Munyika ine simba yebhizinesi, kutaurirana kuri kwese uye kunokosha. Kungave kuwana zvibvumirano zvakanaka, kugadzirisa kusawirirana, kana kukurudzira kudyidzana, nhaurirano ndiyo nzira yekufambira mberi.
Kukurukurirana kunopa mabhizinesi simba rekufamba nematambudziko akaomarara, kubata mikana, uye kugadzira anokunda-kukunda mamiriro.
Nekudaro, mhando dzakasiyana dzemamiriro ezvinhu dzinogona kuda kugamuchirwa kwemamwe marudzi enhaurirano. Saka, ndeapi marudzi akasiyana enhaurirano musangano?
Muchinyorwa chino, tinovavarira kujekesa pane gumi akasiyana mhando dzemazano ekutaurirana nemisimboti yavo yakakosha yekutsvaga iyo yakanakisa kuenderana nesangano rako riri kuuya bhari.
Zviri Mukati
- Chii chinonzi Negotiation uye kukosha kwayo?
- Ndeapi marudzi gumi eKukurukurirana uye mienzaniso?
- Nzira yekushandisa sei kutaurirana kunobudirira?
- Mibvunzo Inonyanya Kubvunzwa
- Bottom Line
Mazano eKuroorana Zvirinani
- Mazano ekutaurirana
- Contract negotitation
- Principled negotiation
- Distributive bargaining
- Integrative negotiation
- Kudzidziswa kwehunyanzvi hwekutaurirana
Batirana Zvirinani Mumharidzo Yako!
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🚀 Gadzira Masiraidhi Emahara ☁️
Chii chinonzi Negotiation uye kukosha kwayo?
Nhaurirano inzira ine simba uye inodyidzana iyo inoreva mapato maviri kana anopfuura ari munhaurirano nenhaurirano kuti asvike pachibvumirano chinogutsa kana kugadzirisa.
Nezvakanakira zvakawanda, kutaurirana kunogonesa mabhizinesi ku:
- Gadzirai kudyidzana kwakasimba
- Dhiraivha kukura uye innovation
- Wana madhiri akakwana
- Gadzirisai kusawirirana
- Kurudzira kubatana
Ndeapi marudzi gumi eKukurukurirana uye mienzaniso?
Yave nguva yekutora kunzwisisa kwakadzama kwemhando dzakasiyana dzekutaurirana zano. Chimiro chega chega chinouya nemimwe misimboti yakakosha nemienzaniso yenguva yekushandisa.
#1. Distributive Negotiation
Nhaurirano dzenhaurirano, kana kuti kukunda-kurasikirwa kwenhaurirano, ndeimwe yemhando dzinonyanya kufarirwa dzenhaurirano apo mapato anobatanidzwa anonyanya kunangana nekutora chikamu chikuru chinobvira chezviwanikwa zviripo kana kuzadzisa zvinangwa zvavo pachavo.
Inoratidzwa nemafungiro emakwikwi akasimba, mukati memaitiro enhaurirano, "fixed-pie" nhaurirano, kana Zero-Sum Game zvichireva kuti chero kuwana kwebato kunokonzeresa kurasikirwa kunoenderana kune rimwe bato.
Semuyenzaniso, mhando dzenhaurirano dzakaita senzira yekugovera dzinogona kushandiswa zvine hungwaru mune mamwe mamiriro ezvinhu, akadai senhaurirano dzemitengo, maokisheni, kana paine zviwanikwa zvishoma.
#2. Integrative Negotiation
Imwe yemhando dzakanakisa dzekutaurirana, Integrative negotiation, inonziwo mushandirapamwe kana kuhwina-kuhwina bhizinesi negotiation tactics, zvakapesana neDistributive negotiation. Iyi nzira inotevera nzira yekushandira pamwe inonangana nekutsvaga mhinduro dzinobatsira uye kuwedzera kukosha kwese kune mapato ese anobatanidzwa. Inotarisira kugadzira zvibodzwa apo mativi ese ari maviri anogona kuzadzisa zvinangwa zvavo uye kugadzirisa zvavanofarira.
Semuyenzaniso, kubatanidza mhando dzenhaurirano dzinoshanda pakubata nehukama hwenguva refu kana kutarisira kusangana kweramangwana pakati pemapato mazhinji, sekudyidzana kwebhizinesi, hukama hwevatengesi-mutengi, kana hukama hwemushandi nemushandi.
#3. Kudzivisa Kukurukurirana
Kudzivisa nhaurirano, dzinozivikanwawo senzira yekudzivisa, imhando dzenzira yekutaurirana apo mumwe kana mapato maviri anosarudza kunzvenga kana kunonoka kupinda munhaurirano zvachose. Pane kuti vashingairire kutsvaga kugadzirisa kana kusvika pachibvumirano, mapato anogona kusarudza kufuratira nyaya, kumbomisa nhaurirano, kana kutsvaga dzimwe nzira dzekugadzirisa mamiriro acho ezvinhu.
Semuyenzaniso, kana mapato achinzwa asina kugadzirira, kushaya ruzivo rwakakwana, kana kuda nguva yakawanda yekuunganidza data nekuongorora mamiriro ezvinhu, nzira dzekunzvenga nhaurirano dzinogona kunge dziri nzira yechinguvana yekubvumidza kugadzirira kwakakwana.
#4. Multiparty negotiation
Mapato akawanda (multiparty negotiation) zvinoreva nzira yenhaurirano inosanganisira mapato matatu kana anopfuura achishanda pamwechete kuti vawirirane kana kugadzirisa nyaya yakaoma. Kusiyana nenhaurirano dzemapato maviri, apo masangano maviri anopindirana zvakananga, nhaurirano dzemapato akawanda dzinoda kutonga masimba, zvido, uye kudyidzana pakati pevazhinji vanobatanidzwa.
Nhaurirano dzemapato akawanda dzinogona kuwanikwa mumamiriro akasiyana-siyana, akadai sedhipatimendi repasi rose, kudyidzana kwebhizinesi, kuronga nharaunda, kana kuita sarudzo dzehurumende.
#5. Compromising Negotiation
Kukanganisa imhando yenhaurirano inotevera nzira yepakati apo mapato ese ari maviri anoedza kusiya zvimwe zvikamu zvezvavanoda kuti vawane chibvumirano chese. Zvinoratidza kuzvipira kwebato rega rega kutsvaga zvinowirirana uye kugonesa zvinofarirwa nemumwe,
Mhando dzenhaurirano dzinokanganisa dzinowanzo shandiswa mumamiriro ezvinhu apo kuchengetedza hukama, kusvika pakugadzirisa panguva, kana kurova chibvumirano chakanaka kunoonekwa sekukosha.
#6. Kugarisana/Kubvuma Kukurukurirana
Kana vakurukuri vachiisa pamberi kuvaka kutenderana kwakasimba pakati pemapato ari kutaurirana uku vachideredza kusawirirana, vari kuita mhando yenhaurirano inogutsa. Nheyo yakakosha yemaitiro aya inotarisa pakusangana nezvido nezvido zvemumwe bato pane yako.
Mhando dzenhaurirano dzinowanzo shandiswa mune zvenguva refu bhizinesi kudyidzana, hurongwa hwekubatana, kana kubatana.
#7. Principled Negotiation
Pakati pemhando dzakawanda dzenhaurirano, nhaurirano dzine misimboti, dzinodaidzwawo kuti nhaurirano yakanangana nechido kana zano pamusoro pezvakanakira, iyo inonangana nekuona nekugadzirisa zvinofarirwa nezvido zvemapato anobatanidzwa. Yakagadzirwa naRoger Fisher naWilliam Ury mubhuku ravo "Getting to Yes."
Zvinhu zvina kunhaurirano inemusimboti mukati menhaurirano zvinosanganisira:
- tarisa zvido pane zvinzvimbo
- gadzira akawanda sarudzo
- ongorora maererano nezvinodiwa
- chengetedza kutaurirana kunobudirira
Kune imwe nguva, mhando dzakatemerwa dzemienzaniso yekutaurirana munzvimbo yebasa senge kutaurirana zvibvumirano, kudyidzana, kana kugadzirisa kusawirirana kwebasa.
#8. Power-based Negotiation
Zvakanyanya kufanana nemaitiro ekugovera ekutaurirana, pamwe nekubatanidzwa kwekushandiswa kwesimba uye pesvedzero kuumba mhedzisiro yenhaurirano, inonzi Power-based negotiation.
Mapato ari mumhando dzenhaurirano dzine simba dzinowanzotora chimiro chekusimbisa uye chinotonga. Vanovavarira kudzora masimba ekutaurirana uye vanogona kushandisa matekiniki akaita sekuita zvinodiwa, kuseta zvimiro, kana kushandisa matanho ekumanikidza kuwana mukana.
Mune zvimwe zviitiko, bato rinogona kushandisa maitiro ekukurukurirana ane simba kana chinzvimbo chavo kana zita ravo zvichigona kuita simba kune rimwe bato.
#9. Team Negotiation
Nhaurirano dzechikwata dzakajairika nemadhiri makuru ebhizinesi. Mumhando dzenhaurirano, nhengo dzakawanda dzinomiririra chido chimwe chete dzinotaurirana pamwe chete nemamwe mapato anobatanidzwa. Zvinogona kusanganisira kusvika pakubvumirana panyaya dzakakosha, kuona matangi enhaurirano, kana kuongorora zvibvumirano zvakarongwa.
Mamiriro ezvinhu angangoda nhaurirano yechikwata senge madhiri ebhizinesi, nhaurirano dzevashandi, kana kudyidzana pakati pesangano.
#10. Emotional Negotiation
Kukurukurirana kwepfungwa kunotanga nekuziva uye kunzwisisa manzwiro ako uye manzwiro emumwe bato. Izvi zvinosanganisira kuziva kuti manzwiro anogona kukanganisa sei kuita sarudzo uye nzira yekutaurirana.
Munhaurirano dzepfungwa, vatauri vanowanzokwiridzira kutaura nyaya, vachishandisa zvinyorwa zvemunhu, kana kukwezva senzira dzekunyengetedza uye kukwezva kwemanzwiro kupesvedzera mamiriro emumwe. kuita sarudzo.
Related: Emotional Intelligence muHutungamiri | Gadzira Zvinobudirira muna 2023
Nzira yekushandisa sei kutaurirana kunobudirira?
Nhaurirano haisi nzira imwe chete uye inogona kusiyana mumatanho nemaitiro zvichienderana nemamiriro ezvinhu, tsika, uye maitiro emapato anobatanidzwa. Mhando dzakasiyana dzekutaurirana dzinotungamira kune mhedzisiro dzakasiyana. Nekudaro, zvakakosha kushandisa musanganiswa wekutaurirana munhaurirano kuti uwane zvibvumirano zvakanakisa. Tenzi iyi mitemo mishanu yekutaurirana senge pro:
- Kutsvaga yakanakisa imwe nzira kune chibvumirano chekutaurirana (BATNA), inova nzira yechiito yauchatora kana pasina chibvumirano chasvika.
- Kusanganisira kutaurirana uye kutengeserana, kuve nechokwadi chekuti mapato anobvumirana kana kuchinjana zvinopihwa kuti vaende kune chibvumirano.
- Shandisa anchoring kutanga kutanga nhaurirano nechishuwo chakanyanya. Uye taura zvakajeka zvaunofarira uye zvinangwa uye kukosha nekushingaira kushandisa mibvunzo yakavhurika.
- Tsvaga mhinduro dzekukunda apo mapato ese ari maviri anonzwa kuti zvido zvavo zvagadziriswa uye kugutsikana, izvo zvinotungamira kwenguva refu. Kubatana.
- Ramba uine hunyanzvi hwekutaurirana hwakasimba nekuronga zvimwe kudzidza uye zvaunofunga zvirongwa. Vanogona kubatsira vashandi kuti vagare vakagadziridzwa pazvino hunyanzvi hwekutaurirana, marongero, uye tsvagiridzo.
Mibvunzo Inonyanya Kubvunzwa
Ndeapi marudzi maviri enhaurirano?
Mukutaura, nhaurirano inogona kukamurwa kuita marudzi maviri akasiyana akadai senhaurirano dzekugovera uye nhaurirano dzekubatanidza. Iwo anopokana magadzirirwo enhaurirano sezvo nhaurirano dzekugovera dzinotarisa pazero-sum mutambo wemaitiro ukuwo kutaurirana kwekubatanidza kunovavarira kuwana mahwina-kuhwina zvibvumirano.
Chii chinonzi hard vs soft negotiation?
Kukurukurirana kwakaoma kunotarisa pakutora chimiro chemakwikwi, kutsvaga kuwedzera mibairo yemunhu. Zvichakadaro, Soft negotiation inosimbisa kuchengetedza hukama uye kugadzirisa zvinodiwa nevamwe.
Ndeapi maitiro akanakisa ekutaurirana?
Hapana chinhu chakakwana kutaurirana mazano, sezvo zvinoenderana nemamiriro ezvinhu uye zvinangwa zvenhaurirano. Zvisinei, zvitayera zvakadai sekurukurirano ine nheyo, nhaurirano yekubatanidza, uye nhaurirano yebatira pamwe inowanzorangarirwa kuva inoshanda mukuwana miuyo inobetsera pamwe chete uye kuchengeta hukama hwakanaka.
Ndeapi matanho mashanu ekutaurirana?
Zvikamu zve6 zvekutaurirana zvinosanganisira:
(1) Kugadzirira: Kuunganidza ruzivo, kutsanangura zvinangwa, uye kugadzira nzira yekutaurirana
(2) Tsanangudzo yemitemo yehwaro: Kuvaka hukama, kuvimbana, uye kutaurirana pachena nemumwe mubato nemitemo yepasi.
(3) Hurukuro yakazaruka: Kugovera ruzivo rwakakodzera, kukurukura zvaunofarira, uye kujekesa nzvimbo
(4) Kukurukurirana: Kuita zvekupa-uye-kutora, kuita zvikumbiro, uye kutsvaga kubvumira kuti pave nechibvumirano chinogutsa.
(5) Chibvumirano cheMuviri: Kupedzisa zvirevo uye ruzivo rwechibvumirano, kugadzirisa chero zvakasara zvinonetsa kana kupokana.
(6) Kuita: Kutora matanho anodiwa kuita uye kuzadzisa zvakabvumiranwa, kutarisa kutevedza, uye kuchengetedza hukama hwakanaka mushure menhaurirano.
Bottom Line
Pakazara, nhaurirano inzira yakakosha inobvumira mapato kuti awane zvinowirirana, kugadzirisa kusawirirana, uye kuwana mhedzisiro inobatsira. Zvakakosha kuti masangano aite mari mukudzidziswa kwehunyanzvi hwekutaurirana uye kuongororwa kwevashandi kuti vawedzere kugona kutaurirana.
Kana iwe uchitsvaga nzira nyowani dzekuita shanduko mukuvandudzika kwehunyanzvi hwevashandi vako, usakanganwe kugadzira musangano unobata uye unodyidzana wekudzidzisana. AhaSlides. Isu tinokupa yakanakisa uye yemahara mharidzo yekushandisa ine zvese zvakakosha uye zvepamberi maficha e rarama mibvunzo, polls, spinner wheels nezvimwe.
Ref: Zvechokwadi | Globis Insights | The Strategy nyaya
