n.05_September_October.2009.Englisch._

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___-,',oertlaltemswe;sel

sichelßerSacheverschlieBen

Imdn.überetw.infonmeren

etw.klaren

mitjmdm.lusammenatbeiten

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fachwissen

ausdrücklich

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Arbeitszeit

Ideenlieferant{in)

etw.verletzen---

unsensibel

frage,Problem

Verbindung

etw.aufl'echtertlalten

hier:gestrichen,abgeblasen

hier:zuerledigen

Ergebnis

vermeintlich

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etw.wahren---

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hier:ableisten

abgelehnt.zunkkgewiesen

GehalberhOhung ---

IHandlungs-JSplelraum

leilende{r)Mitarbeiter{in)

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apereclate~knowledgesl~:sth.I~'p~i:[i"'ll]I:,.,~,~"~'~'d~'~l~_=~,tw!t..etw.~,merkennenzuschatzenwissen

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d)Theneedtofeelrespected.Tmaginethissituation;

a youngconsultanremersaroomfullofseniorman-

agersrobriefthernonhowtheycandeveloprhcirbusi-

nessprocesses.Morethan 50 PowerPoint~Iater,

thcconsultantleavestheroomaliniehotandbothercd.

Noconsultingcontracthasbeenagreed.Infal.:t, jr's

mostunlikely(hattheconsultingfirmwillcverbein-

vitcdbacktothecompany.

Why?Weil,it'sbasichumanemotionsagain.-mecon-

sultantappearedarrogantanddidn'ropcnlycommuni-

catehisrcspecrfor,heexperienceandknowledgeofthe

seniormanagers.HejusrgavetheImpressionofknow-

ingmorerhantheydaandbeingbeuerthantheyare.

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Wortlstream"W'J:t.stri:m]

Jane:So,I'dliketostarttodaybyhearingyouropinionand

seewhereweagreeonthings.

Angela:Weil,it'sprettysimple,really.I thinkthecurrent

offer 01 a threepercentr.[gisverylow,especiallycon·

sideringthe.!::l2u..cithatI.l2U1lnlastyear.

Jane:OK.I agreewithyouaboutJastyear.Andweneedto

recognizethatinsomeway.Wealsoneedtowerktowards

a commongoalofkeepingthecompanyprofitableindif·

fieulteconomictimessothatwecan...

Inthisdialogue,Janebuildsaconnecriollinanumber

ofways:

• Sherriestodiscovcra possiblelink:"l'dlikcto...see
  wherewcagree... "


• 5heagreeswithAngcla'sconcern:'" agreewirhyou
  about.....


• She(mphasizessharedobjecrivesandinterests:.eWe
  alsoncedroworktowards 3 commongoal.....
  Askyourself:Inwh3rwaysdoyourrytodiscoverand
  buildconnectionsberweenyourseJfandyournegotiar-
  ingpartners?

clTheneedtofeelindependent."Youhavenochoice!
Acceptthisorthedealisoff!"Whyaresuchcomments
sounacceptablc,and whydatheygeneratenegative
emotionsifsaidintheheatofa negoriation?It'ssim-
ple:thcyi.llfringcon,motherkeyemotionalneed- the
necdw mainraina degrecoffreedom 3ndindepen-
dence.Ycs,wewantconnection.Butwealsovalueour
ownspaceandourrighttothinkthewaywedaandtO
influenceourliveswithourowndccisions.\'<fhenthat
stopeisremoved,wecanfeelpressurcd,trap~dand
dominated,and arelikely toreacraggressivelyand
defensivelv.
Soitisimporranrinnegotiationstocommunicatca
commjtlllcnt topreserving theindependence ofnur
counterpartsand torespecttheirfrcedom ofaction.
LookatthewayJanemanagesAngela'snccdtofeelin-
dependentinrhefollowingdialogue:
Jane:JusttodHifymyrolehere,whatI wanttodoishelp
youandGabytocommunicatemoreeffectlvely.l'mnot
here 10 tellyouwhattodobutjusttotalkthroughIhe
~toseeifwecanfinda solution.
Angela:Fine!I didn'treallywantyouinvolved,tobehon-
est.
Jane:I agreethatit'syourresponsibility 10 solvethisissue,
andI don·twanttosteRonvourtoes. j'mjusthereasa
kindofideasgenerator.So,withthisinmind,whatdo
youthinkcanbedone?
JanecommunicatcsherrespectforAngela'siodepen-
denceinanumberofways:

• 5hec1arifiesherrole:"I'mnotheretotellyou... "


• ShestatesexplicjtlyherrespecrforAngcla'sindepen-
  dence:"Iagreethatit'syourrespol1sibiliryro ... "


• Sheasksforideas:"So,withrhisInmind,whatdo
  youthinkcanbcdone?"
  Askyourself:\X1harkindsofthingsdoyousaytocom-
  muoicaterespeerfortheiodependenceofothers?What
  elsecouldyousay?

5/2009 BusinessSpotlight 43