Verhandeln mit schwierigen Personen

Verhandeln mit schwierigen Personen

Clash, Incongruity – Streit, Unvereinbarkeit

Immer wieder gern lese ich die Artikel auf dem Blog des Harvard Programm on Negotiation. Erst vor einigen Wochen habe ich das Thema im beruflichen Kontext behandelt, über das ich hier schreibe. Immer wieder einmal hat jeder beruflich mit Menschen zu tun, deren Handlungen und deren Ansprache schwierig verstänlich sind. Wenn ich das nächste Mal über das Thema spreche, hoffe ich, dass ich mich an diesen Artikel erinnere. Ich übersetzte hier den Artikel von der Harvard-Seite:

Der Umgang mit schwierigen Menschen bedeutet, mit einem Gegenüber zu verhandeln, denen man nictht traut, die einem unangenehm sindt oder von denen man sogar glaubt, sie seien „böse“. Dennoch weiß ein kompetenter Verhandlungsführer, wo er in jeder Verhandlung einen Mehrwert finden und schaffen kann. Im Umgang mit schwierigen Menschen helfen Ihnen integrative Verhandlungsstrategien, einschließlich der Kenntnis Ihres BATNA (Best Alternative To A Negotiated Agreement – beste Alternative zu einem ausgehandelten Abkommen) und ZOPA (Zone of possible agreement Bereich eines denkbaren Übereinkommen), um alle wahrgenommenen Unterschiede zwischen Ihnen und Ihrem Gegenüber zu überwinden. Dies ist wichtig, wenn Sie in Ihrer nächsten Runde am Verhandlungstisch mit schwierigen Menschen erfolgreich umgehen können, ganz egal wer Ihr Gegenüber ist.

William Ury, Autor von „Getting Past No: Negotiaten with difficult People“, beschreibt seine fünfstufige Strategie für den Umgang mit harten Verhandlern und schwierigen Menschen. Er nennt seine Methode „durchbrechende Verhandlung“, eine Möglichkeit, die Verhandlung von einem Gegenüber-Situation zu einerMiteinander-Situation zu wandeln.

Diese Schritte sind:

  • Reagieren Sie nicht auf Angriffe: Gehen Sie auf den Balkon – oder überall dort, wo Sie sich zurückziehen können.
  • Entwaffnen Sie, indem Sie sich auf auf ihre Seite begeben. Einer der mächtigsten Schritte – und einer der schwierigsten – ist es, zu versuchen, den Standpunkt des anderen zu verstehen. Stellen Sie Fragen und zeigen Sie echte Neugierde.
  • Änderen Sie Spiel: Verwerfe Sie keine neuen Deutungsmuster. Anstatt sich in einen Kampf um den richtigen Willen oder um feste Positionen einzubringen, sollten Sie erwägen, eine neue Deutung für die Verhandlungen zu setzen.
  • Machen Sie es sich leicht, Ja zu sagen. Suchen Sie nach Möglichkeiten, Ihrem Gegner zu helfen, sein Gesicht zu wahren und das Gefühl zu haben, dass er seinen Willen durchsetzen konnte, zumindest in einigen Angelegenheiten.
  • Machen Sie es sich schwer, nein zu sagen. Nutzen Sie Ihre Kraft und Ihren Einfluss, um Ihren Gegner über die Situation aufzuklären.

Andere Strategien für den Umgang mit harten Verhandlern oder unangenehmen Menschen sind:

Communication by Gregor Cresna | Noun Project CC
  • Ordnen Sie Ihr „Nein“ zwischen zwei „Ja“ ein, um Ihre Meinungsverschiedenheiten in einem positiveren Licht auszudrücken.
  • Eine goldene Brücke bauen, um deinem Gegner zu helfen, das Ergebnis als Teilsieg zu betrachten.
  • Aktiv zuhören, um Ihren Gegner zu entwaffnen, indem Sie offene Fragen stellen.

Andere Vorschläge erforschen andere Strategien, wie z.B. „Nein“ fest, klar und in einer Weise zu sagen, die die Position des Gegners respektiert; aktiv zuzuhören und offene Fragen zu stellen; und deinem Gegner zumindest einen Teilsieg zu erlauben, sein Gesicht zu wahren. Zu den behandelten Konzepten gehören auch, wie Macht die Verhandlungsführer beeinflusst, der Aufbau von Vertrauen, die Vorbereitung auf den Umgang mit schwierigen Menschen und der Umgang mit Bedrohungen.

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