عوامل هشت گانه یک گفتگوی خوب
اکثر مردم در زندگی روزانه و نیز در ارتباط با همکاران،مدیران،زیردستان و آشنایان دچار مشکل می شوند و مایل اند به هر طریق ممکن آن را حل و فصل کنند. امروزه در دنیای اقتصاد و سیاست مذاکره امری مهم تلقی می شود، زیرا مناسب ترین و سریعترین راه حلهاست. از طریق مذاکره می توانیم به سوء تفاهماتی که عامل و منشا هر گونه اختلاف اند خاتمه دهیم. افراد به هنگام گفتگو اطلاعات لازم را در اختیار یکدیگر قرار می دهند و در جریان کم و کیف نظریات هم قرار می گیرند که نتیجه آن آگاهی از خواسته های طرفین،دستیابی به راه حل عقلانی و منطقی و نهایتا برقراری تفاهم نسبی است. مذاکره پدیده ای نوظهور نیست که بخواهیم آن را توضیح دهیم. ما در تمام لحظات و دقایق زندگی خود با این امر مهم سر و کار داریم. هنگامیکه که با راننده تاکسی بر سر مبلغ کرایه بحث می کنیم، زمانی که با مغازه دار در مورد خرید جنس چانه می زنیم و یا آن گاه که قصد خرید اتومبیلی را داریم، در حقیقت در حال مذاکره هستیم. مگر صحبت طبیب با بیمار خود، گفتگوی وکیل با موکلش و یا صحبت کارمند با مدیر عامل پیرامون جریان مذاکره نیست؟ درست است. همه این اشخاص با یکدیگر در حال مذاکره اند ولی کسی به نتیجه مطلوب و دلخواه می رسد که از ضوابط این امر مهم آگاه باشد. افرادی که شیوه صحیحی گفتگو با دیگران را رعایت نکنند، کمتر موفق به حل گرفتاریهای فیمابین می شوند.
عوامل هشت گانه یک گفتگوی خوب:
یکی از پیش شرطهای مذاکره، رعایت انصاف و منطق در برابر طرف مقابل است و برای اینکه این موضوع را به اثبات رسانید:
1- طرف مقابل خود را درک کنید.
برای رسیدن به این هدف:
_ خود را بجای شخص مورد نظر قرار دهید تا بهتر به خواسته هایش پی ببرید.
_ نظریات او را نسبت به موضوع مورد اختلاف ارزیابی کنید.
_ در صدد ایجاد رابطه ای منطقی و اصولی با او باشید.
_ به طور مکرر یادآور شوید که در پی حل مسائل فیمابین هستید و نه امتیازاتی که از این راه به دست می آورید.
_ ضمن مذاکره دائما از خود بپرسید که با چه شیوه ای موضوع مورد بحث حل و فصل خواهد شد.
2- در حین مذاکره عصبانی نشوید.
عصبانیت به هنگام مذاکره نه تنها شما را شخصی بی منطق و غیر منصف جلوه می دهد، بلکه مانعی بر سر راه خواسته هایتان فراهم می سازد. همچنین اگر احساس کردید که طرف صحبت شما خشمگین است، به او فرصت دهید این انرژی مخرب را تخلیه کند، همه حرفهایش را بزند و به آرامش برسد. پس از ایجاد فضایی آرام، مذاکره روند واقعی خود را پیدا می کند. شایان ذکر است که تخلیه تنشهای عصبی منجر به تخلیه اطلاعاتی می شود و شرایط را برای برقراری تفاهمی تمام عیار آماده می سازد.
3- از خودبینی اجتناب ورزید.
برای اینکه طرف مذاکره شما را فردی خودبین تلقی نکند ضمن صحبت همواره این نکته را متذکر شوید که شاید من اشتباه کرده باشم. بیان این مطلب به شخص مقابل تا اندازه ای آرامش می بخشد. در صورت لزوم به او تفهیم کنید که برای پایان یافتن اختلاف حتی حاضر به دادن امتیازاتی نیز هستید.
4- سرزنش نکنید.
از ملامت و هتک حرمت طرف مذاکره جدا بپرهیزید. هرگز شخصیتش را در هم نشکنید و او را زیر سئوال نبرید و اگر چنین کردید باید بدانید که دیگر هیچ امدی به ادامه مذاکره و در نهایت سازش و مصالحه نخواهد بود.
5- سراپا گوش باشید.
هنگامی که طرف مذاکره در مورد مطلبی توضیح می دهد همه حواس خود را متوجه او سازید و با این رفتار خود ثابت کنید که او نیز دارای حق و حقوقی است. رعایت این امر مهم علاوه بر آنکه شما را به همکاری بیشتر تشویق و ترغیب می کند، موجب واکنش مشابهی نیز از جانب شخص مقابل می شود.
6- به شخصیت طرف مذاکره حمله نکنید.
بجای ثابت کردن اشتباهات و خطاکاریهای طرف صحبت بیشتر پیرامون خواسته خویش گفتگو کنید و مطمئن باشید که با این شیوه جریان مذاکره را به مسیری مطلوب هدایت خواهید کرد. پایه و شرط اصلی یک مذاکره سالم، بحث و تلاش برای دستیابی به نتیجه صلح آمیز. اصرار بر خطاها و اشتباهات طرف مقابل نه تنها هیچ کمکی به حل موضوع مورد اختلاف نمی کند بلکه روابط فیمابین را از آنچه که هست تیره تر می سازد.
7- با اشخاص لجوج مدارا کنید.
هرگز با افراد یکدنده مقابله به مثل نکنید، زیرا باعث تقویت سرسختی و لجاجت بیشتر آنها می شوید. در برخورد با این قبیل اشخاص سعی کنید راه حلی مناسب ارائه دهید. در ضمن، آنها را به طور مستقیم به اظهار نظر وادار نسازید زیرا ممکن است مطالبی تهدیدآمیز بر زبان آورند و یا به قول معروف برای شما خط و نشان بکشند. آن وقت است که کار به جنگ و جدال می کشد و امکان مذاکره و توافق از دست می رود.
8- انتخاب میانجی.
در صورتی که تمام شیوه های فوق را به کار بستید و به نتیجه دلخواه نرسیدید، به آخرین راه حل متوسل شوید و آن انتخاب میانجی یا حکم است که در این گونه موارد بسیار کارایی دارد،به ویژه اگر موضوع مورد مذاکره تخصصی و پیچیده باشد.
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