Bathe ibhande lemiholo limisiwe. Kuya ngenkampani, lokho kungaba yiqiniso noma kube umkhuba nje, kodwa ake sithi okwesikhashana kuyiqiniso ngokuphelele. Umugqa woholo awunyakazi namuhla.
Abantu abaningi bezwa lokho bese bathatha ingxoxo njengephelile. Ayiphelile, ishintshe isimo. Imali iyinto eyodwa esivumelwaneni esinezinto eziyishumi noma eziyishumi nanhlanu, futhi lezo ezinye izinto kuvamile ukuthi zibe lula kakhulu kumuntu okuye ngaphesheya kwetafula ukuzinika, ngoba aziphumi esabelweni esilawulwa ngomunye umuntu.
Usuku lokuqala. Isikhundla. Ubungako bomsebenzi. Imigomo yenkokhelo. Isikhathi sokubuyekeza. Izinsiza. Izinsuku zokuphumula. Izinsuku zokusebenza usekhaya. Ubani owenza umsebenzi wokulungiselela. Ibhonasi yokusayina. Isabelo sokuqeqeshwa. Inkokhelo uma iphrojekthi ifa. Yonke leyo yimali yangempela noma yimpilo yangempela, eziningi zazo zibaluleke kuwe ngaphezu kokwenyuselwa ebeniphikisana ngakho, futhi eziningi zibiza kancane kolunye uhlangothi kunemali.
Ngingacela ini uma bethi ibhande loholo limisiwe?
Cela ukubuyekezwa okubhaliwe ezinyangeni eziyisithupha, isikhundla esihambisana nomsebenzi owenzayo, kanye nosuku lokuqala olukunika amasonto amabili aphelele. Zontathu lezi zibiza umuntu okuye ngaphesheya kwetafula ukusayina kuphela hhayi umugqa wesabelo, futhi eyokuqala iyingxoxo yesibili ngomholo osuyihlelile.
Emva kwalokho, wehle ngohlu olusele ngokuthi yini ebaluleke ngempela kuwe. Isabelo sokuqeqeshwa siyimali. Izinsiza ziyimali. Imigomo yenkokhelo yezinsuku eziyishumi nane esikhundleni sezingamashumi ayisithupha yimali osuyisebenzele efika isasebenza. Usuku olulodwa ngesonto usekhaya kuwuhambo ongaluhambi cishe izikhathi ezingamashumi amane nanhlanu ngonyaka. Ubungako bomsebenzi obubhaliwe kuwukuvikeleka ekwandeni kancane okuguqula isivumelwano esihle sibe esibi ngoMashi.
Isiqondiso se-Harvard Business Review sokuxoxisana ngomsebenzi senza iphuzu elifanayo ngakolunye uhlangothi: ingxoxo ebaluleke kakhulu imayelana nesikhundla, imisebenzi kanye nokuthi lokhu kuholelaphi, hhayi umugqa woholo wodwa. Ibhande lingumusho owodwa edokhumenti enemisho engamashumi amathathu.
Yikuphi ukushintshiselana okubabiza kancane kodwa okubaluleke kakhulu kimi?
Ukushintshiselana okungcono kunakho konke yilokho okubabiza ukusayina kuphela futhi okungakubizi lutho ukukwamukela. Kuhlelwe ngokuthi kubiza kancane kangakanani kolunye uhlangothi, yilokhu: isikhathi sokubuyekeza, usuku lokuqala, isikhundla, izinsuku zokusebenza usekhaya, izinsiza, isabelo sokuqeqeshwa, ubungako bomsebenzi obubhaliwe, imigomo yenkokhelo, izinsuku zokuphumula, kanye nokuthi ubani owenza umsebenzi wokulungiselela.
Nasi isizathu sokuthi lokho kulandelana kubambe kanjani. Ukwenyuka koholo kuhlala njalo, kuyanda futhi kubonwa yiwo wonke umuntu ebhandeni, ngakho kuyinto ebiza kakhulu kunazo zonke ongayicela. Usuku lokuqala alubizi lutho. Isikhundla asibizi lutho ezinkampanini eziningi futhi sibaluleke kakhulu kuwe ngesikhathi esilandelayo lapho ufuna umsebenzi. Ukubuyekezwa kwezinyanga eziyisithupha kubiza ukubhala ekhalendeni manje bese kuhlehlisela umbuzo wemali esikhathini lapho usunobufakazi.
Imigomo yenkokhelo ifanele ukubalwa yodwa kunoma ubani ozisebenzayo. Ukukhokhelwa ezinsukwini eziyishumi nane esikhundleni sezingamashumi ayisithupha akushintshi nakancane isamba se-invoyisi, kodwa kushintsha unyaka wakho kakhulu.
Ngizihlela kanjani ezinhlanu zami ngaphambi kwengxoxo?
Bhala phansi izinto eziyishumi ongazicela, ususe ezinhlanu, bese ubeka ezisalayo ngokulandelana kokuthi zibaluleke kangakanani kuwe ezinyangeni eziyishumi nambili ezizayo, hhayi ngokuthi yikuphi okuzwakala kunesibindi ukukucela. Kwenze ntambama ethule, ngoba ngeke ukwazi ukuhlela lutho lapho usegumbini.
Bese unquma ezinye izinto ezimbili bese uzibhala phansi. Yiyiphi into eyodwa obungayithatha ukube uthola eyodwa kuphela, futhi yiyiphi into ojabulela ukuyinikela kuqala njengesipho esibonakalayo. Ukuba nento ozimisele ukuyiyeka akubona ubuthakathaka, yikho okuguqula ukubambana kube ukushintshiselana.
Uma izinto ezimbili zisondelene, gcina leyo obusazoyijabulela emva konyaka. Abantu abaningi bakhulisa kakhulu into engabenza bajabule ngoLwesihlanu bese behlisa into ebumba buthule izinyanga eziyishumi nambili ezizayo, evamise ukuba ubungako bomsebenzi, isikhundla, noma ukuthi ubika kubani.
Letha uhlu ephepheni. Hhayi ukuze balubone, kodwa ngenxa yakho. Ukuthula kulula ukukubamba lapho kukhona okusetafuleni ongakubuka, futhi uhlu oluhleliwe lusho ukuthi lolo kuthula nguwe ufunda hhayi uqamba into.
Ngingashintshiselana kanjani ngaphandle kokuthi kube ukubangisana ngentengo?
Hlanganisa konke okunikelayo nento oyifunayo, emushweni owodwa, ngokuzwakalayo. "Uma uholo lumisiwe ngempela, khona-ke ngingadinga ukuthi ukubuyekezwa kwezinyanga eziyisithupha kubhalwe esivumelwaneni futhi ngithole isikhundla esiphakeme kusukela ngosuku lokuqala, futhi ngalezo zinto ezimbili ngikulungele ukusayina kuleli sonto."
Yilona iqhinga lonke. Shintshisana, ungaze unikele ngelize: konke okunikelayo kufanele kuthole into. Umsebenzi we-Program on Negotiation mayelana nokuyeka izinto ucacile ngokuthi kungani lokhu kubalulekile. Uma ungayibizi ngegama into oyiyekayo bese uphinde usho ofuna ukukuthola, olunye uhlangothi ngeke luyibone into oyiyekile, futhi uzothola into ebabiza ize futhi engenzi lutho kuwe.
Gcina izwi lifudumele nomusho umfushane. Awubangisani ngentengo, wakha inguqulo yesivumelwano nobabili eningayisayina. Umusho oyigcina isebenzisana ngu "singafinyelela kanjani ekuvumeni kulokhu," futhi umusho oyibhidlizayo yinoma iyiphi inguqulo yokuthi "lokho akwanele."
Shintshisana ngento eyodwa ngesikhathi, ngokulandelana, bese uma sekwanele. Ukwehla ngohlu oluhleliwe kunokuthula. Ukuvula kabusha into esixazululiwe ngoba ukhumbule enye into usemotweni akunakho.
Kuthiwani uma kungekho nokukodwa kwalokhu kushintshiselana okuphumelelayo?
Kusho ukuthi ufunde into ebalulekile esikhundleni sokungafundi lutho. Inkampani engenakushintsha oholweni, esikhundleni, esikhathini, ezinsizeni noma osukwini lokubuyekeza ikutshela ukuthi ayinandawo nhlobo noma ayifuni neze ukuyithola, futhi kokubili yiqiniso okufanele ulazi ngaphambi kokuthi uvume.
Kuleso sikhathi unezindlela ezintathu eziqotho. Thatha isivumelwano njengoba sinjalo amehlo akho evulekile bese ubeka usuku ekhalendeni lakho lokusibuyekeza. Sithathe kanye nento eyodwa ocele ukuthi ibhalwe phansi, ngisho iyincane, ngoba into ebhaliwe iyisibonelo esizolandelwa. Noma wale ngomusa ushiye umnyango uvulekile, okuyindlela engenzeka ngezikhathi eziningi kunalokho okuzwakala ngakho ngaleso sikhathi.
Noma yikuphi okukhethayo, bhala phansi lokho okucelile nalokho okuzwile kubo, ngalo lolo suku, ngamazwi abo. Lelo nothi liyindawo yakho yokuqala ngonyaka ozayo. Likusindisa ekuqaleni yonke ingxoxo phansi ngosuku ibhande elivuleka ngalo ngokungazelelwe, futhi lona umehluko phakathi kokuphinde ucele nokuphinde ucele unerekhodi.
Uhlu oluhleliwe ukuzola okulungiselele kusenesikhathi
Isizathu sokuthi abantu badede ekushintshiselaneni akukhona ukuthi abanaso isibindi. Yingoba baqamba izindlela behleli phambi komuntu olindile, futhi ukuqamba ungaphansi kwengcindezi kukhipha izicelo ezincane, ezixolisayo. Imizuzu eyishumi nepeni ngosuku olwandulele kususa cishe konke lokho.
Yilokho ukuzola okukhona ngakho engxoxweni. Hhayi isimo somoya ozama ukusibiza usegumbini, kodwa iqoqo lezinqumo ozenzile ngesikhathi kungekho lutho olusengozini, ukuze inguqulo yakho ehlezi etafuleni yenze ingxenye elula kuphela: ifunde uhlu, ishintshiselane ngokulandelana, futhi ihlale imnandi ukusebenza nayo ngoMsombuluko.
Bhala eziyishumi zakho namhlanjena ebusuku. Susa ezinhlanu. Nikeza ezinye izinombolo. Bese uyacela zonke, ngokulandelana, ngomusa, ubone ukuthi ibhande elimisiwe kanjani liba yinto enyakazayo yonke indawo ngaphandle komugqa owodwa abakutshele ngawo.
Imithombo
- Program on Negotiation at Harvard Law School, Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies
- Harvard Business Review, Negotiating Your Next Job
- Program on Negotiation at Harvard Law School, Four Strategies for Making Concessions in Negotiation