2005年06月02日
●粘り強く交渉・・・
ここ二ヶ月ほど、中国の某大手会社とビジネスの交渉をしていました。・・・もちろん中国語で。
昨夜やっとこちらが望む内容で交渉がまとまり、一安心しているところです。
一時は、もうだめかと諦めムードがありましたが、土壇場で向こうが折れてきました。
相手方は北京ではないため、一番最初の電話以外は、すべてメールとメッセンジャーで協議を進めていました。さすがに、相手の表情がわからない中での価格交渉などたいへん難しいものがありました。
まぁしかし、狸と狐の化かしあいのような雰囲気で、どちらも理屈（屁理屈）を並べて、自らの主張に根拠を持たさせ相手を屈服させる。相手の主張に納得しても納得していない不利をする。相手方とまじめに協力していきたいという姿勢を常に感じさせつつ、常に有利に立つように強気でいきました。
最後の最後に、向こうが根負けして折れてきて、無事に交渉がまとまりました。
いい経験になったけど、、、精神的にものすごい疲れた、、、。
中国型の交渉術っておそらくこのようなやり方なのかなって思います。
最初から妥協点を双方提示して歩み寄るような日本型の交渉ってなかなか平和的な気がしますね。
このエントリーのトラックバックURL:
http://disk-rescue.sakura.ne.jp/beijingarchi/blog/mt-tb.cgi/359
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