Без воды поговорим:
1.Суть ошибок российских бизнес переговорщиков.
2.Несколько конкретных инструментах. Как общаться с бизнесом за рубежом?
3.Как договариваться с иностранными компаниями?
Суть ошибок российских бизнес переговорщиков.
Как-то А.Кончаловский сказал, что русские люди теряют свое важное качество ДЕЛИКАТНОСТЬ. Это подтверждают отзывы иностранцев о наших переговорщиках: «Вначале встречи россияне давят эмоцией и цифрой и так активно, что хочется встать и уйти. А когда адаптируются и размягчаются, то сдают свои позиции одна за другой, иногда даже уходят ниже себестоимости!».
Известны два высказывания управляющего директора Johnson & Johnson Medical Russia: «Удивительно: в России чувство эмоциональной победы на переговорах бывает важнее реальных выгод для бизнеса!» И еще: «Иногда жесткий стиль ведения переговоров важнее, чем их эффективность и конечный результат». Вау!
История кратко. Почему у наших такой акцент на давление? Из – за генетической предрасположенности? Агрессивных соседей? Тысячелетнего опыта выживания? Может быть и так, если бы это не блокировал пример блестящих коммуникаций с иностранными партнерами в начале 20 века. Мы были мировыми лидерами в продаже пушнины, золота, масла, зерна и т.д. Многим с нами было комфортно общаться и мы имели хорошие мировые рейтинги. Значит дело не в генетике, а в банальной профессиональной подготовке. А теперь – сюрприз: в начале 20 столетия в Питере активно работали курсы предпринимателей для разных уровней, по-современному говоря, — начального, мидл и ТОП. Была супер школа российской подготовки предпринимателей и тысячелетний опыт ВЭД!
А потом программа сбилась — пришли 37-е, когда нужно было молчать, выживать и не дать себя обидеть, а позже 90-е… Какая уж там деликатность, если на олимп общения взобрался принцип «Шип на шип!». Поэтому все банально – мы обрушили традицию внешних бизнес коммуникаций и не пытаемся ее реанимировать!
Инструменты. Как общаются в бизнес среде за рубежом? И как они сами общаются? Они свели это общение в набор правил. Кто свел? Эксперты – переговорщики Фишер, Юри и Паттон. Это препы юр. фака гарвардского университета. Они написали несколько методичек по правилам бизнес коммуникаций, потом книжку, потом еще и еще. И сделали так, чтобы весь мир общался на языке гарвардских переговоров. А мы на каком – по наитию и жестком? У нас слышны оценки, что гарвардский стиль – это стиль для слабых! Увы! Нет ничего более жесткого, чем гарвардский стиль переговоров. Об этом говорит и то, что дикий запад взял на вооружение именно его. Как говорит Харви Маккей: «Улыбайтесь, улыбайтесь, улыбайтесь и говорите нет, нет и нет!».
Итак, поговорим об ИНСТРУМЕНТАХ:
- Как общаться с бизнес оппонентом? Задаю этот вопрос на каждом тренинге. Самый распространенный ответ – Как с самим собой (?!), а самый роскошный — Давить и не давать оппоненту опомниться (!). Каша и абсурд! Как это видит гарвардский стиль? Он дал несколько внятных и рациональных выигрышных позиций: а) объединяться командно в борьбе против проблемы, а не бороться друг с другом, б) проявлять максимальное уважение к визави и при этом активно отстаивать свои позиции (!), в) говорить то, что хочешь сказать и делать это очень корректно, г) исключить третью сторону из переговоров, д) создавать банк вариантов, а не взаимных обвинений и т.д. Что на выходе? Объединение, доброжелательность, активное отстаивание позиций! Мы же сдаем позиции и черпаем радость от эмоционального давления и ситуативного превосходства! Немного все наоборот! Пора переучиваться и ориентироваться на конечный результат, а не на радость лидера эпизода!
- Правила уступок.
Их несколько, озвучу одно. Называется оно так – «Я готов подумать над твоим предложением, ЕСЛИ ты со своей стороны изменишь свою позицию в каком-то вопросе (в ценообразовании, логистике, условиях оплаты, участии в трейд-маркетинге и т.д.)». И так встречают любое наше предложение! А что нам стоит тоже поиграть в эту игру? Только нужно это делать деликатно и корректно, но настойчиво, понимая, что это суть их бизнес общения!
- Не делать чего-либо за счет будущих взаиморасчетов. Все может измениться поэтому все здесь и сейчас. Мы же практикуем серию из жестов доброй воли, чтобы оценили и им стало стыдно за свою жадность, недоверчивость и т.д. А им не стыдно – они прагматики. Иностранные компании проглотили этот жест и ждут еще, принимая его за нашу слабость.
- Это только самая-самая-самая малость переговорных инструментов, используемых иностранными компаниями.
Как договариваться с иностранными компаниями?
Нужно говорить на языке их переговорных инструментов, а для этого их нужно для начала фундаментально изучить!
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Your article helped me a lot, is there any more related content? Thanks!
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The content is engaging and well-structured, keeping visitors interested.
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The design and usability are top-notch, making everything flow smoothly.
I don’t think the title of your article matches the content lol. Just kidding, mainly because I had some doubts after reading the article.
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It provides an excellent user experience from start to finish.
I’m really impressed by the speed and responsiveness.
The content is engaging and well-structured, keeping visitors interested.
The content is engaging and well-structured, keeping visitors interested.
The content is engaging and well-structured, keeping visitors interested.
The content is engaging and well-structured, keeping visitors interested.
Open-world games are the best! Nothing beats the feeling of total freedom, exploring vast landscapes, and creating your own adventure.
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A good book isn’t just entertainment—it’s a portal to another world. The best stories stay with you long after you’ve turned the last page.
Can you be more specific about the content of your article? After reading it, I still have some doubts. Hope you can help me.