Kwilizwe eliguqukayo lezoshishino, uthethathethwano lukho kuyo yonke indawo kwaye luyimfuneko. Nokuba kukufumana izivumelwano ezifanelekileyo, ukusombulula iingxabano, okanye ukukhuthaza intsebenziswano, uthethathethwano lisango lokuqhubela phambili.
Uthethathethwano luxhobisa amashishini ukuba ajonge imingeni enzima, athabathe amathuba, kwaye enze iimeko zokuphumelela.
Nangona kunjalo, iintlobo ezahlukeneyo zeemeko zinokufuna ukwamkelwa kweentlobo ezithile zothethathethwano. Ngoko ke, zeziphi iintlobo ezahlukeneyo zothethathethwano kwintlangano?
Kweli nqaku, sijonge ukukhanyisa kwii-10 ezahlukeneyo iintlobo zobuchule bothethwano kunye nemigaqo yabo ephambili ukufumanisa eyona nto ifanelekileyo kwiintengiso ezizayo zombutho wakho.
Isiqulatho
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Yintoni uThethathethwano kunye nokubaluleka kwalo?
Uthethathethwano yinkqubo eguqukayo nesebenzisanayo ebhekisa kumaqela amabini nangaphezulu abandakanyeka kwiingxoxo kunye neengxoxo ukufikelela kwisivumelwano okanye isisombululo esanelisayo.
Ngeenzuzo ezininzi, uthethathethwano lwenza amashishini akwazi:
- Yakha intsebenziswano eyomeleleyo
- Qhuba ukukhula kunye nokutsha
- Ukuzuza izivumelwano ezifanelekileyo
- Sombulula iingxabano
- Ukukhuthaza intsebenziswano
Zeziphi iindidi ezili-10 zoThethathethwano kunye nemizekelo?
Lixesha lokuthatha ukuqonda okunzulu kwiindidi ezahlukeneyo zesicwangciso sothethathethwano. Isimbo ngasinye siza nemigaqo engundoqo kunye nemizekelo ngexesha lokusetyenziswa.
#1. Uthethathethwano olusasaza
Iintlobo zothethathethwano ezisasazwayo, okanye uthethathethwano lwe-win-lose, yenye yezona ntlobo zothetha-thethwano zithandwa kakhulu apho amaqela abandakanyekayo egxile ikakhulu ekubangeni esona sabelo sikhulu sinokubakho sezibonelelo ezikhoyo okanye ukufezekisa iinjongo zabo ngabanye.
Ibonakala ngengqondo ekhuphisanayo kakhulu, ngaphakathi kwendlela yothethathethwano lwesikhundla, uthethathethwano “lwe-fixed-pie”, okanye uMdlalo weZero-Sum othetha nayiphi na inzuzo yeqela elithile ikhokelela kwilahleko ehambelanayo kwelinye iqela.
Umzekelo, iintlobo zothethathethwano ezifana nesimbo sokusasaza zinokusetyenziswa ngobuchule kwiimeko ezithile, ezifana nothethathethwano lwamaxabiso, iifandesi, okanye xa kukho izixhobo ezinqongopheleyo.
#2. Uthethathethwano oluHlangeneyo
Enye yezona ntlobo zilungileyo zothethathethwano, Uthethathethwano oluHlangeneyo, olukwabizwa ngokuba ngentsebenziswano okanye amaqhinga aphumeleleyo othethathethwano lweshishini, achasene kakhulu neDistributive negotiation. Esi simbo silandela indlela yentsebenziswano ejolise ekufumaneni izisombululo ezixhamlayo kunye nokwandisa ixabiso elipheleleyo kuwo onke amaqela abandakanyekayo. Ijolise ekudaleni iziphumo apho omabini amacala anokuphumeza iinjongo zawo kwaye ajongane nemidla yawo esisiseko.
Ngokomzekelo, iintlobo ezidibeneyo zothethathethwano zisebenza kakuhle xa kujongwana nobudlelwane bexesha elide okanye ukulindela intsebenziswano yexesha elizayo phakathi kwamaqela amaninzi, afana nentsebenziswano yezoshishino, ubudlelwane bomthengisi-nomthengi, okanye ubudlelwane bomqeshi nomqeshwa.
#3. Ukuphepha Uthethathethwano
Ukuphepha uthethathethwano, okwaziwa ngokuba sisicwangciso sokuphepha, ziintlobo zendlela yothethathethwano apho elinye okanye omabini amaqela akhetha ukuphepha okanye ukulibazisa ukubandakanyeka kwinkqubo yothethathethwano ngokupheleleyo. Endaweni yokufuna isisombululo ngokukhutheleyo okanye ukufikelela kwisivumelwano, amaqela asenokugqiba ekubeni angawuhoyi umcimbi, ahlehlise iingxoxo, okanye afune ezinye iindlela zokuhlangabezana nale meko.
Umzekelo, ukuba amaqela aziva engazilungiselelanga, engenalo ulwazi olwaneleyo, okanye afuna ixesha elingakumbi lokuqokelela idatha kunye nokuhlalutya imeko, iintlobo zokuthintela uthethathethwano zingaba sisicwangciso sexeshana sokuvumela ukulungiselela okwaneleyo.
#4. Uthethathethwano lwamaqela amaninzi
Uthethathethwano lwamaqela amaninzi lubhekisa kwinkqubo yothethathethwano ebandakanya amaqela amathathu nangaphezulu asebenza kunye ukufikelela kwisivumelwano okanye ukusombulula umba onzima. Ngokungafaniyo nothethathethwano olunamaqela amabini, apho amaqumrhu amabini asebenzisana ngokuthe ngqo, uthethathethwano lwamaqela amaninzi lufuna ukulawula izinto, umdla, kunye nonxibelelwano phakathi kwabachaphazelekayo abaninzi.
Uthethathethwano lwamaqela amaninzi lunokufumaneka kwiimeko ezahlukeneyo, ezifana nediplomacy yamazwe ngamazwe, intsebenziswano yezoshishino, ucwangciso loluntu, okanye ukwenza izigqibo zikarhulumente.
#5. UThethathethwano oluChaphazelekayo
Ukulalanisa luhlobo lothethathethwano olulandela indlela ephakathi apho omabini amaqela azama ukuncama iinxalenye ezithile zento ayifunayo ukuze afikelele kwisivumelwano ngokubanzi. Ibonisa ukuvuma kweqela ngalinye ukufumana indawo efanayo kunye nokulungiselela umdla womnye nomnye,
Iindidi zothethathethwano ezilalanisayo zidla ngokusetyenziswa kwiimeko apho ukugcinwa kobudlelwane, ukufikelela kwisisombululo kwangethuba, okanye ukubethelela ukuvumelana okufanelekileyo kuthathwa njengento ebalulekileyo.
#6. Ukwamkela/Ukuvuma uthethwano
Xa abathethi-thethwano bebeka phambili ukwakha inkolelo eyomeleleyo phakathi kwamaqela athetha-thethana ngelixa benciphisa ungquzulwano, benza uhlobo oluvumelayo lothethathethwano. Umgaqo ongundoqo wesi simbo kugxininiso ekuhlangabezeni imidla kunye neemfuno zelinye iqela ngaphezu kwezakhe.
Iindidi zothethwano zisetyenziswa rhoqo kwimeko yobudlelwane beshishini bexesha elide, umanyano lobuchule, okanye intsebenziswano.
#7. Uthethwano olunemigaqo
Phakathi kweendidi ezininzi eziqhelekileyo zothethathethwano, uthethathethwano olusekelwe kwimigaqo, olukwabizwa ngokuba luthethathethwano olusekelwe kwinzala okanye isicwangciso-qhinga kwizinto ezifunekayo, ezijolise ekuchongeni nasekulungiseni imidla kunye neemfuno zamaqela abandakanyekayo. Yaphuhliswa nguRoger Fisher kunye noWilliam Ury kwincwadi yabo ethi "Getting to Yes."
Izinto ezine kuthethwano olusesikweni kuyo yonke inkqubo yothethathethwano ziquka:
- gxininisa kwizinto ezinomdla kunezikhundla
- yenza iinketho ezininzi
- zivavanye ngokweenqobo zenjongo
- gcina unxibelelwano olusebenzayo
Kwimeko ethile, iintlobo ezimiselweyo zemizekelo yothethathethwano kwindawo yokusebenza efana nezivumelwano zokuthethathethana, intsebenziswano, okanye ukusombulula iingxabano zasemsebenzini.
#8. Uthethathethwano olusekwe ngamandla
Ifana kakhulu nendlela yokusasaza uthethathethwano, kunye nokubandakanyeka kokusetyenziswa kwamandla kunye neempembelelo zokubumba iziphumo zothethathethwano, ezibizwa ngokuba yi-Power-based negotiation.
Amaqela kwiindidi zothethathethwano ezisekwe emandleni ahlala ethatha isimo esiqinisekisayo nesilawulayo. Bajolise ekulawuleni amandla othethathethwano kwaye banokusebenzisa amaqhinga afana nokwenza iimfuno, ukubeka izigqibo, okanye ukusebenzisa imilinganiselo yokunyanzelisa ukufumana inzuzo.
Kwezinye iimeko, iqela linokusebenzisa isimbo sothethathethwano esekwe kumandla ukuba isikhundla okanye isihloko sabo sinokuba nempembelelo enamandla kwelinye iqela.
#9. Uthethwano lweQela
Iingxoxo zeqela ziqhelekile kunye nezivumelwano zoshishino ezinkulu. Kwiintlobo zothethathethwano, amalungu amaninzi amele umdla omnye athetha-thethana ngokudibeneyo namanye amaqela abandakanyekayo. Isenokuquka ukufikelela kwimvumelwano kwimiba ebalulekileyo, ukumisela amaqhinga othethathethwano, okanye ukuvavanya izivumelwano ezicetywayo.
Iimeko ezinokufuna uthethathethwano lweqela olufana nezivumelwano zoshishino, uthethathethwano lwabasebenzi, okanye intsebenziswano phakathi kwemibutho.
#10. Uthethathethwano ngokweemvakalelo
Uthethathethwano lweemvakalelo luqala ngokuqaphela nokuqonda iimvakalelo zakho kunye neemvakalelo zelinye iqela. Oku kubandakanya ukwazi ukuba iimvakalelo zinokuchaphazela njani ukwenziwa kwezigqibo kunye nenkqubo yothethathethwano.
Kuthethathethwano olungokweemvakalelo, abo bathethathethana badla ngokuphakamisa ukubaliswa kwamabali, besebenzisa iianecdotes zobuqu, okanye banomtsalane njengeendlela ezicengayo kunye nezibongozo zovakalelo ukuphembelela elinye iqela. inkqubo yokwenza izigqibo.
Indlela yokuphumeza uthethathethwano olusebenzayo?
Uthetha-thethwano aluyondlela yokulinganisa yonke into kwaye lunokwahluka kwisimbo kunye nesicwangciso ngokuxhomekeke kwimeko, inkcubeko, kunye nohlobo lwamaqela abandakanyekayo. Iindidi ezahlukeneyo zothethathethwano zikhokelela kwiziphumo ezahlukeneyo. Ke ngoko, kubalulekile ukusebenzisa umxube wothethathethwano ukuze ufumane ezona zivumelwano zingcono. Yazi le mithetho mi-5 yothethathethwano njengengcali:
- Ukukhangela eyona ndlela ingcono kwisivumelwano sothethathethwano (i-BATNA), elinyathelo oya kulithatha ukuba akukho sivumelwano sifikelelwayo.
- Ukubandakanya uthethathethwano kunye norhwebo, ukuqinisekisa ukuba amaqela enza iminyinyiva okanye izibonelelo zotshintshiselwano ukuya kwisivumelwano.
- Sebenzisa i-ankile ukuqalisa uthethathethwano ngemfuno egqithisileyo. Kwaye uchaze ngokucacileyo umdla wakho kunye neenjongo kunye nexabiso ngokusebenzisa ngokusebenzayo imibuzo evulekileyo.
- Funa iziphumo zokuphumelela apho omabini amaqela avakalelwa kukuba umdla wabo ujongiwe kwaye wanelisekile, nto leyo ekhokelela kwixesha elide. Nziswano.
- Qhubeka nezakhono zothethathethwano olomeleleyo ngokuququzelela ngakumbi uqeqesho kwaye ingxelo iiseshini. Banokunceda abasebenzi ukuba bahlale behlaziywa kwiindlela zothethathethwano zamva nje, izicwangciso kunye nophando.
Imibuzo ebuzwa qho
Zeziphi iintlobo ezi-2 zothethathethwano?
Ukuthetha ngokubanzi, uthetha-thethwano lunokwahlulwa lube ziindidi ezimbini ezahlukileyo ezifana nothethathethwano olusasazayo kunye nothethathethwano oludibanisayo. Ziinkqubo-sikhokelo zothethwano eziphikisanayo njengoko uthethathethwano losasazo lujolise kwindlela yomdlalo we-zero-sum ngelixa uthethathethwano oludibeneyo lujolise ekuphumezeni izivumelwano zokuphumelela.
Yintoni enzima vs uthethathethwano oluthambileyo?
Uthethathethwano olunzima lujolise ekuthatheni isimo sokhuphiswano, sijonge ukwandisa iinzuzo zomntu ngamnye. Okwangoku, uthethathethwano oluthambileyo lugxininisa ukugcina ubudlelwane kunye nokubonelela ngeemfuno zabanye.
Zeziphi ezona ndlela zothethathethwano zingcono?
Akukho nto amaqhinga othethathethwano olugqibeleleyo, njengoko kuxhomekeke kumxholo kunye neenjongo thethwano. Nangona kunjalo, izitayile ezinjengothethathethwano oluyimigaqo, uthethathethwano oludibeneyo, kunye nothetha-thethwano olubambiseneyo zidla ngokujongwa njengesebenzayo ekufezekiseni iziphumo ezixhamlayo kunye nokugcina ubudlelwane obuhle.
Zeziphi izigaba ezi-6 zothethathethwano?
Izigaba ezi-6 zenkqubo yothethathethwano ziquka:
(1) Ukulungiselela: Ukuqokelela ulwazi, ukuchaza iinjongo, kunye nokuphuhlisa isicwangciso sothethathethwano
(2) Ingcaciso yemigaqo esisiseko: Ukuseka ulwalamano, ukuthembana, nonxibelelwano oluvulekileyo nelinye iqela ngemigaqo esisiseko.
(3) Ingxoxo evulelekileyo: Ukwabelana ngolwazi olufanelekileyo, ukuxoxa ngezinto ezinomdla, kunye nokucacisa izikhundla
(4) Uthethathethwano: Ukubandakanyeka ekunikezeni kwaye kuthathwe, ukwenza izindululo, kunye nokufuna iminyinyiva ukuze kufikelelwe kwisivumelwano esanelisayo macala omabini.
(5) IsiVumelwano sobabini: Ukugqibezela imiqathango kunye neenkcukacha zesivumelwano, ukujongana nazo naziphi na iinkxalabo eziseleyo okanye izichaso.
(6) Ukuphunyezwa: Ukuthatha amanyathelo ayimfuneko ukuphumeza kunye nokuzalisekisa imimiselo ekuvunyelwene ngayo, ukubeka iliso ukuthotyelwa, kunye nokugcina ubudlelwane obuhle emva kothethathethwano.
Okukwintsusa
Lilonke, uthethathethwano yinkqubo esisiseko evumela amaqela ukuba afumane indawo efanayo, asombulule iingxabano, aze afikelele kwiziphumo eziyinzuzo macala. Kufanelekile ukuba imibutho yenze utyalo-mali kuqeqesho lwezakhono zothethathethwano kunye novavanyo lwabasebenzi ukukhulisa amandla othethathethwano.
Ukuba ujonge iindlela ezintsha zokwenza impembelelo kuphuhliso lwezakhono zabasebenzi bakho, ungalibali ukwenza iworkshop yoqeqesho ebandakanyayo kunye nesebenzisanayo. IAhaSlides. Sikubonelela ngesona sixhobo silungileyo nesisimahla sokubonisa ngazo zonke izinto ezisisiseko kunye neziphambili Imibuzo ephilayo, yokuvota, amavili spinner kunye nokunye.
Ref: Kanjalo | Globis Insights | Ibali leQhinga
