6 اصل اساسی مذاکره

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6 اصل اساسی فنون مذاکره

برای اینکه بتوانید یک شخصیت مذاکره کننده بسیار مؤثر داشته باشید، باید بیشتر روی طرف مقابل خود متمرکز شوید.

این مقاله مناسب شما میباشد اگر موارد زیر را در خود میبینید:

⬅️ ساختار واضحی را برای موفقیت در مذاکره ندارید

⬅️ به دنبال استراتژی های جدید هستید تا در مذاکره موفق تر باشید

⬅️ می خواهید بدانید که اشتباهات رایج مذاکره چه چیز هایی میباند

⬅️ برای رسیدگی به اعتراضات مشکل دارید

⬅️ نمی دانید هنگام مذاکره روی چه چیزی باید تمرکز کنید

⬅️ می خواهید تقریباً در هر مذاکره تجاری ای پیروز شوید

هر شخص صاحب تجارتی بخش بزرگی از حرفه خود را صرف مذاکره خواهد کرد، این مذاکره میتواند با مشتریان باشد یا با کارمندان خود آن شرکت. داشتن توانایی مذاکره برای دستیابی و حفظ سود در هر تجارتی بسیار اهمیت بالایی دارد.

یکی از بزرگترین اشتباهاتی که به عنوان یک مذاکره کننده میتوان مرتکب شد این است که به طرف مقابل بگوییم چه فکری میکند. هنگام مذاکره بسیار مهم است که سؤالات مربوطه را بپرسید و به پاسخ های داده شده با دقت گوش بدهید. شما باید بیشتر از خودتان روی طرف مقابل متمرکز شوید.

جلسه چهاردهم دوره جامع بورس

🔰 آماده باشید

☑️ درباره طرفی که با آنها مذاکره می کنید اطلاعات دقیقی داشته باشید

☑️ از نقاط قوت و ضعف های آنها بهره ببرید

☑️ در صورت امکان با سایر افراد تجاری ای که در گذشته با طرف مقابل مذاکره کرده اند صحبت کرده و تحقیقات خود را انجام دهید

☑️ بسیاری از مذاکره کنندگان الگوها و سبک های خود را دارند که شما ممکن است بتوانید در برابر آنها از این الگو ها استفاده کنید.

🔸مهمتر از همه، قبل از شروع مذاکره اطمینان حاصل کنید که طرف مقابل شما صلاحیت انجام تعهدات اجباری را داشته باشد. شما اصلا دوست نخواهید داشت که خود را در شرایطی بیابید که باور کنید معامله را بسته اید، درصورتی که برای توافق نامه باید شخص بالاتری از مذاکره کننده آن را تایید کند.

بدانید چه زمانی باید از صحبت کردن دست بکشید

🔰 بدانید چه زمانی باید از صحبت کردن دست بکشید

☑️ بسیاری از مذاکره کنندگان باهوش این اشتباه را مرتکب می شوند. آنها نمی دانند چه زمانی باید دست از صحبت کردن بکشند حتی پس از اینکه طرف مقابل “بله” را گفته است.

☑️ این مورد زمانی اتفاق می افتد که می خواهید یک نکته ای را اثبات کنید. این کار “مذاکره” کردن نیست.

☑️ در یک مذاکره عالی، گوش دادن بیشتر از صحبت کردن است

☑️ وقتی چیزی را گفتید، نمی توانید آن را پس بگیرید پس کلمات خود را با دقت انتخاب کنید

استراتژی داشته باشید

🔰 استراتژی داشته باشد

☑️ پیشنهاد اول معمولاً همیشه مهمترین پیشنهاد است زیرا معیار داوری یا مقایسه با پیشنهادهایی خواهد شد که در ادامه ارائه میشوند.

☑️ شما هرگز آنچه را که نخواسته اید دریافت نخواهید کرد. در اولین پیشنهاد خود را تهاجمی عمل کنید.

☑️ چیزی را برای دادن و کوتاه آمدن داشته باشید بدون آنکه آسیبی به موقعیت مذاکره شما وارد شود.

☑️ اگر مشتری شما تصمیم گرفت که مواردی را برای کاهش هزینه های کلی حذف کند، شما هیچ چیزی را از دست نداده اید، و به خریدار خود کمک کرده اید که به بودجه ای که هدفش است برسد.

☑️ به دنبال سرنخ هایی مانند زبان بدن و الگوهای گفتار باشید

☑️ اگر به نظر می رسد طرف مقابل از موضع خود کوتاه نمی آید، آماده متوقف یا لغو کردن مذاکرات باشید.

☑️ عدم تمایل خود برای ادامه دادن طبق شرایط آنها را به وضوح نشان دهید و آنها را به فکر ببرید که که ممکن است شما عقب کشیده و از ادامه مذاکرات منصرف شوید.

☑️ اگر آنها برای قطع کردن معامله در تنگنا باشند، تحت فشار قرار میگیرند تا با شرایط شما موافقت کنند.

به رفتار های خود توجه کنید/ به شخص مقابل احترام بگذارید

🔰 به رفتار های خود توجه کنید/ به شخص مقابل احترام بگذارید

☑️ وقتی طرف مقابل اعتراضی می کند، حالت تدافعی نگیرید

☑️ وقتی طرف مقابل اعتراضی کرد، درخواست کنید بیشتر توضیح بدهد

☑️ جویای جزئیات بشوید و از طرف مقابل درباره تمام جزئیات سوال کنید

☑️ از اعتراضات به عنوان فرصتی برای گوش دادن دقیق استفاده کنید

☑️ هرگز حرف طرف مقابل را قطع نکنید

☑️ تلاش برای برنده شدن در یک بحث هرگز آنچه را که می خواهید برای شما به ارمغان نمی

مورد تاثیرگذار را پیدا کنید

🔰 مورد تاثیرگذار را پیدا کنید

☑️ در استفاده حداکثر از قدرت خود متمرکز شوید

☑️ اگر شما تنها منبع یک محصول هستید ، اهرم فشار فوق العاده ای در سراسر زمان مذاکره دارید.

☑️ اگر شرایط اقتصادی، بازاری ایجاد کرد که کالای شما تقاضای زیادی داشته باشد و کم مصرف میباشد، برای قیمت گذاری محصول خود قدرت چانه زنی بیشتری دارید.

☑️ در اوایل مذاکره با نشان دادن مهارت های خود در مورد این موضوع ، بنیادی محکم را ایجاد کنید.

🔰 پیشنهاد شما و پایان دادن به یک معامله

  • ☑️ یک پیشنهاد فقط مقداری دلار نیست، شامل تمام عناصر معامله و توافق نامه یا قرارداد رسمی میشود.

    ☑️ اطمینان حاصل کنید که تمام مشخصات موجود در پیشنهاد خود را مستحکم کنید

     پیشنهاد شما باید شامل موارد زیر باشد اما فقط محدود به آنها نباشد:

    ⬅️ قیمت

    ⬅️ حوزه کار

    ⬅️ شناسایی خدمات و یا محصولات (در صورت وجود)

    ⬅️ گارانتی (در صورت وجود)

    ⬅️ شرایط و ضوابط

    ⬅️ همه اسناد درج شده توسط مرجع باشد

  • تمرکز اصلی شما روی قیمت است؛ این امر بسیار مهم است که سایر مؤلفه های معامله خود را در ذهن خود داشته باشید و همواره به آنها رجوع کنید.

  • پیشنهادات باید به صورت کتبی ارائه شوند و باید تمامی عناصر معامله را در بر بگیرند.

  • مذاکره موفقیت آمیز نیاز به زمانبندی، توانمندی، آگاهی شدید و توانایی پیش بینی حرکت بعدی طرف مقابل را دارد.

  • مذاکره باید طوری تنظیم و طراحی بشود که نه تنها حرکات بعدی شما بلکه حرکات بعدی طرف مقابل شما نیز در آن روند آورده شده باشد.

  • همیشه برنامه آخر مذاکره را به عنوان برنامه ریزی استراتژی خود در ذهن داشته باشید.

همه پیشنهاداتی که منتهی به رقم نهایی میشوند مهم هستند: آنها هستند که مراحل دستیابی به هدف نهایی شما را تعیین می کنند.

Summary
شش اصل اساسی مذاکره
Article Name
شش اصل اساسی مذاکره
Description
یک مذاکره موفقیت آمیز نیاز به زمانبندی، توانمندی، آگاهی کامل و توانایی پیش بینی، حرکت بعدی طرف مقابل را دارد.
Author
Publisher Name
موسسه علوم و فنون تهران
Publisher Logo
آگوست 25, 2020

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