Management Channel

Of the book “Getting Past No” of William Ury, which I have read in these days, I saw this concept that seemed important to me for a negotiation.

It is necessary to listen actively. For example, answer to the opponent “I believe that you said it in quite soft terms”

So that he different is sure that he understood him, it is necessary to paraphrase what was heard.

To recognize the point of view of the opponent, which does not mean to agree with him. The recognition communicates with phrases like: “In that it is right”, “I know exactly to what it refers”, “I understand what you say”, “if I was in his situation, it would see the things like that”.

Present an excuse, say “may I ask “: What can we do to compensate it?”

Project safety

To gain access without doing authorizations. Look for the way of accumulating síes. A form is to paraphrase and in the end to ask: Is this what you mean?

To put itself in the keynote, I See perfectly his point or I can form an image of what you say.

Give to the person recognition.

Recognize the authority and the suitability of his opponent: “You are the chief” or “I respect his authority” or “they have said to Me that you are the person who knows more this politics submerged”

Establish a work relation. If there exists the possibility that you have a conflict with another person in the work, begin to cultivate the relations with this person as soon as possible.

Express his opinion without making haste. “I understand why he thinks that way. It is most logical thing, considering the experience that it has had; but my experience has been different”.

Do not say “but”, say “yes… and”. “The price is very high” Normally are answered by us “But the quality of this unbeatable productoes”. It is necessary to answer “Yes, it is absolutely true that our highest price. And what you obtain for this price is major it is a higher quality, more reliability and better service”.

Do affirmations with “me”, not with “you”. “I feel that…”, “I disturb Myself when…”, “I uncalm down with…” and “I consider that that…”.

Defend his position. It is necessary to recognize the points of view of other and simultaneously to defend the proper ones.

Recognize the differences with optimism.

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