17 Kondirakiti Negotiation Strategies yeZvibvumirano Zvakasimba

Nzira dzekutaurirana dzemakondirakiti ndiwo anodzokororwa matekiniki nemitemo yesarudzo yaunoshandisa pamberi, panguva, uye mushure metafura yekutaurirana kuchengetedza mazwi anodzivirira kukosha, kutonga njodzi, uye kuchengetedza hukama hwakasimba. Kudziziva kunokosha nekuti madiki emazwi tweaks anogona kushandura mamirioni uye kuona kana chibvumirano chinoramba chichiongororwa. Pazasi iwe unowana gumi nenomwe-akaedzwa matekiniki aunogona kutanga kushandisa nhasi.

Chibvumirano chakasimba chakajeka, chinogoneka, chakadzikama, uye chakagadzirirwa kubvisa zvinoshamisa. Zvakadaro vazhinji vanotaurirana vanokwira pamusoro pekusaenzana kwemvumo, dense legalese, ticking wachi, kana kutya kusiya mari patafura. Kunyangwe iwe uri kupedzisa chibvumirano chevatengesi, kunyoreswa kweSaaS, kana kudyidzana, izvo zvipingamupinyi zvinopedza nguva nekunaka.

Iri kuuya bhuku rekutamba rinotarisana nemarwadzo ega ega musoro-pamusoro, kusanganisa pfungwa dzakasimbiswa dzakadai seBATNA ne5 C's ine pragmatic matipi anotorwa kubva kune yekutengeserana mutemo tsika-funga live redling, data-backed anchors, uye contingency clauses inochinjika nekushanduka kwemusika. Verenga kuti uzvishongedze nezvishandiso zvinoshandura hurukuro dzakasimba kuita zvibvumirano zvakasimba, zvine remangwana.

1. Rondedzera Zvinangwa Zvako uye Zvisiri Kukurukurirana

Usati wadzima redlines, pinza pasi kuti budiriro inotaridzika sei. Muchidimbu, muchidimbu unogona kugovaniswa unochengeta manzwi emukati akabatana uye unodzivirira kukukurwa kweminiti yekupedzisira kana dzvinyiriro ichikwira.

Tsanangura zvinangwa zvinoyerwa usati wagara patafura

Shandura zvinyorwa zvezvishuwo kuita zvinangwa zveSMART: Zvakananga ("12-mwedzi temu ine otomatiki 1-gore kuvandudzwa"), Measurable ("€50 k pagore chivharo pamhosva"), Zvinogoneka, Zvinoenderana nehurongwa hwakakura, uye Nguva-inosungirwa. Kamura chidimbu chimwe nechimwe kuita mabhakiti ekuti "zvinofanira-kuve" kana "zvakanaka-kuve-zvine". Iko kuronga kwepfungwa kunoita kuti iwe utengese zvinotenderedza - toti, yekubika fomati - pasina kubata epakati dziviriro senge IP muridzi kana kuchengetedzwa kwekubhadhara.

Gadzira sarudzo yemukati matrix

Mepu zvinokosheswa nemeso kuitira kuti nhengo dzechikwata dzione kutengeserana pakare:

Goverana vhezheni yakagadziridzwa nemumwe kuti ukurumidze kubvumirana uye kuratidza pachena - kazhinji inobvisa brinkmanship isati yatanga.

2. Tsvakurudza Counterparty uye Market Context Zvakakwana

Magadzirirwo anofambiswa negadziriro yenhaurirano dzekondirakiti anotanga nekuziva. Kunzwisisa kuti ndiani agere pakatarisana newe - uye nemamiriro ekunze ehupfumi hwavanoshanda mairi - inokuita kuti ugadzire zvikumbiro zvinonzwika uye kuona kusimudzira usati wataura.

Unganidza hard data uye soft intel

Dhonza mishumo yegore negore, kuburitswa kwenhau, uye nzvimbo dzekutenga nhamba, wobva watarisa LinkedIn, Glassdoor, uye madhoketi ematare etsika nemarwadzo. Tarisa masaini-yechina-yekupedzisira-yekutengesa tarisiro, rangarira zvinonyadzisa, kutenderera kwemari kuri kuuya-izvo zvinoshandura muzvakanaka zvenguva kana kushanduka kwemitengo.

Mepu zvaunofarira, kwete zvinzvimbo chete

Kana vakasimbirira pamazuva ekubhadhara kwemazuva makumi matatu, tsvaga kana kuonekwa kwemari-kuyerera, kwete kumhanya, kuri kuvatyaira; kupa mainvoyisi akatarwa kunogona kuvhura zvibvumirano kune imwe nzvimbo.

3. Gadzira Yakasimba Yekutanga Draft Kuisa Agenda

Ani nani anoisa bepa rekutanga patafura anoumba nhaurirano. Dhizaini yakanyatso kurongeka inova iyo yakasarudzika nzira iyo mativi ese ari kuita kwairi, achisimudzira nharo munzvimbo yawakatove nemepu.

Sei kunyora kunotanga kuunza kusimba

Zvidzidzo zveEmpirical zvinoratidza 60-80 % yemazwi ekutanga anopona kusaina. Nemutauro wakasimba uye kurongeka kwechirevo, unotsanangura "zvakajairika" uye unomanikidza mumwe mubato kuti apembedze shanduko yese pane kuti iwe uite nharo pane zvese zvinosanganisirwa.

Zvinhu zve "robust" dhizaini

• Tsanangudzo dzakajeka dzinobvisa grey zones
• Yakaenzana njodzi yekugovera (zviyero zvivharo, indemnities)
• Mamiriro chaiwo uye zvinokonzeresa kubhadhara
• Yakavakwa-mukati kugadzirisa gakava uye Dutch inotonga-mutemo clause
• Mutauro wakapfava, unoverengwa — mitsara mipfupi, izwi rinoshanda — kucheka njodzi yematare

Tanga zvakasimba uye nhaurirano zhinji dzinova kugadzirisa pane kuita mutsimba.

4. Shandisai BATNA Mindset

Funga nezveBATNA yako—Nzira Yakanakisisa Yekutsiva Chibvumirano Chinokurukuriranwa— separachuti inofambiswa netsoka ; kana yasimba, kupererwa netariro kunopera.

Nzwisisa uye enzanisa Yako Yakanakisa Alternative kune Chibvumirano Chinotaurirana

Nyora zvese zvinogoneka sarudzo kana hurukuro dzikadonha-vane mamwe vatengesi, kuvaka-mumba, kunonoka kutenga. Batanidza nhamba: mutengo, nguva, njodzi. Shandura hunhu hwepamusoro kuita maeuro pazvinogoneka; kuenzanisa kwespredishiti kunojekesa kuti yakawanda sei imba yauinayo.

Simbisa BATNA yako usati wataurirana

Simudzira iyo parachute kutanga: unganidza makotesheni emukwikwidzi, wedzera nguva, kana kuvaka kushomeka kwemumba. Yese nzira inofanana inosimudza kukosha kweBATNA, inosimbisa chivimbo, uye inoudza mumwe waunokwanisa kufamba kubva kuchibvumirano chisina kuenzana.

5. Shandisa 5 C's Framework (Kujeka, Kukurukurirana, Kudyidzana, Kubvumirana, Kuzvipira)

Kana nhaurirano dzavhiringika, ma5 C anopa nzira dzekutaurirana kwekondirakiti yako yakapfava, isingakanganwike yekutarisa inochengeta simba rekuvaka dhiri rinogara pane kupfupika pamusoro pekutaura.

Dzvanya imwe neimwe "C"

• Kujeka - tsanangura zvinounzwa, misi, mazwi akakosha.
• Kukurukurirana - ratidza kufunga kuseri kwechirevo chimwe nechimwe.
• Collaboration - co-draft yakaoma zvikamu zvinorarama.
• Compromise - package yekutengesa-offs zvakarongeka.
• Kuzvipira - chengetedza mvumo yekupedzisira yekusaina.

Shandisa 5 C's sechirongwa chemusangano

Sample agenda yakavakirwa pa5 C's:

6. Isa Pamberi Matambudziko Uchishandisa Trade-Off Matrix

Iyo yekutengesa-off matrix inovhenekera mwenje pane izvo zvinonyanya kukosha, ichikuita kuti utarise firepower uye kudonhedza zvinokanganisa.

Kuona kukosha maringe nemutengo wekutengesa

Sketch a two-axis grid: yako yekutanga (yakaderera-yakakwirira) paY, yavo pa X. Plot clauses; kumusoro-kurudyi kunoyera, kuzasi-kuruboshwe kunogona kushandiswa. Mufananidzo wacho unoratidza kushanda nesimba.

Ronga mikana yekugadzira log-rog

Shandisa diagonals: chinjana chimwe chinhu chavanoyera chakakwira / iwe chakaderera kune chimwe chinhu chaunoyera chakakwirira / ivo chakaderera. Mutengo maringe nehurefu hwenguva, IP varidzi maringe nekusarudzika kwenzvimbo — mapeya ekare. Dhizaini ine zvimiso mabundle ("Kana isu tikawedzera net-30 kune net-45, iwe unovharira bvunzo yekubvuma mumazuva maviri").

7. Anchor neData-Backed Opening Offers

Pfura kutanga-kwete nechisimba, asi nemazvo. Iyo yakamisikidzwa yekuvhura inopa inokwevera nhaurirano yakananga kunzvimbo yako yaunonongedza, kuchengetedza nguva uye kuchengetedza muganho.

Psychology ye anchoring effect

Tsvagiridzo kubva kuhunhu hwehupfumi inoratidza nhamba yekutanga inovimbika inova yekuziva yereferensi poindi; gare gare mabvumirano anotenderera iwo nhamba, apo mativi ese ari maviri achiziva kuti inopokana.

Vaka kuvimbika kuseri kwechibatiso

Isa anchor yako mune data inogoneka-yechitatu-bato mabhenji, kudzika kwemitengo kuparara, kuenzaniswa kwekutengeserana. Taura manyuko nezwi guru kana kuti muzasi kuti zvinzwe chinangwa, kwete chishuvo. Objective anchors inokoka counteroffers pane kuramba flat.

8. Shandisa 70/30 Active Kuteerera Rule

Uchishandisa mutemo we70/30, unoteerera 70% uye taura 30%. Chiyero ichocho chinoshandura misangano kuita misangano-yekuunganidza kwete monologues, zvichiburitsa zvinokosheswa nerimwe divi.

Sei kuteerera kunokunda kutaura mukutaurirana

Kunyarara kunokoka kuburitswa pachena; vanhu vanozadza mapeji neruzivo nezve nguva, kutya bhajeti, uye zvematongerwo enyika zvemukati-zvinyoro zvaunogona kushandisa gare gare kugadzira kuhwina-kuhwina masumbu.

Maitiro ekuteerera anoshanda

• Tungamira nemibvunzo yakavhurika (“sei,” “sei,” “ko kana”).
• Natsa mapfundo akakosha kuratidza kunzwisisa.
• Mirror mazwi ekupedzisira kuti akurudzire kuwedzera.
• Log zvibvumirano munguva chaiyo yekukurumidza kudzokorora.

9. Zvikumbiro zveFremu seKuwana Kuwana (“Win-Win”)

Kutarisa chete pamatengo emitengo mativi ese ari maviri mukukwevera-hondo. Nangidzirazve nhaurirano kune zvaunofarirana kuti uwedzere kukosha kwese-chiratidzo cheungwaru hwezvibvumirano zvekutaurirana mazano.

Shandura nyaya imwe chete kuita kugadzirwa kwekukosha

Bundle zvinosiyana-vhoriyamu, kumhanya kwekutumira, zvikwereti zvekushambadzira-saka kupa pane imwe axis kunopa mari kune imwe nzvimbo. Kuzvipira kwenguva refu kunovhura mutengo wakaderera uye waranti yakawedzerwa kune ese ari maviri.

Mutauro unoratidza kubatana

Kusarudzwa kwemashoko kunokosha: shandisa kukoka, kwete zvido.

• "Ko kana tikabatanidza kubhadhara kwebhonasi kune zvinangwa zvenguva?"
• "Ngationgororei kudzoserwa kwevhoriyamu mukutsinhana nekusaga."

10. Ita Strategic, Measured Concessions

Concessions ndiyo mari yekutaurirana, asi imwe neimwe mari inoshandiswa inofanira kukutengera chimwe chinhu chekongiri. Zvironge pachine nguva, zvibatanidze kune zvakanangana zvikumbiro, uye zvisunungure zvishoma kuti kupa kwese kunzwe kune chinangwa pane kupererwa.

Simba rekuwirirana

Vanhu vane waya kuti vadzosere nyasha; "kuhwina kudiki" kwakaverengerwa (semuenzaniso, hwindo rekutumira rinochinjika) rinosundidzira mumwe munhu kuti adzorere nemvumo yakakura, senge waranti yakawedzerwa kana matemi ekubhadhara ari nani. Shandisa iyi bias kuvhura kukosha pasina kupira zvakakosha.

Concession best maitiro

• Tengesa mukati kuwedzera: tanga nemafambiro akakura, wobva waita saizi yetaper kuratidza kamuri iri kudzikira.
• chitaridzi chero kupa - "Izvi zvakakosha kwatiri nekuti ..." - saka huremu hwayo hunozivikanwa.
• Bundle concessions zvakajeka Quid pro Quo zvikumbiro zvekuchengeta kuwirirana kuri pakati nepakati.
• Dzivisa kukanganiswa kwedivi rimwe kunogadzirisa zvakare hwaro hwekutanga uye kukoka kuenderera mberi.

11. Dzora Nguva Yekutaurirana

Kumanikidzwa kwenguva kunogona kuita kana kuputsa kunyangwe chibvumirano chakanyatsoongororwa. Nekuronga karenda pane kuita chimwe chinhu kwairi, unoramba uchimhanya, unodzora zvibvumirano, uye unodzivirira kuvandira kweminiti yekupedzisira.

Isai mitsetse yakajeka uye nguva dzekupedzisira

Gadzira mini-Gantt ine mazuva ekudzokorora: yekutanga dhizaini, redline chikamu, exec sign-off. Igovera kumberi uye kiya mune vanoita sarudzo kuti udzivise mabhodhoro.

Shandisa nguva zvine hunyanzvi

Kunonoka kutenderera kwekutanga kuburitsa nyaya dzese, wobva wasimudzira kana mazwi ekutanga agadziriswa. Nguva yakatarwa yepedyo inowedzera kutarisa; ipa kukurumidza-track concessions chete mukutsinhana kukosha.

12. Manage Emotional Dynamics uye Toni

Kunyange kufunga kwakasimba kwedombo kunodonha kana hasha dzichikwira. Kudzora manzwiro saka idanho rekurukurirano rekondirakiti, kwete hunyanzvi hwekushongedza.

Ziva kutaurirana hot mabhatani

Tarisa mavanga ego, mazwi anoshamisa, kusaruramisira kunoonekwa, uye kunyarara kwenguva refu; imwe neimwe inogona kumutsa mhinduro dzekurwa-kana-ndege dzinokanganisa kufunga uye kutyaira zvibvumirano zvakaitwa chete kuti "zvimise."

Nzira dzekuita kuti hurukuro dzirambe dzichivaka

Shandisa mazwi asina kwaakarerekera, tungamira nemashoko ekuti “Ini”, ronga nguva diki dzekutonhodza, uye tungamira kupisa mukugadzirisa matambudziko akabatana: “Tose tingadzivirira sei pasi apa?” pachinzvimbo chokupomera.

13. Nyora Chibvumirano Chese Munguva Chaiyo

Hapana chinoburitsa kufarirwa nekukurumidza kupfuura ndangariro dzekurangarira izvo "zvakabvumiranwa". Bata zvisungo sezvazvinoitika kukiya chiyero uye kudzivirira inodhura rewinds.

Live redling vs

Akagovaniswa gore madokumi ane shanduko dzakateedzerwa rega mativi ese ari maviri aone kuiswa, kudzima, uye makomendi nekukurumidza. Kujeka kwekuona kunodzivirira kuchinjika kwakavanzika, kunoderedza vhezheni-kuvhiringika maemail, uye kunovheneka nyaya dzisina kugadziriswa munhu wese asati asaina.

Chengetedza gwaro renhaurirano

Chengetedza rakareruka spreadsheet kana tafura yekunyora zuva, clause, proposer, counter, uye chimiro. Makoramu mashanu anogadzira nzira inokwenenzverwa inoita kuti zvikwata zvirambe zvakabatana, zvinomisa 'memory kudonha,' uye inomhanyisa kubvumidzwa kwemukati.

14. Bata Chidzidzo-Nyaya Nyanzvi Pakutanga

Koka nyanzvi dzeku scoping, kwete mushure mekubhururuka kwe redlines; yambiro dzavo dzekutanga dzinokuchengetedza kubva pakuvimbisa izvo zviri pamutemo, zvemari, kana zvehunyanzvi hazvigoneke.

Zvemutemo, zvemutero, zvehunyanzvi, uye zvekutevedzera

Bhenji repakati rinowanzo sanganisira vanhu vanobata mabhenji akavanzika:

• IP Gweta - muridzi, indemnities
• Data-yakavanzika mukuru - GDPR chiyero
• Injiniya inotungamira - uptime specs

Dzivirira kutaurirana zvakare nekuda kwekunonoka kushamisika

Mutengi akapotsa mutemo wekutengesa kunze kwenyika; kunonoka kuwanikwa kwakamanikidza mutengo uzere kunyora zvakare mazuva asati asayina- inodzivisika, inodhura zvakare.

15. Kuvaka mu Flexibility pamwe Contingency Clauses

Misika inoshanduka, cheni dzekugovera dzinoputika, mitemo inoshanduka. Bika kuchinjika zvakananga muchibvumirano nekufanobvumirana izvo zvinoitika kana makiyi ekuisa akafamba. Contingency clauses inoshandura ramangwana risingazivikanwe kuita mitemo, kwete kurwa, saka chibvumirano chinopukunyuka kusagadzikana.

Ko mitsara yezviitiko zvinotaridzika sei

• Mutengo-kugadzirisa formula: New Price = Base Price × (Current Index ÷ Base Index) kuratidza kushanduka kwezvinhu.
• Force-majeure trigger: denda, cyberattack, kana kurambidza hurumende kunomira zvisungo pasina kutyora.
• Nhanho-mukodzero: mutengi anogona kutora subcontractor basa kana mutengesi akapotsa chiitiko chakakosha.

Kunyora nhungamiro

• Shandisa zvinokonzeresa, mazuva akatarwa, uye magadzirirwo enhamba-kusajeka kunobereka nyaya.

16. Pedzisa neMitemo Yakajeka, Yemutauro Wakajeka

Ese akangwara kondirakiti yekutaurirana mazano pamusoro anorasikirwa nesimba kana mazwi ekupedzisira akakora, echinyakare, kana kupokana. Vavarira mitsara uyo akadzidza asiri gweta anogona kuverenga kamwe uye kunzwisisa; kujekesa iko zvino kwakachipa pane kukwidza nyaya gare gare.

Sei mutauro wakajeka uchideredza njodzi yematare

Zvidzidzo zveSEC neUK Plain Language Commission zvinoratidza kuti zvibvumirano zvakanyorwa padanho rekuverenga reGiredhi-10 zvinosangana nemakakatanwa mashoma ekumanikidza uye zvinodudzirwa zvakanyanya nematare. Zvikamu zvipfupi, zviito zvinoshanda, uye nhamba dzekongiri zvinosiya nzvimbo shoma yekuvaka "kusika".

Rondedzero isati yasaina

• Mutemo unodzora nehutongi hwakasimbiswa
• Kubatanidza (entire-agreement) clause iripo
• Ziva zvigadziro nemakero eemail uye nguva yakatarwa
• Counterpart uye e-siginecha mabhuroko anoenderana Dutch mutemo
• Matemu akatsanangurwa akaongororwa kuti anoenderana here
• Mazuva, uwandu, uye mafomula (Price = Index × Volume) verified
• Marongero nezvinyorwa zvinotariswa nemazvo

17. Ita ongororo yePashure peKukurukurirana

Zuva rekusayina rinoratidza kutanga kwekushanda kwekondirakiti-kwete kupera kwekudzidza. Iyo yakarangwa post-mortem inoshandura ndangariro nyowani kuita kuvandudzwa kunodzokororwa, kudzikira remangwana kutenderera nguva uye kuwedzera kuhwina mitengo.

Bata zvidzidzo zvakadzidzwa

Rongedza maminetsi makumi matatu ekutaura mukati meawa makumi mana nemasere apo ruzivo rwakajeka. Shandisa gidhi reSWOT rinokurumidza—Masimba, Kusasimba, Mikana, Kutyisidzira—kurodha chakashanda, chii chakazvuzvurudza, pakabuda simba, uye izvo zvinoshamisa zvinorwadza.

Dyisa zviziviso mubhuku rekutamba

Gadziridza raibhurari yako yeclause, zvinzvimbo zvekudzokera shure, uye machati ebhenji nekukasira. Tagi chinhu chimwe nechimwe chine data yemhedzisiro (semuenzaniso, "chiremerera chivharo chakagadziriswa pa1.5 × kukosha kwekondirakiti") kuitira kuti inotevera timu yenhaurirano itange kubva kune dzakaratidzwa, data-rakapfuma matemplate.

Zvitsva Zvitsva

Kubudirira kwechibvumirano hakusi kwechikamu chimwe chete; iko kuwanda kwemaitiro ekurangwa pamberi, panguva, uye mushure menhaurirano.

• Seta zvibodzwa zveSMART uye tarisa zvisingaenderane.
• Tsvagurudza vanopikisa, misika, uye zvakavanzika zvinomanikidza.
• Tafura yekutanga, yakagadzirwa zvakanaka.
• Wedzera uye simbisa yako BATNA sarudzo.
• Mhanyai hurukuro kuburikidza neshanu C's lenzi.
• Shandisa trade-off matrix kuronga nyaya.
• Tungamira neakavimbika, data-yakavakirwa zvinopihwa.
• Teerera 70%, taura 30% yenzwisiso.
• Frame proposals sezvikwaniriso zvakabatana, kwete zvinodiwa.
• Kutengeserana kuyerwa zvibvumirano; nyora chese chekupa nekutora.
• Iva muridzi wenguva ine zviitiko zvakagovaniswa.
• Chengeta manzwiro ako nemutauro usina kwawakarerekera.
• Zvinyorwa zvibvumirano zvinogara uye zvinyorwa zvekuchinja.
• Loop in nyanzvi kare kuti udzivise kushanda zvakare.
• Isa zvisungo zvezviitiko zvekusagadzikana kwemusika.
• Pedzisa mumutauro wakajeka, wakajeka wekusimbisa.
• Debrief mukati memaawa makumi mana nemasere uye gadzirisa mabhuku ekutamba.

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