Seja para resolver problemas no trabalho ou tratar impasses familiares, estamos negociando a todo momento. Veja o passo a passo de como turbinar esse processo.
Negociamos bastante no dia a dia, sem perceber. Passamos, em média, mais de quarenta horas por semana negociando, no trabalho e fora dele. Seja para conversar com o chefe ao pedir um aumento, tratar problemas familiares, resolver impasses com colegas de trabalho ou efetivamente fechar negócios, uma parte significativa do seu sucesso dependerá da sua capacidade de convencer outras pessoas e e expressar suas ideias com clareza e coerência.
No entanto, poucas pessoas recebem treinamento suficiente sobre o tema ao longo da vida. Acabam agindo intuitivamente, seguindo conselhos genéricos que ouviram ou agem por tentativa e erro, repetindo padrões. Isso faz com que errem muito, sem perceber.
Meu novo livro “Negocie sem Medo” surgiu para descomplicar a negociação, abordando o tema por meio de cinco pilares desenvolvidos com base nos ensinamentos do Programa de Negociação de Harvard, que apresento aqui:
1) Postura: Representa a mentalidade que você leva para a negociação e como se comporta nela. Para conduzir as negociações de forma produtiva, é preciso entender o jogo a ser jogado. Muitas pessoas encaram como um cabo de guerra, em que precisam usar a força e agressividade para puxar o outro para o seu lado ou impor sua posição. Porém, é possível enxergar a negociação como um quebra-cabeça, em que ambos possuem diferentes peças e tentarão encaixá-las da melhor forma possível. O objetivo da negociação é conciliar interesses para construir soluções que satisfaçam a todos os envolvidos.
2) Preparação: Para encaixar esses interesses e criar valor nas negociações, é preciso se preparar. A preparação é uma etapa primordial para ampliar a visão sobre a situação e buscar trocas inteligentinteligentes, que tenham alto benefício para uma pessoa, com baixo custo para a outra. Os três elementos essenciais da preparação são:
– Mapear as partes que poderiam influenciar a negociação;
– Identificar os interesses dos envolvidos e classificá-los por ordem de importância;
– Analisar as alternativas externas que teriam caso não chegassem a um acordo.
3) Comunicação: É a engrenagem que faz a interação fluir. Como a negociação é um processo em que os envolvidos buscarão soluções para satisfazer o que lhes for conveniente, eles precisarão articular seus interesses produtivamente, para ter sucesso nessa atividade. Isso depende de escuta ativa, conexão entre as partes e do uso adequado de boas perguntas combinadas com habilidades de argumentação.
4) Táticas: São importantes para potencializar propostas e fazer com que elas sejam avaliadas pela ótica mais favorável. Propostas objetivamente idênticas podem ser melhor avaliadas pela forma como são apresentadas. O bom entendimento das táticas ajuda a decidir qual seria a mais indicada para cada momento.
5) Emoções: A negociação acontece em um ambiente de interações humanas, por isso as emoções sempre estarão presentes, em maior ou menor grau. Sentimentos como raiva, frustração, ansiedade e medo podem influenciar os rumos do processo. A boa gestão dessas emoções ajudará a criar um ambiente produtivo nas negociações, já que não se evolui em questões objetivas sem superar obstáculos emocionais.
Ao longo de centenas de horas de aulas, fui refinando a forma de transmitir o conteúdo e traduzindo nesses pilares concretos os princípios de negociação de Harvard. Foi daí que nasceram esses cinco pilares, que, juntos, sustentam qualquer negociação. Para orientar a aplicação no dia a dia, desenvolvi no livro as questões relevantes de cada pilar, associando-as a reflexões, pesquisas, conceitos, exemplos práticos e histórias reais. Muito além de fornecer meia dúzia de termos e táticas para que você os decore, meu objetivo é fazer com que você chegue a uma compreensão ampla e embasada do tema para conseguir tomar suas próprias decisões, negociando com confiança e criatividade em diversos cenários.
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