بازاریابی، مذاکره تجاری و فروش | United States America (US)

Create: 2025-06-08 Update: 2025-06-29 00:27:02

🔴▪️ قدرت سوال در مذاکره: چگونه پرسشگری مسیر برد-برد را هموار می‌کند

💎دیوید گلدویچ در کتاب «مذاکره برد-برد» می‌نویسد: مذاکره‌کنندگانی که دنبال ذهنیت برد-برد دارند، خیلی سوال می‌کنند، چون به خوبی می‌دانند با پرسیدن سوال‌های زیاد، راه‌حل‌های زیادی برای به سرانجام رساندن مذاکره به ذهن‌شان خطور می‌کند.

🔹اما دامنۀ پرسشگری به این مورد محدود نمی‌شود و منافع زیر را هم به دنبال دارد:

◽️۱. پرسیدن سوال سبب ایجاد صمیمیت بین ما و طرف مقابل‌مان می‌شود.

◽️۲. وقتی سوال می‌کنیم، فرصتی برای فکر کردن بیشتر به دست می‌آوریم.

◽️۳. با سوال کردن، فرایند مذاکره را کنترل می‌کنیم؛ درست مثل یک قاضی یا بازپرس که با سوال کردن، متهم را به گوشۀ رینگ می‌برد.

◽️۴. با سوال کردن، نظرات و مواضع طرف مقابل‌مان را بهتر درک می‌کنیم.

◽️۵. سوال کردن به ما کمک می‌کند تا طرف مقابل‌مان را بهتر و راحت‌تر قانع کنیم.

◽️۶. پرسشگری به ما کمک می‌کند تا اطلاعات بیشتری از طرف مقابل به دست بیاوریم و سناریوی مذاکراتی‌مان را دقیق‌تر طراحی کنیم.

◽️٧. سوال کردن به ما کمک می‌کند تا در صورت لزوم سرعت مذاکره را کاهش بدهیم و زمان بخریم.

◽️٨. با سوال کردن می‌توانیم موافقت ضمنی طرف مقابل‌مان را به دست بیاوریم. برای مثال، به جای این که بگوییم «این محصول به درد شما می‌خورد» می‌توانیم این سوال را مطرح کنیم «به نظرتان چرا این محصول برای شرکت‌تان مفید است؟»

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بازاریابی، مذاکره تجاری و فروش

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🔴▪️ قدرت سوال در مذاکره: چگونه پرسشگری مسیر برد-برد را هموار می‌کند

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