{"id":2057,"date":"2013-09-24T15:30:37","date_gmt":"2013-09-24T13:30:37","guid":{"rendered":"http:\/\/zurnalsiepirkumi.lv\/?p=2057"},"modified":"2013-09-30T19:34:05","modified_gmt":"2013-09-30T17:34:05","slug":"sarezgitas-parrunas-ka-rikoties","status":"publish","type":"post","link":"https:\/\/zurnalsiepirkumi.lv\/?p=2057","title":{"rendered":"Sare\u017e\u0123\u012btas p\u0101rrunas. K\u0101 r\u012bkoties?"},"content":{"rendered":"

K\u0101 r\u012bkoties, non\u0101kot situ\u0101cij\u0101, kad klients saka: \u201eJ\u016bsu cena ir p\u0101r\u0101k augsta!\u201d vai ar\u012b: \u201eV\u0113lamies, lai \u0161aj\u0101 cen\u0101 tiktu iek\u013cauti ar\u012b papildpakalpojumi!\u201d? J\u016btot, ka lab\u0101k ir ieg\u016bt k\u0101du dar\u012bjumu, nevis palikt glu\u017ei be\u0161\u0101, p\u0101rdev\u0113js nereti piek\u0101psies, gan m\u0113\u0123inot mazliet pakaul\u0113ties, gan pavelkot segu uz savu pusi.<\/em> Tom\u0113r, ja klients stingri nost\u0101jas sav\u0101 poz\u012bcij\u0101 un dikt\u0113 noteiktumus, visbie\u017e\u0101k p\u0101rdev\u0113js piek\u0101pjas. Vai ir varianti?<\/strong>
\n<\/brake>
\n<\/brake>
\nPicu varam ne tikai sadal\u012bt \u2013 iesp\u0113jams, m\u0113s varam izcept to liel\u0101ku!<\/strong><\/p>\n

Ja j\u0101sadala noteikta lieluma pica, tad, ja es atteik\u0161os no savas da\u013cas, mans sarunu partneris ieg\u016bs vair\u0101k. Ja es v\u0113los vair\u0101k, man j\u0101at\u0146em da\u013ca partnerim. L\u012bdz\u012bgi ir, ja kaul\u0113jamies tikai par fiks\u0113ta pied\u0101v\u0101juma cenu, tad m\u0113\u0123in\u0101m sadal\u012bt eso\u0161o picu. Ja run\u0101jam ar\u012b par citiem nosac\u012bjumiem \u2013 pieg\u0101des apjomiem un termi\u0146iem, papildu servisu un pakalpojumiem, \u2013 tad varam kop\u012bgi izveidot risin\u0101jumu, kura rezult\u0101t\u0101 abas puses ieg\u016bs vair\u0101k, nek\u0101 s\u0101kum\u0101 cer\u0113ts. Atsl\u0113gas v\u0101rds iepriek\u0161\u0113j\u0101 teikum\u0101 ir kop\u012bgi!<\/em> No viendimensijas kaul\u0113\u0161an\u0101s c\u012b\u0146as varam p\u0101riet uz pla\u0161\u0101ku iesp\u0113ju apsv\u0113r\u0161anu tikai tad, ja sp\u0113jam iesaist\u012bt klientu sarun\u0101, kop\u012bgi mekl\u0113jot risin\u0101jumus. K\u0101 iesaist\u012bt otru pusi risin\u0101jumu mekl\u0113\u0161anas sarun\u0101? L\u016bk, da\u017ei padomi! <\/p>\n

Atdaliet cilv\u0113cisk\u0101s attiec\u012bbas no risin\u0101m\u0101s probl\u0113mas!<\/strong>
\n
\nPozicion\u0101la kaul\u0113\u0161an\u0101s notiek tad, kad sarunu dal\u012bbnieki katrs turas pie sav\u0101m s\u0101kotn\u0113ji izdom\u0101taj\u0101m pras\u012bb\u0101m k\u0101 pie frontes poz\u012bcij\u0101m, kuras nedr\u012bkst atdot naidniekam. Ta\u010du m\u0113s v\u0113lamies sarunas ievad\u012bt principi\u0101lu p\u0101rrunu zon\u0101, mekl\u0113jot iesp\u0113jas izcept liel\u0101ku picu. Principi\u0101l\u0101s p\u0101rrun\u0101s m\u0113s cen\u0161amies veidot labas, lieti\u0161\u0137as attiec\u012bbas ar saviem sarunu partneriem un atdal\u012bt attiec\u012bbas no m\u016bsu probl\u0113mas vai str\u012bdus objekta. Lai to izdar\u012btu, pirms p\u0101rrun\u0101m p\u0101rdom\u0101jiet lielo bildi<\/em> \u2013 ko v\u0113laties ieg\u016bt ilgtermi\u0146\u0101, formul\u0113jiet probl\u0113mu, kuru risinot, ieguv\u0113jas b\u016bs abas puses (piem\u0113ram, darba efektivit\u0101tes paaugstin\u0101\u0161ana klienta uz\u0146\u0113mum\u0101). Uzz\u012bm\u0113jiet p\u0101rrunu karti \u2013 kuras ir l\u0113mumu ietekm\u0113jo\u0161\u0101s personas klienta pus\u0113 un j\u016bsu pus\u0113.<\/p>\n

Sarunu gait\u0101 radiet uztic\u012bbu un dalieties ar inform\u0101ciju \u2013 veltiet laiku, lai izveidotu savstarp\u0113jas uztic\u012bbas atmosf\u0113ru sarun\u0101, esiet atkl\u0101ti, st\u0101stiet par sevi, sav\u0101m interes\u0113m. Nebaidieties, ka otra puse izmantos \u0161o inform\u0101ciju \u013caunpr\u0101t\u012bgi, ieguvumi b\u016bs liel\u0101ki.
\nUzman\u012bgi klausieties, par\u0101diet, ka saprotat sarunu partnera ba\u017eas un v\u0113lmes.<\/p>\n

Izprotiet intereses, kas sl\u0113pjas aiz izteiktaj\u0101m pras\u012bb\u0101m \u2013 aiz klienta ie\u0146emtaj\u0101m poz\u012bcij\u0101m!<\/strong><\/p>\n

\u013boti vienk\u0101r\u0161s un iedarb\u012bgs padoms \u2013 nes\u0101ciet p\u0101rrunas, st\u0101stot, ko v\u0113laties. Vispirms past\u0101stiet, k\u0101p\u0113c,<\/em> k\u0101das ir j\u016bsu ilgtermi\u0146a intereses un m\u0113r\u0137i, p\u0113c tam centieties p\u0101riet pie iesp\u0113jamo risin\u0101jumu mekl\u0113\u0161anas. Nevis atbildiet uz klienta pras\u012bb\u0101m ar sav\u0101m pretpras\u012bb\u0101m, bet centieties izprast, k\u0101das ir klienta paties\u0101s intereses.<\/p>\n

Piem\u0113ram, ja klients saka: \u201eMan vajadz\u012bga zem\u0101k\u0101 cena,\u201d paties\u0101s klientu intereses var b\u016bt: \u201eMan j\u0101par\u0101da savai vad\u012bbai, ka esmu efekt\u012bvs iepirc\u0113js, kur\u0161 var pan\u0101kt augstu dar\u012bjumu rentabilit\u0101ti!\u201d Zinot klienta intereses, p\u0101rdev\u0113js var teikt: \u201eEs saprotu, ka jums ir svar\u012bga dar\u012bjuma rentabilit\u0101te, vai j\u016bs v\u0113l\u0113tos p\u0101rrun\u0101t m\u016bsu produkta kop\u0113j\u0101s pirk\u0161anas un uztur\u0113\u0161anas izmaksas (TCO \u2013 total cost of ownership<\/em>) vis\u0101 t\u0101 lieto\u0161anas laik\u0101?\u201d Centieties sarunas gait\u0101 uzdod jaut\u0101jumus, lai saprastu, kas klientam patiesi ir svar\u012bgs, k\u0101di ir t\u0101 biznesa un person\u012bgie mot\u012bvi. Ide\u0101l\u0101 gad\u012bjum\u0101, ja m\u0113s izprotam abu pu\u0161u intereses, mums rodas pamats kop\u012bgai risin\u0101jumu mekl\u0113\u0161anai.<\/p>\n

Koncentr\u0113jieties uz jaunu iesp\u0113ju rad\u012b\u0161anu!<\/strong><\/p>\n

Izprotot abu pu\u0161u intereses, varam s\u0101kt dom\u0101t par jauniem risin\u0101jumiem \u2013 mekl\u0113t iesp\u0113jas, k\u0101 izcept liel\u0101ku picu. Vienk\u0101r\u0161\u0101kaj\u0101 gad\u012bjum\u0101 t\u0101s b\u016bs da\u017e\u0101das vari\u0101cijas produkta vai pakalpojuma komplekt\u0101cij\u0101, apmaksas nosac\u012bjumos, papildu pakalpojumos, lietot\u0101ju apm\u0101c\u012bb\u0101. Apspriedieties un radiet lab\u0101ko kombin\u0101ciju ab\u0101m pus\u0113m! Pied\u0101v\u0101jiet vair\u0101kus risin\u0101juma variantus, lai rosin\u0101tu dialogu, ja iesp\u0113jams, sarunu gait\u0101 iesniedziet apsprie\u0161anai tr\u012bs pied\u0101v\u0101jumus, kuri ir p\u0113c iesp\u0113jas at\u0161\u0137ir\u012bgi, ta\u010du ar vien\u0101du j\u016bsu pe\u013c\u0146as da\u013cu. <\/p>\n

Izmantojiet neatkar\u012bgus standartus!<\/strong><\/p>\n

Situ\u0101cij\u0101s, kad sarunu partneru intereses ir pret\u0113jas, izeju no strupce\u013ca varam mekl\u0113t, izmantojot neatkar\u012bgus standartus. Neatkar\u012bgi standarti ir objekt\u012bvs krit\u0113rijs vai line\u0101ls,<\/em> ar kuru varam nom\u0113r\u012bt un sal\u012bdzin\u0101t da\u017e\u0101das izv\u0113les iesp\u0113jas, variantus. Piem\u0113ram, ja es saku: \u201e\u0160\u012b iek\u0101rta maks\u0101 10\u00a0000,\u201d bet j\u016bs sak\u0101t: \u201eN\u0113, t\u0101 maks\u0101 15\u00a0000!\u201d, m\u0113s varam pan\u0101kt dar\u012bjuma vieno\u0161anos, ja vispirms vienojamies, ka par atskaites punktu izmantosim neatkar\u012bgas tirgus izp\u0113tes sniegtos datus, vai ar\u012b izmantosim p\u0113t\u012bjumos pamatotu formulu iek\u0101rtu rentabilit\u0101tes apr\u0113\u0137inam. K\u0101 neatkar\u012bgu standartu varam izmantot iepriek\u0161\u0113jo l\u012bdz\u012bgu dar\u012bjumu pieredzi, neatkar\u012bgu p\u0113t\u012bjumu, zin\u0101tnisku pamatojumu, ekspertu v\u0113rt\u0113jumu, valsts izdotos likumus u. c. Lai saska\u0146otu pret\u0113j\u0101s intereses, vispirms mums j\u0101saska\u0146o ab\u0101m pus\u0113m pie\u0146emami v\u0113rt\u0113\u0161anas krit\u0113riji!<\/p>\n

Ja p\u0101rdev\u0113js veic p\u0101rrunas ar gudru iepirc\u0113ju, kur\u0161 r\u016bp\u0113jas par savas organiz\u0101cijas interes\u0113m, tad \u0161\u012b ir \u013coti b\u016btiska p\u0101rrunu sada\u013ca, jo profesion\u0101li iepirc\u0113ji m\u0113dz sac\u012bt, ka nav oblig\u0101ti j\u0101izv\u0113las zem\u0101k\u0101s cenas pied\u0101v\u0101jums. J\u0101prot ielikt t\u0101di krit\u0113riji, lai var\u0113tu izv\u0113l\u0113ties kvalitat\u012bvu pied\u0101v\u0101jumu!<\/p>\n

Apsveriet savas alternat\u012bvas!<\/strong><\/p>\n

Liel\u0101ka ietekme p\u0101rrun\u0101s ir nevis tai pusei, kura stingri turas pie sav\u0101m poz\u012bcij\u0101m, bet pusei, kurai ir liel\u0101kas manevru un alternat\u012bvu izv\u0113les iesp\u0113jas. Ja \u0161\u012b ir p\u0101rdev\u0113ja vien\u012bg\u0101 iesp\u0113ja nosl\u0113gt dar\u012bjumu, tad klientam daudz viegl\u0101k b\u016bs pan\u0101kt t\u0101 piek\u0101p\u0161anos pozicion\u0101l\u0101 kaul\u0113\u0161anas c\u012b\u0146\u0101. Savuk\u0101rt, ja p\u0101rdev\u0113js ir apsv\u0113ris ar\u012b citu dar\u012bjumu iesp\u0113jas gad\u012bjumam, ja neizdosies pan\u0101kt \u0161o dar\u012bjumu, tad p\u0101rdev\u0113ja ietekme sarun\u0101s b\u016bs krietni liel\u0101ka. Jebkur\u0101s p\u0101rrun\u0101s mums ir j\u0101sagatavo rezerves pl\u0101ns, papildiesp\u0113ja, ko dar\u012b\u0161u, ja neizdosies vienoties. Efekt\u012bvam p\u0101rrunu dal\u012bbniekam ir j\u0101nosaka robe\u017ea, pie kuras tas p\u0101rtrauks p\u0101rrunas un aizies no sarunu galda. Lai to sp\u0113tu izdar\u012bt, j\u0101b\u016bt skaidrai alternat\u012bvai, ko dar\u012b\u0161u, kur ie\u0161u, k\u0101 r\u012bko\u0161os p\u0113c tam, kad b\u016b\u0161u aizg\u0101jis no sarunu galda. Alternat\u012bva past\u0101v \u0101rpus konkr\u0113taj\u0101m p\u0101rrun\u0101m, piem\u0113ram, ja p\u0101rrunu objekts ir iek\u0101rtu p\u0101rdo\u0161anas dar\u012bjums klientam A, tad alternat\u012bvas var b\u016bt cits klients B, kuram ir interese par iek\u0101rt\u0101m, vai ar\u012b sadarb\u012bbas l\u012bgums ar \u0123ener\u0101luz\u0146\u0113m\u0113ju C, kur\u0161 sl\u0113gs l\u012bgumu ar klientu A, un tad m\u0113s b\u016bsim pieg\u0101d\u0101t\u0101ji uz\u0146\u0113m\u0113jam C.<\/p>\n

Nekad nes\u0113d\u012bsimies pie sarunu galda, ja neesam iepl\u0101noju\u0161i alternat\u012bvas! Jebkuru iesp\u0113jamo vieno\u0161anos sal\u012bdziniet ar alternat\u012bv\u0101m, kas past\u0101v \u0101rpus \u0161\u012bs vieno\u0161an\u0101s. Gatavojoties p\u0101rrun\u0101m, p\u0101rdom\u0101jiet ar\u012b, k\u0101das ir otras puses alternat\u012bvas un manevru iesp\u0113jas. M\u016bsu iesniegto pied\u0101v\u0101jumu klients sal\u012bdzin\u0101s ar sav\u0101m alternat\u012bv\u0101m.<\/p>\n

P\u0101rrunu principi re\u0101laj\u0101 dz\u012bv\u0113<\/strong><\/p>\n

Varam dro\u0161i teikt, ka vislab\u0101ko rezult\u0101tu abas p\u0101rrunu puses pan\u0101ks, nevis kaul\u0113joties un sp\u0113l\u0113jot no sp\u0113ka poz\u012bcij\u0101m, bet cen\u0161oties iesaist\u012bt otru pusi principi\u0101lu p\u0101rrunu proces\u0101. Veidojiet sadarb\u012bbas attiec\u012bbas (atdali cilv\u0113ku no probl\u0113mas), izp\u0113tiet otras puses intereses un m\u0113r\u0137us (izprotiet intereses), apspriediet da\u017e\u0101dus risin\u0101juma variantus (jaunu iesp\u0113ju rad\u012b\u0161ana) un pretrun\u012bgu intere\u0161u situ\u0101cij\u0101s vienojieties par atskaites krit\u0113rijiem (neatkar\u012bgi standarti). Liel\u0101ks sp\u0113ks p\u0101rrun\u0101s ir tai pusei, kura lab\u0101k apzin\u0101jusi savas un otras puses alternat\u012bvas. \u0160aj\u0101 raksti\u0146\u0101 m\u0113s apskat\u012bj\u0101m p\u0101rrunu strat\u0113\u0123ijas \u2013 k\u0101 pl\u0101not p\u0101rrunu m\u0113r\u0137us un gaitu. Protams, p\u0101rrunu rezult\u0101tu bez strat\u0113\u0123ijas ietekm\u0113 v\u0113l divi b\u016btiski faktori \u2013 p\u0101rrunu meistar\u012bba un sp\u0113les laukuma p\u0101rvald\u012b\u0161ana. P\u0101rrunu meistar\u012bba \u2013 t\u0101 ir m\u016bsu uzved\u012bba, st\u0101ja, runas prasme, inton\u0101cija, prasme klaus\u012bties un pieska\u0146ot savu uzved\u012bbas stilu un tempu sarunu partneriem. Sp\u0113les laukuma p\u0101rvald\u012b\u0161ana \u2013 prasme atrast atbilsto\u0161\u0101s kontaktpersonas, to ietekmes un klienta organiz\u0101cijas iek\u0161\u0113j\u0101s dinamikas izpratne. Aprakst\u012btie p\u0101rrunu strat\u0113\u0123ijas principi ir lietojami, tos labi p\u0101rdom\u0101jot un piel\u0101gojot savu uzved\u012bbu da\u017e\u0101d\u0101m situ\u0101cij\u0101m un kult\u016br\u0101m. Jauk\u0101kais ir tas, ka pielietojami tie ir gan biznesa p\u0101rrun\u0101s, gan sadz\u012bv\u0113 un politik\u0101, ja vien atceramies, ka p\u0101rrunu veiksmi nosaka gan tas, kas notiek pie sarunu galda, gan, v\u0113l jo vair\u0101k, sagatavo\u0161an\u0101s \u2013 p\u0101rdom\u0101\u0161ana, r\u016bp\u012bga pl\u0101no\u0161ana. Veiksm\u012bgas p\u0101rrunas !<\/p>\n

Teksts: J\u0101nis Straum\u0113ns<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

K\u0101 r\u012bkoties, non\u0101kot situ\u0101cij\u0101, kad klients saka: \u201eJ\u016bsu cena ir p\u0101r\u0101k augsta!\u201d vai ar\u012b: \u201eV\u0113lamies, lai \u0161aj\u0101 cen\u0101 tiktu iek\u013cauti ar\u012b papildpakalpojumi!\u201d? J\u016btot, ka lab\u0101k ir ieg\u016bt k\u0101du dar\u012bjumu, nevis palikt glu\u017ei be\u0161\u0101, p\u0101rdev\u0113js nereti piek\u0101psies, gan m\u0113\u0123inot mazliet pakaul\u0113ties, gan pavelkot segu uz savu pusi. <\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1,47],"tags":[],"_links":{"self":[{"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/posts\/2057"}],"collection":[{"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=2057"}],"version-history":[{"count":0,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/posts\/2057\/revisions"}],"wp:attachment":[{"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=2057"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=2057"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=2057"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}