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交渉力を構成する 12 の因子

どんな交渉にも強い人とはどのような人か、ということについてを一般的に捉えたもの。これについては、
日本の交渉学の始祖、ICU 教授の藤田忠先生の著書「燮の交渉力」から「交渉力を構成する 12 の因子」を
引用する。ちなみに「燮」は「やわらぎ」と読む。

  1. 信頼される個性

    交渉は信頼関係の上に成り立っている。この個性は生まれつきのものではない。

  2. 計画力

    交渉では準備あるいは交渉計画が重要である。計画力あるいは準備できる力が必要である。

  3. 商才

    チャンスと思ったら決断をする。商売にならないと思ったら逃げる。人に悪感情を与えずに好機をつかませるセンスが商才である。

  4. 対立に耐える力

    日本人は対立（コンフリクト）に弱い。コンフリクトの上に安住できない。

  5. 高い目標にかける勇気

    高い目標に人生をかける勇気のあるものは大成する。交渉も同じである。

  6. 待つ知恵

    待つことは神の知恵なのである。忍の一字で待つこと。

  7. 相手に心を開く力

    当方が心を開けば相手も開く。開かれた心でなければ、交渉は成立しない。

  8. 洞察力

    人を見る目。偉大な人物は一目で相手を見ぬく。こういう人にかかっては仮面をかぶっても役に立たない。

  9. 自信

    自分を説得できないから自身がないのである。自分を説得できない者が他人を説得できるはずがない。

  10. 安定感のある人

    誰にでも愛されたいと思う人には安定感がない。八方美人がこれに当たる。安定感のある人でなければ交渉力はもてない。

  11. 隣人愛

    自分ばかりよくなればよいという自愛の人は交渉に向かない。隣人愛が必要。

  12. 誠実
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Posted on 2000-04-15 by yas | |
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