Wat is onderhandelen?

23-09-2008 - door Marcel Klunder MBA (EPL Consultancy)

Iedereen heeft het erover, iedereen doet het, maar wat is nu precies onderhandelen? Wat zijn de ongeschreven spelregels van onderhandelen en hoe behaal je voor jezelf het beste resultaat zonder afbreuk te doen aan je zakelijke relatie?

Wat is onderhandelen?

  • Opkomen voor je eigen belang(en) of iets gedaan krijgen van de ander, zonder de relatie met de andere partij, de onderhandelingspartner, in gevaar te brengen;
  • Medewerking van iemand anders proberen te krijgen om iets te doen zonder afbreuk te doen aan de relatie.

Onderhandelen is een spel zegt men vaak. Het is dan wel handig de spelregels te kennen om het meeste rendement te behalen.

Waar en waarover onderhandelen we? Onderhandelen doe je overal. Op het werk, thuis, in de winkel... Kortom; overal.

Je kunt meteen soft met elkaar omgaan en je kunt vechten om maar meteen twee uitersten aan te geven. Met soft met elkaar omgaan haal je zeker niet het onderste uit de kan en loop je het risico weggecijferd te worden. Met vechten zal er meestal een winnen maar goed voor de relatie (lange termijn) is het duidelijk minder.

Enkele uitgangspunten bij onderhandelen:

  1. Er is een mate van afhankelijkheid;
  2. Je wilt veel ontvangen/krijgen en weinig weggeven/investeren;
  3. Je wilt de relatie goed houden voor de lange termijn.

We onderhandelen bij bijna alles wat we doen, waar ga je heen met je partner, welke kleur wordt de auto, welk salaris wil je nu eigenlijk bedingen... Onderhandelen is een "spel" en dat kun je leren door de basis goed te beheersen en verder door het heel vaak bewust te doen.

Onderhandelen wordt vaak gezien als manipulatief en achterbaks. Dus laten de meesten van ons het onderhandelen achterwege. Als we het hebben over de diverse commerciële- en communicatieve vaardigheden dan zijn de vaardigheden (en technieken) van onderhandelen wel de meest nuttige.

In de diverse trainingen zien we vaak diverse vaardigheden de revue passeren: acquisitie, gesprekstechnieken, behoefte- en probleemanalyse, argumenteren en afsluiten en helemaal aan het einde… ja hoor: onderhandelen. Allemaal in kant en klare brokjes. Voor trainingsbureaus is dat interessant want er gaan veel dagen mee gemoeid. Veel dagen dus veel omzet.

Het nut van deze aanpak: weinig, mensen vallen snel terug in hun oude gewoontes. Jammer van de investering.

Het kan ook anders: Methodisch Onderhandelen. Je pakt dan het gehele scala van technieken en vaardigheden en niet minder belangrijk: in beduidend minder dagen. Met resultaat en rendement! Het wordt toegepast!

In een volgend artikel ga ik weer wat dieper op de materie in.

Marcel Klunder MBA, eigenaar EPL Consultancy, 23 september 2008

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