We attentively examined all contracts and concluded
similarities. And it was here explained that they were
carried out in the extremely rigid form, although the
impression of sufficiently friendly atmosphere was
outwardly and created. It is necessary to give credit to
this person. It possessed strong will, powerful intellect,
ability to convince and in spite of all this to remain
charming person. It did not suspect, that entire this
power it brought down to the partners and those they agreed
to the unprofitable conditions, weakly defending its interests.
"As so, they barely object to my conditions they, which means,
divide my position", said manager.
"They divided, until they were found under your influence, and
without you, after being dismantled at everything, they threw
contract into the debris basket" - here everything that it was
possible to answer it.
Manager considered that is carried out strategy "gain- loss" in
the soft form. In actuality was conducted strategy "loss- loss".
Thus, a question about what strategy repossessed, is better to
decide after the end of the period of the action of contract.
Another example.
Colleague of one of the firms designed purchase to the wholesale
delivery of cosmetic. It is difficult to say, why to its
information they did not bring information about the system
of reductions, but the relying reduction it did not obtain.
Managers on sale with happiness reported about the taken care
means,designing for reward.
Formally was carried out strategy "gain- loss", but this is
estimation at the moment of the conclusion of transaction.
Further event they were developed thus. The buyer rang after
a certain time and expressed to them everything, which thinks
about them, and it promised to punish. It carried out promise
its. As it proved to be, it was tightly connected with the
circle of those, on whom depended resolution of the questions,
important for the supplying firm. And here again installation
to "the gain- loss" led to the fact that both lost, i.e. they
in the final analysis operated on strategy "gain- loss".
From the given examples, the especially latter, it is possible
to draw the conclusion: if there are additional circumstances
of any kind, then strategy "gain- loss" it follows to use
correctly. Otherwise it easily is transformed into "the loss-
loss".
Strategy "gain" is effective under the conditions of the high
degree of uncertainty because of the absence of information.
This position is strengthened, if there is no idea about how
business connections will for long continue.
In all situations indicated the success of strategy "gain"
predetermines by the fact that in the course of negotiations
it can pass into "the gain- gain" or into "the gain- loss".
In the extreme situations, when only defined result is
important and it is completely unimportant, as further
relations will be formed, you, naturally, select strategy
gain. In the course of negotiations she can pass into
strategy "gain- loss" or "gain- gain".
From the aforesaid it follows that the selection of strategy
depends on concrete circumstances. Basic task - it is correct
to estimate situation and to select approach taking into
account its special features. But this, first of all, large
and surprising skill.
Article written by Alexander Bukinis. |
