Ubeke inani olikholelwayo. Lakhelwe kulokho umsebenzi okudingayo ngempela, kulokho okusho khona kumuntu okhokhayo, nakulokho unyaka wakho okudinga ukukuhlanganisa. Kubuye kufike impendulo, inobungane futhi inengqondo: ingabe kukhona ukuguquguquka kulelo nani?
Lona ngumzuzu omuhle. Ikhasimende elibuza ngokuguquguquka yikhasimende elifuna indlela yokuthi yebo, futhi usemishweni emibili kude nokuvumelana okuhlanzekile noma unyaka othule owehlile. Abantu abaningi bagcwalisa leyo misho emibili ngesaphulelo, ngoba isaphulelo siqeda ukungakhululeki ngokushesha kunazo zonke.
Kukhona isinyathelo esingcono futhi simfushane ngokwanele ukusifunda ngekhanda. Bambelela kulelo nani, kunalokho ushintshe ubukhulu bomsebenzi. Awulivikeli inani, awuchazi izindleko zakho zokusebenza, futhi awunciphisi ngamaphesenti ayishumi ukuze ugcine igumbi lifudumele. Ubatshela ukuthi yini ephuma emsebenzini ngenani abalibalulile, bese ubayeka bakhethe.
Ngithini uma ikhasimende licela isaphulelo?
Sho ukuthi yini ongayikhipha ngalelo nani, bese uyathula. "Angisuki enanini lami, kodwa ngingasebenza ngaphakathi kwaleso sabelomali. Ngaleso sibalo bengizokhipha umzuliswano wesibili wokubuyekeza kanye nokusekelwa kokwethulwa, futhi konke okunye kuhlala kunjengoba kubekiwe."
Lowo ngumusho owodwa ozolile onenketho yangempela ngaphakathi, futhi ubuyisela isinqumo kubo ngaphandle kwempi. Bheka ukuthi yini ongekho kuwo. Akukho ukuxolisa, akukho indaba ngezindleko zakho, awekho amagama okuvikela anjengokuthi "cishe ngingase ngikwazi." Isiqondiso sikaDeepak Malhotra ngezindawo zokuyekethisa e-Program on Negotiation sikubeka ngokusobala: ukuyekethisa akudali ngokuzenzakalela umusa, futhi lokho ongakuvezi ngokusobala kuyadlulwa noma kwehliswe amandla, ngoba ukukubona kungabophezela olunye uhlangothi ukuthi lubuyise okuthile.
Bese uyathula. Lokho kuthula akukona ukungahloniphi. Yikhasimende elenza izibalo, okuyiwo kanye umsebenzi ofuna balenze.
Kungani isaphulelo esincane sibiza kakhulu kunalokho okubukeka ngakho?
Ngoba amaphesenti ayishumi ehliswa enanini cishe akuwona amaphesenti ayishumi ehliswa emsebenzini. Amahora ahlala efana, amathuluzi ahlala efana, intela ihlala ifana, futhi konke ukunciphisa kuphuma engxenyeni obuzoyigcina. Yenza izibalo ngezinombolo zakho. Uma ingxenye eyodwa kwezintathu zenani lakho iyinzuzo, ukukhipha amaphesenti ayishumi enanini kukhipha cishe ingxenye eyodwa kwezintathu yalokho okugcinayo.
Izindleko zesibili zihamba kancane futhi zinkulu. Inani elishintshayo uma umuntu ecindezela lifundisa wonke umuntu obebukele ukuthi inani lakho liyashintsha uma umuntu ecindezela. Amakhasimende ayakhuluma. Lelo elithole amaphesenti ayishumi litshela olandelayo ukuthi acele, manje zonke izilinganiso ozithumelayo zivula ingxoxo obungazange uyifune. Inani liyeka ukuba yinani libe yisicelo sokuqala sokubhida.
Kukhona izindleko zesithathu ezingalokothi zivele erisidini. Umsebenzi othengiswe ngenani olizondayo wenziwa ngezinga olizondayo. Hhayi ngamabomu, kodwa ukunakekela kulandela inani, futhi iphrojekthi ozizwa ukhokhelwa kancane kuyo yiyona phrojekthi eshelelayo.
Nginquma kanjani ukuthi yini engiyikhipha esikhundleni sokwehlisa inani?
Kunqume ngaphambi kokuba kube khona obuzayo. Bhala phansi insizakalo yakho njengohlu lwezingxenye, ubeke izindleko ezingaqondile ngamahora kuyo ngayinye, bese umaka ukuthi yiziphi izingxenye eziyisisekelo neziphi ezingezelelwe. Uma umbuzo wesaphulelo ufika, usufunda ohlwini esikhundleni sokusungula okuthile ngaphansi kwengcindezi.
Izinto ezinhle ongazikhipha yizingxenye ezikubiza isikhathi sangempela futhi ezingokuzikhethela ngempela: imizuliswano eyengeziwe yokubuyekeza, ukusheshiswa komsebenzi, imihlangano ejwayelekile, ukuqeqesha, ukusekela ngemva kokwethulwa, imibiko eyenzelwe wena, usuku lokuba khona endaweni. Izinto ezimbi ongazikhipha yizingxenye ezenza umsebenzi ube muhle, ngoba inguqulo eshibhile ehlulekayo imbi kini nobabili kunokuthi cha okufudumele.
Abacwaningi bokuxoxisana babiza lokhu ngokuhwebelana ngezindaba ezahlukene esikhundleni sokuhlukanisa inani elilodwa, futhi yisona sizathu sokuthi inani elimile lingavamile ukuba yisivumelwano esimile. Inani liyinto eyodwa eshintshayo. Isikhathi, ubukhulu bomsebenzi, imibandela yokukhokha nokuthi ubani owenza ukulungiselela nazo ziyashintsha, futhi eziningi zazo azibalulekile kolunye uhlangothi njengemali.
Enye into okumele uyilungiselele: iphakethe elincane elinegama lalo nenani lalo. "Inguqulo yokuqala ingamashumi amane ezinkulungwane, nakhu kanye okufakwe kuyo." Ikhasimende elingakwazi ukukhokhela into egcwele manje selinikwe okuthile kwangempela esikhundleni sokuxoshwa.
Kuthiwani uma bevuma inguqulo encane, noma behamba?
Kokubili kulungile, futhi okunye kwakho kungukunqoba obungeke ukuthole ngesaphulelo. Ikhasimende elithatha iphakethe elincane lithenge ngenani lakho, okusho ukuthi ubudlelwano buqala esisekelweni esiqotho futhi bungakhula kamuva. Ikhasimende elihambayo ngoba ubungeke unikele ngomsebenzi ophelele ngenani elincane belizobiza ngezinye izindlela.
Ukuhamba kwabo yiyona ngxenye abantu abayesabayo, ngakho yiba nokucaca ngayo. Ngaphambi kwanoma yiyiphi ingxoxo yamanani, yazi inani ongaphansi kwalo ongathanda kakhulu ukuchitha isikhathi sakho kwenye into. Lokho akusiwo umoya wakho wangalolo suku, kuyisinqumo osenza ntambama ethule, futhi yikho okugcina izwi lakho lilinganisiwe uma umuntu ecindezela. Abaxoxisani babiza into obungayenza esikhundleni salokho ngenketho yakho engcono kunazo zonke, futhi inhloso yonke yokuyazi ukuthi uyeka ukuqagela phakathi nomusho.
Bese uthi cha ngendlela obungathanda ukutshelwa ngayo ukuthi cha. Ngobufudumele, ngamafuphi, ngaphandle kwenkulumo ende. "Lokho kungaphansi kwalokho engingakwenza ngaleli zinga, ngakho ngizoyidlulisa lena. Uma isabelomali sishintsha ngingathanda ukubuka futhi."
Kufanele ubani athole umsebenzi wami mahhala, futhi nginquma kanjani?
Kunqume kanye ngonyaka, ekhalendeni, bese ukunika abantu obakhethile kunokunika lowo ocindezele kakhulu. Isaphulelo esinikezwa ngaphansi kwengcindezi akusona ukupha, kuwukugugulwa, futhi lezi zimbili zixutshwa njalo ngabantu abaphana ngempela.
Nakhu ukwehlukanisa okugcina zombili izingxenye ziphilile. Bambelela enanini lakho kubantu abakukhokhelayo. Ngokwahlukene nangamabomu, khetha ukuthi ubani othola ubuciko bakho bangempela kulo nyaka mahhala: inhlangano eyodwa engenzi nzuzo, umuntu oyedwa oqalayo, intambama eyodwa ngenyanga. Ukuvolontiya ikhono okhokhelwa ngalo kubaluleke izikhathi eziningana kunokuvolontiya ubusuku bosizo olujwayelekile, ngoba ihora elilodwa lento oyingcweti kuyo lisusa into okungekho omunye kulelo gumbi obengayisusa.
Lokhu akuyona into engezelelwe yokuziphatha. Yikho okuvikela inani. Uma usuvele unqumile ukuthi umsebenzi wakho wamahhala uya kuphi, isicelo sesaphulelo siyeka ukuzwakala njengokuhlolwa komusa wakho, futhi uthola umusho olula noneqiniso walowo mzuzu: "Angisinikezi isaphulelo, futhi ngiyanikela ngamaphrojekthi ambalwa ngonyaka ngokuphelele. Leli akulona lelo, ngakho nakhu engingakukhipha ngenani lakho."
Umsunguli we-KEEP CALM ubala ukubuyisela emphakathini phakathi kwezizathu ezenza umsebenzi wakhe waphumelela, ekwenza yonke indlela eya phezulu kunokukwenza esefikile, futhi uthi okwabuya kuye kwaphindwa kayishumi. Lokho kungukulandisa kwakhe ngeminyaka yakhe engamashumi amabili, akusona isithembiso esinamathiselwe kwirisidi yakho. Inguqulo encane futhi ethembeke kakhulu isabalulekile: abantu obasiza ekuqaleni bayakukhumbula, futhi umsebenzi ufika uvela ezindaweni obungeke uzihlele.
Ukubambelela enanini kungumkhuba owakha kanye bese uwusebenzisa iminyaka
Ngesikhathi sokuqala ubambelela enanini ngenkathi umuntu ecindezela, ukushaya kwenhliziyo yakho kukutshela ukuthi kuhambe kabi ngisho noma kuhambe kahle. Ngesikhathi sesibili kuba lula. Ngesikhathi sesihlanu sekuyinto oyishoyo nje, futhi konke kuthatha imizuzwana emine.
Yilokho ukuzola okwenzelwe kona lapha. Hhayi ukuzola esikhundleni sesifiso sokuphumelela, ukuzola okusiza leso sifiso. Ufuna okwengeziwe, uhlose ukuyokuthatha, futhi izwi elizinzile yilona thuluzi elikuvumela ukucela ngaphandle kokuqhaqhazela futhi uhlale ulula ukusebenza naye ngoMsombuluko. Amakhasimende afanele ukugcinwa awacasukiswa yinani eliqinile. Ayaduduzwa yilo, ngoba umuntu owaziyo ukuthi umsebenzi wakhe ubiza malini uvame ukwazi nokuthi umsebenzi wakhe uyini.
Bhala uhlu lwezingxenye kuleli sonto. Nquma inani ongeke wehlele ngaphansi kwalo. Khetha ukuthi ubani othola ubuciko bakho mahhala kulo nyaka. Ngemva kwalokho isicelo sesaphulelo esilandelayo akusiwo ukuhlolwa kwalutho. KungoLwesibili nje.
Imithombo
- Program on Negotiation at Harvard Law School, Four Strategies for Making Concessions in Negotiation
- Program on Negotiation at Harvard Law School, Dealing with Difficult Clients: Price Negotiations
- Program on Negotiation at Harvard Law School, What is Anchoring in Negotiation?