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By Simone Janson (More) • Last updated on October 19.01.2024, XNUMX • First published on 03.02.2023/XNUMX/XNUMX • So far 5050 readers, 3370 social media shares Likes & Reviews (5 / 5) • Read & write comments
Quit, more important Customer jumped off, Stress with colleagues: Standing with your back against the wall, seeing red is not a good feeling. But one that often unleashes unexpected powers.
Peter Maier struggled for months, planned, calculated, negotiated - and in the end he didn't get the important order. Maier believes that Welt goes under: After all, the job was extremely important for his Companys. His Executive will be extremely angry, there is a risk of dismissal. And now?
The unpleasant thing about this situation: Maier sees his back to the wall because he doesn't think there are any more Alternatives to dispose. There are certainly alternatives for Maier - he just hasn't considered them so far. Because an important part of a successful negotiation is to include various options in advance. After all, only realistic alternatives for action are possible People the security of sovereign negotiations.
And power also means being able to say at any time: "I'm getting out!" On the other hand, if you don't have power, you really can't either useful negotiate. For example, to still travel around the rudder. Or find alternatives.
But what are the alternatives? He's already lost the job. From now on he can only win. For example, by giving full Risks drives and does not turn to his previous negotiation partner, but to his direct superior. Because often the interlocutors are not authorized to make decisions at all, but only carry out instructions from above. It's better to talk to the decision-maker right away.
Of course, moving up the hierarchy level doesn't just work like that: Maier has to ask someone who knows the manager well to mediate. He must obtain information about his negotiating partner. And he has to make concessions so that his opponent can save face.
What helps him are one klare Objective - and the Backgroundthat he actually has nothing more to do verlieren has. Because it allows him to be confident and up eye level enter into talks and negotiations. After all, nobody likes to negotiate with petitioners. In the end, Maier's risk pays off: he still wins the contract he has already lost for his company. And the boss is very happy.
If something is actually already lost, it offers completely new opportunities: you have nothing left to lose and you can approach the matter in a relaxed manner.
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Simone Janson is publisher, Consultant and one of the 10 most important German bloggers Blogger Relevance Index. She is also head of the Institute's job pictures Yourweb, with which she donates money for sustainable projects. According to ZEIT owns her trademarked blog Best of HR – Berufebilder.de® to the most important blogs for careers, professions and the world of work. More about her im Career. All texts by Simone Janson.
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