Domov > Prodaja > 7 UBIJALSKIH NASVETOV, DA POSTANETE SUPER POGAJALEC

7 UBIJALSKIH NASVETOV, DA POSTANETE SUPER POGAJALEC

12. 12. 2016

Od nekdaj je veljalo, da kdor se zna dobro pogajati vedno »dobro skozi pride«. Ne samo v poslu, temveč tudi na drugih področjih življenja. Pri tem so mnogi prepričani, da se dober pogajalec že rodi. To seveda ne drži, saj so pogajanja veščina, ki se jo lahko naučimo, tako kot npr. vožnjo z avtomobilom.

V nadaljevanju vam bom predstavil 7 nasvetov, ki vam lahko pomagajo, da boste svoje pogajalske spretnosti izboljšali … Če se boste teh nasvetov le držali 🙂

1. nasvet: Nikoli ne recite »Ni problema«, ko soglašate z nekim predlogom.

Vsakič, ko se strinjate s predlogom druge strani, ji dajte občutek, da je pridobila nekaj zelo vrednega, zelo dragocenega. Če rečete »Ni problema«, druga stran ne dobi občutka, da vas je to nekaj stalo, in niti, da je to za njih velik dosežek.

Oboje pa ima samo en rezultat: slabši pogajalski položaj za vas. Zato nikoli ne recite “Ni problema”. Ravno nasprotno. Drugi strani dajte občutek, da ste se morali konkretno potruditi, da ste ji lahko ugodili. Da je bilo to zelo težko. Tako boste za nadaljevaje pogajanj v veliko boljšem položaju.

2. Nikoli se ne odrecite nečemu v zameno za nič

Pogajanja so trgovanje z vsem, kar imate. Ko z nekim predlogom soglašate, vedno dodajte nek pogoj – nekaj, kar želite v zameno, po možnosti z višjo vrednostjo. Uporabljajte pogojnike kot npr.: »Če lahko naredite X za nas, potem bomo mi naredili Y za vas«. Nikoli ne dajte ničesar v zameno za nič. Vedno vprašajte nekaj v zameno.

3. Nikoli ne bodite prvi, ki soglaša s pomembno zadevo

Če se boste takoj strinjali z določenim predlogom, boste drugi strani dali občutek, da si ponujeno zelo želite. To pa bo oslabilo vaš pogajalski položaj. Soglašajte z manjšimi zadevami, da se bodo pogajanja začela premikati. To je popolnoma sprejemljivo. A nikoli ne sprejmite prve ponudbe, ki vam jo ponudi druga stran.

4. Naj ima molk dober učinek. Več poslušajte kot govorite.

listening_good

Nadzorujte svoja čustva. Če je nekdo podal neracionalen zahtevek, ne zagrabite »za vabo«, ampak ostanite tiho nekaj sekund. Zgodilo se bo, da bo druga stran ponovno pretehtala ali začela upravičevati svoj zahtevek.

5. Prepričajte se, da obe strani razumeta, kaj sta se dogovorili

Med pogajanji si zapisujte soglasja, ki ste jih dosegli ter s katerimi sta se obe strani strinjali. Občasno se ustavite in naredite povzetek stanja/dogovora. Obnovite, kaj ste se doslej dogovorili. Nič ni bolj nesmiselno kot to, da se dobro pogajate, potem pa se kasneje izkaže, da dejansko sploh niste dosegli konsenza in da si vsaka stran rezultat pogajanj razlaga po svoje.

6. Nikoli naj vas ne bo strah vprašati za nekaj, kar si želite ali potrebujete

Če ne vprašaš, ne dobiš. Pustite si manevrski prostor. Zapomnite si, da obstajata samo dve vrsti ljudi: tisti, ki se pogajajo, in tisti, ki se ne. In zato obstajata za vsako zadevo dve ceni: ena je za tiste, ki se pogajajo, druga pa za tiste, ki se ne.

7. Veliko časa posvetite PRAVI pripravi na pogajanja

Zberite čim več informacij, saj informacije danes predstavljajo moč. Pred sestankom razdelajte svoj izhodiščni položaj in svoj zaželeni cilj. Razmišljajte tudi o svojem »planu B« – tem boljši je ta, tem lažje se boste pogajali. Pripravite si cilje, ki jih želite doseči s pogajanji. Predvsem pa ne pozabite čim bolje raziskati, kaj je tisto, kar želi druga stran – kaj so njene prioritete, kaj ji je pomembno. To je tisto, kar vam daje največ moči v pogajanjih – poznavanje interesov in ciljev druge strani.

In za konec … zapomnite si:

Če se pogajate s strankami ali dolgoletnimi poslovnimi partnerji, je ohranjanje odnosa bistvenega pomena. Da obdržite odnos je bolj pomembno to, KAKO popustite, kot pa PRI ČEM popustite. Poskusite doseči prijateljski, pameten in pravičen (nepristranski) dogovor, tako da imata obe strani občutek, da sta se dobro spogajali. Prizadevajte si, da s pogajanji okrepite dolgoletna razmerja, ne pa da jih krhate.

Avtor: Derek Arden

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Author

  • Derek Arden

    Derek Arden je profesionalni pogajalec ter predavatelj, ki sodi v sam svetovni vrh strokovnjakov na področju poslovnih pogajanj. Pogajanja je študiral na Harvard Business School, kot profesionalni pogajalec pa pomaga svojim strankam pri pomembnih pogajanjih doseči čim boljše rezultate. V tem okviru je svetovalec uprave petih podjetij, njegov največji posel, pri katerem je sodeloval kot pogajalec, je bil vreden 3,5 milijarde EUR. Znan je tudi kot odličen govornik, ki zna svoje znanje na udeležence seminarjev prenesti z energijo, jasnostjo in obilico humorja.

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