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Vijesti Objavljeno 04.03.2012. Umijeće pregovaranja u 10 točaka U doba stalne borbe među spolovima i interesima, pregovaranje je nešto što, čini se, stalno činimo ili smo prisiljeni činiti. Žene su manje sklone pregovarati oko stvari koje žele, a... U doba stalne borbe među spolovima i interesima, pregovaranje je nešto što, čini se, stalno činimo ili smo prisiljeni činiti. Žene su manje sklone pregovarati oko stvari koje žele, a česta je i pretpostavka da pregovaranje znači pogađanje, nagovaranje ili postizanje kompromisa koji u praksi završavaju tako da obje strane odustanu od onoga što žele i pristanu na nešto što ne žele. Psiholog i bračni terapeut Steven Stosny smatra da takvim načinima manipulacije ne bi trebalo biti mjesta u kvalitetnom ljubavnom odnosu.
Pregovaranje se često definira kao umjetnost postizanja da druga strana svojevoljno pristane da bude po vašem. No ona je i umjetnost znanja i nuđenja drugoj strani onoga što ona želi. Uz takvu definiciju pregovaranja ide i 10 zlatnih pravila: Trebate točno znati što želite i zašto to želite. Postavljajte dovoljno pitanja ne bi li uspješno dijagnosticirali razlogei motive želja druge strane. Aktivno slušajte partnera/icu sumiranjem onoga što vam je izrečeno, i potpitanjima provjerite jesu li oni/e razumjeli/e vas. Sve to uz puno strpljivog pojašnjavanja, ponavljanja i objašnjavanja. Izrazite interese koji su vam bitni (želje, potrebe, preferencije i prioritete) i zatražite da ih druga strana ponovi. Tako ćete biti sigurni u to je li vas čuo/la. (Česta su pritužbe parova poput ona me uopće ne sluša ili on čuje što govorim ali ne shvaća što želim reći ). Predložite svojevrstan brainstorming s fokusom na zadovoljavanje što većeg broja pojedinačnih interesa s po mogućnosti što manje žrtvovanja prioriteta ijedne od strana. Razmotrite mogućnost razmjene interesa od niže vrijednosti za vas a velike vrijednosti za drugu stranu. Ne razmatrajte mogućnosti koje nijedno od vas ne želi prije no što ste iscrpili brainstorming o tome što oboje želite. Ako vam ponestane strpljenja ili ideja, dogovorite vraćanje na temu kasnije, u određeno vrijeme određenog dana kada oboje nećete biti ometani. Ne zapostavljajte temu jer bi za nalaženje rješenja moglo biti kasno ili bi situacija mogla izmaknuti kontroli. Zapisujte bilješke! Sljedeće pregovaranje želite nastaviti tamo gdje ste stali prethodni put, a ne ponavljati stvari koje ste već prošli. Ne odustajte dok oboje niste zadovoljni rezultatom, ne kompromisom, budući je cilj pregovaranja naći zadovoljavajuće alternative prvotnim sugestijama zainteresiranih strana. Opisani proces zove se pregovaranje na bazi interesa (interest-based negotiation ), i ono se fokusira više na sam odnos nego na specifično ponašanje koje je pod pregovorom te time onemogućava učestali prigovor da je njoj/njemu više stalo do dobivanja onoga što želi nego što joj/mu je stalo do osobe same.
Ljubav nije osjećaj već radnja. Odnos jest način na koji se ponašamo u njemu, a konflikti se ne mogu izbjeći time što se štetno ponašanje tolerira u interesu harmonije. Upravo je to temelj metode pregovaranja na bazi interesa koja možda podrazumijeva puno rada, ali je zato vrijedna truda, piše Victoria Pynchon u jednoj od svojih kolumni koja nosi naziv She Negotiates (and changes everything) na Forbesu… [T.J.]