Derybininko pozicijos pagrindimo būdai verslo derybose

Abstract

Straipsnyje nagrinėjami derybininko pozicijos pagrindimo būdai. Dalykiniuose pokalbiuose, derybose dalyvauja ne mažiau kaip dvi pusės, siekiančios bendro tikslo ir sutarimo. Kiekvienam derybininkui tenka vienu ar kitu būdu pagrįsti savo poziciją ir įtikinti oponentą. Nors komunikacijos formos ir kanalai šiame amžiuje tobulėja labai sparčiai, tačiau gyvo dalykinio pokalbio ir betarpiškų derybų reikšmė ir toliau išlieka labai svarbi. Svarbiausi ir lemtingiausi derybiniai susitarimai vyksta ir dar ilgai vyks susitinkant akis į akį. Pokalbis yra vienas iš geriausių ir priimtiniausių būdų įtikinti pašnekovą savo pozicijos pagrįstumu, kad jis pats sutiktų su oponento pozicija ir ją priimtų ar palaikytų. Tam yra panaudojami tokie derybininko pozicijos pagrindimo būdai: įrodymas, argumentacija, įtikinimas, įtaiga. Straipsnyje apžvelgiami įrodymo, argumentacijos, įtikinimo ir įtaigos esminės savybės, požymiai ir loginiai ryšiai.

The article examines the methods of negotiator’s positions justification. In business meetings and negotiations at least two sides are involved, seeking a common goal and understanding. Each negotiator has in one or other way to justify in their position and convince your opponent. Although the forms and channels of communication in this century are evolving very rapidly, but importance of alive conversation and immediate negotiations, remains. The most important negotiating agreements and going face to face and for a long time will go infuture. The interview is one of the best way to convince the interviewer with your position and that he would agree with the opponent's position and would approve it. For this purpose there are used such methods of justification the position of negotiator: proof, argumentation, persuasion, suggestion. This article reviews the evidence, argument, persuasion and suggestion, its intrinsic characteristics, features and logical relations. In business negotiations and business meetings the following techniques of the negotiator’s position reasoning are used: the evidence, argumentation, persuasion and suggestion. The proof in business negotiations and business meetings are - the setting accuracy of the claims on the basis of logical rules and other assertions, which justice is already known. Argumentation in dialogue and negotiation - is an attempt with the help of certain assertions to convince the interviewer or the opponent to change their position or beliefs and accept our position. Argumentation - are claims given in oral or written form and directed to the other person's mind that he could to evaluate, adopt or reject them. The chatter and persuading of opponent starts from arguments and the proof. In order to persuade logical reasoning and evidence are used - facts, figures, documents, you can appeal to the dignity, honor, conscience, morality, trying to influence the interviewer, the opponent's thinking, beliefs or opinions. The goal of persuasion - to change human’s attitude, opinion or behavior without any violence. Persuasion is such influence to human, which does not restrict its freedom of choice, do not withdraw the possibility to proceed on his discretion and evaluate the pro-posed solutions and their justification. Possible combination of definitions to argue and convince are: - to argue and convince (prove thesis (argument), and to convince the opponent interviewer); - do not justified his thesis (argument), but to convince the opponent, interlocutor; - to base his thesis (argument), but not to convince; - justified his thesis (argument) and unconvincing opponent parties. Convincing interlocutor, his opponent, is trying to impress and inspire for action, inspire, invigorate function, i.e. to use impressiveness. Suggestion - is the impact for emotions, feelings, thoughts, action.