Handig onderhandelen (deel 1)

door | jul 28, 2021 | Publicaties | 4.453 reacties

We doen het de hele dag: onderhandelen. Of het nu gaat om het tijdstip van het avondeten, de kleur van de nieuwe auto of het tv-programma waar we naar kijken; het gaat maar door.

Toch worden we vaak zenuwachtig als we moeten onderhandelen met een mogelijke businesspartner over de ontwikkeling van ons product. In 3 artikelen komen een aantal aspecten van onderhandelen aan bod. Om te beginnen: de voorbereiding.

doel-strategie-resultaat

Bepaal uw strategie vanuit een duidelijk doel.

Gefeliciteerd!

Allereerst gefeliciteerd dat een partij met u wil onderhandelen. Daarmee hebt u de eerste drempel genomen. U behoort nu al tot een select gezelschap. Die partij ziet een mogelijk voordeel in een gesprek met u. Wat zou dat voordeel kunnen zijn? Bedenk wat de waarde van uw product voor de ander kan zijn, maar realiseer u dat waarde subjectief is en kan wijzigen.

 

Waarom voorbereiden?

Een goede voorbereiding versterkt uw onderhandelingspositie. Het schept rust en vertrouwen: u weet waarover het gaat, wat u wilt en waar uw grenzen liggen. Schrijf vooral veel op, want dat versterkt uw aandacht, u maakt de zaak ‘concreet’ en u kunt informatie aan elkaar koppelen.

 

Wat wilt u bereiken?

Sta vooraf stil bij wat u eigenlijk met de onderhandeling wilt bereiken. U kunt dit plaatsen in de context van wat u in uw leven wilt bereiken of over 5 jaar, maar u kunt het ook beperken tot deze specifieke situatie. Is het een eenmalig project, of wilt u een langduriger relatie met de ander opbouwen?

Het is belangrijk dat u vooraf bedenkt of u toewerkt naar een resultaat wat voor beide partijen gunstig is of dat u hard voor uw eigen belang gaat. Dit laatste blijkt vaak niet echt effectief, want het onderhandelingsresultaat moet ook nog worden gerealiseerd. Als u de sympathie van uw ‘tegenstander’ kwijt bent zal de realisatie waarschijnlijk nog veel moeite kosten, waardoor… lees verder Handig onderhandelen deel 1

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