Būsimųjų vadybininkų derybinių kompetencijų ugdymas universitete: pasitikėjimo verslo komunikacijoje ir derybose kūrimas

Abstract

Straipsnyje nagrinėjamos problemos, susijusios su būsimųjų verslo vadybininkų derybinių kompetencijų formavimu pasitikėjimo verslo komunikacijoje ir derybose kūrimo srityse. Pasitikėjimas siejamas su asmeniniais santykiais, įvairiomis kategorijomis, socialiniais vaidmenimis, pasitikėjimu institucijomis, tam tikromis praktikomis ir procedūromis, socialine sistema. Esminė pozicija, turint omeny pasitikėjimą derybose ir dalykinį bendravimą platesniu aspektu, yra tokia: pasitikintis asmuo ir kitas, kuriuo pasitikima, vienas kitą suvokia kaip racionalius veikėjus, siekiančius maksimizuoti pelną ir minimizuoti praradimus. Straipsnyje pateikiamas pasitikėjimo kūrimo verslo komunikacijoje ir derybose apibūdinimas, analizuojami pasitikėjimą kuriantys veiksmai ir pasitikėjimo požymiai.

All business negotiations and business conversations involve risk. Therefore, trust in the other side of the negotiations is very important. Lack of trust creates a vacuum, which necessarily fills with an alternative structure. Negotiators often say that they are willing to engage in honest negotiations, but sometimes negotiations may fail due to lack of confidence between the parties in terms of competence or good intentions. One of the negotiating parties willing to make a concession, a discount or share sensitive information, expecting a concession or a compromise in exchange, will always be at risk of the other side refusing to concede, or worse — using that information obtained in their favour. At the beginning of business negotiations and business meetings interlocutors are trying to decipher and understand their opponents, seeing to each other under the external image. Impressions that arise in monitoring the appearance of the interlocutor, is of great importance. First of all, it should be noted that negotiator knowing his opponent, improves himself, since he is improving his cognitive powers. On the other hand, cognitive accuracy, disclosure of internal essence of interlocutors, determines course and future results of the business meetings and business negotiations. When trying to understand the opponent or interlocutor opinion formed in advance has a very great influence. This determines how information will be accepted and interpreted. Confidence plays a positive impact on the relations in negotiating group of representative organization, on relations with other negotiating side. It liberates and mobilizes the actions of negotiator, encourages creative, innovative activity with other people, reduces uncertainty and risk, and increases possible options for action. Trust is necessary to feel that negotiating partner or interlocutor betray us, to tune working together and to plan it, to venture intentionally, to communicate securely.