We Attentively Examined All Contracts
We attentively examined all contracts and concludedsimilarities. And it was here explained that they werecarried out in the extremely rigid form, although theimpression of sufficiently friendly atmosphere was outwardly and created. It is necessary to give credit tothis person. It possessed strong will, powerful intellect,ability to convince and in spite of all this to remain charming person. It did not suspect, that entire this power it brought down to the partners and those they agreedto the unprofitable conditions, weakly defending its interests.
"As so, they barely object to my conditions they, which means,divide my position", said manager.
"They divided, until they were found under your influence, andwithout you, after being dismantled at everything, they threw contract into the debris basket" - here everything that it waspossible to answer it.
Manager considered that is carried out strategy "gain- loss" inthe soft form. In actuality was conducted strategy "loss- loss".Thus, a question about what strategy repossessed, is better todecide after the end of the period of the action of contract.Another example.
Colleague of one of the firms designed purchase to the wholesaledelivery of cosmetic. It is difficult to say, why to its information they did not bring information about the systemof reductions, but the relying reduction it did not obtain.Managers on sale with happiness reported about the taken caremeans,designing for reward.
Formally was carried out strategy "gain- loss", but this isestimation at the moment of the conclusion of transaction.Further event they were developed thus. The buyer rang aftera certain time and expressed to them everything, which thinksabout them, and it promised to punish. It carried out promiseits. As it proved to be, it was tightly connected with the circle of those, on whom depended resolution of the questions,important for the supplying firm. And here again installationto "the gain- loss" led to the fact that both lost, i.e. theyin the final analysis operated on strategy "gain- loss".
From the given examples, the especially latter, it is possibleto draw the conclusion: if there are additional circumstancesof any kind, then strategy "gain- loss" it follows to usecorrectly. Otherwise it easily is transformed into "the loss-loss".
Strategy "gain" is effective under the conditions of the high degree of uncertainty because of the absence of information.This position is strengthened, if there is no idea about howbusiness connections will for long continue.
In all situations indicated the success of strategy "gain"predetermines by the fact that in the course of negotiationsit can pass into "the gain- gain" or into "the gain- loss".
In the extreme situations, when only defined result is important and it is completely unimportant, as furtherrelations will be formed, you, naturally, select strategygain. In the course of negotiations she can pass into strategy "gain- loss" or "gain- gain".
From the aforesaid it follows that the selection of strategydepends on concrete circumstances. Basic task - it is correctto estimate situation and to select approach taking into account its special features. But this, first of all, large and surprising skill.
Article written by Alexander Bukinis.
About the Author:Alexander Bukinis
email: hansi_demark@yahoo.com
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