Pogajanja: je v življenju kaj drugače kot v poslu?

• Nič osebnega…

“During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.” Brian Koslow (trener poslovnih veščin)

Profesionalno …

“The most difficult thing in any negotiation, almost, is making sure that you strip it of the emotion and deal with the facts. And there was a considerable challenge to that here and understandably so.”
Howard Baker (najuspešnejši US senator pri sklepanju kompromisov, sprejemanju zakonov in mirovnih pogajanjih)

Podlaga za taktiko je preprosta…

“Negotiation in the classic diplomatic sense assumes parties more anxious to agree than to disagree.”
Dean Acheson (Trumanov državni sekretar, Marshallov plan, hladna vojna, NATO)

Ne porazi nasprotnika!

“If I should ever be captured, I want no negotiation – and if I should request a negotiation from captivity they should consider that a sign of duress.”
Kissinger, Henry A (državni sekretar (Nixon, Ford), otoplitev odnosov s SZ in Kitajsko, Nobelova nagrada za pogajanja za končanje vojne v Vietnamu)“Only free men can negotiate. Prisoners cannot enter into contracts.“ Nelson Mandela

Štej do deset…

“This is a classic negotiation technique. It’s a gentle, soft indication of your disapproval and a great way to keep negotiating. Count to 10. By then, the other person usually will start talking and may very well make a higher offer.” Bill Coleman (trobentač)

Ne zapravi prednosti…

“Don’t bargain yourself down before you get to the table.” Carol Frohlinger (Nice Girls Just Don’t Get It; zagovornica pogajanja žensk v doseganju največ iz zasebnega in poslovnega potenciala)

Srečajva se na sredini…

“The most important trip you may take in life is meeting people half way.” Henry Boyle (angleški državnik)“The fellow who says he’ll meet you halfway usually thinks he’s standing on the dividing line.” Orlando A. Battista (kanadski kemik in pisatelj)

Odločno, a zmerno z ostrino…

“Never cut what you can untie.” Joseph Joubert (pianist)

Nič ne bo podarjenega…

“In business, you don’t get what you deserve, you get what you negotiate.” Chester L Karrass (avtor istoimenske knjige)

Bolje preprečiti kot…

“Let us move from the era of confrontation to the era of negotiation.” Richard M. Nixon (ameriški predsednik)

Stališče ali izhodišče

“If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.” Harri Holkeri (finski državnik)

WIN-WIN… Partnersko z dobavitelji…

“If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.” Marvin Levin (nepremičninski posrednik)

Tišina naj bo vaš zaveznik – poslušajte, „poslušajte“…

“Never forget the power of silence, that massively disconcerting pause which goes on and on and may last induce an opponent to babble and backtrack nervously.” Lance Morrow (esejist, Time Magazin)

NE? JA?

“The single and most dangerous word to be spoken in business is no. The second most dangerous word is yes. It is possible to avoid saying either.” Lois Wyse (novinarka, Life, Vogue, Cosmopolitan)

Pogajalec naj bo vsestranski

“A negotiator should observe everything. You must be part Sherlock Holmes, part Sigmund Freud.” Victor Kiam (CEO Remington, Ronson, lastnik ragbi moštva New England Patriots)

Diplomacija…

“Diplomacy is the art of letting someone else have your way.” Sir David Frost (novinar, komedijant, pisatelj)

Jeza ni za v pogajanja…

“Anger can be an effective negotiating tool, but only as a calculated act, never as a reaction.”
Mark McCormack (odvetnik, pisatelj in športni agent, ustanovitelj Int. Mngm. Group)

Ključno…

“Place a higher priority on discovering what a win looks like for the other person.” Harvey Robbins (Why teams don‘t work – nagrada Financial Times)

Je v življenju kaj drugače?

“There’s no road map on how to raise a family: it’s always an enormous negotiation.” Streep, Meryl (igralka)

Vir izrekov: AGBeat.com.