Ukubeka i-Range iyakwazi ukukhokelela kwiindawo ezingcono
Xa uzama ukuxoxisana nento ethile, ingaba iyintengo yemoto okanye umvuzo womsebenzi omtsha, ubulumko bendabuko bubonisa ukuqala phezulu kwaye unike inombolo enye. Ukuba ufuna umvuzo wokuqala we-$ 65,000, umzekelo, ezinye iingcali zingaphakamisa ukuba ziqale ngeenombolo eziphakamileyo zokuqala ezifana ne-70,000 zama-dollar uze udibene nomvuzo owufunayo.
Olunye uphando ngabaphandi be-Columbia Business School lijongene nalezi zicwangciso zeengxoxo zesikolweni esidala kwaye kunoko zibonisa ukuba ukuvelisa uluhlu olunokuthi luhlawulwe ngokwenene. Abaphandi uDaniel Ames kunye noMalia Mason bafumene ukuba xa kuthengiswana ngolu hlobo, uhlalutya uluhlu oluthobekileyo lubakhokelela ekunikezeni okungcono kunokuba uqale ngeqela elilodwa "inqaku".
"Kwiminyaka, sifundise abafundi ukuba baphephe ukwenza ukunikezelwa kweengxoxo kwiingxoxo, becinga ukuba abalingani abafumana ezo zibonelelo babeza kuba neenkathalo ezikhethiweyo , beva nje kuphela ukuphela kwoluhlu olukhangayo kubo," kuchaza u-Ames kwingxelo. "Iziphumo zethu ziyamangalisa, sithuthukisa indlela esifundisa ngayo isihloko. Asikwazi ukuthetha ukuba uluhlu lunikeza umsebenzi i-100% yexesha, kodwa ngokuqinisekileyo lifanelwe indawo kwi-toolkit ye-toolkit."
Indlela yokuSebenzisana kweeNtsebenzo
Ukuba ufuna i-$ 65,000, bacebisa ukuba ukuphakamisa uluhlu lwemivuzo phakathi kwe-$ 65,000 kunye ne-70,000 zamawaka kungabangela ukuba kunikwe izibonelelo eziphezulu.
Olu hlobo lunikelo lento abayibhekisela kuyo ngokuthi "isondlo sokomeleza." Inombolo yakho efunwayo isezantsi ekupheleni kwoluhlu, kodwa ukwandisa uluhlu lwakho ngaphezu kwenani lakho elijoliswe kuyo lingakhokelela kwisibonelelo esingaphezulu kweyona nto ekujoliswe kuyo.
Kwezinye iimeko, abaphandi bacetyisa ukuba udidi lwe "bracketing" luya kusebenza ngakumbi.
Ukuba ufuna i $ 60,000 kunokuba usenokuphakamisa uluhlu phakathi kwama-$ 58,000 kunye ne-65,000. Nangona kubonakala ngathi abaqeshi abanokuthi banokukhawuleza ukukhawuleza kwinani elona liphantsi kakhulu kwaye banikeze loo mali, abaphandi bafumene ukuba olu hlobo lwesicwangciso lunokunika abaxoxisana nabo.
Indlela Ukubuyisana Ngayo Kukunceda Ngayo
Abantu abacebise ezo zigaba bangabonwa njengento ehloniphekileyo kwaye iguquguqukayo, leyo ekukhokelela abaqeshi ukuba babe nomuva wokufuna ukuphindaphinda .
"Ababambiseneli babonakala befuna ukunyaniseka ngokokunyanga kwabo, kunye nale nto ibangela ukuziphatha kwabo," ababhali bachaze kwinqaku epapashwe kwiphepha likaFebhuwari 2015 loLwazi lweMuntu kunye neNtlalo yeNtlalo. "Iziphumo zethu zincwadi ziyimpembelelo enjalo kwaye, ngokuqhubekayo, zibonisa ukuba izibonelelo zentlupheko ziyakwazi ukulolindela ukulindela malunga nezobuchule be-counteroffers ezilandelayo."
Kuluhlu lweemvavanyo ezihlanu, abaphandi bajonga ngeemeko ezahlukeneyo zokuxoxisana kuquka ukukhwabanisa ngaphezu kwexabiso lemoto, ukuxoxisana nomvuzo, ukuxoxisana nomcimbi wecala. Ezi zifundo zenzelwe ukujonga ukuba ingaba izigaba zikhokelela kwiziphumo ezingcono kunezibonelelo zamanani ezilinganayo.
Ukongezelela, abalobi bajonga iintlobo ezahlukeneyo zonikezelo zamanani kunye nefuthe elibanzi ababenalo kwinkqubo yokuthintana.
- Amanqaku okunikezela: Kwezinye iimeko, abathathi-nxaxheba baxelelwe ukuba banamathele kwisibonelelo semali esisodwa.
- Uhla lwe-Backdown Ukwazisa: Abanye abathathi-nxaxheba baxelelwe ukuba basebenzise uluhlu oluhlehla ukusuka kwinqanaba. Ngokomzekelo, ukuba ufuna i-$ 100 ngeyure, bonisa ukuba ungamkela phakathi kwe-$ 80 kunye ne-$ 100 ngeyure. Abaphandi bafumanisa ukuba olu hlobo lwesibonelelo lukhokelela ekubhekiseleleni kwiimeko ezimbi, kodwa iziphumo ezinxulumene nolwalamano.
- I-Bracketing Range inikezela: Abanye abathathi-nxaxheba baxelelwe ukuba banikeze uluhlu oluthatha inombolo efunwayo. Ngoko ukuba ufuna i-$ 100 ngeyure inkonzo, uya kunika phakathi kwe-$ 90 kunye ne-110. Iziphumo zibonise ukuba lolu hlobo lwesibonelelo aluzange lubangele inzuzo enkulu kunikezelo lwephuzu, kodwa luye lwaphumela kwiziphumo ezingcono zobudlelwano.
- I-Bolstering Range inikezela: Kwezinye iimeko, abathathi-nxaxheba baxelelwe ukuba babonise uluhlu oluphakamisa ngaphezu kwexabiso elifunwayo. Ngoko ukuba ufuna i-$ 100 ngeyure, uza kunika uluhlu phakathi kwe-$ 100 kunye ne-120. Oku kwakhokelela ekunikezeni okungcono kunokuba kunikezelwe ngamanqaku angama-single kwaye kwakungekho mphumo jikelele kwiziphumo zobudlelwane.
- Ukunikezelwa kwePhuzu lokuPhumela phezulu: Kule qhinga, abathathi-nxaxheba baxelelwe ukuba banike inombolo enye, inobungqina. Ngoko ukuba ufuna i-$ 100 ngeyure, unokuthi ucele i-$ 120 ngeyure. Le ndlela yakhokelela ekuxabaneni ngakumbi kwaye kwaphumela ekuxoxweni kwezinto ezingapheliyo, kodwa zange zinike iingeniso ngaphezu kwesibonelelo esisodwa.
Ngoko kusekelwe kwiziphumo zolu vavanyo, ukubethelwa kakuhle kweyona ndlela xa uxoxisana unokusebenzisa nje ukunikezelwa kwebala lokunikezela. Ukuba ufuna isaphulelo se-15% kwinto ethile, cela i-% 15 ukuya ku-20% isaphulelo endaweni. Unokufumana umnikelo ongcono ngakumbi kunokuba unamathela kwinani elilodwa okanye ucacise inombolo enobundlobongela. Cela uninzi, kwaye ungahle ulahlekelwe ngulo mcimbi uze uqhube iqabane lakho lothethwano ukuba uhambe. Cela uncinci kwaye ungeke ufumane isibonelelo ofuna ngokwenene. Ukunika uluhlu oluqala oko ufunayo kwaye lukhombise nje okuncinci, nangona kunjalo, kunokukhokelela ekufumaneni into oyifunayo okanye nangakumbi kunokuba oko wayethembele ekuqaleni, konke ngaphandle kokulimaza ubuhlobo bakho kunye neqabane lakho lothethwano.
"Izibonelelo ezininzi ngezinye iinkqubo zibe yindlela efanelekileyo yokucela okungakumbi ngaphandle kokuqhuba umlingane wakho," wacetyisa u-Ames.
Imithombo:
Ames, DR, & Mason, MF (2015). I-Tandem Anchoring: Ulwazi kunye nezoPolitiko Imiphumo yoBonelelo ngeeNtlalo. Umbhalo woBuntu kunye neNzululwazi yeNtlalo, 108 (2), 254-274. i-doi: 10.1037 / pspi0000016.
Igumbi leNdaba leSikole se-Columbia. 2015. Xa lifika kwiNombolo yokuvula, ngamanye amaxesha ukuhanjiswa kweMigangatho yokuThuthuka kweNtengiso kukuBonelela ngeZibini. http://www8.gsb.columbia.edu/newsroom/newsn/3497/khen-it-comes-to-an-op--number--times--est-bargaining-move-is-to-offer-two.