n.05_September_October.2009.Englisch._

• BUSINESS$KllLSNEGOTJATING

AmIshowlngres~
10 ..thelrindependence?
A keyqutlstlontoask
;...,~,\ • ShestateshertrustinAngela'sabilities:"So,^1 think
wecantrustyouejudgcmenrhere."

• SherecognizcsAngelahassuperiorknowlcdge:'Tm
  sureyouknowtheenvironmentbetterthan1 do."
  Askyourself:Whatkindsofthingsdayousaytocam-
  munieateyourrespeerforpeople?Whatelseeouldyou
  5al'toshowrespecr?

them.Rcspcctcancomcfrommanl'SQurces:apprt;cla-

I.i.!mofexpertise,recognitionofethicalvaluesandbe-

haviour,understandingofdifficultlifeexperiencessuf-

feredbytheperson.TheimporranrthingistoeOl11mu·

nicatc[espectintermsthatpcoplecanunderstand,par-

ticularlyduringwughdiscussions.Thishelpstokeep

negativeemotionsawayfromthenegoriatingtable.

Lookatthefollawingdialagucfromas..a.ks.negotia-

tjon.HowweildayouthinkJanecorrununicarcsher

respectforAngela?

Jane:So,canwecometothequestionoflogisticsandde-

livery?Now, Iknowthatyou'retheexpertonthi5with

yourexperienceinSau.al.So, Ithinkwecantrustyour

judgementhere.Whatwouldyou5ayis possible?

Angela:Wecouldprobablylooktom the~inaround

sixweeks.

Jane:OK,tomethatsoundslikea longtime,butI'msure

youknowtheenvironmentbetterthanIda.Whydoyou

saysixweeks?

JanecommunicatesrespectforAngelainvariousways:

• Sheexpresse..<;her awarenessofAngela'sexpertise:
  "Now,Iknowyou'reeheexperton... "

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44 BusinMSSpodigbt

Anerkennung,Wurdigung

etw.durchrohren

<lbnehmen.schwinden

Umfeld

(einenPlan)ausfuhren

Ware(n)

soausgedrOckl,dass

((ieistes-)Haltung

Planungsablauf

Pro!imisse:hier:grundlegende

Idee

Verkauf,Vertrieb

Saudi-Arabien

etw.(auslliefern

besser

4.Influencingothers

Theorcmiseofthisarticleisrhateffecrivenegotiarors

needtomasteremotions,particularlythcemotionsof

[heircounterparts.Inasense,thisisaboutheingable

coinfluencepeople.Ifwestimulatcnegativeemotions

inmhers,thenourabilitytOinfluenccthemandrobuild

relationshipsaodcondllcrsuccessfulnegnriationswith

themdiOlinishes.ThebeStwayrostimulatepositive

emotionsandnegoriatemoreeffectivelyisrodirectour

communic.1.rionromanagingthefourkeyhumanneeds:

thcneedrofeelvalued.connected,independentandre-

sptX.-red,

Thisarticlehasgivenyousomeideasonwhatyoucan

sal'.Nowthinkaboutthepeoplcyounegotiarewith,

andconsiderhowl'oucDuldinflucnceehernmorepos-

itivelyandeffectivcly.Phmyourcommunication,~

~thcplan,reflectonyourperformanceandstartthe

planningeydeagain.1nrhiswa)'.managingemorions

willbecomcpartof)'oureverydal'ncgoriatingmindser

andbehaviour.And,wirhalitdebitofluck,rhiswiU

bringyoumoresuccessandhappiness. ßI

I Formoreinformation

BOOK

• BeyondReason:UsingEmotionsasYouNegotiate,Roger
  Fisher,DanielB.5hapiro,PenguinUSA,ISBN978-0-14-
  303778·1,€11.70.(Theideasinthisarticle<lrever)'much
  indebtedtothegeneralapproachofthisbook.)
  Avallableat~:±i&1

INTERNET

• [http://www.vepsy.comlcommunicarlonlvolume9.hrm/(anacade.](http://www.vepsy.comlcommunicarlonlvolume9.hrm/(anacade.)
  micpapel'onthetopitl


• http://www.law.berlceley.edu/insrituteslcsls/lawemotion_cooference
  /paperslemotlons.identies,andnegotiationsuccess.pdf
  (anotherinteresling.butcomplel,paper)


• www,physorg.comfnews143283338.h/ml(asimplerpiece
  thatlooksatemotionsandthenegotiationofoffers)


• ProjeetManagementInstitute:Wlvw.pmi,org


• InternationalProjectManagementAssociation:WWlI'.ipma.ch

W YoucanpractisethistopiconBusinessSpotlightAudlo

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