmoebaTa Sesaxeb~ saqarTvelos kanonis me-18 muxliT aris gawerili, kerZod, kreditori da movale aRsrulebis procesSi morigebisas sasamarTlo aRmasrulebels gadacemen morigebis Sesaxeb werilobiT SeTanxmebas, romelsac igi sami dRis vadaSi gadaugzavnis sasamarTlos mxareTa morigebis damtkicebis sakiTxis gadasawyvetad.

Tu axlad aRmoCenil garemoebaTa gamo saqmis warmoebis ganaxlebis SemTxvevaSi mxareebi morigdnen da saaRsrulebo warmoeba dawyebuli ar aris, maSin morigeba Cveulebrivi wesis Sesabamisad damtkicdeba, kerZod, Sewydeba axlad aRmoCenil garemoebaTa gamo saqmis warmoeba, gauqmdeba saqmeze miRebuli yvela sasamarTlo gadawyvetileba da damtkicdeba morigeba. aqve aRsaniSnavia kidev erTi mniSvnelovani sakiTxi, kerZod, axlad aRmoCenil garemoebaTa gamo saqmis warmoebisas morigebis damtkiceba iwvevs mxolod warmoebis aRniSnul etapze miRebuli yvela gadawyve30

tilebis gauqmebas, Tu aRniSnuli warmoebis dawyebamde kanonier ZalaSi Sesuli gadawyvetilebis gauqmebasac. aRniSnuli sakiTxi erTmniSvnelovnad unda iqnes gadaWrili mxareTa dispoziciurobis princi pze dayrdnobiT, rac niSnavs imas, rom, vinaidan mxareebi axal pirobebze rigdebian, amitom mocemul saqmeze miRebuli yvela gadawyvetileba unda gauqmdes, Tumca aRniSnul sakiTxTan dakavSirebiT arsebobs gansxvavebuli poziciac, romelic axlad aRmoCenil garemoebaTa gamo saqmis warmoebis etapze mxareTa morigebis SemTxvevaSi kanonier ZalaSi Sesuli gadawyvetilebis gauqmebas gamoricxavs. aRniSnuli poziciis Tanaxmad, axali morigebiT mxareebi sakuTari surviliT ikvecen garkveul ufleba-movaleobebs, rigdebian axal pirobebze, rac kanonier ZalaSi Sesuli gadawyvetilebis gauqmebis aucileblobas ar iwvevs. aRniSnuli mosazreba uaryofil unda iqnas, vinaidan mocemul SemTxvevaSi iarsebebs ori kanonier ZalaSi Sesuli gadawyvetileba da, Sesabamisad, ori kanonier ZalaSi Sesuli gadawyvetilebidan amowerili (SeiZleba urTierTsawinaaRmdegoc) saaRsrulebo furceli. aRniSnuli sakiTxis gadaWris amosaval wertils ki erTi metad mniSvnelovani princi pi warmoadgens: sasamarTlo samarTalwarmoebis Sedegad aRsasrulebeli unda iyos mxolod erTi kanonier ZalaSi Sesuli gadawyvetileba. amis naTeli dadasturebaa sakasacio sasamarTlos praqtika, kerZod, sakasacio samarTalwarmoebis etapze morigebis dros sakasacio palata, miuxedavad Sesabamisi procesualuri normis ararsebobisa, auqmebs mocemul saqmeze sakasacio samarTalwarmoebis dawyebamde miRebul yvela instanciis sasamarTlo gadawyvetilebas, raTa aRsasruleblad misaqcevi ar gaxdes sasamarTlos erTze meti gadawyvetileba. miuxedavad imisa, rom mxareTa morigeba samarTalwarmoebis nebismier etapze aris SesaZlebeli, erTmaneTisagan gansxvavdeba morigebis damtkicebis Sedegebi imis mixedviT, miqceulia Tu ara aRsasruleblad kanonier ZalaSi Sesuli gadawyvetileba. Tu kanonier ZalaSi Sesul gadawyvetilebaze amowerilia saaRsrulebo furceli da saqme aRsasruleblad aris miqceuli, maSin aRmasruleblis Suamdgomlobis safuZvelze sasamarTlo, marTalia, mxareTa morigebas amtkicebs, magram kanonier ZalaSi Sesul sasamarTlo gadawyvetilebas ar auqmebs, aRniSnuli proceduris maregulirebeli normebi naTlad aris `saaRsrulebo warmoebaTa Sesaxeb~ 31

kanonSi gawerili, rac saaRsrulebo samarTalwarmoebis TaviseburebiT aris ganpirobebuli. rac Seexeba morigebis damtkicebas samarTalwarmoebis im etapze, roca gadawyvetileba kanonier ZalaSia Sesuli, magram aRsasruleblad jer ar aris miqceuli, anu saaRsrulebo furceli ar aris amowerili, aseT SemTxvevaSi sasamarTlo mxareTa dispoziciurobisa da kerZo da sajaro interesebis gaTvaliswinebiT, uflebamosilia, daamtkicos morigeba da gaauqmos saqmeze miRebuli yvela gadawyvetileba. aRniSnulTan dakavSirebiT ganxilul unda iqnes kidev erTi mosazreba, romlis Tanaxmadac, Tu gadawyvetileba kanonier ZalaSia Sesuli da aRsasruleblad ar aris miqceuli, vinaidan sasamarTlo samarTalwarmoeba ukve dasrulebulia, amitom morigebis damtkicebis Taobaze mxarem TviTon ki ar unda mimarTos sasamarTlos, aramed aRmasrulebelma. aRniSnuli pozicia uaryofil iqna saproceso ekonomiisa da mxareTa interesebis gaTvaliswinebiT. aRniSnul sakiTxTan dakavSirebiT aRsaniSnavia kidev erTi mosazreba, kerZod, kanonier ZalaSi Sesuli gadawyvetilebis arsebobis SemTxvevaSi, romelic aRsasruleblad jer ar aris miqceuli, mxareebi SeiZleba morigdnen, magram aRniSnuli morigebis damtkiceba cdeba sasamarTlos kompetencias. aRniSnuli mosazreba dasabuTebul iqna imiT, rom mxareebs nebismier dros SeuZliaT dadon axali garigeba (morigeba), Tundac imave sakiTxze kanonier ZalaSi Sesuli gadawyvetilebis arsebobis SemTxvevaSic da maT ar warmoeSobaT aRniSnuli garigebis sasamarTlo wesiT dadasturebis valdebuleba. maT SeuZliaT TavianTi axali garigebis (morigebis) sanotaro wesiT dadastureba. aRniSnuli poziciis sapirispirod aRsaniSnavia is argumenti, rom sadavoobis SemTxvevaSi aRsrulebas daeqvemdebareba kanonier ZalaSi Sesuli gadawyvetileba da ara sanotaro wesiT dadasturebuli garigeba. amdenad, rodesac mxareebi axal garigebas deben, anu rigdebian da sasamarTlos aRniSnuli morigebis dasamtkiceblad mimarTaven, sasamarTlom uari ar unda ganacxados mxareTa axali morigebis damtkicebaze im safuZvliT, rom arsebobs kanonier ZalaSi Sesuli gadawyvetileba da gansxvavebul garemoebebze mxareebs sasamarTlos gareSec SeuZliaT morigeba. aq gasaTvaliswinebelia erTi metad mniSvnelovani garemoeba, rom mxareTa morigebis damtkicebis ufleba TavisTavad gulisxmobs mxareTa uflebas, gamoiyenon saxelmwifos iZulebiTi aparati TavianTi morigebis aRsasruleblad.

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amdenad, gadawyvetilebis kanonier ZalaSi Sesvlis Semdeg mxareTa morigebis SemTxvevaSi, Tu aRniSnuli gadawyvetileba miqceuli ar aris aRsasruleblad, mxareebs SeuZliaT mimarTon sasamarTlos axali morigebis dasamtkiceblad. mocemul SemTxvevaSi, sasamarTlo amtkicebs morigebas, ra Tqma unda, morigebis pirobebis kanonierebis SemTxvevaSi da auqmebs kanonier ZalaSi Sesul gadawyvetilebas, raTa aRsruldes mxolod erTi gadawyvetileba. morigebis damtkicebis etapebTan dakavSirebiT aRsaniSnavia kidev erTi mniSvnelovani sakiTxi, kerZod, SesaZlebelia Tu ara morigebis damtkiceba uzrunvelyofis RonisZiebis ganxilvis etapze, maSin, rodesac sarCeli jer kidev ar aris aRZruli. aRniSnul sakiTxTan dakavSirebiT gasaTvaliswinebelia is garemoeba, rom sasamarTlosTvis samarTalwarmoebis aRniSnul etapze cnobili ar aris sarCelis sagani da safuZveli, amitom morigebis damtkicebac mocemul etapze dauSvebelia mxareebisa da davis sagnis ararsebobis gamo. morigebasTan dakavSirebiT aRsaniSnavia erTi metad mniSvnelovani sakiTxi, kerZod, kanonier ZalaSi Sesuli gadawyvetilebiT damTavrebul saqmeze morigebis damtkicebis gansjadoba. rogorc wesi, morigebas amtkicebs gadawyvetilebis gamomtani sasamarTlo, maSinac ki, rodesac arsebobs zemdgomi sasamarTlos ganCineba aRniSnuli gadawyvetilebis ucvlelad datovebis Taobaze, anu morigebis damtkicebis dros analogiis wesiT gamoiyeneba axlad aRmoCenil garemoebaTa gamo gancxadebis ganxilvis gansjadobis wesebi (sssk-is 424-e muxli), magram am SemTxvevaSi gasaTvaliswinebelia erTi metad mniSvnelovani garemoeba: Tu pirveli instanciis sasamarTlom gamoitana gadawyvetileba da saapelacio da sakasacio instanciis sasamarTloebma aRniSnuli gadawyvetileba datoves ucvlelad, gansjadobis zemoaRniSnuli wesebis Sesabamisad, morigebis damtkicebis sakiTxs ixilavs pirveli instanciis sasamarTlo, magram igi ar auqmebs saapelacio da sakasacio instanciis sasamarTloebis ganCinebebs, vinaidan morigebis damtkicebis dros gauqmebas eqvemdebareba mxolod is gadawyvetileba, romelic garkveuli samarTlebrivi Sedegis dadgomas iwvevs, anu, romelic aRsrulebas eqvemdebareba. mniSvnelovania aseve imis ganxilva, Tu rogor xdeba morigebis damtkiceba saarbitraJo sasamarTloTa gadawyvetilebebis arsebobis SemTxvevaSi, aRniSnulTan dakavSirebiT moqmedebs igive wesebi, kerZod, Tu sasarCelo 33

wesiT ixileba saarbitraJo sasamarTlos gadawyvetilebis kanonierebis sakiTxi, mxareTa morigebis SemTxvevaSi, mtkicdeba morigeba da uqmdeba saarbitraJo sasamarTlos gadawyvetileba.

4. saqmis warmoebis dasruleba gadawyvetilebis gamotanis gareSe morigeba saqmis warmoebis Sewyvetis safuZvelia. morigebis pirobebi mtkicdeba saqmis warmoebis Sewyvetis Sesaxeb ganCinebiT. miuxedavad imisa, rom morigebis damtkiceba samarTalwarmoebis yvela etapze dasaSvebia, kanonmdebeli gansakuTrebul yuradRebas amaxvilebs morigebaze saqmis momzadebisa da mTavari sxdomis etapze, kerZod, saqarTvelos samoqalaqo saproceso kodeqsis 205-e muxlis pirveli nawilis Tanaxmad, Tu warmodgenili werilobiTi masalebi mosamarTles aZlevs varaudis safuZvels, rom SeiZleba mxareebma saqme morigebiT daamTavron, mopasuxem cnos sarCeli an mosarCelem uari Tqvas sarCelze, agreTve, Tu mosamarTlis azriT, sasamarTlo ganxilvisas saqmis saTanadod momzadebis interesebi amas moiTxovs, mosamarTle uflebamosilia mxareTa werilobiTi masalebis miRebidan 5 dRis ganmavlobaSi daniSnos mosamzadebeli sxdoma, ris Sesaxebac ganCinebis miRebidan 3 dRis vadaSi ecnobeba mxareebs. amave kodeqsis 208-e muxlis pirveli nawilis Tanaxmad ki, Tu mosamzadebel sxdomaze mxareebi morigdebian, mosamarTle gamoitans ganCinebas saqmis warmoebis Sewyvetis Sesaxeb. morigebis SemTxvevaSi amave ganCinebiT sasamarTlo daamtkicebs morigebis pirobebs. igive wesi vrceldeba sasamarTlo ganxilvis nebismier stadiaze. amdenad, mosamzadebeli sxdomis daniSvnis erT-erTi mniSvnelovani safuZvelia mxareTa morigeba. aRniSnuli muxlis axsna-ganmartebidan gamomdinare, SeiZleba iTqvas, rom sasamarTlom saqme kidec rom momzadebulad miiCnios, Tu arsebobs mxareTa morigebis Teoriuli SesaZlebloba mainc, mas SeuZlia mosamzadebeli sxdoma CaniSnos. rogorc aRvniSneT, saqmis morigebiT damTavrebis mizniT: 1. mosamarTle uflebamosilia Tavisi iniciativiT an mxaris SuamdgomlobiT gamoacxados Sesveneba sasamarTlo sxdomis mimdinareobisas da sxva pirTa daswrebis gareSe mousminos mxolod mxareebs, an mxolod maT warmomadgenlebs; 34

2. mosamarTles SeuZlia miuTiTos davis gadawyvetis SesaZlo Sedegebze; 3. mosamarTles SeuZlia mxareebs SeTavazos morigebis pirobebi.

1. pirvel SemTxvevaSi Sesvenebis gamocxadeba ar unda atarebdes formalur xasiaTs, is procesis mimdinareobis dros warmoSobili problemebis mogvarebas unda uwyobdes xels, Tu procesis mimdinareobisas morigebis pirobebis ganxilvisas gamoikveTa, rom samarTliani morigebis miRwevaSi advokatis pozicia xdeba xelisSemSleli faqtori, sasamarTlos SeuZlia mxolod mxareebTan darCes da maTTan advokatTa gareSe gaarkvios morigebis sakiTxebi. Tu gamoirkva, rom mxaris interesebis dacvis mizniT mxolod warmomadgenlebTan gasaubreba xels Seuwyobs morigebis miRwevas, sasamarTlos SeuZlia gaesaubros mxolod advokatebs mxareTa gareSe. aseTi gasaubrebisas mcirdeba is faqtori, roca erT-erTi subieqtis araswori damokidebulebis gamo, ver dgeba morigeba da mxare SesaZlebelia daTanxmdes mosamarTlis samarTlian SeTavazebas; 2. rodesac aSkaraa, rom mxares araswori warmodgena aqvs saqmis faqtobriv garemoebebze, mis samarTlebriv poziciaze da swored amis gamo xdeba mis mier morigebis SeTavazebaze uaris Tqma, sasamarTlos SeuZlia miuTiTos davis gadawyvetis SesaZlo Sedegze: garkveuli faqtobrivi garemoebebis dadgenisas ra samarTlebrivi Sedegebi SeiZleba dadges, romeli mtkicebulebis arsebobam an ararsebobam SeiZleba gamoiwvios garkveuli faqtobrivi garemoebebis dadgena. am moqmedebis Sesrulebisas aqcenti keTdeba im mxaris poziciis sust adgilze, romelic winaaRmdegia morigebisa. cxadia, amgvari miTiTeba ise ar unda gakeTdes, rom meore mxarem, romelic Tanaxmaa saqme morigebiT daamTavros Secvalos misi pozicia da CaTvalos, rom mas `mosarigebeli araferi aqvs~, Tu saqme am mdgomareobamde mivida mosamarTles yovelTvis unda hqondes `Semonaxuli~ meore mxarisaTvis misaTiTeblad is susti adgilebi, rac mxaris samarTlebriv da faqtobriv poziciaSi arsebobs. aq aqcenti unda gakeTdes SesaZlo Sedegze da ara gardauval Sedegze. gardauvali Sedegi cnobili xdeba maSin, rodesac sasamarTlo saTaTbiro oTaxSi gadis da gadawyvetilebaze yalibdeba. morigebis dros yuradReba unda gamaxvildes, rom vinc uars ambobs morigebaze, is garkveulwilad 35

riskavs, radgan ra gadawyvetileba iqneba miRebuli winaswar TviT sasamarTlomac ar icis. SesaZlo Sedegi ise ar unda mieTiTos, rom mxareebma dava ukve gadawyvetilad miiCnion. sasamarTlom SeiZleba SesaZlo Sedegebze miTiTebisas gamoiyenos arsebuli kanoni, stabiluri praqtika, an iuristTa Soris da mecnierebaSi Camoyalibebuli azri, Tumca amave dros aucileblad unda mieTiTos, rom praqtika da Camoyalibebuli azric SeiZleba Seicvalos da amaSi didi tvirTi TviT mxarem unda ikisros; 3. xSirad, gansakuTrebiT gaWianurebuli saqmeebis ganxilvisas, mxareebi SezRuduli arian davisas da procesis msvelelobisas gamoTqmuli azrebiT, dafiqsirebuli poziciebiT. am poziciebis Secvla maT mier ganixileba, rogorc moraluri pasuxismgebloba mowinaaRmdege mxarisa da sazogadoebis winaSe. zogjer mas am poziciis Secvlas davis wageba urCevnia. aseT dros sasamarTlos SeuZlia Zalian didi roli Seasrulos. Tu sasamarTlo Tavis Tavze aiRebs morigebis winadadebis Camoyalibebas, mxare Tavisufldeba aRniSnuli tvirTisgan da SesaZloa morigebasac daTanxmdes. zogierT SemTxvevaSi mxares ar esmis morigebis samarTlebrivi mniSvneloba da acxadebs, rom is mxares ar Seurigdeba, an kidev morigebis SemTxvevaSi mxare ar Seasrulebs nakisr veldebulebas. aseT dros mxareebs unda ganemartoT, rom morigeba Serigeba ar aris. es aris mxareTa qonebriv an sxva uflebebis ganxorcielebaze SeTanxmeba, romlis Sesruleba iseve savaldebuloa, rogorc sasamarTlos gadawyvetilebisa. mxareTa Soris morigebis pirobebis gansazRvra aris sasamarTlos pasuxismgebloba. mosamarTles SeuZlia mxareebs SeTavazos nebismieri winadadeba, romelic kanons ar ewinaaRmdegeba, magram es winadadeba miznidan gamomdinare unda iyos saqmis arsTan axlos mdgomi, saqmis garemoebebidan gamomdinare, mag. dava exeba sasesxo valdebulebas. mosarCele acxadebs, rom man mopasuxes asesxa 5000 lari, warmodgenili aqvs xelwerili, Tumca mopasuxe sadavod xdis xelmoweris namdvilobas da moiTxovs eqspertizis daniSvnas, mosarCeles hyavs ramdenime mowmec.

Tu sasamarTlo SeTavazebs morigdnen 500 laris gadaxdaze, didi SesaZlebloba arsebobs mosarCelem arc ganixilos es winadadeba, radgan saqmis arsidan aSkarad Cans, rom mopasuxes mniSvnelovani piozicia aqvs. es ar aris saqmis arsTan axlos mdgomi winadadeba. aseT SemTxvevaSi SesaZloa gamarTlebuli iyos 4500 laridan 3500 laramde SeTavazeba.

36

Tu mosarCele uars ityvis, Cven unda SevaxsenoT, rom xelwerili sadavod aris gamxdari da sasesxo urTierTobebSi gadamwyveti werilobiTi mtkicebulebebia. Tu mopasuxe ityvis uars morigebaze, mas unda SevaxsenoT, rom mosarCeles mowmeebic hyavs warmodgenili. sasamarTlos xSirad uwevs mxareTa darwmuneba morigebis upiratesobaSi. am dros aqcenti unda gakeTdes sasamarTlo xarjebze, kidev erTxel SexsendeT mxareebs, rom sasamarTlos arcTu umniSvnelo xarjebi davis gagrZelebis SemTxvevaSi maT mier unda daifaros, amave dros xazi gaesvas imas, rom morigebis SemTxvevaSi saxelmwifo baJi mxareebs unaxevrdebaT an mTlianad ukan ubrundebaT. mxareebs unda ganemartoT, rom sasamarTloSi saqmis warmoeba maTgan did drosa da energias moiTxovs. xSirad did rols asrulebs davis monawileTa moralur mxareze yuradRebis gamaxvileba, es faqtori maSin muSaobs, rodesac davis monawileni naTesavebi, erTi ojaxis wevrebi, mezoblebi an megobrebi arian. am SemTxvevaSi mniSvnelovania sazogadoebaSi arsebul tradiciebze, wes-Cveulebebze miTiTeba. mosamarTles yovelTvis unda axsovdes, rom misi winadadeba unda iyos saqmis arsTan axlos mdgomi samarTliani SeTavazeba, rac gulisxmobs saqmis garemoebebis zedmiwevniT kargad codnas, swored saqmis garemoebebis kargad codniT da saqmis arsebiT da TiTeuli mxarisaTvis mniSvnelovan momentebze yuradRebis gamaxvilebiT moi povebs mosamarTle mxareTa ndobas, uyalibebs mxareebs rwmenas, rom maTi problemebi mosamarTlis mier axlos aris mitanili da gacnobierebuli, swored es ganwyoba ganapirobebs, rom is usmens mosamarTles da seriozulad da safuZvlianad ganixilavs mis TiToeul winadadebas. winadadebis SeTavazebisas mas SeuZlia mxares SeTavazos nebismieri regulireba, romelic kanons ar ewinaaRmdegeba. SeTavazebuli unda iyos yvelaze samarTliani winadadeba, romelic orive mxares samarTlianad moeCveneba da miiRebs. Tu winadadeba ar aris miRebuli erT-erTi mxaris mier, sasamarTlom unda moisminos winaaRmdegobis mizezi da kvlav imave meTodebiT ecados miaRwios konsesuss. xSirad winaaRmdegobebi ufro ambiciebs ukavSirdeba, vidre qonebriv interesebs. mag: mxareebi SeTanxmdnen Tanxis gadaxdaze, mis odenobaze. gadaxdis vadebi aris SeuTanxmebeli. mosarCele moiTxovs erT Tves, mopasuxe ors. mosarCele mopasuxis biZaa. sxdomaTa darbazSi zis mopasuxis coli. aSkaraa rom meuRlis gareSe mosarCele gadawyvetilebas ver iRebs. mosamarTle (viTom SemTxveviT) ekiTxeba mosarCeles sad imyofeba misi meuRle da meuRles (cols) sTxovs adgili daikavos qmris 37

gverdiT, es imgvarad unda moxdes, rom qmars raime uxerxuloba ar Seeqmnas. qmari da coli erTad iReben gadawyvetilebas, Tumca pozicias mainc ar Tmoben, mosamarTle sTavazobs mxareebs rom vada TvenaxevriT ganisazRvros. winadadeba damafiqrebelia, Tanac orive mxaris usafuZvlo kaprizebs wertils usvams, arc erTis pozicia ar gadis da orive mxare dums. mosamarTle aRar agrZelebs amaze msjelobas da advokatebs mouwodebs, Seadginon werilobiT morigebis aqti.

morigebis aqti – werilobiTi dokumentia mxareebis samoqalaqo uflebebisa da valdebulebebis gankargvis Sesaxeb. igi arsebiT gavlenas axdens mxareTa moTxovnebze, swored amitom, aucilebelia misi werilobiT gaformeba, mTeli rigi moTxovnebis dacviT. morigebis aqtis damtkicebisas sasamarTlom unda gamoikvlios misi gaformebis safuZveli (mxareTa SeTanxmebis miznebi, xom ar gamoiwvevs aRniSnuli SeTanxmeba mesame pirebis interesebis darRvevas da a.S.), valdebulebis moculoba (garigebis keTilsindisierebis gasarkvevad), monawile pirTa wre. sasamarTlom morigebis pirobebis samarTlianobisa da kanonierebis Sefasebisas morigebis aqtis Semdegi materialur-samarTlebrivi aspeqtebi unda miiRos mxedvelobaSi: morigebis aqtiT gaTvaliswinebuli valdebulebebi aRsrulebadi unda iyos. am pirobis dacva aucilebelia SemdgomSi saaRsrulebo furclis gacemisa da misi uproblemod realizaciisaTvis; valdebulebis moculoba, misi Sesrulebis vadebi da pirobebi detalurad unda iyos aRniSnuli, uflebebsa da valdebulebebTan dakavSirebuli gaugebrobebis acilebis mizniT; morigebis pirobebi, romlebic mxareTa ufleba-movaleobebs gansazRvravs, mesame pirebis uflebebsa da kanonier interesebs ar unda arRvevdes. aq igulisxmeba ar mxolod konkretul warmoebaSi mesame pirad Cabmuli subieqtebi; morigebis pirobebi, romlebic mxareTa uflebebsa da valdebulebebs adgens, kanonis imperatiul moTxovnebs ar unda ewinaaRmdegebodes; morigebis monawileTa subieqturi Semadgenloba srulad unda iyos aRniSnuli, gansakuTrebiT saproceso Tanamonawileobis SemTxvevaSi. 38

praqtikisaTvis mniSvnelovania sasamarTlos kompetencia im SemTxvevaSi, rodesac mxare morigebis damtkicebisa da saqmis warmoebis Sewyvetis Sesaxeb ganCinebas kerZo saCivriT asaCivrebs. aseT SemTxvevaSi, zemdgomi sasamarTlos ganxilvis sagans warmoadgens Tavad morigebis, rogorc garigebis namdvilobis sakiTxi, kerZod, iyo Tu ara mxareTa nebis gamovlena namdvili, morigebis aqtiT gaTvaliswinebuli ufleba-valdebulebebi xom ar arRvevs mesame pirebis interesebs da a.S. rac Seexeba mxaris miTiTebas morigebis mizanSewonilobaze, garemoebis Secvlis gamo morigebis pirobebis Secvlis moTxovnas da msgavsi Sinaarsis argumentebs, aRniSnuli morigebis damtkicebis Sesaxeb ganCinebis gauqmebis safuZveli ver gaxdeba. samoqalaqo saproceso kodeqsSi 2007 wlis 29 dekembers ganxorcielebuli cvlilebis Sedegad mosamarTlem aqtiuri roli SeiZina sasamarTlo samarTalwarmoebis procesSi. igi uflebamosilia, mxareebs morigebis sxvadasxva versiebi SeTavazos, daanaxos maTi poziciis susti da Zlieri mxareebi, daarwmunos morigebiT saqmis dasrulebis upiratesobaSi da, rac mTavaria, winaswar miuTiTos mxareebs davis gadawyvetis SesaZlo Sedegebze, rac garkveulwilad novaciaa samoqalaqo samarTalwarmoebaSi da xels uwyobs mosamarTlisa da mxareebis ufro uSualo urTierTobas da maT daaxlovebas kanoniT gansazRvrul farglebSi. aRniSnuli uflebamosilebis efeqturad gamoyenebiT SesaZlebelia sasamarTlo ndobis amaRleba sazogadobis TvalSi da, rac mTavaria, sasamarTlosadmi rwmenis Canergva sasamarTloSi.

5. sasamarTlo xarjebis ganawilebis wesi morigebis damtkicebis SemTxvevaSi saqarTvelos samoqalaqo saproceso kodeqsis 54-e muxlis me-2 nawilis Sesabamisad, Tu mxareebma morigebis dros TviTon gaiTvaliswines sasamarTlo xarjebisa da advokatis daxmarebis gamo gaweuli xarjebis ganawilebis wesi, sasamarTlo am sakiTxs wyvets maTi SeTanxmebis Sesabamisad. morigebis dros saxelmwifo baJis gadaxdis sakiTxis gadawyvetisas unda vixelmZRvaneloT im normebiT, romlebic saqmis warmoebis Sewyvetis etapze saxelmwifo baJis ganawilebis wess gansazRvravs, kerZod, samo39

qalaqo saproceso kodeqsis 49-e muxlis pirveli nawilis Tanaxmad, Tu sasamarTlos mTavar sxdomaze mxareebi morigdebian, saxelmwifo baJis odenoba naxevrdeba. xolo amave muxlis me-2 nawilis Tanaxmad ki, Tu sasamarTlos mTavar sxdomamde morigdebian mxareebi, maSin isini mTlianad Tavisufldebian saxelmwifo baJis gadaxdisagan.

Tu mxareebi morigebis aqtis Sedgenisas ar gaiTvaliswineben baJis sakiTxs, aRniSnuli ver gaxdeba sasamarTlos mier morigebis damtkicebaze uaris Tqmis safuZveli, amitom, mosamarTlem morigebis damtkicebamde unda gaarkvios baJis mxareebs Soris ganawilebis sakiTxi. Tu morigeba saqmis momzadebis etapze damtkicdeba, sakiTxi martivad wydeba, mxareebi Tavisufldebian baJis gadaxdisagan an, Tu gadaxdili aqvT baJi sarCelis aRZvris etapze, gadaxdili baJi ukan ubrundebaT. sakiTxi ufro rTuladaa, rodesac mxareebi mTavar sxdomaze rigdebian. aseT SemTxvevaSi, Tu mosarCeles saxelmwifo baJi ukve gadaxdili aqvs, maSin mopasuxes mosarCelis mier gadaxdili baJis 1/4 mosarCelis sasargeblod ekisreba. garda amisa, mosarCeles mis mier gadaxdili saxelmwifo baJis 1/2 saxelmwifo biujetidanac unda daubrundes. magaliTad, mosarCelem saqmeze gadaixada 200 lari saxelmwifo biujetis sasargeblod.

Mmxareebi saqmis ganxilvis mTavar sxdomaze morigdnen. Aamdenad, saqmeze gadaxdili saxelmwifo baJi unda ganaxevrdes (200/2=100) da Tanabar wilad unda daekisroT mosarCelesa da mopasuxes anu am SemTxvevaSi mxarebs saxelmwifo baJis saxiT ekisreba 50-50 laris gadaxda. vinaidan mosarCeles nacvlad 50 larisa, saxelmwifo biujetis sasargeblod ukve 200 lari aqvs gadaxdili, amitom mopasuxes mosarCelis sasargeblod 50 laris gadaxda unda daekisros, xolo mosarCeles darCenili, zedmetad gadaxdili 100 lari unda daubrundes saxelmwifo biujetidan. morigebis dros baJis ganawilebis TvalsaCinoebisaTvis kidev erTi magaliTi unda ganvixiloT, kerZod, saqmeze saxelmwifo baJis saxiT gadasaxdelia 200 lari. amasTan, mosarCele gaTavisuflebulia saxelmwifo baJis gadaxdisagan da mTavar sxdomaze damtkicda morigeba. aseT SemTxvevaSi, saqmeze gadasaxdeli 100 laridan 50 lari unda gadaixados im mxarem, romelic saxelmwifo baJis gadaxdisagan gaTavisuflebuli ar aris, xolo meore mxare darCenili 50 laris gadaxdisagan unda gaTavisufldes.

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morigebis mizani

samoqalaqo saqmeebze marTlmsajulebis ganxorcieleba emyareba mxolod erT mizans, mowesrigdes da aRmoifxvras sazogadoebriv urTierTobebSi warmoSobili konfliqti, sazogadoebrivi urTierTobebis monawileebma xelSeSlis gareSe, misTvis xelsayrel da sasurvel pirobebSi SeZlon TavianTi uflebebis ganxorcieleba. damyardes stabiluri sazogadoebrivi urTierTobebi da stabiluri samoqalaqo brunva. am miznisaTvis samoqalaqo saqmis ganxilvisas erT-erTi saukeTeso saSualeba mxareTa Soris morigebis miRwevaa. samoqalaqo saqmis ganmxilveli mosamarTle mudmivad unda ecados saqme morigebiT daamTavros. saqmis morigebiT damTavrebis SemTxvevaSi mxareTa Soris wamoWrili dava gadawydeba ara mxolod iuridiulad, aramed faqtobrivad, maSin, rodesac, Tu dava sasamarTlo gadawyvetilebiT gadaiWra, es, marTalia, iuridiulad gadaWris am davas, magram SesaZlebelia dava mxareTa Soris gagrZeldes da kidev ufro gamwvavdes. bolo periodSi saqarTvelos samoqalaqo kodeqsSi ganxorcielebuli cvlilebebi aZlierebs dispoziciurobis elementebs da gansakuTrebuli aqcenti gadaaqvs mxareTa Soris morigebis miRwevaze. saqarTvelos samoqalaqo saproceso kodeqsis 218-e muxlis Tanaxmad, sasamarTlom yovelnairad unda Seuwyos xeli da unda miiRos kanoniT gansazRvruli yvela zoma, raTa mxareebma saqme morigebiT daamTavron. morigebis 41

mizniT saproceso moqmedebebis ganxorcieleba kanonmdebelma samoqalaqo saqmeTa sasamarTlo ganxilvis savaldebulo pirobad miiCnia. `yvela zomaSi~ ra igulisxmeba es kanonmdeblobiT gansazRvruli ar aris. aRniSnul muxlSi CamoTvlilia calkeuli saproceso moqmedebebi. aRniSnuli CamonaTvali warmoadgens Zalzed mniSvnelovan saproceso moqmedebebs, Tumca maTi ganxorcieleba imdenad advili ar aris, rogorc sasamarTlos Semadgenlobis gamocxadeba an Tundac eqspertizis daniSvna an sxva amgvari moqmedebebi. aRniSnuli moqmedebebi kanonis zust codnasTan erTad mosamarTlisagan moiTxoven samarTlianobisa da gonivrulobis gancdas, cxovrebiseul gamocdilebas, adamianis xasiaTis codnas, droisa da momentis zust SerCevas.

42

harvardis koncefcia

harvardis koncefciis avtorebis, rojer fiSerisa da viliam uris mTavari mizani iyo moexdinaT iseTi meTodis prezentacia, romlis meSveobiTac SesaZlebeli iqneboda morigebis profesionaluri da Sedegiani warmoeba. maTi koncefcia pirvelad da metad warmatebulad iqna gamoyenebuli 1979 wlis seqtemberSi egvi ptesa da israels Soris warmoebuli molaparakebebis farglebSi, sadac amerika asrulebda momrigeblis rols. maTi naSromi moicavs Semdeg princi pebs: _ mxareTa Soris urTierTobis gaumjobeseba; _ parspeqtivis Secvla warsulidan awmyosa da momavlisaken; _ gonivruli konsensusis miRweva, romelic moicavs orive mxarisaTvis misaReb da sargeblian gamosavals. meTodi Seicavs 4 ZiriTad princi ps: 1. adamianebisa da problemebis erTmaneTisagan gamijvna _ profesiuli (faqtobrivi) saqmesTan dakavSirebuli sakiTxebisa da adamianuri damokidebuleba/urTierTobis Sris urTierTgamijvna;

43

2. koncentracia interesebze da ara mosazrebebsa da poziciebze _ poziciebis nacvlad didi yuradReba unda gamaxvildes procesis monawileTa interesebze; 3. orive mxarisaTvis sasargeblo da misaRebi gadawyvetilebis alternativebis SemuSaveba _ interesebis gaTvaliswinebiT iseTi Sedegebis moZebna, romelic sargebliania orive mxarisaTvis; 4. obieqturi kriteriumebis gamoyeneba _ morigeba unda daeyrdnos kriteriumebs/masStabebs, romlebic mxareTa nebisagan SeZlebisdagvarad damoukidebeli, magram maT mier gadamowmebadia. ganvixiloT TiToeuli maTgani:

1.

adamianebisa da problemebis erTmaneTisagan gamijvna _ profesiuli (faqtobrivi) saqmesTan dakavSirebuli sakiTxebisa da adamianuri damokidebuleba/urTierTobis Sris urTierTgamijvna.

procesis yvela monawilesTan SesaZlebelia erTmaneTSi areuli iyos piradi urTierTobani da samarTlebriv davasTan, anu saqmesTan dakavSirebuli problemebi. aRniSnuli wamgebiania saqmis ganxilvisaTvis, vinaidan rTuldeba saqmis warmoeba saqmian, profesiul doneze da, Sesabamisad, aseve rTulia davis mogvarebis misaRebi alternativebis SemuSaveba. emocia xSirad gvevlineba komunikaciis xelSemSlel faqtorad. urTierTdamokidebulebis mogvareba iwvevs adamianebis koncentracias saqmesTan dakavSirebul Sreze. rodesac orive mxare udrekad dgas Tavis poziciaze da yuradRebas amaxvilebs mxolod wina planze gamoxatul fulad interesebze, maSin aseTi midgomiT TiTqmis SeuZlebelia SeTanxmebis miRweva, vinaidan aq yvelaferi kategoriulad ewinaaRmdegeba erTmaneTs. poziciebisaTvis brZola gavs garkveuli faseulobebisaTvis davas, rogoricaa, magaliTad, simarTle da sicrue, sadac gamoricxulia kompromisi marcxis gareSe. Sesabamisad, procesis monawileTa erTmaneTTan dasaaxloveblad mosamarTlem unda gamoikvlios da gamoavlinos mxareTa interesebi da ganixilos isini maTTan erTad. interesTa gamovlena unda daiwyos jer kidev mosamzadebel stadiaze, rodesac mosamarTle gaiTavisebs orive mxaris perspeqtivas da dafiqrdeba Tu ra SeiZleba iyos am 44

perspeqtividan mniSvnelovani. saqmis ganxilvaze ki TviTon mxareebi akeTeben axsna-ganmartebebs, sadac mosamarTlis kiTxvebisa da moxerxebuli taqtikis meSveobiT SesaZlebelia, TviTon warmoadginon sakuTari interesebi. mxareTa interesebis gamokvlevisas mosamarTles daexmareba imis codna, rom adamianebs aqvT garkveuli ZiriTadi moTxovnilebebi da Rirebulebebi, romlebic dgas maTi poziciebis miRma. Sedgenilia aseTi moTxovnilebebis piramida, romlis mixedviTac adamiani iRwvis Semdegi faseulobebisaken: √ usafrTxoebisken; √ socialuri aRiarebisaken; √ damoukideblobisa da TviTganxorcielebisaken; √ erTobliobisa da Tundac erTi adamianis ndobisaken; √ princi pebis dacvisa da TviTpativiscemisaken. rogorc wesi, dasawyisSi mxareebi imitom ar midian procesze sasamarTloSi, rom daTmon TavianTi moTxovnebi da morigdnen. maT umTavresad imitom SeaqvT sarCeli, rom morigeba SeuZlebelad miaCniaT da surT sasamarTlo gziT saqmis mogvareba, rac gulisxmobs imas, rom erTi mxaris azriT meorem unda waagos. mosamarTle dasawyisSi dgas didi gamowvevis winaSe. man sabrZolo ganwyoba konsesualuri midgomiT nel-nela unda Secvalos kooperaciuli ganwyobiTa da mzadyofniT. mxareebis kooperaciuli ganwyobis miRwevas mosamarTle SeZlebs mxolod procesis monawileTa mxridan ndobis mopovebiT, rogorc momrigebeli, miukerZoebeli da samarTliani Zala. harvardis koncefciis erT-erTi ZiriTadi princi pia: `mkacri da kategoriuli saqmesTan mimarTebiT, xolo adamianuri _ urTierTdamokidebulebisa da dialogis farglebSi~. aRniSnuli princi pi aseve exeba komunikacias sasamarTlo darbazSi. 45

adamianuri aRqmis TaviseburebaTa Secnoba mosamarTles SesaZleblobas aZlevs gaiTvaliswinos da imsjelos mxareTa urTierTgansxvavebul Sexedulebebze. es aseve niSnavs, rom mosamarTle unda Seecados, rom mxareebi gagebiT moekidon erTmaneTis xedvasa da perspeqtivebs. aucilebelia sinamdvilis sxvisi TvaliT danaxvis mcdeloba.

2.

koncentracia interesebze da ara mosazrebebsa da poziciebze _ poziciebis nacvlad didi yuradReba unda gamaxvildes procesis monawileTa interesebze;

bevri samarTlebrivi davis ZiriTadi problema ganpirobebulia da gamomdinareobs swored mxareTa interesebidan da ara samarTlebrivi garemoebebidan, rogorc amas iuristebi fiqroben. mxareTa poziciebi martivi SesamCnevi da gamosavlenia. samoqalaqo procesSi isini ZiriTadad gamomdinareobs sasarCelo gancxadebidan.

TiTqmis yovelTvis TiToeul mxares aqvs mravalmxrivi interesebi, romlebic mas molaparakebebSi Semoaqvs. swored interesebs mivyavarT saboloo poziciebamde, romlebic miCqmalulia, anu poziciebs miRmaa. es interesebi ierarqiuli saxiT ganlagebulia `interesTa xeebSi~. ufro mniSvnelovani da safuZvliani interesebi naklebad mniSvnelovani interesebis dabla mdebareobs. amitom sasargeblo iqneba Tuki ufro Sors ganvWvretT, vidre mxolod im interess davinaxavT, romelic romelime mxaris SeTavazebas udevs safuZvlad. Tu am interesTa xeebs siRrmeSi CavyvebiT, vi poviT im interess, romelic mopirispire mxaresTan SeTanxmebadia, anu molaparakeba SesaZlebelia. magaliTad, ganvixiloT myidvelis `interesTa xe~ gamyidvelTan davisas: gamyidvelis interesebi

myidvelis interesebi

1 yidva-gayidvis SeTanxmebis aranairi darRveva;

1 yidva-gayidvis SeTanxmebis darRveva;

2 SeZlebisdagvarad maRali Semosavlis miRweva;

2 Sesyidvis Tanxis dabruneba;

3 klientis dakargvis Tavidan arideba;

3 ar darCes motyuebuli;

4 mommarageblis seriozuli reputacia.

4 TviTpativiscema.

46

mocemul magaliTSi myidvelisa da gamyidvelis interesebi Tavidanve ewinaaRmdegeba erTmaneTs. am SemTxvevaSi SeTanxmeba miiRweva mxolod maSin, Tu vinme interesTa sxva dones gaiTvaliswinebs, kerZod, gamyidvelis interess klientis SenarCunebis Taobaze da klientis interess – ar motyuvdes. es orive interesi erTmaneTs moergeba imiT, rom gamyidveli nivTs daibrunebs, klienti ki kmayofili darCeba kreditiT (maRaziis vauCeriT). ufro qvemoT sxva interesebic arsebobs, magram ase Rrmad Casvla saWiro ar aris. individebi (jgufebi) ufro met resurss xarjaven mcdar kursSi, Tu ki maT Tavi sajarod daivaldebules. isini amas Cadian adrindeli qmedebebis gasamarTleblad an gamosasworeblad, Tumca amasobaSi mcdari kursis xafangSi ebmebian. amis Tavidan asacileblad, orive mxarem koncentrireba unda moaxdinos interesebze. erTgvari daxmareba iqneboda `interesTa buRalteria~: erTi mxaris interesebi

meore mxaris interesebi

1 ....................................................................

1 ....................................................................

2 ....................................................................

2 ....................................................................

3 ....................................................................

3 ....................................................................

amasTan yvelaze kargi daxmareba iqneboda, Tu jer Segrovdeboda interesebi da Semdeg moxdeboda ierarqiuli TanmimdevrobiT (mniSvnelobis mixedviT) maTi dalageba.

3.

orive mxarisaTvis sasargeblo da misaRebi gadawyvetilebis alternativebis SemuSaveba _ interesebis gaTvaliswinebiT iseTi Sedegebis moZebna, romelic sargebliania orive mxarisaTvis;

poziciebidan interesebis gavliT Sedegamde _ interesebis gamovlenis Semdeg sasamarTlo cdilobs miaRwios molaparakebebis iseT Sedegs, romelic sargebliania orive mxarisaTvis. aseTi Sedegi orientirebulia ormxrivobis principze,romlis mixedviTac 47

unda moiZebnos orive mxarisaTvis sasargeblo gamosavali. am SemTxvevaSi sakmarisia iseTi Sedegis miReba, sadac ar iarsebebs gamarjvebuli da damarcxebuli, anu mizania konfliqtis mogvareba damarcxebis gareSe. aRniSnuli miznis misaRwevad harvardis koncefciis farglebSi mniSvnelovania Semdegi komunikaciis aspeqti:

1.

procesis yvela monawiles unda hqondes SesaZlebloba daicvas, SeinarCunos sakuTari saxe. nebismieri sasamarTlo procesisaTvis gadamwyvetia yvela adamianis Rirsebis dacva da saTanadod gaTvaliswineba;

2.

aranakleb mniSvnelovania Tanmxvedri interesebis gamovlena.

Tu mxareTa yvela interesi urTierTsawinaaRmdegoa, rac umetes SemTxvevaSi asea, maSin gamosavali unda moiZebnos yvela im piris monawileobiT, visTanac raime saxiT dakavSirebulia mxareTa interesebi;

3.

orive mxaris danaklisi minimumamde unda iyos dayvanili. davisas yovelTvis ase xdeba, rogorc ori dis SemTxvevaSi, romlebic erT forToxalze davoben maSin, roca erTs ainteresebs forToxlis kani namcxvris gamosacxobad, xolo meores – guli SesaWmelad. xSirad molaparakebis mwarmoebel pirebs miaCniaT, rom mTavari SekiTxva unda iyos: forToxlis ra wils miiRebs TiToeuli maTgani? da ara, rogor unda ganawildes forToxali ise, rom mogeba orivesaTvis maqsimaluri iyos? `SezRuduli namcxvris~ aseT warmodgenas Sedegad mosdevs pozicia: ufro didi wili me, ufro mcire Sen.

rac ar unda iyos aseTi warmodgenis safuZveli, aucilebelia gavaanalizoT, rom davaTa umetesobaSi saqme ar exeba mxolod erT konkretul sagans, aramed interesTa mravalferovnebas, romlebic mxareTaTvis sxvadasxvagvarad aris mniSvnelovani. amiT `namcxvari aRar aris SezRuduli~ da nulovani SedegiT TamaSi SesaZloa gadaiqces aranulovani SedegiT TamaSad. gamosavlis Zebnisas SesaZloa gamoviyenoT 5 meTodi: _ moZebno SesaZleblobebi, Tu rogor SeiZleba namcxvris gadideba, 48

sanam moxdeba misi gayofa, anu saubaria manevrirebis masis moZiebaze. magaliTad, A organizacia B organizacias Sesyidvis fasis gamo molaparakebebis dros urigdeba imiT, is mas gadaxdis sakmaod xangrZliv vadebs sTavazobs an sagarantio vadebs ugrZelebs. samagierod B ixdis A-sTvis sasurvel Sesyidvis Tanxas; _ gaTanabrebis taqtika, anu TiToeuli mxare iRebs imas, rac unda, magram meore mxares sTavazobs kompensacias, Tumca es ar unda iyos zustad igive Tanxis saxiT. magaliTad, gamqiravebeli qiris gazrdis Sesaxeb sasamarTlo warmoebisas uars ambobs gazrdil qiraze, amis sanacvlod damqiravebeli ivaldebulebs Tavs, rom baRs mouaros; _ iq sadac mxareebi davoben iseT sakiTxebze, romlebsac maTTvis aqvs sxvadasxva prioriteti, mizanSewonilia moxdes koncesia – orive mxarem daTmos is punqtebi, romlebic maTTvis naklebad prioritetulia da moaxdinon e.w. daTmobaTa gacvla. magaliTad, damqiravebeli daqiravebuls aZlevs lamaz oTaxs, magram ar uxdis maRal xelfass. _ xarjTa taqtikis dros mcirdeba daTmobis xarjebi orive mxaris sasargeblod. magaliTad, samSeneblo firmis mesakuTre uars ambobs sasamarTloSi morigebis sanacvlod mis kuTvnil gasamrjeloze (mSeneblobis dasrulebis Semdeg), damkveTi ki Tavis Tavze iRebs procesis xarjebs mTlianad an nawilobriv; _ xidis taqtika, romelic gamoiyeneba im SemTxvevaSi, rodesac verc erTi mxare ver aRwevs Tavisi pirvandeli moTxovnis dakmayofilebas da swored am dros romelime maTgans Semoaqvs winadadeba urTierTSeTanxmebis iseT SesaZleblobaze, romelic iTvaliswinebs orive mxaris interesebs da romelic aqamde ar yofila ganxiluli. davuSvaT, rom ori mezobeli davobs erTmaneTTan gadasasvlelis uflebis gamo. uecrad Cndeba idea, rom erT-erT mxares am nakveTis yidva SeuZlia, xolo meore mxares ki Tanxa namdvilad sWirdeba. orive mxare Tanxmdeba am SesaZleblobaze, romlis Sesaxebac cxare kamaTis gamo manamde saubari ver Sedgeboda. is, vinc praqtikaSi iyenebs harvardis koncefcias, icis, rom yovelTvis ar aris SesaZlebeli orive mxaris mogebis maqsimumis miRweva. erToblivi gamosavlis safuZveli aseve SeiZleba iyos SedarebiT ufro 49

susti, anu dabali xarisxis SeTanxmeba, rogoricaa, magaliTad, droebiTi, nawilobrivi, princi puli Tu pirobadadebuli SeTanxmebebi. ra Tqma unda gacilebiT sasurvelia interesebis rac SeiZleba maqsimaluri Tanxvedra.

4.

obieqturi kriteriumebis gamoyeneba _ morigeba unda daeyrdnos kriteriumebs/masStabebs, romlebic mxareTa nebisagan SeZlebisdagvarad damoukidebeli, magram maT mier gadamowmebadia.

imisaTvis, rom urTierTSeTanxmebas hqondes procesis monawileebis mier aRiarebis Sansi, SeTanxmebasTan dakavSirebuli winadadebebi unda daeyrdnos iseT kriteriumebs, romelic ar aris damokidebuli orive mxaris neba-survilze. morigebis miReba-aqceptireba mxareebis mier miT ufro savaraudoa, rac metad miiCneven mas mxareebi samarTlianad. Sesabamisad, unda moiZebnos samarTliani, efeqturi, gonivruli, profesionaluri, saqmiani da stabiluri gamosavali, romelic gamovlindeba maSin, rodesac napovni iqneba Sefasebis iseTi kriteriumi, romelic gadamowmebadia procesis yvela monawilis mier: xarjebi, sabazro Rirebuleba, Camoweris Rirebuleba, siiTi fasi, samecniero daskvnebis Sedegebi, adrindeli xelSekrulebebi, statistika da sxva. aseT kriteriumebs, harvardis koncefciis mixedviT, obieqtur kriteriumebs uwodeben. molaparakebis warmoebisas mosamarTlem ar unda dauSvas, rom mxareebma mimarTon bazris Sesabamis vaWrobas. man TiToeul mxares unda hkiTxos, Tu ra gamoTvlebiT mivida igi mis mier SemoTavazebul an moTxovnil Tanxamde, rogor asabuTebs da ra kriteriumebs eyrdnoba. zemoaRniSnulidan gamomdinare, harvardis koncefciis Tanaxmad, poziciebs miRma arsebuli interesebic unda iqnes aRmoCenili da moZiebuli da unda SemuSavdes konfliqtis mowesrigebis SeZlebisdagvarad bevri SesaZlebloba, romelic daakmayofilebs ormxriv interesebs. aseve aucilebelia yvela monawile piris TanamSromloba, rac xels Seuwyobs komunikacias.

50

molaparakebis warmarTvis fsiqologiuri Taviseburebani

mocemuli nawili konkretulad ar exeba mosamarTlis an sasamarTli sxdomis monawileTa urTierTobebs. es nawili zogadi xasiaTisaa da miznad isaxavs molaparakebebSi monawile TiTeuli mxaris damokidebulebis analizs morigebis mimarT, romlis codnac gauadvilebs mosamarTles morigebis procesis warmarTvas da miznis miRwevas. aseve aq mocemulia rCevebi morigebis mizniT molaparakebebSi monawile pirebisaTvis, romlis codna aseve mniSvnelovania mosamarTlisaTvis. adamiani, Tavisi bunebiT, momrigebelia. faqtia, rom molaparakeba/morigeba cxovrebis nawilia. adamianebi molaparakebis procesSi arian maSinac, rodesac isini amis Taobaze sruliadac ar fiqroben. molaparakeba yoveldRiur cxovrebaSi warmoadgens adamianis mier sakuTari survilebis ganxorcielebis ZiriTad SesaZleblobas. rogorc ukve aRvniSneT, molaparakeba yoveldRiuri cxovrebis nawils warmoadgens, rasac ganapirobebs adamianebis survili, icxovron sakuTari Sexedulebisamebr. rogorc wesi, adamianebi radikalurad gansxvavdebian erTmaneTisagan. molaparakeba adamianebs Soris gansxvavebis daZlevis ZiriTadi saSualebaa. ZiriTadad, molaparakebis gziT miiReba gadawyvetilebebi ojaxSi, biznesSi, xelisuflebaSi. maSinac ki, rodesac modave mxareebi sasamarTloSi midian, maT Soris permanentulad molaparakeba mainc mimdinareobs, raTa dava 51

morigebis gziT gadawydes da ara sasamarTlos mier. adamianebi molaparakebis procesSi xSirad dilemis winaSe aRmoCndebian xolme. maT winaSe ZiriTadad molaparakebis ori gza arsebobs: msubuqi da mZime. piri, romelic morigebis msubuq gzas irCevs, yovelTvis surs pirovnuli konfliqtebis Tavidan acileba da xSirad daTmobebze midis, mSvidobiani gziT sasurveli Sedegis misaRwevad. pirs, romelic mZime gzas irCevs, morigebis procesSi yovelTvis radikaluri pozicia ukavia. igi sakuTar poziciebs ar Tmobs da gamZafrebulad cdilobs Tavisi mosazrebis dasabuTebas, rac iwvevs mis energiisagan daclasa da anti paTiurad ganawyobs mowinaRmdege mxares mis mimarT. arsebobs kidev erTi saxe, romelic msubuq da mZime morigebas Soris dgas da Sualeduri adgili ukavia. morigebis aRniSnul gzas `princi puli morigeba~ ewodeba. princi puli morigebis mizania sakiTxis gadawyveta maRali standartebisa da princi pebis Sesabamisad, magaliTad, kanonisa da moralis safuZvelze da ara imis mixedviT, Tu ra surT mxareebs. yvela morigeba gansxvavdeba erTmaneTisagan, Tumca `principuli morigeba~ SeiZleba gamoyenebul iqnes yvela saxis morigebis dros, yvel kategoriis pirebTan, miuxedavad morigebis procesSi monawile mxareTa raodenobisa da morigebis obieqtis sirTulisa. miuxedavad amisa, morigeba emsaxureba saojaxo, saxelSekrulebo, administraciul Tu saerTaSoriso samarTlebriv davas, mxareebi TavianTi poziciidan ayeneben moTxovnebs, isini, pirvel rigSi, TavianTi poziciis dacvas cdiloben, xolo saboloo jamSi daTmobebze midian kompromisis misaRwevad. morigebis yvela meTodi sami mniSvnelovani elementisagan Sedgeba: 1.

wamoyenebul unda iqnes morigebis gonivruli SeTavazeba, Tu, ra Tqma unda, morigeba SesaZlebelia;

2. SeTavazeba unda iyos efeqturi da davis gadawyvetas unda emsaxurebodes; 3. SeTavazebam unda gaaumjobesos mxareebs Soris molaparakeba. Tu ar gaaumjobesos, sul mcire, ar unda gaauaresos mainc.

molaparakebis yvelaze gavrcelebuli formaa maqsimalurad momgebiani poziciis dakaveba da Semdgom poziciebis Tanmimdevruli daTmoba.

52

mosaxerxebelia morigebis procesis warmarTva or mxares Soris, Tumca, rogorc wesi, molaparakebis procesi mimdinareobs orze met pirs Soris, maSinac ki, rodesac molaparakebis magidasTan mxolod ori piri zis. rac ufro meti piria CarTuli molaparakebis procesSi, miT ufro rTulia molaparakebis warmarTva, vinaidan, mocemul SemTxvevaSi, erTi mxaris pozicia SeiZleba ramdenime an aTeuli da ufro meti piris interesSi ESediodes, amdenad, molaparakebis procesi gaTvlili unda iyos ara mxolod molaparakebaSi CarTul mxareebze, aramed im pirebzec, romlebic molaparakebis procesSi fizikurad monawileobas ar iReben, Tumca, dauswreblad pasiurad CarTuli arian masSi. gansxvavebul situaciebSi sxvadasxva saxis molaparakeba gamoiyeneba. arCevani ekuTvniT molaparakebis mxareebs. msubuqi molaparakeba miznad isaxavs kompromisis miRwevas ise, rom ar gauaresdes mxareebs Soris urTierToba, ufro metic, garkveulwilad gaumjobesdes kidec igi. msubuqi molaparakeba saukeTeso Sedegs im SemTxvevaSi iZleva, rodesac molaparakebis orive mxares morigebis aRniSnuli meTodi aqvs arCeuli anu, Tu molaparakebis yvela mxarisaTvis prioriteti mxareebs Soris keTilganwyobili urTierTobis SenarCunebaa, xolo, Tu erT-erTi mxare molaparakebis mZime meTods irCevs, am SemTxvevaSi mas, ra Tqma unda, dominirebuli mdgomareoba ukavia molaparakebis procesSi da yvelaze metad savaraudoa, rom molaparakeba mZime momrigeblis poziciis gaTvaliswinebiT warimarTos. molaparakebis amgvari procesi, anu maSin, rodesac molaparakebis mxareebs morigebis sxvadasxva meTodi aqvT arCeuli, morigeba, ra Tqma unda, warumatebeli, an mxolod erT-erTi mxarisTvis warmatebuli iqneba. aqve aRsaniSnavi da gasaTvaliswineblia, rom morigeba SeiZleba Sedges, mxareebi SeiZleba morigdnen, magram es ar niSnavs, rom orive mxare aucileblad kmayofilia morigebis SedegebiT, Tumca, morigeba, swored aRniSnul mizans isaxavs miznad. kiTxvaze, Tu romeli meTodia (mZime Tu msubuqi) ukeTesi molaparakebis procesis efeqturad warmarTvisaTvis, pasuxi JRers ase _ `arc erTi~. efeqturi morigebisaTvis TamaSis wesebia Sesacvleli, kerZod, morigebisaTvis saukeTeso meTods warmoadgens `princi puli molaparakeba~ anu molaparakeba, romelic miznad isaxavs mxareTaTvis Sedegebis miRwevas damsaxurebis Sesabamisad. `princi puli molaparakeba~ gamoiyeneba yvelanair garemoebebSi, molaparakebis mxareTa raodenobisa da kategoriis miuxedavad.

53

yovelive zemoaRniSnuli zogadad aRwers morigebis sam saxes, xolo qvemoT mocemuli CamonaTvali detalur informacias iZleva morigebis saxeebis saerTo da ganmasxvavebel niSnebze:

morigebis `msubuq meTods~ axasiaTebs Semdegi niSnebi: 1.

monawileebi megobrebi arian;

2.

mizani aris molaparakeba;

3.

mxareebi midian daTmobaze, raTa SeinarCunon an gaaumjobeson erTmaneTs Soris urTierTobebi;

4.

endobian mowinaaRmdege mxares;

5.

Tavis pozicias cvlian martivad;

6.

mxareebi iZlevian winadadebebs molaparakebis mizniT;

7.

molaparakebis ZiriTad mizans gulwrfelad acxadeben;

8.

maTTvis calmxrivi danakargebi misaRebia;

9.

daJinebiT iTxoven SeTanxmebas;

10. cdiloben, Tavidan aicilon interesTa konfliqti.

morigebis `mZime meTods~ axasiaTebs Semdegi niSnebi:

54

2.

monawileebi mowinaaRmdege mxareebi (konkurentebi) arian;

3.

mizani aris gamarjveba;

4.

mxareebi iTxoven mowinaaRmdege mxaris mxridan daTmobaze wamosvlas, rogorc morigebis pirobas;

5.

ar endobian mowinaaRmdege mxares;

6.

Tavis pozicias ar cvlian da daJinebiT iTxoven sakiTxis gadawyvetas maTi SexedulebiT;

7.

mxareebi imuqrebian;

8.

molaparakebis ZiriTad mizans malaven;

9.

iTxoven maTi poziciis dominirebas, raTa miRweul iqnas SeTanxmeba;

10. daJinebiT iTxoven poziciis daTmobas; 11. cdiloben gaimarjvon interesTa konfliqtSi.

`princi puli morigebis~ damaxasiaTebeli niSnebi: 1.

morigebis monawileebi arian problemis momgvareblebi;

2.

mizania molaparakebis gonieri Sedegi, romelic miiRweva efeqturi da megobruli molaparakebs Sedegad;

3.

mxareebi iTxoven mowinaaRmdege mxaris mxridan daTmobaze wamosvlas, rogorc morigebis pirobas;

4.

met yuradRebas aqceven problemas da naklebs - adamianebs;

5.

problemis gadasaWrelad iyeneben obieqtur kriteriumebs;

6.

miznis misaRwevad iyeneben nebaze damoukidebel standartebs.

yvelasaTvis naTelia, Tu ramdenad rTulia problemis mogvareba, Tu adamianebs ar esmiT erTmaneTis. molaparakebis ZiriTadi sawyisi aris is, rom molaparakebis mxareebs ar unda daaviwydeT, rom saqme ar aqvT sawarmos an organizaciis abstraqtul warmomadgenelTan, maT kargad unda gaiazron, rom molaparakebis meore mxareze iseTive adamiani dgas, rogoric TviTon aris, mas iseTive emociebi da Rirebulebebi aqvs, rogorc TviTon, garda amisa, unda gaiTvaliwinos, rom meore mxares, garda bevri saerTo niSnisa, SeiZleba gaaCndes radikalurad gansxvavebuli Sexedulebebi, msoflmxedveloba, miswrafebebi da isini, rogorc wesi, araprognozirebadia. aRniSnuli warmoadgens molaparakebis adamianur 55

aspeqts, romelic yvela donis molaparakebis sawarmoeblad gasaTvaliswinebelia. zemoaRniSnuli adamianuri aspeqti SeiZleba warmoadgendes damxmare faqtors molaparakebis sawarmoeblad, an piriqiT xelisSemSleli zegavlena SeiZleba iqonios masze. gansakuTrebiT xazgasasmeli mocemul SemTxvevaSi aris dro. magaliTad, rodesac adamianebs Soris arsebobs samsaxurebrivi urTierTobebi, sadac adamianebs Soris pativiscema, dafaseba, urTierTndoba yalibdeba drosTan erTad, am SemTxvevaSi molaparakebis warmoeba bevrad ufro martivia, radgan, rodesac or mxares Soris arsebobs amgvari urTierToba, maTTvis udidesi mniSvneloba aqvs erTmaneTis azrs, imas Tu ras fiqrobs erTi meoreze, amitomac ufrTxildeba igi avtoritetisa da urTierTobis gafuWebas partniorTan, Sesabamisad, meti interesiTa da tolerantobiT udgeba igi mowinaaRmdege mxaris interssa da pozicias. amdenad, pirovnul faqtors udidesi mniSvneloba aqvs molaparakebis procesSi, Tumca, aqve aRsaniSnavia, rom pirovnuli momenti mxolod dadebiT rols ar TamaSobs molaparakebis mimdinareobisas, vinaidan xSirad adamianebi depresiulebi, mSiSrebi, imedgacruebulebi arian, amdenad, maTi pirovnuli damokidebulebis zemoqmedeba molaparakebaze SeiZleba damRupveli iyos. isini samyaros ganawyenebuli, imedgacruebuli TvaliT uyureben da xSirad, maTi Sexedulebebi gansxvavdeba realuri mdgomareobisagan. aseT SemTxvevaSi, isini meore mxaris mosazrebebs maxinj interpretirebas ukeTeben da arasworad esmiT Camoyalibebuli pozicia Tu gamoTqmuli mosazreba.

Sesabamisad, arasworad gagebulma TiToeulma frazam SeiZleba antipaTiurad ganawyos mowinaaRmdege mxare da mwvave reaqcia gamoiwvios masSi. Sesabamisad, aseT SemTxvevaSi problemis racionalurad gadaWra TiTqmis SeuZlebelia da, ra Tqma unda, aseT SemTxvevaSi molaparakebis procesi warumateblad mTavrdeba. amdenad, adaminebs molaparakebis procesSi frTxilad unda moveqceT, vinaidan adamianuri emocia xSirad gadamwyvet rols TamaSobs miznis miRwevaSi. amitomac, molaparakebis yvela stadiaze sakuTar Tavs unda vusvamdeT SekiTxvas, sakmaris yuradRebas vaqcevT Tu ara adamianebis problemebs. molaparakebis yovel mxares, erTi mxriv, surs miaRwios iseT SeTanxmebas, romelic daakmayofilebs mis arsebiT interss, xolo meore mxriv, surs kargi urTierToba daamyaros (SeinarCunos) mxaresTan. aRniSnuli msjelobis naTelsayofad kargi magaliTi iqneboda Tu vaWrebs 56

moviSveliebdiT. Zvelad vaWrebi swored orive miznis ganxorcielebas cdilobdnen, pirvel rigSi, surdaT rac SeiZleba meti sargebeli enaxaT qonebis gayidvidan da, meore rigSi ki, myidveli TavianT mudmiv klientad eqciaT. rogorc wesi, nebismieri donis molaparakebaSi, molaparakebis mxarisaTvis gacilebiT didi mniSvneloba aqvs urTierTobebs, molaparakebis procesis warmatebulad warmarTvas da ara konkretuli molaparakebis Sedegs, gansakuTrebiT, Tu molaparakebis mxareebs Soris grZelvadiani urTierToba aris Camoyalibebuli. molaparakebis warmoebisas mniSvnelovania da gansakuTrebuli yuradReba unda mieqces im garemoebas, rom mxareebs, romlebsac gansxvavebuli poziciebi aqvT da davoben ama Tu im sakiTxze, erTmaneTisagan ar mijnaven pozicias adamianebisagan, anu gansxvavebuli poziciis adamians mowinaaRmdeged, konkurentad aRiqvaven. aRniSnuli warmoadens `adamianur problemas~ molaparakebebis procesSi. molaparakebis procesSi kidev erT `adamianur problemas~ warmoadgens is faqti, rom adamianebi mowinaaRmdege mxaris msjelobidan xSirad warmosaxviT dausabuTebel daskvnebs akeTeben, romelsac isini maT winaaRmdeg mimarTul kampaniad aRiqvaven. aRniSnuli procesi avtomaturad mimdinareobs, amitom adamianebi da gansakuTrebiT momrigeblebi gansakuTrebuli sifaqiziT unda moekidon swored amgvar adamianur moments molaparakebis procesSi. molaparakebis procesSi uaResad didi mniSvneloba aqvs molaparakebis xelovnebis gamoyenebas. molaparakebis procesi unda efuZnebodes frTxil SegrZnebebs, Tavisufal (naTel) komunikacias, gamiznul (mizandasaxul) perspeqtivas. aucilebelia, rom adamianebis problemebis mogvarebas pirdapir SevecadoT da ar vecadoT morigeba aRiarebaze an daTmobebze davafuZnoT. Tu adamianebs Soris dava fsiqologiuri problemebiT aris ganpirobebuli, maSin maT Soris molaparakebis procesi fsiqologiuri teqnikis gamoyenebiT unda warimarTos. rodesac emociebi Warbobs urTierTobaSi, maSin morigebis procesSi aucilebelia inaxos gza urTierTobis damSvidebisaTvis. rodesac adgili aqvs verbalur gaugebrobebs, maSin moSveliebul unda 57

iqnes kominikaciis teqnika. imisaTvis rom gavumklavdeT uamrav adamianur problemas, aucilebelia, molaparakebis procesSi vixelmZRvaneloT SegrZnebebiT, emociebiTa da komunikaciebiT. adamianuri problemebi swored erT-erT am elements ukavSirdeba da masTan brZolisa Tu gamklavebis meTodebic swored am sam kategoriaSi unda veZeboT. adamianebi erTmaneTisagan gansxvavdebian TavianTi mentalobiT, rac maT Soris gaugebrobebisa da davis warmoqnis ZiriTadi safuZvelia. is, rom erTi mxare gaigebs, Tu ras fiqrobs meore mxare, es TavisTavad ar niSnavs morigebas, vinaidan isini gansxvavebulad fiqroben da azrovneben da gaugebrobac swored aqedan modis. amdenad, morigebis pirveli etapi mainc realuri mdgomareobis naTelyofaa. rogorc wesi, adamianebi imas xedaven, rac surT rom dainaxon. aseve gasaTvaliswinebelia, rom garesamyaros aRqma mniSvnelovanwilad damokidebulia imaze, Tu saidan akvirdebi mas. adamianebi, xSirad damaxinjebulad aRiqvamen da araswor interpretacias aZleven faqtebs, raTa isini TavinT interesebs Seusabamon. am logikiT, adamianebs SeuZliaT erTi da igive faqti aRiqvan gansxvavebulad, TavianT sasargeblod. molaparakebis erT-erTi umniSvnelovanesi nawilia, dainaxo garesamyaro da Seafaso faqtebi ise, rogorc amas akeTebs meore mxare. amisaTvis sakmarisi ar aris mxolod imis gacnobiereba, rom adamianebi gansxvavebulad aRiqvamen faqtebs, aucilebelia, rom molaparakebis erTma mxrem aRiqvas da gaiazros yvelaferi meore mxaris TvaliTa da gonebiT. imisaTvis, rom zegavlena movaxdinoT mxareze, aucileblad unda vicodeT, Tu ramdenad Rrmad aris darwmuneuli igi Tavis warmodgenebsa da SexedulebebSi. amasTan, aRsaniSnavia, rom meore mxaris poziciis gageba da gaazreba TavisTavad ar niSnavs imas, rom mxare eTanxmeba mas, Tumca isic gasaTvaliswinebelia, rom meore mxaris poziciis kargad gagebam da gaazrebam SeiZleba mxaris mier sakuTari poziciis Secvla Tu ara, minimum gadaxedva mainc gamoiwvios. adamianebi yovelTvis varaudoben imas, risi SiSic aqvT maT qvecnobierad. aRniSnuli warmoadgens imis erT-erT gamomwvev mizezs, rom adamianebi xSirad maxinj interpretirebas aZleven more mxaris saubarsa Tu momxdar faqtebs.

58

gasaTvaliswinebelia is garemoeba, rom adamianebi, rogorc wesi, ukeTesad grZnoben Tavs, rodesac TavianT problemebs sxvebs abraleben, Tumca, maSinac ki, rodesac braldeba gamarTlebulia, anu rodesac braldebisaTvis realuri safuZveli arsebobs, aRniSnuli meTodi molaparakebis procesSi naklebad produqtiulia. rogorc zemoT ukve aRvniSneT, grZnobebs molaparakebis procesSi ufro didi datvirTva SeiZleba hqondes, vidre saubars. xSirad adamianebi ufro metad brZolisaTvis arian mzad, vidre TanamSromlobisaTvis. erTi mxaris emociam SeiZleba meore mxaris avtomaturi emociis generireba moaxdinos. erTi mxaris SiSma SeiZleba meoris gabrazeba gamoiwvios da piriqiT. emociebis meSveobiT SesaZlebelia molaparakebis efeqturad warmarTva an piriqiT, uSedegod dasruleba. amdenad, mxareTa emociebis marTvas molaparakebis procesSi uaRresad didi mniSvneloba gaaCnia da didwilad momrigeblis xelovnebazea damokidebuli, Tu rogor SeZlebs igi mxareTa fsiqologiur wvdomas da maTi emociebiT mani pulirebas.

59

Tu ar dainteresdnen winadadebebiT

saubari interesebze, arCevanze, standartebze SesaZloa iyos efeqturi, megobruli da brZnuli TamaSi, magram ra moxdeba, Tu meore mxare ar iqneba Tanaxma iTamaSos? im dros, rodesac Tqven cdilobT ganixiloT interesebi, gazardoT orive mxaris mogeba, isini, dainteresebulebi mxolod Tavisi mogebis gazrdiT, SesaZloa Tavs dagesxan, gaRiziandnen. ra SegiZliaT Tqven am dros moimoqmedoT? arsebobs sami ZiriTadi midgoma, raTa koncentrireba moxdes Rirebulebebze. pirveli mimarTulia Tqveni SesaZleblobebisaken. Tqven SegiZliaT yuradReba gaamaxviloT faseulobebze da ara arsebul mdgomareobaze.

Tqven TviTon SegiZliaT SecvaloT TamaSi ubralod axalis dawyebiT. Tu es ar imoqmedebs da mxareebi gaagrZeleben tradiciul vaWrobas, Tqven SegiZliaT mimarToT meore strategias, romelic mimarTulia mxareebis SesaZleblobebisaken. es meTodi ewinaaRmdegeba poziciebiT vaWrobas da mxareTa yuradRebas amaxvilebs faseulobebze. mesame midgoma yuradRebas amaxvilebs mesame piris SesaZleblobebze. Tu pirvelma orma strategiam ver Caaba mxareebi TamaSSi, maSin amas akeTebs mesame piri, romelmac icis rogor gaamaxvilos yuradReba interesebze, arCevanze, kriteriumebze. SesaZloa yvelaze efeqturi gza mesame pirisaTvis iyos Suamavloba erTi teqstiT. 60

rodesac erTi mxare myarad dgas Tavis poziciebze da iwyebs meoris kritikas, meore mxares uCndeba survili, daicvas Tavi da amave dros iwyebs pirvelis kritikas. Tu mxareebi erTmaneTis kritikas ahyvebian, isini Caebmebian vaWrobis poziciur TamaSSi. erTmaneTisagan Tavis dacva mxolod ketavs da aSorebs mxareebs. ra SeiZleba mxarem moimoqmedos am Caketili wridan Tavis daRwevis mizniT? _ arsebobs erTaderTi gza: rodesac erTi mxare iwyebs Tavisi poziciis mtkicebas, meorem ar unda daiwyos maTi uaryofa. rodesac erTi mxare Tavs esxmis meoris azrs, meorem ar unda daiwyos misi dacva. mxarem unda daaRwios Tavi Caketil wres kritikaze reaqciis arqoniT. nacvlad imisa, rom moxdes kritikaze reagireba, mxarem unda moaxerxos Tavdasxmis mimarTva problemisaken. nacvlad imisa, rom erTi mxare SeewinaaRmdegos meoris Zalas, man unda moaxerxos am Zalis warmarTva interesebis gamosakvlevad, momgebiani variantebis SesamuSaveblad da damoukidebeli standartebis mosaZieblad. magram rogor unda moaxerxos mxarem Tavdasxmis acileba? saerTod Tavdasxma Sedgeba sami manevrisagan: poziciebis myari dacva, meore mxaris ideebze Tavdasxma, meore mxareze Tavdasxma. ganvixiloT TiToeuli maTgani.

nu daesxmebiT Tavs mowinaaRmdegis pozicias, yuradReba gaamaxvileT Tu ra dgas mis ukan. rodesac mowinaaRmdege mxare ayalibebs Tavis pozicias, Tqven arc unda daeTanxmoT da arc unda uaryoT igi. am dros Tqven unda eZioT interesebi da princi pebi, romelic am poziciis miRma dgas. vTqvaT, maswavleblebi ibrZvian xelfasebis gazrdisa da skolis mmarTvelobis mxridan maTi samsaxuridan erTpirovnuli daTxovnis uflebis SezRudvisaTvis. skolis mmarTvelobam maswavleblebs SeTavaza xelfasebis 50%-iani zrda, magram daitova samsaxuridan gaTavisuflebis Sesaxeb erTpirovnuli gadawyvetilebis miRebis ufleba. am dros unda Sejerdes mowinaaRmdege mxaris yvela pozicia: unda SeekiTxoT maT, Tu rogor gadaWris SeTavazebuli winadadeba arsebul problemebs, Tqven unda ganixiloT maTi pozicia, rogorc erT-erTi arCevani da obieqturad gaaanalizoT is done, sadac moxdeba orive mxaris interesebis Tanxvedra. unda daisvas iseTi SekiTxvebi, rogoricaa _ `rogor daexmareba xelfasis 50%-iani mateba skolis konkurentunarianobas da eyolebaT Tu ara moswavleebs maRalkvalificiuri 61

maswavleblebi?~ `rogor SeZlebT daarwmunoT maswavleblebi gaTavisuflebis proceduris samarTlianobaSi? Cven vTvliT, rom Tqven xarT samarTliani, magram ra moxdeba, Tu Tqven datovebT Tanamdebobas da mas sxva daikavebs?~ mxarem unda moZebnos mowinaaRmdegis poziciis miRma arsebuli principebi: `ra mizniT xdeba xelfasebis 50%-iani zrda da aris Tu ara es samarTliani? Sedareba xdeba sxva skolebSi arsebul xelfasebTan Tu sxva analogiuri kvalifikaciis pirebis xelfasebTan?~ `rogor fiqrobT romeli pedagogi unda gaTavisufldes pirvelad _ romelic nakleb kvalificiuria da naklebi xelfasi aqvs, Tu romelic metad gamocdilia da Sesabamisad meti xelfasic aqvs?~

nu daicavT Tqvens ideebs, daixmareT kritikuloba da rCeva. molaparakebebis dros bevri dro kritikaze ixarjeba. imis magivrad, rom SeewinaaRmdegoT meore mxaris kritikas, jobia daeTanxmoT mas. nacvlad imisa, rom sTxovoT mowinaaRmdege mxares daeTanxmos Tqvens azrs, unda SeekiTxoT ra ar moswons masSi. mxarem unda gamoikvlios mowinaaRmdegis uaryofiTi damokidebuleba, raTa gaacnobieros misi ZiriTadi interesi da gaaumjobesos Tavisi ideebi mowinaaRmdegis TvalTaxedvidan. `Tu Tqveni kargad mesmis, Tqven SegiZliaT xelfasebi mxolod axalmiRebul 100 maswavlebels gauzardoT. ras ityviT imaze, rom daiqiravoT 100 srul ganakveTian maswavlebelze naklebi da dazogili TanxebiT momuSave maswavleblebs dauniSnoT yovelTviuri bonusebi?~ kritikisaTvis konstruqciuli mimarTulebis micemis meore saSualebaa situaciis Semobruneba da rCevis kiTxva. SeekiTxeT maT, Tu rogor moiqceodnen Tqven adgilas. `ras izavdiT Tu Tqvens samuSao adgils safrTxe daemuqreboda? rogor moiqceodiT maswavleblebis warmomadgeneli rom yofiliyaviT?~ am gziT Tqven aiZulebT maT gaiziaron Tqveni problemis nawili. amasTan maT SesaZloa moZebnon Tqveni am problemidan Tavis daRwevis saSualebac. `problemis nawils warmoadgens is, rom maswavleblebs hgoniaT maT aravin ugdebs yurs. gadaWris Tu ara am problemas maswavlebelTa da skolis mmarTvelobis regularuli Sexvedrebi?~

Tqvenze Tavdasxma mimarTeT problemisaken. rodesac mowinaaRmdege mxare Tqvens sawinaaRmdego azrs aviTarebs, ar SeewinaaRmdegoT, mieciT 62

dawynarebis saSualeba. mousmineT maT, aCveneT, rom yvelaferi gesmiT da Semdeg es Tavdasxma mimarTeT problemisaken. `rodesac Tqven ambobT, rom gaficva avnebs bavSvTa ganaTlebas, me vgrZnob rom Tqven nerviulobT axalgazrdebze. minda icodeT, rom Cven viziarebT am azrs, Cven gvinda gaficvis damTavreba da maTTvis ganaTlebis micema, amitom gvirCieT, ra SegviZlia gavakeToT, rom swrafad mivaRwioT Sedegs?~

dasviT SekiTxva da gaCerdiT. arsebobs ori ZiriTadi instrumenti molaparakebebSi Casabmelad. pirveli aris kiTxvebi mtkicebis nacvlad. mtkiceba iwvevs winaaRmdegobas maSin, roca SekiTxvebs mohyveba pasuxebi. kiTxvebi saSualebas mogcemT gaigoT da gaaanalizoT mowinaaRmdegis poziciebi. kiTxvebi ar gamoiwvevs mowinaaRmdegis gaRizianebasa da Tavdasxmas. kiTxvebi ar akritikeben, isini gaanaTleben. `xom ar fiqrobT, rom maswavleblebi ukeTesad SeZlebdnen muSaobas, Tu isini monawileobas miiRebdnen mmarTvelobiT procesSi, vidre isini imuSavebdnen Tavsmoxveuli azris pirobebSi?~ siCume _ Tqveni erT-erTi saukeTeso iaraRia. gamoiyeneT igi. Tu mowinaaRmdege ar akeTebs gonivrul daskvnebs da Tavs gesxmiT, Tqveni saukeTeso iaraRia gaCumeba. Tu Tqven dasmul SekiTxvaze miiReT arasruli pasuxi, mxolod daicadeT. adamianebs aqvT tendencia arakomfortulad igrZnon Tavi siCumeSi, gansakuTrebiT maSin roca sakuTari pasuxi ar akmayofilebT. magaliTad, Tu maswavlebelTa warmomadgeneli svams kiTxvas `ratom ar unda gamoTqvan sakuTari azri maswavleblebma gaTavisuflebasTan dakavSirebiT?~, skolis mmarTvelobis warmomadgeneli daibneva `gaTavisufleba aris administraciuli sakiTxi... kargia, rom maswavlebels gaaCnia interesi am gaTavisuflebebis politikasTan dakavSirebiT, magram isini ar arian sakmarisad kvalificiurebi gaarCion kargi da cudi maswavlebeli... rac Seexeba Cems siZunwes...~ siCume xSirad qmnis mxarisaTvis gamouval mdgomareobas. igi iZulebulia upasuxos Tqven mier dasmul SekiTxvas. ar SeiZleba ramodenime SekiTxvis erTdroulad dasma da amave dros Tqveni mosazrebebis gaziarebac. molaparakebisas xSirad saukeTeso rac SeiZleba gaakeToT, aris _ ar ilaparakoT. rodesac mxareTa SesaZleblobebi amoiwureba, saWiro xdeba mesame piris Careva molaparakebebSi. aRniSnuli SeiZleba gamovxatoT Semdeg 63

magaliTSi: molaparakeba col-qmars Soris, romlebic cdiloben aaSenon saxli. coli fiqrobs orsarTulian saxlze sakvamuriTa da erkeriT, xolo qmari ki Tanamedrove ranCos stilis saxlze garaJiTa da didi saTavsoebiT. molaparakebebis procesSi TiToeuli svavs mraval SekiTxvas: `Seni azriT, rogori unda iyos misaRebi oTaxi?~, `xom ar Secvlidi Sens Sexedulebebs?~. am SekiTxvebis Semdeg yalibdeba ori gansxvavebuli azri. Semdeg isini mimarTaven arqiteqtors, romelic adgens eskizs. saboloo gegmis Sedgenamde xdeba SeTanxmeba, colis mier ukana Sesasvlelis Taobaze moTxovnis daTmobis sanacvlod qmari Tmobs garaJis mcire adgils, magram arc erT mxares ar unda mniSvnelovan daTmobebze wasvla. aRniSnuli warmoadgens poziciebiT vaWrobis klasikur SemTxvevas.

Tu mxareebs ar SueZliaT i povon gamosavali, sruliad SesaZlebelia, rom es moaxerxos mesame pirma. mesame pirs aseve SeuZlia gadawyvetilebaTa raodenobis Semcireba da orivesaTvis misaRebis gacilebiT swrafad povna. im proceduras, romelsac mesame piri atarebs `erTi teqstis procedura~ ewodeba. col-qmris SemTxvevaSi es mesame piri aris arqiteqtori, romelic adgens gegmas orive mxaris interesebis gaTvaliswinebiT, magram yvela mesame piri ar iqceva gonivrulad. magaliTad, SesaZloa erTma arqiteqtorma col-qmars misces vada mosalaparakeblad da saboloo gadawyvetilebis miRebis Semdeg Seudges gegmis Sedgenas. arqiteqtori, romelic iyenebs `erTi teqstis proceduras~, pirvel rigSi ikvlevs mxareTa interesebs. igi iZiebs ara imas Tu ramdenad didi erkeri unda cols, xolo qmars garaJi da saTavsoebi, aramed imas, Tu ratom gauCndaT maT es survili. arqiteqtori naTlad uxsnis col-qmars, rom ar aris saWiro mTlianad poziciebis daTmoba, igi cdilobs orivesaTvis misaRebi gziT daakmayofilos col-qmris interesebi. bolos arqiteqtori ajamebs meuRleTa interesebsa da moTxovnilebebs (dilis mze, Ria buxari, simyudrove, xelsawyoebis Sesanaxi adgili, manqanis gasaCerebeli adgili da a.S.). arqiteqtori adgens gegmas, warudgens mas meuRleebs da sTxovs, rom daiwyon kritika. am kritikis gaTvaliswinebiT igi adgens meore gegmas.

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da ase grZeldeba saboloo Sedegis miRwevamde. col-qmari am dros ar ambobs uars sakuTar interesebze, magram arc kamaToben. isini erTad ganixilaven gegmas da erTad ayalibeben saxlis formas. sabolood arqiteqtori Seadgens gegmas da ekiTxeba meuRleebs Tanaxma arian Tu ara isini. am dros col-qmars aqvs ori gza: daTanxmdes an uaryos gegma (ki an ara). `erTi teqstis procedura~ am gziT sakmaod aiolebs molaparakebebs. vin SeiZleba iyos mesame piri? es SeiZleba iyos ubralod Suamavali, an Tu mxareTa raodenoba orze metia, SesaZlebelia es iyos morigebis miRwevaSi yvelaze ufro dainteresebuli mxare. erTi teqstis proceduras didi daxmarebis gaweva SeuZlia ormxrivi molaparakebebis dros Suamavlis CareviT. aseve didi roli SeiZleba Seasrulos mravalmxrivi molaparakebebis drosac.

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daviT gogolaZisa da Temur imnaZis saqme

mokle aRwera: seqtemberis dasawyisSi Temur imnaZem da misma meuRlem daviT gogolaZisagan 250 dolarad iqiraves samoTaxiani keTilmowyobili bina. noembris bolos, rodesac acivda da saWiro gaxda binis gaTboba, aRmoCnda, rom binaSi ar muSaobda gaTbobis sistema. Temur imnaZe iZulebuli gaxda Tavad gaeRo xarji da naqiraveb binaSi gaekeTebina gaTboba, razec 500 dolari daixarja.

Temurma mimarTa daviT gogolaZes problemis mosagvareblad. Tavidan daviTi mtrulad iyo ganwyobili da ar apirebda moqiravnis mosmenas. ramodenime xangrZlivi molaparakebis Semdeg igi ufro megobruli gaxda da daTanxmda aenazRaurebina Temurisa da misi ojaxisaTvis miyenebuli ziani.

Temur imnaZe iyenebda princi puli molaparakebebis meTods. qvemoT naCvenebi iqneba Tu rogori gziT mimdinareobda molaparakebebi, aseve gaanalizebuli iqneba TiToeuli maTgani.

`gTxovT, SemisworoT Tu vcdebi~ Temur imnaZe: batono daviT, me mxolod exla gavige _ gTxovT SemisworoT Tu vcdebi _ rom Cem mier naqiraveb binaSi ar muSaobs gaTboba. Cven gviTxres, rom bina iyo keTilmowyobili da aRWurvili iyo yvela saWiro komfortiT. Cven dezinformirebulebi viyaviT?

analizi. princi puli molaparakebebis arsi mdgomareobs obieqturi 66

faqtebisa da princi pebis ganxilvaSi. obieqturi faqtebis ganxilviT Temuri Seecada, rom daviTs isini gamoesworebina, Temurma daiwyo mizezebze mimarTuli dialogi. man moiwvia daviTi CarTuliyo dialogSi da daTanxmeboda faqtebs an warmoedgina sinamdvileSi arsebuli garemoebebi. es TamaSi orive mxares xdis kolegebs, romlebic faqtebis dadgenas cdiloben. am dros daZabuloba ganimuxteba. im SemTxvevaSi, Tu Temuri daiwyebda faqtebis mtkicebas, daviTi Seecdeboda maT uaryofas da Tavis dacvas. molaparakebebi ar iqneboda konstruqciuli.

Tu Temuri Secdeba, misi Secdoma martivad, gaRizianebis gareSe miiReba daviTis mier adreve naTqvami frazis wyalobiT.

`Cven vafasebT yvelafers, rac gagvikeTeT~ Temuri imnaZe: me da Cemma ojaxma viciT, rom es bina Tqven Cveni interesebidan gamomdinare mogvaqiraveT, amitom Cven vafasebT Tqven Zalisxmevas.

analizi. didi mniSvneloba eniWeba meore mxaris pirad mxardaWeras. daviTisaTvis madlobis gadaxda naTels xdis, rom Temurs araferi aqvs piradad daviTis sawinaaRmdego. am dros Temuri dgas daviTis mxares da ar agrZnobinebs safrTxis arsebobas. amasTan, daviTi fiqrobs, rom imsaxurebs Seqebas da igi ecdeba imoqmedos ufro frTxilad, raTa ar dakargos es mdgomareoba.

`Cveni mizania samarTlianoba~ Temuri imnaZe: Cven gvinda davrwmundeT, rom ar gadagvixdia imaze meti, vidre unda gadagvexada. rogorc ki davrwmundebiT, rom Cven gadavixadeT samarTliani fasi binaSi gatarebuli drois sanacvlod, maSinve gadavalT binidan.

analizi. Temuri miuTiTebs Tavis princi pze da ganzraxvaze ar gadauxvios am princips. amave dros, atyobinebs daviTs, rom SesaZlebelia CaerTos am princi pis ganxilvaSi. 67

Temuri iTxovs balansis dacvas mis mier gadaxdil Tanxasa da binaSi gatarebul dros Soris. Tu igi darwmundeba, rom es balansi daculia, maSinve datovebs binas, winaaRmdeg SemTxevvaSi, darCeba manam, sanam ar aRadgens balanss.

`Cven gvinda es sakiTxi movagvaroT ara egoisturi interesidan, aramed pr inci pebidan gamomdinar e~ princi gamomdinare~ daviTi: sasaciloa samarTlianobaze laparaki, roca Tqven da Tqveni ojaxi cdilobT mxolod fulis miRebas da ar apirebT binis datovebas. es namdvilad maRizianebs. Cemi neba rom iyos dResve gagyridiT binidan.

Temuri (akontrolebs sibrazes): albaT ver mimixvdiT ras vambob. kargi iqneboda me da Cems ojaxs dResve migveRo fuli. Cven isic SegveZlo, rom binaSi davrCeniliyaviT gamosaxlebamde, magram es ar aris gamosavali.

CvenTvis ramdenime dolarze mniSvnelovani samarTlianobaa. aravis moswons iyos motyuebuli. Cven SegveZlo migvemarTa sasamarTlosaTvis, magram namdvilad ar gvinda droisa da fulis zedmeti xarjva. damijereT, Tqvenc aseve moiqceodiT. Cven gvinda es problema samarTlianad gadavwyvitoT egoizmis gareSe.

analizi. daviTi ar cdilobs molaparakebebi awarmoos princi pebis safuZvelze. igi mxolod gamoTqvams sakuTar survilebs. Tu Temuri gamovidoda mdgomareobidan da daemuqreboda sasamarTlosaTvis mimarTviT, molaparakebebi CaiSleboda. magram Temurma molaparakebebi isev Rirebulebebze gaagrZela.

Temuri Riad aCvenebs daviTs Tavis SesaZleblobebs da eubneba rom maT gamoyenebas ar apirebs ara keTilSobiluri Tvisebebidan aramed ubralo, piradi interesidan gamomdinare.

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`ndoba _ calke problemaa~ daviTi: Tqven Cemi ar gjeraT? mas Semdeg rac me TqvenTvis gavakeTe? Temuri: Cven vafasebT rac CvenTvis gaakeTeT, magram problema aq ndoba ar aris. problema princi pia: Cven vixdidiT binis realur Rirebulebaze mets. Tqveni azriT ra garemoebebi unda miviRoT mxedvelobaSi am problemis ganxilvisas?

analizi analizi. daviTi cdilobs Temuri kuTxeSi moimwyvdios, magram amaod.

Temuri kidev erTxel gamoxatavs Tavis madlierebas da ndobis Sesaxeb kiTxvas miiCnevs Seufereblad. igi isev ubrundeba princi pebze saubars da ekiTxeba daviTs azrs.

Temuri saubrobs princi pebze ise, rom ar adanaSaulebs daviTs, arasodes uwodebs mas matyuaras. igi arasodes kiTxulobs `Tqven mogvatyueT?~ aramed xazs usvams, rom ixdidnen saWiroze mets.

`SemiZlia dagisvaT ramodenime kiTxva, raTa davrwmunde faqtebis sisworeSi?~ Temuri: SemiZlia dagisvaT ramodenime kiTxva, raTa davrwmunde faqtebis sisworeSi? _ iyo Tu ara binaSi gaTbobis sistema dayenebuli da muSaobda Tu ara igi gaqiravebisas? _ Cemi meuRle mudmivad mekiTxeba, varT Tu ara Cven ukanonobaSi monawile mxare? _ xelSekrulebis dadebisas Seatyobina Tu ara Cems meuRles vinmem, rom binaSi ar iyo gaTboba?

analizi. faqtis mtkicebas SesaZloa muqaris xasiaTi hqondes, amitom yovelTvis SesaZlebelia amis magivrad daisvas SekiTxva. Tu Temuri 69

ityoda, rom daviTma gadaaxdevina maT saWiroze meti, es gamoiwvevda daviTis gaRizianebas. kiTxviTi formis gamoyeneba daviTs saSualebas aZlevs, monawileoba miiRos faqtebis mtkicebasa da SefasebaSi, uaryos an daeTanxmos maT. am gziT Temuri Tavidan icilebs muqaris gamoyenebis aucileblobas.

`ra pr inci piT moqmedebT?~ princi Temuri: CemTvis gaurkvevelia, ratom dagviweseT aseTi maRali gadasaxadi _ 250 dolari TveSi, maSin, roca binaSi ar iyo elementaruli komforti _ gaTboba. ra iyo amis mizezi?

analizi. princi puli Suamavali arc uaryofs da arc eTanxmeba meore mxaris pozicias. Temuri ar varaudobs raime mizezis arsebobas, igi darwmunebulia, rom arsebobs seriozuli safuZveli. aRniSnuli aiZulebs mowinaaRmdeges, eZebos mizezebi maSinac ki, Tu ar arsebobs. es iwvevs molaparakebis warmoebas princi pebis safuZvelze.

`modiT vnaxoT, gavige Tu ara Tqveni naTqvami~ Temuri: modiT vnaxoT, gavige Tu ara Tqveni naTqvami batono daviT. Tu sworad mivxvdi, Tqven maRal da samarTlian fasad gaaqiraveT bina, radgan gaakeTeT remonti da aman misi Rirebuleba gazarda.

Tqven bina mogvaqiraveT mxolod Cveni ojaxis interesebidan gamomdinare da exla Cven viqceviT arasamarTlianad da viTxovT fuls binis dasaclelad. raime xom ar gamomrCa?

analizi. princi puli molaparakebebi saWiroeben karg rogorc ki mowinaaRmdege grZnobs, rom misi pozicia gaiges, da Seecdeba problemis konstruqciulad mogvarebas. aRar SeuZlia uaryos Temuris argumentebi mxolod im 70

komunikacias. igi modundeba daviTs ukve mizeziT, rom

mas ver gauges. Temuri iwyebs erTobliv TamaSs, sadac orive mxare darwmunebulia, rom faqtebi gaazrebuli aqvT.

`momeciT ufleba xval gavagrZeloT~ Temuri: exla, rodesac me mesmis Tqveni pozicia, momeciT ufleba yvelaferi avuxsna Cems meuRles da xval gavagrZeloT molaparakeba.

analizi. kargi Suamavali arasodes miiRebs gadawyvetilebas adgilze. cotaodeni dro da siSore gamijnavs adamianebs problemisagan. kargi Suamavali molaparakebas iwyebs, Tu darwmunebulia, rom SeZlebs adges da wavides Tavisi Sexedulebisamebr. am SemTxvevaSi Cans, rom Temurma icis, rasac akeTebs da iTxovs molaparakebaTa ganaxlebas garkveul vadaSi. igi amJRavnebs ara marto gabedulobas, aramed kontrolis unarsac molaparakebis procesSi. molaparakebebis magidisagan Sors Temurs SeuZlia gadaamowmos informacia da SeuTanxmdes meuRles. mas SeuZlia ifiqros gadawyetilebaze da ukan dabrunebuli iyos ufro lmobieri pirovnebasTan da ara problemasTan mimarTebaSi.

`neba miboZeT agixsnaT, ratom ar veTanxmebi Tqvens azrs~ Temuri: neba miboZeT gaCvenoT, Tu ratom ar veTanxmebi Tqvens azrsa da gamoTqmul mizezebs. erT-erTi mizezi iyo remonti. Tqven kargad iciT TbilisSi binebze arsebuli fasebi. TveSi 250 dolaris gadaxda samoTaxian binaSi sakmaod maRali Tanxaa. Cemma meuRlem Tanxmoba ganacxada keTilmowyobili binis qiraobaze, sadac iyo gaTbobis sistema.

Tqven mogexsenebaT, rom Cven gvyavs ori mcirewlovani bavSvi da binaSi gaTbobis saSualebis arseboba gacilebiT mniSvnelovania.

analizi. princi puli molaparakebebis dros Tqven unda warmoadginoT Tqveni safuZvlebi winadadebis SeTavazebamde. Tu princi pebi bolos gamoCndeba, isini gaiJRerebs ara rogorc obieqturi kriteriumi, aramed 71

rogorc ubralo Tavis marTleba mocemuli mdgomareobisaTvis.

Temuri sanam SeTavazebdes winadadebas, daviTs aCvenebs Tavis mizezebs.

SeTavazebuli winadadebis Semdeg mizezebis mosmena gaWirdeboda, radgan daviTis tvini sxva rameze iqneboda koncentrirebuli, kerZod, am winadadebidan Tavis daxsnaze.

`SesaZloa arsebobdes erTi samarTliani gadawyvetileba...~ Temuri: me da Cemma meuRlem ganvixileT yvela garemoeba da mivediT erT-erT samarTlian gadawyvetilebamde, raTa avinazRauroT Cven mier gaTbobis sistemaze zedmetad daxarjuli Tanxa. Tqveni azriT, iqneba Tu ara es samarTliani?

analizi: Temurma gadawyvetileba warmoadgina ara rogorc Tavisi, aramed, rogorc samarTliani, romelic imsaxurebs erTobliv ganxilvas. amasTan, igi am gadawyvetilebas uwodebs ara erTaderT, aramed erTerT samarTlian gadawyvetilebas.

`Tu SevTanxmdebiT... Tu ver SevTanxmdebiT...~ Temuri: Tu SevTanxmdebiT, me da Cemi meuRle dauyovnebliv davtovebT binas, xolo SeuTanxmeblobis SemTxvevaSi, iuristma gvirCia binaSi darCena qiris gadauxdelad, sanam ar anazRaurdeba zedmetad gadaxdili Tanxa, da/an sarCelis Setana sasamarTloSi. me da Cems meuRles ar gvinda arc erTi dasaxelebuli gzis arCeva da gvjera rom SevZlebT samarTliani gadawyvetilebis miRebas, romelic orive mxarisaTvis damakmayofilebeli iqneba.

analizi: Temuri cdilobs gauiolos daviTs mis winadadebaze daTanxmeba. igi cdilobs naTeli gaxados, rom problemis gadasaWrelad mxolod daviTis Tanxmobaa saWiro. yvelaze sainteresoa is frazebi, romliTac cdilobs Temuri aCvenos 72

moqmedebis alternatiuli gzebi. igi am alternativebs ayalibebs obieqtur princi pebze da amisaTvis iyenebs iuristis rCevas. amasTan, Temuri ar ambobs, rom aucileblad miiRebs am zomebs. igi ubralod tovebs amis SesaZleblobas. da bolos, igi itovebs imeds, rom miRebuli iqneba samarTliani gadawyvetileba.

Temurs ukve naqiravebi aqvs sxva bina da arc sasamarTloSi siarulis dro aqvs. miuxedavad amisa, daviTisaTvis es dafarulia da Temuri cdilobs es mdgomareoba ar gaamJRavnos.

`Cven didi siamovnebiT gadavalT, roca es TqvenTvis iqneba mosaxerxebeli~ daviTi: rodis gegmavT gadasvlas?

Temuri: movrigdebiT Tu ara qiris gadasaxadze TqvenTvis mosaxerxebel dros gavaTavisuflebT binas. Tqven rodis girCevniaT?

analizi: Temurma, rogorc ki igrZno erToblivi sargebelis miRebis SesaZlebloba, maSinve miuTiTa, rom mzadaa gaiTvaliswinos daviTis interesebi, rac binis dauyovnebliv datovebaSi mdgomareobs. is faqti, rom daviTis interesebi gaTvaliswinebuli iqneba gadawyvetilebis miRebisas, mas agrZnobinebs, rom reputacia ar Selaxvia da, miuxedavad imisa, rom fulis gadaxda mouwevs, igi mainc kmayofili iqneba. meores mxriv, mas SeeZleba Tqvas, rom damqiraveblebi droze adre gaaZeva binidan.

`TqvenTan saqmis qona sasiamovno iyo~ Temuri: me da Cemi meuRle vafasebT, rac Tqven CvenTvis gaakeTeT da moxarulebi varT, rom SevZeliT am problemis samarTlianad da megobrulad gadawyveta. daviTi: gmadlob batono Temur, bednier zafxuls gisurvebT. 73

analizi: Temuri molaparakebebs amTavrebs megobruli da Semrigebluri toniT. maT warmatebulad moilaparakes da arc erT maTgans gauCndeba gadawyvetilebis ignorirebis survili. saqmiani urTierTobebi SenarCunebulia.

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xrikebi molaparakebisas

mniSvneloba ar aqvs iyenebT Tqven princi pul molaparakebebs, Tu `erTi teqstis proceduras~ mesame piris daxmarebiT, Sedegi mainc erTia: Tqven SegiZliaT ioladYCaiTrioT mowinaaRmdege principuli molaparakebebis TamaSSi. princi puli molaparakebebis warmoeba sakmaod efeqturia, magram ra moxdeba Tu mowinaaRmdege mxare ityueba da cdilobs meoris mdgomareobidan gamoyvanas? an, Tu igi zrdis Tavis moTxovnebs im momentSi, rodesac mowinaaRmdege ukve mzad aris dasaTanxmeblad? arsebobs mravali taqtika da xriki mowinaaRmdegis mosatyueblad. is SesaZloa iyos arakanonieri, araeTikuri, an ubralod arasasiamovno. maTi mizania, daexmaros pirs uprinci po Sejibridan mogebis miRebaSi. rodesac adamiani xvdeba, rom mis winaaRmdeg iyeneben binZur xrikebs, igi irCevs oridan erT-erT gzas: (1) brazdeba da pirobas aZlevs Tavis Tavs, rom aRarasodes daiWers saqmes masTan, an Cerdeba da aZlevs dros mowinaaRmdeges damSvidebisaTvis; (2) imeorebs imas, rasac akeTebs mowinaaRmdege: Tavdasxmas pasuxobs TavdasxmiT, tyuils tyuiliT da a.S. yvela SemTxvevaSi didi riskia, rom molaparakebebi CaiSalos. xrikebis taqtika warmoadgens calmxriv SeTavazebas molaparakebis warmoebisaTvis. amis Tavidan asacileblad unda ecadoT, rom wamoiwyoT princi puli molaparakebebi.

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molaparakebebi TamaSis wesebis Taobaze Tu erT-erTi mxare sargeblobs binZuri xrikebiT, arsebobs TamaSis wesebis Taobaze molaparakebebis warmoebis 3 safexuri: daayeneT sakiTxi taqtikis arakanonierebis Taobaze da gamoTqviT molaparakebebis sxva taqtikiT warmoebis survili. unda SeecadoT gamoavlinoT is specifikuri maxeebi da tyuilebi, romelsac meore mxare iyenebs mowinaaRmdegis winaaRmdeg. xSirad mxolod taqtikis gamocnoba aneitralebs mas. taqtikis gamocnobis Semdeg, warmoadgineT igi sxva kuTxiT. `me SeiZleba vcdebi, magram iseTi grZnoba maqvs, rom Tqven kargi biWi/cudi biWis TamaSs TamaSobT. Tu Tqven gWirdebaT Sesveneba da Tqvens azrebSi garkveva, jobia miTxraT~. taqtikis ganxilva xdis mas nakleb efeqturs da mowinaaRmdeges aiZulebs anerviuldes. taqtikis Sesaxeb erTi kiTxvis dasmac ki SesaZloa sakmarisi iyos misi gamoyenebis Sesawyvetad. mesame safexuri mdgomareobs TamaSis wesebis Taobaze molaparakebebis warmoebaSi. am dros unda moxdes molaparakebis proceduris Sesaxeb brZnuli da megobruli gadawyvetilebis miReba. erTmaneTisagan gamijneT adamianebi da problemebi. ar daesxaT Tavs mowinaaRmdeges mxolod imitom, rom iyenebs TamaSis binZur wesebs. rodesac mxares mouwevs Tavis dacva, igi arafriT daTmobs arCeul taqtikas. nacvlad frazisa, `Tqven me gamiznulad damayeneT mzis qveS~, saWiroa gamoiyenoT fraza: `mze pirdapir TvalebSi miWyets da Tu adgils ar Sevicvli iZulebuli viqnebi, molaparakebebi droze adre SevwyvitoT da dasasveneblad wavide~. gacilebiT iolia molaparakebaTa procesis Secvla, vidre TviTon mowinaaRmdege mxaris. koncentrireba moaxdineT interesebze da ara poziciebze. `ratom igdebT Tavs am mdgomareobaSi? xom ar cdilobT kritikisagan Tavis dacvas? Tu Tavs Tqvenive poziciebis cvlilebisagan icavT? aris Tu ara Cveni ormxrivi interesi, Seicvalos taqtika?~ orive mxarisaTvis sasargeblo variantebis SemuSaveba. SeTavazeT mowinaaRmdeges alternatiuli TamaSis wesebi. `ras ityviT Cvens SeTanxmebaze, rom gadawyvetilebis miRebamde ar gavakeToT komentarebi presaSi?~ 76

gamoiyeneT obieqturi kriteriumebi. pirvel rigSi didi yuradReba miaqcieT princi pebs. `arsebobs raime Teoria, rac gaiZulebT me damsvaT dabal skamze zurgiT karisken?~ gamoiyeneT es princi pi maTzeve. `savaraudod, am skamze xval Tqven ijdebiT~. CamoayalibeT struqtura, romlis mixedviTac yoveli taqtikis ukan idgeba princi pi, rogorc TamaSis wesi. `yoveldRe rig-rigobiT davusxaT erTmaneTs yava?~ sabolood aucileblad unda mimarToT TqvenTvis saukeTeso alternativas. `Cemi azriT, Tqven ar gainteresebT Sedegiani molaparakebebis warmoeba. ai, Cemi telefonis nomeri. me mzad var mosalaparakeblad nebismier dros. manamde ki davemorCiloT sasamarTlos arCevans~. Tu Tqven moqmedebT kanonis farglebSi da isini, dainteresebulni molaparakebaSi cdiloben Tqvens motyuebas, aucileblad darekaven da moiTxoven molaparakebebis ganaxlebas.

cbieri taqtika cbieri taqtika SesaZloa daiyos sam kategoriad: gamiznuli tyuili, fsiqologiuri omi, poziciaTa wnexis taqtika. Tqven momzadebuli unda iyoT, rom samive maTganTan iqonioT saqme.

gamiznuli tyuili SesaZlebelia binZuri xrikebis yvelaze gavrcelebuli forma iyos faqtebis, Zalauflebisa da ganzraxvis damaxinjebuli gziT warmodgena. yalbi faqtebi. binZuri xrikebiT TamaSis dros yvelaze gavrcelebulia cru gancxadebebis gakeTeba: `am manqanas gavlili aqvs mxolod 5 000 mili. mas marTavda patara qalbatoni pasadenadan, romelsac ar gadauWarbebia 35 mili saaTSi siCqarisaTvis~. yalbi faqtebis wyalobiT dayoliebis saSiSroeba sakmaod didia. ra SeiZleba am dros gaakeTo? gamijneT adamianebi da problemebi. Tu ar arsebobs seriozuli mizezi ndobisaTvis, ar endoT. es ar niSnavs, rom aucilebelia mowinaaRmdeges uwodoT matyuara, ubralod, es saSualebas mogcemT gaagrZeloT molaparakebebi miuxedavad ndobisa. ar afiqrebinoT aravis, rom Tqveni eWvi warmoadgens pirad Tavdasxmas. arc erTi gamyidveli ar mogyidiT 77

saaTs mxolod imitom, rom Tqven arwmunebT bankSi fulis qonaSi. gamyidveli aucileblad Seamowmebs Tqvens kredits, iseve rogorc Tqven unda SeamowmoT mowinaaRmdegis gancxadebebi. gancxadebebis gadamowmebis taqtika, amcirebs motyuebis SesaZleblobas. araerTmniSvnelovani Zalaufleba. mowinaaRmdege mxare ecdeba dagarwmunoT, rom maT SeuZliaT nebismier dros wavidnen kompromisze, magram amas ar akeTeben. rogorc ki Tqven ifiqrebT, rom miaRwieT mtkice SeTanxmebas, isini getyvian, rom saWiroeben sxva piris mowonebas. es taqtika SemuSavebulia, raTa maT mieceT saSualeba, miiRon meti sargebeli. araviTar SemTxvevaSi ar unda ifiqroT, rom mowinaaRmdeges aqvs sruli Zalaufleba, mxolod imitom, rom mas mihyavs molaparakebebi. SesaZloa cota xanSi mixvdeT, rom is, rasac Tqven molaparakebis Sedegad miRebul gadawyvetilebas uwodebdiT mxolod saZirkveli iyo Semdgomi molaparakebebisaTvis. vidre daiwyebdeT fiqrs kompromisze, aucileblad unda gaigoT mowinaaRmdegis Zalaufleba. sruliad kanonieria ikiTxoT: `ra Zalauflebas flobT am molaparakebebis procesSi?~ Tu pasuxi araerTmniSvnelovania, Tqven SegiZliaT moiTxovoT realuri Zalauflebis mqone pirTan dalaparakeba da SeTavazoT TiToeuli punqtis gadasinjva.

Tu mowinaaRmdege mxare pirdapir ganacxadebs, rom isini am gadawyvetilebas Tvlidnen, rogorc molaparakebebis safuZvels, Tqven daeTanxmeT: `Tanaxma var ganvixiloT gadawyvetileba xelaxla. Tu Tqveni ufrosi moiwonebs mas, me Tanaxma var davamtkicoT, xolo, Tu daiwunebs, orive mxarem unda movaxdinoT punqtebis kidev erTxel gadasinjva~. saeWvo ganzraxvebi. problema mdgomareobs imaSic, rom mowinaaRmdege mxarem SesaZloa daamaxinjos Tavisi ganzraxva. warmoidgineT, rom Tqven xarT advokati, romelic warmoadgens cols ganqorwinebis saqmeSi. Tqvens klients ar sjera, rom misi meuRle gaiRebs raime Tanxas bavSvis sarCenad. is dro da Zalisxmeva, rac mas dasWirda sasamarTloSi saqmis warmoebisas, aiZulebs mas xeli Caiqnios.

Tqven ra SegiZliaT moimoqmedoT? problema warmoaCineT naTlad da gamoiyeneT maTi gancxadebebi garantiis 78

misaRebad. Tqven SegiZliaT mimarToT qmris advokats: `Cemi klienti SiSobs, rom bavSvis sarCen fuls ver miiRebs, amitom iqneb misTvis saxli gadagecaT sakuTrebaSi?~ qmris advokatma SesaZloa gi pasuxoT: `Cemi klienti imsaxurebs ndobas, Cven werilobiT davadasturebT, rom Tanxas gadaixdis regularulad.~ Tqven ki pasuxobT: `es ndobis sakiTxi ar aris, Tqven darwmunebuli xarT, rom Tqveni klienti gadaixdis?~ `ra Tqma unda.~ `100%-iT darwmunebuli xarT?~ `diax.~ `maSin SevTanxmdeT, rom, rogorc ki Tqveni klienti orjer daarRvevs Tanxis gadaxdis vadas, saxli gadava Cemi klientis sakuTrebaSi.~ am SemTxvevaSi qmris advokatisaTvis rTuli iqneba uaris Tqma. arasruli gaxsniloba ar niSnavs tyuils. faqtebisa da ganzraxvis Sesaxeb gamiznuli tyuili didad gansxvavdeba arasruli gaxsnilobisagan. molaparakebebis patiosnad warmoeba ar moiTxovs srul gaxsnilobas.

SesaZloa kiTxvaze _ `ramdens gadaixdidiT valdebuli rom iyoT?~ _ saukeTeso pasuxia _ `modiT nu SeviyvanT Tavs SecdomaSi. Tu Tqven migaCniaT, rom SeTanxmeba SeuZlebelia, umjobesi iqneba mivmarToT mesame pirs, romelic gvetyvis aris Tu ara SeTanxmeba SesaZlebeli.~ am gziT SesaZlebelia iyoT sruliad patiosani da amave dros ar gaamJRavnoT dafaruli informacia.

fsiqologiuri omi es taqtika SemuSavebulia, raTa Tqven Tavi igrZnoT kuTxeSi momwyvdeulad da ecadoT, rac SeiZleba swrafad daamTavroT molaparakeba.

daZabuli situacia. bevri dawerila molaparakebebis dros arsebul fizikur mdgomareobaze. mniSvneloba eniWeba imas, Tu sad imarTeba Sexvedra: neitralur teritoriaze, TqvenTan, Tu mowinaaRmdege mxaresTan. sruliad SesaZlebelia, rom momgebiani gamodges Sexvedra mowinaaRmdege 79

mxaris teritoriaze, radgan es faqti aiZulebs maT Tavi igrZnon Tavisuflad da gaixsnan molaparakebisaTvis. xolo Tqven nebismier dros geqnebaT SesaZlebloba datovoT molaparakebis adgili.

Tu Tqven geqnebaT SesaZlebloba airCioT Sexvedris adgili, kargad gaaanalizeT ra Sedegis momtani SeiZleba gaxdes es TqvenTvis.

SeekiTxeT Tqvens Tavs, grZnobT Tu ara zewolas da ratom. Tu oTaxi aris zadmetad xmauriani, cxeli an civi, Tu ar arsebobs adgili kolegasTan piradi molaparakebebisaTvis, unda mixvdeT, rom es winaswar iyo gaTvlili, raTa swrafad dagemTavrebinaT molaparakeba.

Tu Tqven TvliT, rom fizikurma garemom SesaZloa mogayenoT ziani, aucileblad unda ganacxadoT. Tqven unda waradginoT Tqveni winadadebebi garemosTan dakavSirebiT da Semdeg ganixiloT isini. piradi Tavdasxma. imisaTvis, rom Tavi cudad igrZnoT, garda Seuferebeli garemosi, mowinaaRmdeges SeuZlia gamoiyenos verbaluri da araverbaluri komunikacia. maT SeiZleba gansajon Tqveni garegnoba da tansacmeli: `TiTqos mTeli Rame ar giZiniaT. ofisSi saqmeebi cudad migdiT?~ maT SeuZliaT Tavs daesxan Tqvens statuss da Tqven iZulebuli gaxdeT SewyvitoT molaparakeba. maT SeiZleba igulisxmon, rom Tqven ar xarT saqmeSi garkveuli, SeiZleba ar mogisminon, Tvali agaridon. yvela SemTxvevaSi, taqtikis gamocnoba dagexmarebaT Secdomis Tavidan acilebaSi. cudi biWi/kargi biWi. fsiqologiuri wnexis erT-erTi formaa kargi biWi/cudi biWis rutina. igi mdgomareobs SemdegSi: erT mxares myofi ori piri iwyebs davas. erTi ambobs: `es wignebi 8 000 dolari Rirs da naklebs ar miviReb~. misi partniori Sewuxebulia: `frenk, Tqven arakeTilgonivrulad iqceviT. bolos da bolos es wignebi ori wlis winaa gamocemuli da amasTan naxmaria~. Semdeg igi mimarTavs molaparakebis meore mxares da SeTavazebs SeiZinos wignebi 7600 dolarad. koncesia am SemTxvevaSi didi ar aris, magram sargebeli mainc igrZnoba. kargi biWi/cudi biWis rutina warmoadgens fsiqologiuri mani pulaciis formas. Tu Tqven amas gaacnobierebT, mowinaaRmdege ver agiyoliebT. saWiroa, rom `karg biWsac~ da `cud biWsac~ dausvaT erTi da igive SekiTxva: `didad vafaseb Tqven Zalisxmevas, magram mainc mainteresebs ratom fiqrobT, rom es samarTliani fasia? me gadavixdi 8000 dolars, 80

Tu damarwmunebT, rom es samarTliania~. muqara. muqara xSirad gamoiyeneba molaparakebebis dros. damuqreba gacilebiT iolia, vidre SeTavazeba. sakmarisia oriode sityvis warmoTqma, romlis Sesrulebac sulac ar aris savaldebulo, magram erTi mxaris muqaram SesaZloa meoris muqarac gamoiwvios da Sedegad miviRoT ara marto CaSlili molaparakeba, aramed gafuWebuli urTierTobebic. muqara warmoadgens zewolas. zewola xSirad iwvevs imis sawinaaRmdego Sedegs, ris miRebasac mxare varaudobs. am gziT gadawyvetilebis miReba xSirad rTuldeba. sxvadasxva pirebi erTiandebian, raTa win aRudgnen iZulebis ukanono mcdelobas. SekiTxva _ `unda SevasruloT Tu ara es gadawyvetileba?~ icvleba SekiTxviT _ `unda davemorCiloT Tu ara zewolas?~ kargi Suamavlebi iSviaTad mimarTaven muqaras. isini cdiloben sxva gza gamonaxon imave informaciis misawodeblad. kargi iqneboda, Tu Tqven SeecdebodiT mowinaaRmdege mxarisaTvis maTi qmedebebis Sedegebis Cvenebas ara ise, rogorc Tqven amis gamowveva SegiZliaT, aramed ise, rogorc es dadgeba Tqveni survilis miuxedavad. gafrTxileba gacilebiT kanonieria, vidre muqara. `Tu Cven SeTanxmebas ver mivaRwevT, sainformacio saSualebebi gaavrceleben sazizRar istoriebs da radgan sazogadoebas ainteresebs am molaparakebis Sedegi, ver vxedav sainformacio saSualebebis gaCumebis SesaZleblobas, Tqven?~ muqara rom efeqturi iyos, igi, Sesabamisad, unda iyos miwodebuli.

Tqven SegiZliaT ignorireba gaukeToT muqarebs; CaTvaloT isini Seufereblad; SesaZlebelia aseve mogiwioT gariskva mowinaaRmdegesTan dasakavSireblad. vTqvaT, arsebobs bevri satelefono muqara naxSiris maRaros afeTqebis Taobaze. es muqarebi sagrZnoblad Semcirdeba rogorc ki operatori daiwyebs Semdegi frazis gamoyenebas: `Tqveni xma Cawerilia, romeli nomridan rekavT?~ zog SemTxvevaSi muqara SesaZloa gadaiqces Tqvens politikur upiratesobaSi. kavSirs SeeZlo, ganecxadebina presisaTvis: `mmarTveloba iseTi sustia, rom uwevs muqaris gamoyeneba.~ SesaZloa, saukeTeso pasuxi muqaraze iyos princi puli: `Cven momzadebuli gvaqvs moqmedebis gegma mmarTvelobis mier ganxorcielebul muqaraze. magram Cven ar 81

vapirebT moqmedebis dawyebas, Tu SevTanxmdebiT, rom muqara ar warmoadgens konstruqciul qmedebas~, an `me molaparakebas vmarTav Rirebulebebze. me ar vapireb muqaraze pasuxis gacemas Cemi reputaciis gamo.~

zewolis poziciuri taqtika es aris taqtika, romelic SemuSavebulia imisaTvis, rom mxolod erTma mxarem SeZlos daTmobebze wasvla. uari molaparakebaze. ra SeiZleba gaakeToT, rodesac meore mxare uars acxadebs molaparakebaze? pirvel rigSi unda amoicnoT es taqtika, romelic saSualebas aZlevs mxares, molaparakebebi daiwyos upiratesobiT da gaiZuloT winaswarve waxvideT daTmobaze. meore, SeecadeT ganixiloT es uari. urTierToba iqonieT piradad an mesame piris meSveobiT. ar daesxaT Tavs molaparakebaze uaris Tqmis mizeziT, piriqiT SeecadeT gaigoT Tu ratom ganacxades uari, xom ar Relaven isini Tqveni statusis Taobaze? an iqneb varaudoben, rom es molaparakeba daarRvevs maT moCvenebiT erTianobas? an ubralod ar sjeraT molaparakebis SesaZleblobaSi? Tqven SegiZliaT SeTavazoT maT molaparakeba mesame piris meSveobiT. aseve SegiZliaT miuTiToT maT princi pebis gamoyenebis aucileblobaze da SegiZliaT erTad imsjeloT im princi pebze, romelic exmaureba Seqmnil situacias. gadaWarbebuli moTxovnebi. Suamavlebi xSirad iwyeben molaparakebas gadaWarbebuli moTxovnebiT. amis mizania Tqveni molodinis Semcireba. isini aseve imedovneben, rom aseTi dasawyisi maTTvis gacilebiT momgebianad damTavrdeba. am midgomas aqvs Tavisi nakli: molaparakeba SeiZleba saerTod CaiSalos. Tu isini gTavazoben gacilebiT cotas, vidre saWiroa, Tqven SeiZleba ifiqroT, rom amis gulisaTvis Tavis Sewuxeba ar Rirs. am SemTxvevaSi maTi yuradReba unda miaqcioT taqtikaze. moiTxoveT maTi poziciis princi puli gamarTleba.

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moTxovnaTa gazrda. TiToeuli koncesiis Semdeg, Suamavalma SesaZloa ufro da ufro gazardos moTxovnebi. aseve SesaZlebelia, rom man axlidan wamoWras, Tqveni azriT, ukve mogvarebuli problemebi. am taqtikis mizania, rom Tqven ifiqroT moTxovnebis kidev ufro gazrdamde swrafad moamTavroT molaparakebebi. rogorc ki amoicnobT taqtikas, SeatyobineT es maT da SeisveneT, raTa gadawyvitoT, Tu ras daafuZnebT molaparakebebis Semdeg etaps. es saSualebas mogcemT, Tavidan aiciloT is impulsuri qceva, rac ukavSirdeba mowinaaRmdegis qcevis seriozulobas. molaparakebis ganaxlebisTanave miaqcieT maTi yuradReba princi pebze da ganagrZeT molaparakeba seriozulad.

Caketili taqtika. am taqtikis kargi magaliTia dinamitiT datvirTuli ori manqana, romlebic moZraoben erTmaneTis sapirispiro mxares. sakiTxavia, romeli manqana daTmobs pirvelad da aicilebs Setakebas? uceb erT-erTi mZRoli moaZrobs saWes da gadaagdebs fanjridan. meore manqanis mZRoli dgas arCevanis winaSe: gadauxvios gzas, an afeTqdes. es aris magaliTi taqtikisa, romlis saSualebiTac mxare kargavs daTmobis SesaZleblobas. rac ar unda paradoqsulad JRerdes, Tqven aZlierebT vaWrobaSi Tqvens poziciebs situaciaze kontrolis dakargviT. es taqtika xSirad gamoiyeneba SromiT davaSi da saerTaSoriso molaparakebebSi. kavSiris prezidenti sityvas aZlevs amomrCevlebs, rom arasodes gazrdis xelfass 15%-ze naklebi TanxiT. winaaRmdeg SemTxvevaSi man iolad SeiZleba dakargos amomrCevelTa ndoba, amitom mas SeuZlia daajeros mmarTveloba 15%-is qonis aucileblobaSi. Caketili taqtika warmoadgens azartul TamaSs. Tqven SegiZliaT gamoavlinoT tyuili da moiTxovoT koncesia. rogorc muqaris SemTxvevaSi, Caketili taqtikis drosac didi roli komunikacias eniWeba. Tu meore mZRolma ver SeniSna saWis fanjridan gadagdeba an darwmunebulia, rom manqanis marTva sxva gziTac SeiZleba, maSin es qmedeba saWiro efeqts ver gamoiwvevs. iZulebis taqtikis sapasuxod Tqven SesaZlebelia saerTod SewyvitoT komunikacia. Tqven SegiZliaT ganmartoT iZuleba, rogorc sisuste.

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`rogorc vxedav gazeTebSi ganacxadeT, rom Tqveni mizania 200 000 dolaris miReba. vfiqrob orives Cven-Cveni miznebi gvaqvs. gindaT Cemi gagandoT?~ Tqven SegiZliaT gamoiyenoT xumrobebi da ar miiRoT Caketili taqtika seriozulad. aseve SegiZliaT SeewinaaRmdegoT aRniSnul taqtikas princi piT: `mesmis, rom Tqven ganacxadeT Tqveni winadadeba sajarod, magram me arasodes vemorCilebi zewolas. umjobesia, visaubroT problemasTan dakavSirebul Rirebulebebze~. unda SeecadoT, rom valdebuleba ar gaxdes centraluri sakiTxi da mieciT mowinaaRmdeges ukan daxevis saSualeba. mkacri partniori. SesaZlebelia mxare ver daiTanxmoT molaparakebaze ara imitom, rom mas es ar surs, aramed imitom, rom misi mkacri partniori amas ar moiwonebs. `me geTanxmebiT, magram Cemi meuRle winaaRmdegi iqneba~. amoicaniT taqtika da ifiqreT `mkacr partniorTan~ molaparakebaze. gamoTvlili Seyovneba. xSirad erTi mxare ayovnebs gadawyvetilebis miRebas, maTi azriT, ufro xelsayrel momentamde. SromiTi urTierTobebis dros mxare daayovnebs gadawyvetilebis miRebas gaficvis ukanasknel vadamde, raTa ufro gazardos fsiqikuri zewola da mmarTveloba damyoli gaxados. samwuxarod, xSiria Secdomebi drois gamoTvlasTan dakavSirebiT. Tu gaficva ukve daiwyo, maSin ukve mmarTveloba ecdeba xelsayreli drois moZiebas, rogoricaa gaficulTa fondis amowurva. xelsayreli droisaTvis lodini sakmaod ZviradRirebuli TamaSia. Seyovnebis taqtikis SemuSaveba da gamoyeneba aseve gulisxmobs meore mxaris SesaZleblobebis nal-nela amowurvas. Tu Tqven warmoadgenT kompanias, romelsac surs Serwyma sxva kompaniasTan, iwyebT molaparakebas mesamesTan, raTa gaarkvioT masTan Serwymis SesaZlebloba. moiZieT obieqturi pirobebi, romelic dagexmarebaT saboloo vadebis gansazRvraSi, rogoricaa gadasaxadis gadaxdis vada, xelSekrulebis damTavreba, sakanonmdeblo sesia da a.S. `rogorc geneboT~. araferia cudi mowinaaRmdegis mkacri arCevanis winaSe dayenebaSi. faqtobrivad saqmeTa umravlesoba ase imarTeba. Tu supermarketSi xedavT, rom puri gaZvirda, Tqven ar cdilobT molaparakebebi gamarToT gamyidvelTan. es aris saqmis warmoebis 84

efeqturi meTodi da ar warmoadgens molaparakebas. am SemTxvevaSi dialogi gamoricxulia, magram es imas ar niSnavs, rom ar SeiZleba molaparakebebis bolos mivmarToT am taqtikas, mxolod zrdilobiani formiT. Tu mowinaaRmdege mxare iyenebs mkacri arCevnis taqtikas, yvelaze kargi saSualebaa ignorireba. unda gaagrZeloT saubari, TiTqos ar gagigiaT es, an SecvaloT saubris sagani sxva gadwyvetilebebis dasaxelebiT. Tu Tqven moqmedebT am taqtikiT, mowinaaRmdeges unda gaagebinoT risi dakargva SeuZlia SeuTanxmeblobis SemTxvevaSi.

nu gaxdebiT msxverpli xSirad rTulia mixvde, Tu ras niSnavs patiosani gziT molaparakebis warmoeba. adamianebi sxvadasxvagvarad fiqroben. ukeTesi iqneba, Tu sakuTar Tavs dausvamT SekiTxvebs: gamoviyenebdi Tu ara am midgomas karg megobarTan an ojaxis wevrTan molaparakebis dros? Semrcxveba Tu ara Cemi nalaparakevi da namoqmedari gazeTebSi rom gamoqveyndes? aseTi saqcieli romanis gmirs ufro Seefereba Tu avazaks? es SekiTxvebi dagexmarebaT yuradReba gaamaxviloT Tqven Sinagan faseulobebze. unda SeekiTxoT Tqven Tavs, ras ityodiT analogiuri taqtika meore mxares rom gamoeyenebina Tqvens winaaRmdeg.

SesaZloa sasargeblo iyos, rom molaparakebis dawyebamde dasvaT kiTxva: `SeiZleba es ucnaurad JRerdes, magram minda gavigo ra wesebiT vapirebT TamaSs. orives gvinda Tu ara swrafi da efeqturi morigeba, Tu vapirebT iseTi molaparakebebis gamarTvas, sadac ufro jiuti imarjvebs?~ mniSvneloba ar aqvs Tqven qmedebebs, aucilebelia momzadebuli iyoT binZuri vaWrobisaTvis. Tqven SegiZliaT iyoT imaze mkacri, vidre xarT. gacilebiT iolia princi pebis dacva, vidre ukanono taqtikis.

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xSirad dasmuli SekiTxvebi

poziciuri molaparakeba sawarmoeblad advilia, amitom gasakviri araa, rom xalxi xSirad mimarTavs amgvar formas. mas ar sWirdeba winaswari momzadeba da sayovelTaod gasagebia, maSin rodesac, mxareebis poziciebis Sejerebas, orive mxaris interesebis gamokvlevas da erTiani gamosavalis moZebnas didi dro da resursebi sWirdeba, Tumca, nebismier SemTxvevaSi, interesebze dafuZnebuli molaparakebiT orive mxarisaTvis ukeTesi Sedegis miRebaa SesaZlebeli. amgvari tipis molaparakebis asarCevad, mniSvnelovania is, Tu ramdenadaa mxare dainteresebuli problemidan gamosavalis povniT. garda amisa, rac ufro rTulia sakiTxi, miT ufro naklebad efeqturia poziciuri molaparakeba. meore sakiTxia, ramdenad mniSvnelovania mxarisaTvis saqmiani reputacia. Tu meore mxare mniSvnelovani klienti an momxmarebelia, masTan saqmiani urTierTobis SenarCuneba nebismier garigebaze mniSvnelovani SeiZleba iyos. aRniSnuli ar niSnavs, rom sakuTari interesebi naklebad daicvaT, magram aseT SemTxvevaSi daSinebisa da ultimatumebis taqtikas ar unda mivmarToT. aseve unda gaiTvaliswinoT poziciuri molaparakebis gavlena mesame pirebze. dausviT sakuTar Tavs kiTxva, xom ar aisaxeba es morigeba cudad Tqvens reputaciaze? giRirT aseTi Sedegi? gaiTvaliswineT meore mxaris pozicia da is, Tu 86

ramdenadaa SesaZlebeli rom daTmobaze wamovides. poziciuri molaparakebebi naklebad sazianoa, Tu mxareebi, pirvel rigSi, erTmaneTis interesebs arkveven, ikvleven erToblivi sargeblis miRebis SesaZleblobas da samarTlianobis standartebs ganixilaven.

1. ra xdeba im SemTxvevaSi, Tu mxareebs gansxvavebuli warmodgena aqvT samarTlianobaze? amasTan dakavSirebiT unda aRiniSnos, rom molaparakebis dros ar arsebobs samarTlianobis erTiani, universaluri cneba. TiToeul adamians sakuTari Sexeduleba aqvs am sakiTxze. Cveulebriv, erTi standarti ufro damajerebelia, vidre sxva danarCeni, gamomdinare iqidan, rom SeiZleba ufro metad iyos dakavSirebuli problematur sakiTxTan, ufro farToT aRiarebuli an ufro mosaxerxebeli drois, adgilisa da garemoebebis gaTvaliswinebiT. `saukeTeso~ standartze SeTanxmeba savaldebulo araa. Tu mxareebi ver Tanxmdebian erT, Sesaferis standartze, SesaZlebelia kompromisze wasvla.

2. unda viyoT Tu ara samarTliani, roca ar mogveTxoveba? aris SemTxvevebi, rodesac iseTi saqcieliT, romelic samarTlianad ar migaCniaT, ufro metis miRebaa SesaZlebeli. am SemTxvevaSi sakuTar Tavs dausviT ramdenime kiTxva, ra aris is maqsimumi, romelic Tqven samarTlianad migaCniaT? ramdenad aucilebelia am maqsimumze metis miReba? awon-dawoneT SesaZlo mogeba da riski, rac usamarTlo winadadebis SeTavazebas axlavs. gaiTavliswineT, Tu meore mxare SemdegSi gaarkvevs, rom garigeba misTvis usamarTloa, SesaZloa uari ganacxados mis Sesrulebaze. aqve meore sakiTxi _ sasamarTlom SesaZloa ar daamtkicos usamarTlo morigebis piroba. isic gasaTvaliswinebelia, rogor aisaxeba es arasamarTliani piroba Tqvens saqmian urTierTobebsa da reputaciaze. apirebT imave mxaresTan momavalSi TanamSromlobas? maSin, urTierTobis amgvarad dawyeba mizanSewonili araa. da bolos, inanebT Tu ara SemdgomSi am saqciels?

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3. rogor unda moviqceT im SemTxvevaSi, Tu problema Tavad mxarea? arsebobs mosazreba, rom saqme da pirovnuli damokidebuleba erTmaneTisagan unda gavmijnoT, magram aris SemTxvevbi, rodesac pirovnuli faqtori ufro mniSvnelvania, vidre garigebis pirobebi. rac ufro meti uTanxmoeba gvaqvs vinmesTan, miT metad mniSvnelovania SegveZlos am uTanxmoebasTan gamklaveba. saWiro araa uTanxmoebaze Tvalis daxuWva. nurc daSinebis gzas mimarTavT urTierTobis gamosasworeblad. pirovnuli momentebi unda gavmijnoT SesaZlo SeTanxmebis materialursamarTlebrivi elementebisagan da proceduruli aspeqtebisagan.

TiToeuli momenti individualur midgomas saWiroebs. qvemoT moyvanili CamonaTvali am gansxvavebis ilustrirebas axdens: materialur-samarTlebrivi elementebi: vadebi; pirobebi; fasebi; TariRebi; ricxvebi; valdebulebebi. urTierTobasTan dakavSirebuli sakiTxebi: ·

emociisa da daskvnebis balansi;

·

komunikaciis simartive;

·

ndobis xarisxi;

·

daTanxmebis survilis siZliere (an uaryofis);

·

darwmunebis siZliere (an iZulebis);

·

urTierTgagebis xarisxi.

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kargi saqmiani urTierToba orive mxarisaTvis sasurveli Sedegis miRwevas uwyobs xels. xolo kargi Sedegi karg urTierTobas kidev ukeTess xdis. zog SemTxvevaSi ukeTesia daeTanxmoT meore mxares, Tundac migaCndeT, rom samarTlianoba sxvagvarad moiTxovs.

Tu Sesabamisi mcdelobis miuxedavad saqmiani ganwyobis Seqmna ver xerxdeba da pirovnuli problemebi kvlavac pirvel planze rCeba, mxarem maTive meTodebi unda gamoiyenos: gamoTqvas Sewuxeba meore mxaris saqcielTan dakavSirebiT, Tumca moeridos braldebebsa da gansjas. amis nacvlad unda isaubros sakuTar grZnobebsa da mosazrebebze da dainteresdes meore mxaris poziciiT. saWiro araa meore mxaris saqcielis gameoreba, jibrSi Cadgoma. amgvar saqcieliT SesaZlebelia kargi gakveTilis micema, magram SesaZloa es is `gakveTili~ ar aRmoCndes, romelsac mxare varaudobda. molaparakebis dawyeba saWiroa racionalurad. pirvel rigSi gaarkvieT, ramdenad gonivrulad iqceviT Tqven TviTon. mxareebma unda Seafason TavianTi pozicia da gaiTvaliswinon, rom, SesaZloa, meore mxare araracionaluri ki ar iyos, aramed sxvagvarad aRiqvamdes viTarebas: SesaZloa, erTi da igive sagnebi sxvadasxva Rirebulebis matarebeli iyos maTTvis an raime gaugebrobas hqondes adgili. aseT SemTxvevaSi, mxaris grZnobebis seriozulad aRqmam da maTi motivebis mxedvelobaSi miRebam, SesaZloa, efeqti iqonios.

4. rodis ar aqvs azri molaparakebas? aqvs Tu ara molaparakebas azri da Rirs Tu ara amaze Cveni Zalisxmevis daxarjva, mTlianad damokidebulia imaze, Tu ra alternativebi gagaCniaT. Tu arsebobs sxva perspeqtiva da morigebac arafris momcemad gamoiyureba, azri ar aqvs molaparakebebze didi drois daxarjvas. meores mxriv, Tu arCevani ar gaqvT, saWiroa Zalisxmevis gamoyeneba Tundac molaparakeba araefeqturad geCvenebodeT. nu ivaraudebT, rom arCevani gaqvT an ar gaqvT, es sakiTxi yuradRebiT SeiswavleT! aris SemTxvevebi, roca meore mxaresTan SeTanxmeba SeuZlebelia. Tu mxare dros aWianurebs an aSkarad arakeTilsindisierad iqceva, meore mxarem aRniSnulis Sesaxeb sasamarTlos unda acnobos, raTa mosamarTlem arakeTilsindisier mxareze gavlena moaxdinos.

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5. rogor movergoT molaparakebisas kulturul, pirovnul da a.S. gansxvavebebs? nebismieri molaparakebisas aucilebelia meore mxaris Rirebulebebis, eTikuri normebis, ganwyobis gaTvaliswineba. rac ufro kargad SevZlebT misi poziciis gaTavisebas, miT metia masze gavlenis moxdenis SesaZlebloba. ZiriTadi qcevebi, romlebsac mniSveloba aqvs molaparakebisas aris Semdegi: molaparakebis tempi: vimoqmedoT swrafad Tu nela? formaluroba: ramdenad mkacri unda iyos? saubrisas fizikuri kontaqti: axlos Tu Sors? zepiri Tu werilobiTi SeTanxmeba: romels ufro meti Zala aqvs? komunikaciis gza: pirdapiri Tu iribi? vadebi: mokle Tu xangrZlivi? urTierTobis xasiaTi: mxolod biznesi Tu piradulic? vin awarmoebs molaparakebas, statusiT Tanabari pirebi Tu yvelaze kompetenturebi? pirobebis simtkice: eqvemdebareba Tu ara cvlilebas? morigebisas mxedvelobaSi misaRebia tradiciebi da rwmena, Tumca stereoti pebi unda daviviwyoT. pirovnebaze warmodgenis Seqmna mxolod im safuZvelze, Tu romel jgufs/sazogadoebas ekuTvnis, araswori da sariskoa. gaiTvaliswineT im adgilis Taviseburebebi, sadac molaparakeba mimdinareobs, eTnikuri, religiuri da a.S warmodgenebi, agreTve, warsulis gamocdileba da sakuTari pozicia amis Sesabamisad SeimuSaveT. kiTxvis qveS daayeneT sxva pirebis Tqveneuli Sefaseba. mzad iyaviT, rom Tqveni warmodgenebi SeiZleba ar gamarTldes.

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6. sad unda SevxvdeT? vin unda gaakeTos pirveli oferti? saidan daviwyoT? rac Seexeba iseT praqtikul sakiTxebs, rogoricaa Sexvedris adgili, pirveli oferti, molaparakebebis starti, yvelaferi konkretul situaciazea damokidebuli.

Sexvedris adgili. ra aris problema? Tu orive mxare Zalian dakavebulia da amis gamo molaparakebebi xSirad wydeba, gamosavali SeiZleba iyos izolacia. im SemTxvevaSi, Tu piri arasakmarisad Tavdajerebulia an TanamSromelebis daxmarebas saWiroebs, misTvis ukeTesi iqneba Sexvedris sakuTar ofisSi organizeba.

Tu saWiroa dafa an sxva teqnikuri saSualebebi molaparakebis procesSi gamosayeneblad, sasurvelia Sexvedris sakonferencio darbazSi Catareba. vin unda gaakeTos pirveli SeTavazeba? mcdaria mosazreba, rom pirveli winadadebis gakeTeba yovelTvis efeqturi gzaa kontrolis xelSi asaRebad. Cveulebriv, mxareebs sWirdebaT situaciis Sefaseba, interesebisa da SesaZleblobebis gamokvleva, sanam oferts gaakeTebdnen. mxolod amis Semdeg gakeTebuli SeTavazeba iqneba konstruqciuli nabiji. Tu mxare cudad momzadebulia, bunebrivia, pirveli SeTavazebis avtoroba ar endomeba, im imediT, rom iqneb meore mxarem raime keTilSobiluri SeTavazos. amgvari pozicia Zalian saxifaToa. aucilebelia ufro detalurad garkveva sagnebis realur RirebulebaSi molaparakebis dawyebamde. rac ufro ukeTesad arian mxareebi momzadebuli, miT naklebad mniSvnelovania pirvel nabijs vin gadadgams. pirvel nabijTan dakavSirebiT mniSvnelovania kidev erTi sakiTxi, ramdenad `zemodan~ unda daviwyoT SeTavazeba? Zalian xSirad, molaparakebis warmatebuloba fasdeba imiT, Tu ramdeni daTmo meore mxarem. rac ar unda absurduli fasi SeTavazos gamyidvelma, myidveli mainc kmayofili iqneba, Tu SeZenas Tavdapirvelze iafad moaxerxebs. am pirobebSi, mxarem molaparakeba im maqsimaluri erTeuliT unda daiwyos, romlis SeTavazebac sindisis qenjnis gareSe SeeZleba. meore kriteriumi 91

isaa, rom molaparakeba daviwyoT im maqsimaluri erTeulidan, romlis samarTlianobaSic, saWiroebis SemTxvevaSi, damoukidebel mesame mxares davarwmunebdiT. araa saWiro amgvari pirveli winadadebis gamkacreba da mtkiceba, rom igi gadasinjvas ar eqvemdebareba. rac metad mogiwevT ukan daxeva sastarto fasidan, miT metad saeWvo gaxdeba Tqveni sandooba. molaparakebis konkretuli strategia momzadebazea damokidebuli damokidebuli.

TiTqmis yvela SemTxveaSi konkretuli strategia sakiTxis damuSavebisas warmoiSoba. Tu kargad momzadebuli xarT, Rrmad gaqvT Seswavlili Tqveni interesebi, saWiro strategiasac TavisTavad amoarCevT. Tumca, gamomdinare iqidan, rom winaswar darwmunebuli ver iqnebiT imaSi, Tu ra strategias gamoiyenebs meore mxare, nu daafuZnebT Tqvens strategias maT mxolod erT SesaZlo moqmedebaze. ganixileT ramdenime alternativa.

7. rogor gadavideT konkretul valdebulebeze? sasurvelia, molaparakebis dawyebisTanave vifiqroT mis dasasrulze, saboloo Sedegze. winaswar unda warmovidginoT sasurveli SeTanxmeba ra saxis SeiZleba iyos. aRniSnuli dagvexmareba im sakiTxebis win wamowevaSi, romlebzec aucilebelia msjeloba da maTi gadawyvetis gzebis aRmoCenaSi. molaparakebis procesSi mudmivad gaxsovdeT Tqveni warmodgenili garigeba da SecvaleT igi SeTanxmebis procesis msvlelobis Sesabamisad. mizanSewonilia CarCo-xelSekrulebis winaswar momzadeba, gansakuTrebiT, Tu molaparakebis saboloo Sedegi werilobiTi garigebis dadebaa. proeqtis SemuSaveba xels uwyobs msjelobis koncentrirebulad warmarTvas, agreTve, im sakiTxebis gamovlenas, romlebic sxvagvarad SeiZleboda mxedvelobidan gamogvrCenoda, amasTan, xels uwyobs Semdgomi gaugebrobis Tavidan acilebas. valdebulebebze etapobrivad gadadiT. molaparakebis dawyebisa da TiToeuli sakiTxis Sesabamisi SesaZlebloba-standartis ganxilvis Semdeg, sasurvelia, konsesusis miRweva, romelic molaparakebisas gakeTebul daskvnebs daefuZneba da SeZlebisdagvarad, orive mxaris

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interess gamoxatavs. ukidures SemTxvevaSi, SesaZleblobebi mainc gacxrileT. erToblivi gamosavalis moZnebis xelSewyobis mizniT, Tavidanve SeTanxmdiT, rom nebismieri SeTanxmeba jer mxolod winaswari xasiaTisaa. aRniSnuli naTlad giCvenebT progress molaparakebis msvlelobisas, amasTan agacilebT saSiSroebas, rom yvela SeTavazeba valdebulebad iqnes aRqmuli. molaparakebis procesi araa sworxazovani. mxareebs xSirad mouwevT erTsa da imave sakiTxTan ramdenjerme mibruneba. rTul sakiTxebs SegiZliaT ramdenjerme miubrundeT, an maTi gadawyveta bolos gadadoT. moerideT moTxovnebsa da TviTSeboWvas. amis nacvlad SeTavazeT garkveuli winadadeba, moiTxoveT misi ganxilva. iyaviT daJinebuli meore mxaris darwmunebisas, magram nu iqnebiT xisti. erT-erTi saSualeba simtkicis gamovlenisa kategoruilobis gareSe aris interesebis gamijvna maTi miRwevis saSualebebisagan. roca SeTavazeba ganixileba, nu `daicavT~ mas, aramed axseniT masTan dakavSirebuli Tqveni interesebi, motivebi. gamoikvlieT, SeuZlia Tu ara meore mxares ukeTesi gzis SemoTavazeba. Tu sakiTxis gadaWra ver xerxdeba, dainteresdiT ratom unda mieniWos meore mxaris interesebs upiratesoba. Tu meore mxare ar gTavazobT damajerebel argumentebs, Tu ratomaa Cveni mosazrebebi arasrulyofili da Sesacvleli, mihyeviT sakuTar analizs, xolo, Tu meore mxare Tqvens gadarwmunebas axerxebs, SecvaleT msjeloba amis Sesabamisad. kargad momzadebis SemTxvevaSi, meore mxaris argumentebis winaswar ganWvreta SesaZlebelia da imis gaTvaliswinebac, ra gavlena eqneba maT saboloo Sedegze. imdenad, ramdenadac molaparakebis mizania arasaWiro kamaTisa da dapirispirebis acileba, uTanxmoebis warmoSobisas saTadarigo variantebi ganixileT. darwmundiT, rom orive mxaris interesebi naTladaa ganmartebuli. ganixileT sxvadasxva mosazrebebi da maTi Semowmebis gzebi, aseve SeecadeT miaRwioT gareSe mxridan daxmarebas. mas Semdeg rac interesebi gamokvleuli iqneba, xolo SesaZleblobebi ganxiluli, SesaZlebelia ofertis gakeTeba gakeTeba. SeTavazeba moulodneli ar unda iyos. igi molaparakebis logikur Sedegs unda warmoadgendes. pirveladi oferti SesaZloa koncentrirebuli iyos mxolod erT-or ZiriTad sakiTxze. oferti ultimatumis xasiaTs ar unda atarebdes, 93

Tumca arc Ria winadadeba unda iyos.

Tu, mTlianobaSi, SeTanxmeba miRwevadia, magram ramdenime sakiTxi gadauwyveteli rCeba, saWiroa molaparakebis dasrulebis samarTliani gzis moZieba. erT-erTi saSualebaa damoukidebeli mxaris CarTva konsultaciisaTvis. bolo etapze gaakeTeT keTilSobiluri Jesti Jesti, SeTavazeT meore mxares iseTi ram, rac, Tqveni azriT, maTTvis mniSvnelovani iqneba, amasTan garigebis saerTo xasiaTs ar gacdeba. naTlad daafiqsireT, rom es saboloo Jestia da ara axali alternativa msjelobisaTvis. amgvari saqcieli saqmiani urTierTobis gamyarebas uwyobs xels da momavali TanamSromlobisaTvis wingadadgmuli nabijia.

8. rogor vawarmooT molaparakeba, Tu meore mxares aSkara upiratesoba aqvs? aqvs Tu ara molaparakebas azri aseT dros? mniSvnelovani sakiTxia, Tu rogor unda warimarTos molaparakeba, roca erT-erTi mxare momgebian mdgomareobaSia. is, Tu rogor warvmarTavaT molaparakebas (da rogor vemzadebiT winaswar), arsebiTad cvlis suraTs, rac ar unda privilegiebi hqondeT mxareebs. bunebrivia, gamocdilebisa da molaparakebis warmarTvis unaris miuxedavad, aris SemTxvevebi, roca Sedegis amgvarad miRweva SeuZlebelia. molaparakeba warmatebuli iqneba, Tu Tqven ukve arsebul arCevanze ukeTesi winadadebis SeTavazeba SegiZliaT. Tu es SeuZlebelia, arc molaparakebas aqvs azri, magram im situaciaSi, roca SeTanxmebis SesaZlebloba arsebobs, sworad warmarTul molaparakebis process bevri ramis Secvla SeuZlia, magaliTad, vadebis an saboloo Sedegis. roca meore mxares yvela upiratesoba xelT aqvs, molaparakebis Sedegi mTlianad Cvens niWzea damokidebuli. nu daiwyebT molaparakebas imis garkveviT, Tu vis aqvs meti Zalaufleba.

Tu mixvalT daskvnamde, rom Zalaufleba Tqvens xelTaa, SesaZloa, modundeT da saTanadod aRar moemzadoT, xolo, meore mxriv, Tu gaarkvevT, rom upiratesoba Tqvens mowinaaRmdege mxares aqvs, SesaZloa winaswar xeli CaiqnioT da iseve, arasaTanodod moemzadoT molaparakebisaTvis.

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realurad, yovelTvis SeiZleba Segxvdes situacia, roca mowinaaRmdege mxares bevrad ukeTesi mdgomareoba eqneba, magram Tanamedrove samyaroSi yvelaferi erTmaneTTanaa dakavSirebuli, amdenad, TiTqmis yovelTvisaa SesaZlebeli resursebisa da potenciuri kavSirebis moZieba. saukeTeso taqtikaa, iyoT optimisti – yovelgvari iluziis gareSe irwmunoT, rom zog SemTxvevaSi ubralod cdasac aqvs azri, Tundac sasurveli Sedegi ver miiRoT.

9. rogor gavaZlieroT Cveni pozicia molaparakebis warmoebisas?

Cveni poziciis siZliere mraval faqtorzea damokidebuli. erT-erTia is garemoeba, Tu ra arCevani gagvaCnia. meore mxaris dasarwmuneblad kargi gzaa aRniSnoT, rom ukeTesi alternativa gaqvT, agereTve, ukve dasaxelebuli oTxi elementi – xalxi, interesebi, SesaZleblobebi, obieqturi kriteriumebi – aseve mniSvnelovania. Tu meore mxare ufro Zlieria romelime sferoSi, cadeT sxva sferoSi upiratesobis mopoveba. am xuTis garda aris me-6 mniSvnelovani sakiTxi _ valdebulebebis gawera. sakuTari poziciis gasaZliereblad efeqturia kargi saqmiani urTierTobis Camoyalibeba Camoyalibeba. morigebis erT-erTi upiratesobaa axali saqmiani kavSirebis damyarebis SesaZlebloba. Tu mxareebs kargad esmiT erTmaneTis, SesaZlebelia, rom maTi urTierToba erTi SeTanxmebiT ar dasruldes. xSir SemTxvevaSi meore mxaris unari dagarwmunoT, SesaZloa ufro sasargeblo aRmoCndes TqvenTvis. rac ufro sandoa mxare, miT meti darwmunebis unariTaa igi aRWurvili. efeqturi komunikacia gansakuTrebiT mniSvnelovania molaparakebisas. mosmenis unars SeuZlia dagexmaroT poziciis gaZlierebaSi, imdenad, ramdenadac ufro met informacias SegvZens meore mxaris interesebsa da SesaZleblobebze. meore mxaris grZnobebisa da Canafiqrebis gagebis Semdeg, SesaZlebelia maTze apelireba, aseve momavali urTierTobisaTvis gzebis dasaxva. imis demonstrireba, rom Tqven kargad usmendiT Tqvens mowinaaRmdege mxares dagexmarebaT mis darwmunebaSi. rodesac meore mxares eqmneba STabeWdileba, rom Tqven gesmiT misi, Tavadac mzadaa mogisminoT. cxadia, rTulia imis mosmena, rasac ar eTanxmebiT, magram 95

swored am drosaa es gansakuTrebiT efeqturi. poziciis gaZliereba SesaZlebelia interesebis garkveviT. rac ufro ukeT gaverkveviT meore mxaris saWiroebebSi, miT ufro didi Sansia maTi dakmayofilebisa, CvenTvis minimaluri danaxarjebiT. gamoikvlieT dafaruli motivebi, romlebic SeiZleba mniSvnelovani iyos. dainteresdiT, ra dgas konkretuli moTxovnis miRma. zogjer yvelaze miuRebeli piroba im interess emsaxureba, romelic Tqvensas Seesabameba. mas Semdeg, rac gairkveva TiToeuli mxaris interesebi, xSir SemTxvevaSi, SesaZlebelia am interesebis damTxveva. zogjer aRniSnulis ganxorcieleba SesaZlebelia eqskluziuri saSualebis mofiqrebiT. morigebis mxareebs SeuZliT TavianTi poziciis gamyareba precedentebis, an mesame pirebis mosazrebis, zogadi princi pebisa da sxva gareSe kriteriumebis moxmobiT. poziciis gaZliereba SesaZlebelia sxva arCevanze miTiTebiT. saukeTeso saSualeba sakuTari poziciis gasamyareblad alternativebis moZiebaa. sxva arCevani mniSvnelovani argumentia meore mxaris dasarwmuneblad, rom metis SemoTavazeba aucilebelia. saerTo alternativis garda, romelsac mimarTavT, Tu morigeba ar Sedgeba, ganixileT mikroalternativebi. Tu SeTanxmebas am Sexvedraze ver miaRwevT ras izamT? ra iqneba saukeTeso Sedegi am SemTxvevaSi? zogjer SesaZlebelia, sruliad kanonierad, meore mxares arCevani mouspoT. es taqtika gamarTlebulia garigebis iZulebisaTvis, Tumca, zog SemTxvevaSi, samarTliani Sedegis miRwevac SeiZleba uzrunvelyos. sakuTari alternativebis gazrda da meore mxaris arCevanis Semcireba saukeTeso gzaa poziciis gasaZliereblad. darwmunebis kidev erTi mniSvnelovani gzaa valdebulebebis gawera gawera. arsebobs sami gza valdebulebebis gawerisa: imis dafiqsereba Tu ras gaakeTebT Tavad (magaliTad ofertis gakeTeba), negatiuri valdebulebebis gawera anu imis dafiqsireba, ras ar gaakeTebT da bolos, imis zustad SeTavazeba Tu ra unda gaakeTos meore mxarem. gansazRvreT sakuTari valdebulebebi. erTi gza meore mxaris dasarwmuneblad aris myari, drouli oferti. amgvari ofertiT mxare 96

afiqsirebs, rom es aris erTi SesaZlebloba da ara diskusiisaTvis axali sakiTxi. SeTavazeba imisa, Tu ras gaakeTebT im SemTxvevaSi, Tu meore mxare daTanxmdeba garigebas, erT-erTi saSualebaa maTi undoblobis gadasalaxavad. rac ufro konkretulia oferti, miT metad damajerebelia, Sesabamisad, werilobiT SeTavazebas SesaZloa, ukeTesi efeqti hqondes, vidre sityviers. zog SemTxvevaSi mizanSewonilia imis ganmartebac, Tu ras gaakeTebT, meore mxare SeTavazebaze rom ar daTanxmdes. gansazRvreT, Tu ras ar gaakeTebT. zogjer meore mxaris darwmuneba ukeTesadaaa SesaZlebeli, Tu ganumartavT, rom metis SeTavazebas ar apirebT, an ar SegiZliaT. am SemTxvevaSi mxare ara marto oferts akeTebs, aramed sakuTar Tavs masSi cvlilebebis Setanis saSualebas uzRudavs. meore mxaris interesebisa da SesaZleblobebis gamokvlevis Semdeg, amgvarad xelebis SeboWva naklebad sariskoa. mxaresTan urTierTobaze ukeT aisaxeba Tu ganumartavT aseTi sixistis mizezebs. zustad gawereT meore mxaris valdebulebebi. ganumarteT, zustad ra gindaT maT rom Seasrulon, winaaRmdeg SemTxvevaSi mxarem SeiZleba araferi gaakeTos imis SiSiT, rom rame iseTi ar Seasrulos, rac morigebiT ar evaleboda. amgvari Sedegis asacileblad, morigebis pirobebi ar unda iyos orazrovani an bundovani. zog SemTxvevaSi molaprakebis mxareebi yuradRebas amaxvileben erT upiratesobaze, romelic gaaCniaT da mxolod misi meSveobiT cdiloben Sedegis miRwevas. amgvari midgoma arasworia. gamoiyeneT sakuTari SesaZleblobebis maqsimumi. gaakeTeT sakuTari SeTavazeba imgvarad, rom datovoT ormxirvi komunikaciis SesaZlebloba, ar xelyoT Tavad urTierToba da a.S. Tqveni pozicia ufro damajerebeli iqneba, Tu Tavad gjeraT imis, rasac ambobT.

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magaliTi I saqmis garemoebebis mokle aRwera: mosarCele nino beriZes 1993 wlis privatizaciis xelSekrulebis safuZvelze sakuTrebis uflebiT gadaeca oroTaxiani bina. moxucebulobis periodSi, imis gamo, rom mas daaklda mxedveloba da dauqveiTda smena, igi Tavis deidaSviliSvils _ merab papiZes SeuTanxmda, rom movlis sanacvlod qonebas mas dautovebda, ris Semdegac m. papiZem mosarCeles SeTavaza sanotaro wesiT samisdReSio rCenis xelSekrulebis gaformeba. aseTive xelSekrulebis dadeba SeTavaza mosarCelis das _ mariam beriZes, romlis saxelzec iricxeboda n. beriZis binis gverdiT mdebare erToTaxiani privatizebuli bina. aRniSnuli xelSekruleba gaformda 2000 wlis 26 maiss. xelSekrulebis gaformebidan xuT TveSi mariam beriZe gardaicvala. mosarCele darCa sruliad marto da Tavs irCenda Tavisi dis kuTvnili erToTaxiani binis gaqiravebis xarjze.

2005 wlis 16 marts nino beriZesTan saxlSi misulma m. papiZem mas acnoba Tanxis saWiroebis gamo m. beriZis kuTvnili binis i poTekiT datvirTvis aucileblobis Sesaxeb. aRniSnulze mosarCelem calsaxad uari ganacxada, ra drosac Seityo, rom misi da Tavisi dis sacxovrebeli binebi ukve m. papiZis saxelze iricxeboda. n. beriZem moi pova dokumentacia, kerZod, 2000 wlis 26 maiss mopasuxesTan dadebuli xelSekrulebebis aslebi, romlebic samisdReSio rCenis nacvlad zemomiTiTebuli binebis m. papiZis sakuTrebaSi gadacemas miuTiTebda, xolo i poTekis xelSekrulebiT irkveoda ss `Tibisi bankis~ mTawmindis filialSi aRebuli kreditis uzrunvelsayofad Tavisi dis kuTvnil binaze i poTekis arseboba. mosarCelis mtkicebiT, axlo naTesaoba, gansakuTrebuli ndoba da pativiscema, asaki, mxedvelobisa da smenis daqveiTeba _ es yvelaferi im ZiriTad faqtorebs warmoadgenda, ramac Sinaarsis gacnobis gareSe mis mier xelSekrulebaze xelis mowera ganapiroba. ramdenadac sxva sacxovrebeli arsad gaaCnda, n. beriZe binis gayidvaze ar daTanxmdeboda. man, realurad, neba gamoavlina samisdReSio rCenis xelSekrulebis dadebaze, Tumca xelSekrulebis dadebis dRidan mopasuxe mis rCenis movaleobas Tavs aridebda.

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moTxovnis dakmayofilebis safuZvlad mosarCelem miuTiTa samoqalaqo kodeqsis 54-e muxlsa da 56-e muxlis me-2 nawilze da sadavo xelSekrulebis, rogorc TvalTmaqcuri, marTlsawinaaRmdego da amoraluri garigebis baTilad cnoba moiTxova. mogvianebiT, sarCelis samarTlebriv safuZvlad samoqalaqo kodeqsis 55-e muxli dasaxelda, romelic erTi mxaris mier Zalauflebis borotad gamoyenebis gamo xelSekrulebis baTilad cnobis SesaZleblobas iTvaliswinebs. mopasuxe m. papiZem sarCeli ar cno. misi mosazrebiT, 2000 wels dadebuli xelSekrulebis baTilobis moTxovniT sarCelis 2007 wels wardgena mosarCelis mier xandazmulobis vadis gaSvebaze metyvelebda. amasTan, marTalia, mosarCelis Tavdapirvel survils binaze samisdReSio rCenis xelSekrulebis dadeba warmoadgenda, magram mogvianebiT man binaSi mudmiv sacxovreblad darCenis pirobiT nasyidobis xelSekrulebis dadeba gadawyvita, ris Sedegadac binac SeinarCuna da Tanxac miiRo. xelSekrulebis teqsti n. beriZes notariusma xmamaRla waukiTxa, razec man Tanxmoba ganacxada.

Tbilisis saqalaqo sasamarTlos samoqalaqo saqmeTa kolegiis 2007 wlis 8 agvistos gadawyvetilebiT n. beriZis sarCeli ar dakmayofilda. saqalaqo sasamarTlom saqmeze dadgenilad miiCnia, rom n. beriZis sarCeli xadazmulia, xolo is garemoeba, rom n. beriZem xelSekruleba ar waikiTxa, saqalaqo sasamarTlom aRniSnuli xelSekrulebis baTilobis safuZvlad ar miiCnia, miT ufro, im pirobebSi, rodesac mosarCele notariusis mier xelSekrulebis Sinaarsis ganmartebis faqts Tavadve adasturebda. im SemTxvevaSi, Tu ganmarteba misTvis gaurkveveli darCeboda, mas SeeZlo gacnoboda xelSekrulebis Sinaarss da xelSekrulebaze xelis moweris sakiTxi amis Semdgom gadaewyvita, rac ar ganuxorcielebia. amasTan, sasamarTlom miuTiTa, rom mosarCelis fizikuri SeuZleblobis faqti (avadmyofoba da sxva), romelic xelSekrulebis gacnobas gaarTulebda, saqmis garemoebebiT ar dasturdeboda. aseve ar dasturdeboda orive mxaris mier sxva garigebis dafarvis neba, rac TvalTmaqcuri garigebis arsebobisaTvis aucilebel pirobas warmoadgenda. n. beriZis saapelacio saCivari arc Tbilisis saapelacio sasamarTlos samoqalaqo saqmeTa palatis 2008 wlis 26 Tebervlis ganCinebiT dakmayofilda da ucvlelad darCa Tbilisis saqalaqo sasamarTlos 99

samoqalaqo saqmeTa kolegiis 2007 wlis 8 agvistos gadawyvetileba. saapelacio sasamarTlos mosazrebiT, pirveli instanciis sasamarTlom sworad miuTiTa sasarCelo moTxovnis xandazmulobasa da usafuZvlobaze, ris gamoc gasaCivrebuli gadawyvetileba ucvlelad datovebas eqvemdebareboda. saapelacio sasamarTlos ganCineba sakasacio wesiT gaasaCivra n. beriZem, romelmac moiTxova gasaCivrebuli ganCinebis gauqmeba da axali gadawyvetilebiT sarCelis dakmayofileba, Semdegi safuZvlebiT: sasamarTlom arasworad daadgina faqtobrivi garemoeba imis Sesaxeb, rom viTom notariusma n. beriZes xelSekrulebis teqsti waukiTxa. saqmeSi arsebuli mtkicebulebebi nasyidobis xelSekrulebis baTilad cnobis SesaZleblobas iZleoda, radgan sruliad cxadi iyo n. beriZis mier aRniSnul xelSekrulebaze xelis moweris ganmapirobebeli garemoebebi, kerZod, mopasuxesTan misi axlo naTesaoba, gansakuTrebuli ndobis arseboba, misive fizikuri uZlureba, rasac sasamarTlom yuradReba ar miaqcia. nasyidobis xelSekrulebis arsebobis Sesaxeb SetyobinebisTanave n. beriZem Tavisi darRveuli uflebis dasacavad sasamarTlos mimarTa, rac gamoricxavs sarCelis xandazmulobas, Sesabamisad, xandazmulobis vadis aTvla xelSekrulebis dadebis dRes ar unda daukavSirdes. kasatori aseve gaRizianebuli iyo im faqtiT, rom arc saqalaqo da arc saapelacio sasamarTloSi arc erT procesze ar mieca sakuTari azris gamoTqmis saSualeba. sakasacio sasamarTloSi saqmis ganxilvisas mxareebi erTmaneTis mimarT arakeTilganwyobilni iyvnen da ar apirebdnen erTmaneTis mosmenas. ramodenime xangrZlivi procesis Semdeg kasatori ufro megobruli gaxda da daTanxmda molaparakebis warmoebaze. sasamarTlo Seecada moexdina mxareTa Soris urTierTobis gaumjobeseba, Secvala perspeqtiva warsulidan awmyosa da momavlisaken da sabolood miaRwia gonivrul konsensuss _ saqme damTavrda orive mxarisaTvis misaRebi da sargebliani gadawyvetilebiT. qvemoT naCvenebi iqneba Tu rogori gziT mimdinareobda molaparakebebi, aseve gaanalizebuli iqneba TiToeuli maTgani.

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aRniSnuli davis ganxilvisas Tavidanve aSkara iyo, rom procesis monawileTa Soris erTmaneTSi areuli iyo piradi urTierTobani da samarTlebriv davasTan anu saqmesTan dakavSirebuli problemebi. mxareebi warmoadgendnen axlo naTesavebs _ mowinaaRmdege mxare iyo kasatoris deidaSvilis Svili. mxareebs, rogorc axlo naTesavebs Soris arsebuli wyena wamgebiani iyo saqmis ganxilvisaTvis, vinaidan rTuldeboda saqmis warmoeba saqmian, profesiul doneze da, Sesabamisad, aseve rTuldeboda davis mogvarebis misaRebi alternativebis SemuSaveba. meore mxriv, maTi axlo naTesauri kavSiri SesaZlebelia gamoyenebuli yofiliyo morigebis misaRwevad, magram es mxolod im SemTxvevaSi moxdeboda, Tu piradi usiamovnebebis Taobaze saubris nacvlad procesze ganxiluli iqneboda mxareTa interesebi. swored amitom mosamarTle Tavidanve Seecada procesis monawileTa erTmaneTTan dasaaxloveblad moeZia maTi interesebi da ganexila isini maTTan erTad. saqmis ganxilvisas mxareTa mier gakeTebuli axsna-ganmartebebis Tanaxmad, gamovlinda maTi erTaderTi interesi, romelic kasatorisaTvis iyo binis dabruneba, xolo mowinaaRmdege mxarisaTvis ki _ am binis SenarCuneba. mxareebi myarad idgnen TavianT poziciebze da icavdnen maT. dava daemsgavsa brZolas simarTlisa da sicruisaTvis. arc erT mxares ar surda motyuebulad egrZno Tavi da orive sakuTar simarTles amtkicebda. amgvari davis dros TiTqos SeuZlebelia orive mxaris interesis dakmayofileba, radgan kasatorisaTvis simarTles am SemTxvevaSi sadavo xelSekrulebis mowinaaRmdege mxaris mier Zalauflebis borotad gamoyenebiT dadeba warmoadgens, xolo m. papiZisaTvis ki simarTle mdgomareobs nasyidobis xelSekrulebis wesebis dacviT dadebaSi. es ori interesi sruliad ewinaaRmdgeba erTmaneTs da erTi SexedviT SeuZlebelia iseTi gamosavlis moZebna, romliTac orive mxare kmayofili darCeba da arc erTi igrZnobs Tavs usamarTlobis msxverplad. mosamarTlem gaaanaliza mxareTa moTxovnilebebi da interesebi da daaskvna, rom SeuZlebelia kasatoris erTaderT interess binis dabruneba warmoadgendes. im garemoebebis gaTvaliswinebiT, rom yovel adamians aqvs usafrTxoebis moTxovnileba, xolo n. beriZe aris moxucebuli, usinaTlo da smenadaqveiTebuli qalbatoni da mas ar gaaCnia aranairi 101

Semosavali, mis interesebSi aucileblad iqneboda survili, rom vinmes ezruna masze da, radgan yvela adamians aqvs moTxovnileba erTobliobisa da Tundac erTi adaminis ndobisaken, mis interess warmoadgenda uaxloes naTesavTan Serigebis survili, radgan mas dis gardacvalebis Semdeg sxva aRaravin hyavda. mosamarTlem aseve gamoikvlia mowinaaRmdege mxaris _ m. papiZis interesebi da mivida daskvnamde, rom garda binis SenarCunebis survilisa mis interesebSi Sedioda moxucebul axlo naTesavTan Serigeba, aseve princi pebis dacvisa da TviTpativiscemis moTxovnilebis dakmayofileba. aRniSnuli interesebi mosamarTlem ierarqiuli saxiT ganalaga. ufro mniSvnelovan da safuZvlian interesebs naklebad mniSvnelovani interesebis dabla miuCina adgili da miiRo Semdegi cxrili: kasatoris interesebi

mowinaaRmdege mxaris interesebi

_ nasyidobis xelSekrulebis gauqmeba da binis dabruneba;

_ nasyidobis xelSekrulebisa da Sesabamisad binis SenarCuneba;

_ ar darCes motyuebuli;

_ moxucebul axlo naTesavTan Serigeba;

_ masze mzrunveli da marCenali piris povna; _ naTesavis dakargvis Tavidan acileba.

_ principebis dacvisa da TviTpativiscemis moTxovnilebis dakmayofileba.

am cxrilSi naTlad Cans, rom n. beriZisa da m. papiZis interesebi Tavidanve ewinaaRmdegeba erTmaneTs. da am pirobebSi morigebis miRweva SeuZlebelia. swored amitom, mosamarTle Seecada, epova SedarebiT Tanmxvedri interesebi. magaliTad, kasatoris interess, i povos masze mzrunveli da marCenali piri, aseve SeinarCunos axlo naTesavi, savsebiT moergeba mowinaaRmdege mxaris interesi, Seurigdes moxucebul axlo naTesavs, daicvas princi pebi da daikmayofilos TviTpativiscemis moTxovnileba. amasTan, mosamarTle Seecada, rom Tavad mxareebsac gaecnobierebinaT rogorc sakuTari, ise mowinaaRmdegis dafaruli interesebi. man es moaxerxa procesis msvlelobisas, sadac mosamarTlis SekiTxvebi 102

mimarTuli iyo swored am interesebze da maT gaanalizebaze. warmogidgenT ramdenime SekiTxvas, romelic procesis msvlelobis dros daisva. mosamarTlis SekiTxvebi kasators _ q-no nino, gaqvT Tu ara raime Semosavali? _ binis dabrunebis Semdeg, SeZlebT Tu ara sakvebisa da wamlebis damoukideblad SeZenas? _ ra urTierToba gqondaT wlebis ganmavlobaSi m. papiZesTan? _ q-no nino, gyavT Tu ara naTesavebi an sxva sando pirebi?

mosamarTlis SekiTxvebi mowinaaRmdeges _ b-no merab, ra saxis naTesauri kavSiria Tqvensa da kasators Soris? _ ra mizniT dadeT aRniSnuli xelSekruleba da ra valdebulebebi aiReT sakuTar Tavze? _ Tanaxma iyaviT Tu ara nasyidobis xelSekrulebis sanacvlod dagedoT samisdRemSio rCenis xelSekeruleba da am gziT migeRoT bina?

aRniSnuli SekiTxvebis Sedegad, ara marto sasamarTlosaTvis, aramed mxareebisaTvisac SedarebiT naTeli gaxda erTmaneTis interesebi, anu mxareTa interesebi ukve gamovlenilad CaiTvala. amis Semdeg, sasamarTlom daiwyo iseTi Sedegis SemuSavebaze fiqri, romelic sargebliani iqneboda orive mxarisaTvis. saqmis gacnobis dros, mosamarTle darwmunda, rom n. beriZe araviTar SemTxvevaSi ar apirebda morigebas. man pirvel or sasamarTlo instanciaSi mtkice uari ganacxada m. papiZesTan morigebaze. mosamarTle darwmunda, rom gacilebiT ioli iqneboda morigebis Taobaze saubari mowinaaRmdege mxaresTan, vidre moxuc gajiutebul kasatorTan, romelsac imedgacruebis SiSis gamo aRar surda, vinmesTvis daejerebina da mindoboda. mosamarTle Seecada SeZlebisdagvarad daemyarebina kavSiri n. beriZesTan. man saSualeba misca moxuc qalbatons procesis msvlelobisas gamoeTqva sakuTari azri. Tumca misi saubari naklebad ukavSirdeboda gansaxilvel davas, mas bolomde mieca Tavisi cxovrebisa da gasaWiris Taobaze saubris saSualeba. aman kasatori savsebiT daakmayofila da daamSvida.

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mosamarTlem yuradRebiT mousmina da Seecada sxvadasxva frazebiT gaemxnevebina igi, ris Semdegac n. beriZes gauCnda mosamarTlis ndoba da pativiscema. man ganacxada, rom morigebis pirobebis ganxilvas mxolod mosamarTlis xaTriT daTanxmdeboda. sasamarTlo Seecada morigebis Sedegad orive mxaris danaklisi minimumamde yofiliyo dayvanili. mxareTa interesebze dayrdnobiT, sasamarTlom daadgina, rom, miuxedavad erTi binis SenarCunebis interesisa, mxareebs gaaCniaT gansxvavebuli miznebi, karZod, kasatoris mizania Semosavlis qona Tavis sarCenad da mzrunveli adamianis gverdiT yola moxucebulobisas. rac Seexeba mowinaaRmdege mxares, mas surs binis SenarCuneba. am SemTxvevaSi, mosamarTlis mxridan swori iqneboda msjeloba ara binis romelime mxarisaTvis mikuTvnebis Taobaze, aramed binis iseTi formiT ganawilebis Taobaze, rom orive mxarem maqsimaluri Sedegi miiRos. am SemTxvevaSi mosamarTlem gamosavlis Zebnisas gamoiyena sxvadasxva meTodi da sabolood SeCerda daTmobaTa gacvlis meTodze, sadac orive mxare Tmobs im punqtebs, romlebic maTTvis naklebad prioritetulia da am gziT miiRweva SeTanxmeba. procesis msvlelobisas mosamarTlis daxmarebiT mxareebma naTlad gaaanalizes sakuTari interesebi da prioritetebi. maT aseve Seityves mowinaaRmdegis interesebis Sesaxebac. amasTan, mosamarTlem ganumarta maT, rom morigeba ar gulisxmobs orive mxaris moTxovnaTa dakmayofilebas. mosamarTlem kargad icoda, rom im pirobebSi, roca orive mxare myarad iyo darwmunebuli sakuTar simarTleSi da ibrZoda sicruis winaaRmdeg, amao iqneboda morigebaze laparaki, amitom igi Seecada naTlad eCvenebina mxareTaTvis saqmis ganxilvis SesaZlo Sedegebi. mosamarTlem kasator n. beriZes ganumarta, rom arsebobs SesaZlebloba, ar dakmayofildes misi sarCeli, miT umetes, rom pirvel or sasamarTlo instanciaSi ganxiluli dava misi marcxiT dasrulda, xolo mowinaaRmdege mxares, m. papiZes, mosamarTlem Seatyobina, rom seriozuli ganxilva dasWirdeboda xelSekrulebis dadebisas warmoSobil problemebs da arsebobda SesaZlebloba, rom sasamarTlos igi ecno ara rogorc nasyidobis, aramed, rogorc samisdRemSio rCenis xelSekruleba.

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swored amitom mosamarTlis SeTavazebaze morigebis Sesaxeb mxareebi erTmniSvnelovnad winaaRmdegebi ar yofilan. isini daTanxmdnen, rom garkveuli pirobebis arsebobisas nasyidobis xelSekruleba SesaZloa Secvliliyo samisdRemSio rCenis xelSekrulebiT. miuxedavad amisa, mxareebs hqondaT morigebis pirobebisadmi undobloba da SiSi, rom meore mxaris mier isini dairRveoda. TiToeuli mxare varaudobda, rom mowinaaRmdege Seecdeboda iseTi pirobebis wardgenas, romelic misTvis ufro meti sargeblis momtani iqneboda. sasamarTlo Seecada ganemarta mxareebisaTvis, rom morigebis pirobebi unda Semdgariyo erToblivad da masSi aucileblad unda gamoyenebuliyo obieqturi kriteriumebi, romelTa dacvasa da Sesrulebasac sasamarTlo uzrunvelyofda. sasamarTlom Camoayaliba mxareTa morigebis Semdegi pirobebi da warudgina maT: sadavo bina rCeba m. papiZis sakuTrebaSi, n. beriZe samudamo sacxovreblad rCeba aRniSnul binaSi. m. papiZe iRebs valdebulebas, n. beriZes yovelTviurad gadauxados Tanxa 300 (samasi) aSS dolaris eqvivalenti lari, romelsac n. beriZe gamoiyenebs Tavisi Sexedulebisamebr. n. beriZe iRebs valdebulebas, rom m. papiZes ar Seuqmnis dabrkolebas m. papiZis saxelze ricxuli binis, mdebare TbilisSi, m. javaxiSvilis q. #112, me-2 korpusSi, bina #8 (romelic mdebareobs sadavo binis gverdiT) gaqiravebaSi. sasamarTlom ganumarta mxareebs, rom pirobebis Sedgenisas man gamoiyena iseTi obieqturi kriteriumebi, rogoricaa sabazro fasi da mxareTa mier winaT dadebuli xelSekrulebis pirobebi. arc erTma mxarem ar gamoTqva aSkara ukmayofileba, radgan dasaxelebuli Tanxis raodenoba ar iyo damokidebuli mowinaaRmdegis neba-survilze, aramed igi daangariSebuli iyo sasamarTlos mier bazarze arsebuli fasebis gaTvaliswinebiT, amasTan gaTvaliswinebuli iyo maT mier ukve dadebuli xelSekrulebis pirobebic.

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magaliTi II

saqmis garemoebaTa mokle aRwera: daviT iaSvilma sarCeli aRZra sasamarTloSi maia iaSvilis mimarT samisdReSio rCenis xelSekrulebis nawilobriv baTilad cnobisa da binis 1/2-is TanamesakuTred cnobis Sesaxeb Semdegi safuZvlebiT: 1993 wels q.TbilisSi, Savi zRvis q.#30-Si mdebare #10 bina privatizebul iqna gia iaSvilis saxelze. aRniSnul binaSi Cawerilebi iyvnen da cxovrobdnen Zmebi _ daviT da gia iaSvilebi da bina warmoadgenda maT saerTo sakuTrebas. 2006 wlis 27 ivliss gia iaSvilma samisdReSio rCenis xelSekrulebiT bina mTlianad gadasca ZmisSvils –maia iaSvils, risi uflebac mas ar gaaCnda, radgan ekuTvnoda binis mxolod naxevari. 2008 wlis 15 ianvars gia iaSvili gardaicvala. mopasuxem sarCeli ar cno Semdegi dasabuTebiT: 1993 wlis 15 ivlisis privatizaciis xelSekrulebis safuZvelze gia iaSvils sadavo bina gadaeca sakuTrebaSi. binis privatizebis dros daculi iyo saqarTvelos respublikaSi binebis privatizaciis (usasyidlod gadacemis) Sesaxeb~ saqarTvelos respublikis ministrTa kabinetis 1992 wlis 1 Tebervlis #107 dadgenilebis moTxovnebi, kerZod, daviT iaSvilma Tanxmoba gamoTqva, rom mis Zmas – gia iaSvils moexdina binis privatizeba. aRniSnuli ki gulisxmobs sakuTrebis mopovebaze uaris Tqmas. mosarCele sadavo binaSi registrirebuli iyo formalurad, vinaidan daqorwinebis Semdeg, 1985 wlidan, igi sacxovreblad gadavida meuRlis binaSi S. dadianis quCaze. gia iaSvili iyo sadavo binis erTaderTi mesakuTre, 1985 wlidan is marto cxovrobda da iyo aRricxvaze rogorc martoxela pensioneri. amasTan, daviT iaSvili sasarCelo moTxovna xandazmulia, radgan mas sadavo binaze moTxovnis ufleba warmoeSva 1993 wlis 15 ivliss.

Tbilisis saqalaqo sasamarTlos samoqalaqo saqmeTa kolegiis 2008 wlis 13 dekembris gadawyvetilebiT daviT iaSvilis sarCeli dakmayofilda, mosarCele cnobil iqna sadavo binis 1/2-is TanamesakuTred, gia da maia iaSvilebs Soris gaformebuli samisdReSio rCenis xelSekruleba sadavo binis 1/2-is m. iaSvilis sakuTrebaSi gadasvlis nawilSi cnobil iqna baTilad, rac m. iaSvilma gaasaCivra saapelacio wesiT. 106

Tbilisis saapelacio sasamarTlos samoqalaqo saqmeTa palatis 2009 wlis 20 maisis ganCinebiT saapelacio saCivari ar dakmayofilda da gasaCivrebuli gadawyvetileba darCa ucvlelad Semdeg garemoebaTa gamo: saapelacio palatam CaTvala, rom saqalaqo sasamarTlom saqme ganixila arsebiTi xasiaTis saproceso darRvevebis gareSe, arsebiTad sworad daadgina saqmis faqtobrivi garemoebebi da swori samarTlebrivi Sefaseba misca maT. saapelacio palatam ar gaiziara apelantis miTiTeba, rom sadavo binis privatizaciaSi monawileobaze uaris TqmiT daviT iaSvilma am binaze Tavisi ufleba daTmo da srulad daeTanxma saqalaqo sasamarTlos msjelobas privatizebuli sadavo binis TanamesakuTred daviT iaSvilis cnobis Sesaxeb, kerZod, aRniSnulTan dakavSirebiT pirveli instanciis sasamarTlom sworad ganmarta `saqarTvelos respublikaSi binebis privatizaciis (usasyidlod gadacemis) Sesaxeb~ saqarTvelos respublikis ministrTa kabinetis 1992 wlis 1 Tebervlis #107 dadgenilebis pirveli punqti, amave dadgenilebis me-5 punqtis pirveli abzaci, rodesac miuTiTa, rom am dadgenilebiT miniWebuli ufleba, Sesabamisi wilis gaTvaliswinebiT, vrceldeba damqiravebelTan erTad mcxovreb ojaxis yvela wevrze, garda im SemTxvevisa, roca piri am farTze uflebadakargulad aris cnobili an privatizaciis dros amowerilia sadavo binidan. mocemul SemTxvevaSi sasamarTlom udavod dadgenilad miiCnia, rom sadavo binis privatizaciis dros daviT iaSvili Cawerili iyo am binaSi da, im dros moqmedi sabinao kodeqsis Sesabamisad, sadavo farTze uflebadakargul pirad cnobili ar yofila, mas sakuTrebaze uari ar ganucxadebia da mxolod Tanxmoba gamoxata sadavo binis erT-erTi damqiraveblis mesakuTred aRricxvaze. amdenad, sadavo binis mxolod gia iaSvilis saxelze privatizaciis miuxedavad, daviT iaSvilic warmoadgenda aRniSnuli binis TanamesakuTres, miuxedavad imisa, rom Tavisi sakuTrebis ufleba ar dauregistrirebia. saapelacio sasamarTlom ar gaiziara apelantis miTiTeba daviT iaSvilis moTxovnis xandazmulobasTan dakavSirebiT da am nawilSic srulad daeTanxma saqalaqo sasamarTlos dasabuTebas. palatam aRniSna, rom mocemul SemTxvevaSi mesakuTris ufleba, saTanado wesiT aRiricxos mesakuTred, raime vadiT SezRuduli ar aris. sasamarTlom miiCnia, rom sadavo samisdReSio rCenis xelSekruleba nawilobriv marTebulad iqna cnobili baTilad da aRniSna, rom mocemul SemTxvevaSi sadavo uZravi nivTi warmoadgenda kanonis safuZvelze warmoSobili saerTo sakuTrebis obieqts, Sesabamisad, ver iqneba gaziarebuli apelantis is mosazreba, 107

rom privatizaciis xelSekrulebis baTilobis gareSe, sajaro reestrSi giorgi nasariZis sakuTrebis uflebis registracia ver moxdeboda. samoqalaqo kodeqsis 959-e muxlis Tanaxmad, palatam CaTvala, rom saziaro sagnis mowiles ar SeuZlia TanamesakuTris wili qonebis gankargva masTan SeTanxmebis gareSe, gia iaSvilma ki TanamesakuTris _ daviT iaSvilis gareSe sadavo samisdReSio rCenis xelSekrulebis safuZvelze marTlsawinaaRmdegod gankarga mTeli qoneba (sadavo bina), rac, samoqalaqo kodeqsis 54-e muxlis Sesabamisad, baTilia. palatam aseve ar gaiziara apelantis miTiTeba mocemul SemTxvevaSi samoqalaqo kodeqsis 185-e da 312-e muxlebiT gaTvaliswinebuli debulebebis darRvevis Sesaxeb da am nawilSic srulad daeTanxma gasaCivrebuli gadawyvetilebis argumentebs. saapelacio sasamarTlos ganCineba maia iaSvilis warmomadgenelma gaasaCivra sakasacio wesiT, moiTxova misi gauqmeba da axali gadawyvetilebiT sarCelis dakmayofilebaze uaris Tqma Semdegi safuZvlebiT: dausabuTebelia saapelacio sasamarTlos mosazreba imis Sesaxeb, rom maia iaSvilisaTvis cnobili iyo, rom gia iaSvili sadavo binis erTaderT mesakuTres ar warmoadgenda da am TvalsazrisiT sajaro reestris Canaweri usworo iyo. palatam samarTlebrivad arasworad Seafasa is garemoeba, rom maia iaSvili, samoqalaqo kodeqsis 185-e muxlis Sesabamisad, g. iaSvilTan gaformebuli samisdReSio rCenis xelSekrulebis safuZvelze sadavo uZravi nivTis keTilsindisier SemZens warmoadgenda. samisdReSio xelSekrulebis dadebis momentSi sadavo qonebis mesakuTred registrirebuli iyo mxolod gia iaSvili, amdenad, uZravi nivTis gankargva namdvilad unda CaiTvalos. saapelacio palatis msjelobidan gamomdinareobs, rom qonebis potenciuri mesakuTris uflebebis arseboba avtomaturad warmoadgens sajaro reestris Canaweris arasworad miCnevis safuZvels. realurad, amgvari uflebebis arsebobis miuxedavad, sajaro reestris Canaweri utyuarad CaiTvleba, Tundac SemZenisaTvis cnobili iyos im materialuri uflebebis Sesaxeb, romelic araregistrirebul pirs gaaCnia ama Tu im qonebasTan mimarTebaSi. amdenad, uZrav nivTze sakuTrebis uflebis mopovebis potenciuri materialuri uflebebis obieqturad arseboba TavisTavad ar niSnavs mesakuTreobas da aRniSnulisaTvis aucilebelia sajaro reestrSi registracia. amdenad, sasamarTlom arasworad ar gamoiyena samoqalaqo kodeqsis 185-e muxli da 312-e muxlis meore 108

nawili im motiviT, rom maia iaSvilma icoda daviT iaSvilis materialuri uflebamosilebis arseboba. saapelacio sasamarTlom daadgina, rom maia iaSvilisaTvis cnobili iyo sajaro reestris Canaweris usworobis Sesaxeb, rasac safuZvlad daudo mxareTa Soris naTesauri kavSiris arseboba da is faqti, rom, palatis miTiTebiT, maia iaSvilis warmomadgenelma pirveli instanciis sasamarTloSi saqmis ganxilvisas aRniSnuli daadastura. aRniSnuli mosazreba mcdaria, radgan naTesauri kavSiris arseboba TavisTavad ar niSnas, rom maia iaSvilisaTvis cnobili iyo misi biZis uflebebis arsebobis Taobaze, maSin, rodesac bina privatizebuli iyo 13 wliT adre da mTeli am xnis ganmavlobaSi daviT iaSvils ar ganucxadebia sakuTari uflebebis Taobaze. amasTan, privatizaciis xelSekrulebis dadebisas daviT iaSvili ukve sxva misamarTze cxovrobda sakuTar ojaxTan erTad. rac Seexeba sasamarTlos 2008 wlis 23 dekembris sxdomis oqmSi dafiqsirebul e.w. aRiarebas, mosamarTlis SekiTxvaze, iyo Tu ara mopasuxisTvis cnobili sadavo binaSi daviT iaSvilis registraciis Sesaxeb, mopasuxis warmomadgenelma ganmarta, rom aRniSnuli misTvis cnobili iyo, ris gamoc mimarTa registraciis organos, raTa mosarCele moexsnaT registraciidan, magram samoqalaqo reestrma uari uTxra aseTi registraciis ararsebobis gamo, rasac samisamarTo samsaxuridan gacemuli cnobac adasturebs. amasTan, maia iaSvilis mier sadavo garemoebis codna mainc ar hqmnis safuZvels imisaTvis, rom ar iqnas gaziarebuli kasatoris argumenti samoqalaqo kodeqsis 185-e muxlis meore nawilidan gamomdinare. gansaxilveli sarCelis dakmayofilebisaTvis aucilebel pirobas warmoadgenda ara mxolod imis damtkiceba, rom maia iaSvilma icoda daviT iaSvilis materialuri uflebamosilebis Sesaxeb an im faqtebis Sesaxeb, romelze dayrdnobiTac daviT iaSvils gaaCnda materialuri uflebebi sadavo qonebasTan mimarTebaSi, aramed utyuarad unda dadasturdes, rom yvelaferi es maia iaSvilisaTvis cnobili iyo 2006 wlis 27 ivlisis samisdReSio rCenis xelSekrulebis dadebamde da mis safuZvelze sajaro reestrSi registraciis ganxorcielebamde. sasamarTlos yuradRebis miRma darCa is faqti, rom 15 welia gasuli mas Semdeg, rac sadavo uZrav nivTze arsebobs sakuTrebis Sesaxeb Canaweri sxva pirTa sasargeblod. amdenad, sarCelis dakmayofilebas gamoricxavda is faqtic, rom, yvela sxva argumentis miuxedavad, arsebobs safuZveli SeZeniTi xandazmulobisaTvis.

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aRniSnuli saqmis gacnobisTanave aSkara xdeba, rom win aris wamoweuli naTesauri urTierTobebi. kasatori warmoadgens mowinaaRmdege mxaris Zmis Svils. am SemTxvevaSi mxareTa Soris urTierTobaTa gaumjobesebam SesaZloa kargi Sedegi gamoiRos da mxareebma SeZlon SeTanxmebis miRweva. amitom mosamarTle pirvel rigSi unda Seecados mxareTa daaxloebas, rac SesaZlebelia miRweul iqnes mxareTa mier erTmaneTis interesebisa da problemebis gaTavisebiT. Tu mxareebi SeZleben daZlion erTmaneTis mimarT arsebuli piradi wyena, maT SeeZlebaT mosamarTlis daxmarebiT daayenon sakuTari Tavi mowinaaRmdegis adgilas da dainaxon sinamdvile misi TvaliT. aseTi midgomis wyalobiT, mxareebi SeZleben erTmaneTis interesebSi ukeT garkvevas. rodesac orive mxare udrekad dgas Tavis poziciaze da yuradRebas amaxvilebs mxolod wina planze gamoxatul interesebze, maSin aseTi midgomiT TiTqmis SeuZlebelia SeTanxmebis miRweva, vinaidan aq yvelaferi kategoriulad ewinaaRmdegeba erTmaneTs. poziciebisaTvis brZola hgavs garkveuli faseulobebisaTvis davas, rogoricaa, magaliTad, simarTle da sicrue, sadac gamoricxulia kompromisi marcxis gareSe. aRniSnulis gamo, miTiTebuli saqmis ganxilvisas, mosamarTlem procesis monawileTa erTmaneTTan dasaaxloveblad Tavidanve daiwyo mxareTa interesebis gamokvleva, raTa SemdgomSi SeZleboda maTi mxareebTan erTad ganxilva. is interesebi, rac mxareebs dafiqsirebuli aqvT sarCelSi an SesagebelSi, TiTqmis yovelTvis arasakmarisia davis ganxilvisas, amitom mosamarTle Seecada socialuri kompetenciis daxmarebiT Tavad gamoevlina mxareTa dafaruli interesebi. am saqmeSi mosamarTlem gaiTvaliswina, rom adamianebs aqvT garkveuli ZiriTadi moTxovnilebebi da Rirebulebebi, romlebic dgas maTi poziciebis miRma. igi Seecada ar daeSva, rom davis ganxilva gadaqceuliyo poziciebisaTvis brZolad. aRniSnul saqmeSi sadavo iyo binis 1/2 nawilze sakuTrebis ufleba. daviT iaSvili edaveboda kasator maia iaSvils binis 1/2-s da iTxovda TanamesakuTred cnobas. saqmis garemoebebidan gamomdinare, d. iaSvili 1985 wlidan aRar cxovrobda sadavo binaSi, romelic m. iaSvils gadaeca d. iaSvilis ZmasTan _ aw gardacvlil gia iaSvilTan dadebuli samisdReSio rCenis 110

xelSekrulebis safuZvelze. kasatoris gancxadebiT, g. iaSvili cxovrobda marto, igi daregistrirebuli iyo, rogorc socialurad daucveli piri da iRebda Semweobas. mosamarTle Seecada gamoevlina mxareTa dafaruli interesebi. Sedegad Sedga interesTa cxrili Semdegi saxiT: kasatoris interesebi

mowinaaRmdege mxaris interesebi

_ mTlian binaze sakuTrebis uflebis SenarCuneba;

_ binis 1/2 nawilze TanamesakuTred cnoba;

_ ar darCes motyuebuli;

_ ar darCes motyuebuli;

_ gaweuli fuladi Tanxebisa da Zalisxmevis dakargvis SiSi;

_ sargeblis miRebis survili;

_ axlo naTesavTan Serigeba.

_ naTesavis dakargvis Tavidan acileba.

aRniSnuli cxrilis mixedviT rTulad, magram mainc SesaZlebelia Tanmxvedri interesebis gamonaxva. mosamarTlem cxrilis meSveobiT daadgina, rom orive mxare iRwvis princi pebis dacvisa da TviTpativiscemisaken. d. iaSvils surs sargeblis miReba binidan, romelSic Cawerilia, xolo m. iaSvils ar surs fuWad Caiaros mis mier binis misaRebad g. iaSvilis movlisaTvis daxarjulma Tanxebma da Zalisxmevam. es ori interesi TiTqos ewinaaRmdegeba erTmaneTs, magram, Tu kargad davakvirdebiT SesaZlebelia orive mxarisaTvis sasargeblo gamosavlis povna. mxareebi Tavidan mtkice uars acxadebdnen morigebaze. isini ar cdilobdnen erTmaneTis interesebis gaTavisebas da davas poziciebze agrZelebdnen. mosamarTle Seecada ar ayolodnen isini erTmaneTis kritikas, raTa ar Cabmuliyvnen poziciebiT vaWrobaSi. erTmaneTisagan Tavis dacva mxolod ketavs da aSorebs mxareebs. mosamarTles didi Zalisxmeva sWirdeba, rom mxareebs aaridos erTmaneTis Tavdasxma da maTi es energia mimarTos problemebis gadasaWrelad. mosamarTlem mxareebs dausva kiTxvebi, romlebic daexmara maT ara marto erTmaneTis, aramed sakuTar interesTa gacnobierebaSi. kiTxvebi SerCeuli iyo didi sifrTxiliT. 111

mosamarTle cdilobda ar daesva ramodenime kiTxva erTdroulad da dasmuli kiTxvis Semdeg didxans SeenarCunebina siCume, raTa mxares hqonoda sruli pasuxis gacemis SesaZlebloba. adamianebs aqvT tendencia arakomfortulad igrZnon Tavi siCumeSi, gansakuTrebiT maSin, roca sakuTari pasuxi ar akmayofilebT. mosamarTle Seecada, Seecvala mxareTa perspeqtiva warsulidan awmyosaken. man gaafrTxila mxareebi, rom saqmeze arsebuli garemoebebis gaTvaliswinebiT ar ikveTeboda romelime mxaris upiratesoba da amitom SeuZlebeli iyo winaswar imis gansazRvra, Tu vin moigebda da vin waagebda davas. mosamarTlem ganmarta, rom orive mxare idga yvelafris dakargvis saSiSroebis winaSe. mosamarTlem urCia mxareebs gaecnobierebinaT, rom erTaderTi SesaZlebloba danakargebis minimumade dasayvanad iyo morigeba. man mxareebs ganumarta, rom am davaSi saqme ar exeba mxolod erT konkretul sagans, aramed interesTa mravalferovnebas, romlebic mxareTaTvis sxvadasxvagvarad aris mniSvnelovani. mosamarTlem mxareTa yuradReba gadaitana maT interesebze da droebiT CamoaSora isini poziciebze davas. man ganumarta kasators, rom, Tu mowinaaRmdege mxare srulad daikmayofilebda sakuTar interess, risi SesaZleblobac sakmaod didi iyo, igi dakargavda binis misaRebad gaRebul mTel Tanxasa da Zalisxmevas, xolo mowinaaRmdege mxares ganumarta, rom, miuxedavad pirvel or instanciaSi gancdili marcxisa, kasatori sakmaod damajereblad icavda sakuTar interesebs da winaswar davis dasrulebis Sedegze veravin iqneboda darwmunebuli. mosamarTlem SeTavaza mxareebs, rom Tavad sasamarTlo Seadgenda morigebis pirobebs da Semdeg mas mxareebi ganixilavdnen. morigeba moxdeboda mxolod im SemTxvevaSi, Tu pirobebi orive mxares daakmayofilebda. mosamarTlem ganmarta, rom mocemul SemTxvevaSi SesaZlebeli iyo TiToeul mxares mieRo is, rac undoda, magram mas meore mxarisaTvis unda gadaexada kompensacia. mosamarTlem aseve ganmarta, rom morigebisas ar xdeba mxareTa interesebis sruli dakmayofileba da amitom es kompensacia ver iqneboda zustad is sargebeli, rasac mxareebi Tavidanve iTxovdnen. mxareebi mainc eWvis TvaliT uyurebdnen morigebis SesaZleblobas, radgan orive maTgani darwmunebuli iyo sakuTar simarTleSi. mosamarTlem 112

ganmarta, rom morigebis mcdelobis uSedegod damTavrebis SemTxvevaSi, dava Cveulebrivad gagrZeldeboda da sasamarTlo gamoitanda Sesabamis gadawyvetilebas, amitom morigebis mcdelobiT mxareebi arafers kargavdnen. sasamarTlom Seadgina morigebis proeqti da warudgina igi pesimisturad ganwyobil mxareebs. mxareebma daiwyes gegmis kritika. am kritikis gaTvaliswinebiT, gegmis garkveuli punqtebi Seicvala da ase gagrZelda saboloo Sedegis miRwevamde. mxareebi am dros ar amboben uars sakuTar interesebze, magram arc kamaToben. isini erTad ganixilaven gegmas da erTad ayalibeben morigebis pirobebs. yoveli SeniSvnis Semdeg, mosamarTle cdilobda gaego, ris safuZvelze iTxovda mxare morigebis pirobis Secvlas. igi cdilobda, gaerkvia warmoadgenda Tu ara es safuZveli obieqtur kriteriums. mosamarTle Seecada mxareebisaTvis aexsna, rom punqtebi ver Seicvleboda maTi neba-survilis gaTvaliswinebiT, radgan morigebis pirobebi unda yofiliyo samarTliani orive mxarisaTvis, amitom mxareebi cdilobdnen kritikasTan erTad saTanadod daesabuTebinaT TavianTi mosazreba. sabolood mosamarTlem Seadgina gegma da SeekiTxa mxareebs Tanaxma iyvnen Tu ara isini. mxareebi mTeli am drois ganmavlobaSi ibrZodnen ara erTmaneTis winaaRmdeg, aramed erTad _ morigebis pirobebis Sesadgenad. swored amis gamo, maT gacilebiT ufro gauioldaT am pirobebze daTanxmeba.

Sedegad mxareTa Soris miRweul iqna morigeba Semdegi pirobebiT: 1. maia iaSvili daviT iaSvils 2010 wlis 10 Tebervlamde gadauxdis 10 000 (aTi aTas) aSS dolars; 2. daviT iaSvili Tanaxmaa, maia iaSvilisagan 2010 wlis 10 Tebervlamde miiRos 10 000 (aTi aTasi) aSS dolari; 3. morigebiT mxareebs Soris mocemul saqmeze saqmis warmoeba wydeba da amave mxareebs Soris dava amave saganze da amave safuZvlebiT ar daiSveba; 4. mxareTaTvis cnobilia, rom morigebis pirobebis Seusruleblobis SemTxvevaSi moxdeba iZulebiTi aRsruleba. Tanxis dafarvamde binaze dadebuli yadaRa ar uqmdeba.

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saqarTvelos uzenaesi sasamarTlo Tbilisi 0110, Zmebi zubalaSvilebis q. #32 tel.: (995 32) 985172 www.supremecourt.ge

The Supreme Court of Georgia 32, Br. Zubalashvili str., Tbilisi 0110, Tel.: (995 32) 985172 www.supremecourt.ge

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