Игорь Рызов | Переговоры и продажи | United States America (US)

Create: 2025-04-02 Update: 2025-07-08 23:08:57

Множество невыгодных контрактов и убыточных сделок совершается по двум причинам:

1. Из-за боязни переговорщиков говорить слово «нет».
2. Боязни получить отказ.

Существует множество определений, что такое переговоры. Однако в большинстве своем они описательны и абстрактны.

Приведу смысл определения Джима Кэмпа:
• Переговоры — это процесс достижения соглашения между двумя и более сторонами, каждая из которых в любой момент времени может сказать «нет».

Когда-то прочитав это определение, я в корне изменил свое отношение к переговорам.

Друзья, научитесь говорить «НЕТ» и слышать «НЕТ». Маленькие дети не испытывают страха перед словом «нет»: когда они чего-то не хотят, они смело и открыто заявляют об этом.

Но по мере того как мы взрослеем, в нас вколачивают огромную боязнь услышать «нет» или сказать «нет».

Опытные переговорщики умело пользуются этим против нашей воли и заставляют нас идти на уступки.

Вовсе не обязательно соглашаться с собеседником, чтобы найти с ним общий язык.

(с) — Маргарет Тэтчер.

…Отрывок из моей книги «Жесткие переговоры. Как получить выгоду в любых обстоятельствах».

Игорь Рызов | Переговоры и продажи

Вовсе не обязательно соглашаться с собеседником, чтобы найти с ним общий язык.

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Игорь Рызов | Переговоры и продажи

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Множество невыгодных контрактов и убыточных сделок совершается по двум причинам:

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