Kev Tawm Seem Ib Qho Yuam Ua Tau Zoo Tshaj
Thaum koj tseem tabtom sib tham ib yam dab tsi, txawm tias nws yog tus nqi ntawm lub tsheb los yog lub nyiaj hli rau ib txoj haujlwm tshiab, kev txawj ntse tsom qhia pib thiab muab ib tus lej. Yog tias koj xav tau ib lub hlis pib ntawm $ 65,000, piv txwv li, qee cov kws tshaj lij yuav qhia pib nrog thawj tus lej siab tshaj $ 70,000 thiab tom qab ntawd khom nqi mus rau koj cov nyiaj xyoo.
Ib txoj kev tshawb nrhiav los ntawm cov kws tshawb fawb ntawm Columbia Business School cov kev sib tw no cov kev sib tham nrog cov laus hauv tsev kawm ntawv thiab qhov kev qhia tawm tias yuav ua kom muaj ntau yam yuav tau them rau koj cov nyiaj. Cov kws tshawb fawb Daniel Ames thiab Malia Mason tau pom tias thaum sib cav sib ceg, kev qoj ib qho kev coj ua tau zoo dua tuaj yeem coj zoo tshaj li pib nrog ib tus "taw tes".
"Rau xyoo, peb tau qhia cov tub ntxhais kawm ntawv kom tsis txhob muaj kev tawm tsam hauv kev sib khom, vim tias cov neeg ua haujlwm uas tau txais cov kev pabcuam tau xaiv ntsej muag , tsuas yog hnov qhov kawg ntawm cov haujlwm uas yog txaus nyiam rau lawv," explained Ames. "Peb cov tswv yim xav tsis thoob, peb tsis muaj peev xwm hais tias qhov ntau tshaj tawm ua hauj lwm 100% ntawm lub sijhawm, tab sis lawv yeej tsim nyog muaj chaw nyob hauv tus neeg ntaus nqi."
Yuav Ua Li Cas Ua Lag Luam Ua Haujlwm
Yog tias koj xav tau $ 65,000, lawv xav hais tias npaj cov nyiaj hli ntawm $ 65,000 thiab $ 70,000 tej zaum yuav ua rau muaj ntau dua.
Hom kev pab no yog qhov lawv hais txog tias "kev txhawb loj tshaj plaws." Koj lub xov tooj yam koj xav tau yog qhov tsawg kawg ntawm qhov ntau, tabsis qhov koj khwv tau tshaj koj cov hom phiaj yuav ua rau muaj kev tshaj li qhov koj xav tau.
Lwm cov neeg tshawb xyuas, cov neeg tshawb xyuas pom tau hais tias qhov "bracketing" yuav zoo dua.
Yog tias koj xav tau $ 60,000 koj tuaj yeem thov tshaj li ntawm $ 58,000 thiab $ 65,000. Thaum nws yuav zoo li tias cov tswv hauj lwm tej zaum yuav ntes tau rau tus xov tooj qis tshaj plaws thiab tsuas yog muab qhov nqi, cov neeg soj ntsuam pom tias qhov hom kev lag luam muaj peev xwm muab negotiators ib ntug.
Yuav ua li cas Reciprocity pab koj
Cov neeg uas tau pom zoo xws li hom kab ke no yuav pom tau tias muaj kev paub cai thiab hloov tau yooj yim, uas ua rau cov tswv hauj lwm xav tias yuav tsum tau ua dua lwm tus .
"Cov neeg tsis sib haum xeeb zoo li kev xav kom paub tseeb tias lawv cov kev kho mob ntawm lawv cov tub ntxhais kawm ntawv, thiab cov teeb meem no rau lawv tus cwj pwm," cov sau phau ntawv tau piav qhia nyob rau hauv ib tsab xov xwm luam tawm thaum lub Ob Hlis 2015 qhov teeb meem ntawm Phau Ntawv Txog Tus Cwj Pwm thiab Social Psychology. "Peb cov ntaub ntawv tau sau zoo li cov nyhuv thiab, ntxiv mus, qhia tau tias ntau yam muaj peev xwm ua kom muaj kev cia siab txog qhov kev coj ua ntawm cov neeg ntaus thawj tom ntej."
Hauv tsib qhov kev sim, cov neeg soj ntsuam tau ntsia cov teeb meem sib txawv xws li haggling tshaj li tus nqi ntawm lub tsheb, sib tham txog nyiaj hli, mus rau kev sib khom nrog ib qho kev ua yeeb yam. Cov kev tshawb fawb tau tsim los xyuas seb puas muaj cov kev coj ua rau kev xav tau zoo dua li tus nqi pheej yig.
Tsis tas li ntawd, cov kws sau ntawv tau ntsia ntau hom kev qhia tawm thiab qhov cuam tshuam tag nrho lawv muaj nyob rau hauv txoj kev sib tham.
- Cov Lus Qhia Taw Qhia: Muaj qee zaum, cov neeg tuaj koom tau hais kom yoojyim rau ib qho kev thov nqi.
- Backdown Qib Muab: Lwm cov neeg koom tau raug hais kom siv ntau yam uas nraub qaum los ntawm tus taw tes. Piv txwv, yog tias koj xav tau $ 100 ib teev, qhia tias koj yuav tau txais ntawm $ 80 thiab $ 100 ib teev. Cov neeg soj ntsuam pom tau hais tias hom kev thov no tau coj mus rau qhov kev nqis tes zuj zus, tab sis kev sib raug zoo dua.
- Bracketing Alert Offers: Qee cov neeg koom tau hais kom muaj ntau yam uas yuav tsum muaj tus lej. Yog li ntawd, yog tias koj xav tau $ 100 ib teev rau ib qho kev pabcuam, koj yuav thov txog $ 90 thiab $ 110. Cov txiaj ntsig tau hais tias hom kev thov no tsis ua rau muaj txiaj ntsig ntau dhau ib qho kev qhia, tab sis ua rau muaj kev sib raug zoo dua.
- Muaj ntau npaum li cas: Muaj lwm tus neeg, cov neeg koom nrog tau tuaj koom kom nthuav tawm ntau yam uas muaj ntau tshaj qhov siab xav. Yog li ntawd, yog tias koj xav tau $ 100 ib teev, koj yuav muab ib thaj tsam ntawm $ 100 thiab $ 120. Qhov no coj mus rau qhov zoo dua li ib qho-taw qhia thiab tsis muaj kev cuam tshuam zoo rau kev sib raug zoo.
- Thoob Plaws Mus Txog Kev Taw Qhia: Nyob rau hauv qhov kev lag luam no, cov neeg tuaj koom tau hais kom muab ib tug naj npawb, nquag naj npawb. Yog li, yog tias koj xav tau $ 100 ib teev, koj yuav tau thov kom $ 120 ib teev twg. Qhov kev qhia no ua rau ntau txoj kev sib raug zoo thiab ua rau muaj kev sib tham ntau dua, tab sis tsis muaj txiaj ntsim rau qhov kev xav tau, qhov tseeb.
Yog li ntawd raws li cov ntsiab lus ntawm cov thwmsim, koj qhov thawj koom ruam zoo tshaj plaws thaum kev sib khom lus tsuas yog siv los siv ntau qhov kev pabcuam. Yog tias koj xav tau 15% luv nqi ntawm ib yam khoom, thov kom qis dua 15% mus rau 20% luv nqi. Koj tuaj yeem tau txais kev pabcuam zoo tshaj yog tias koj tsuas lo rau ib tus lej lossis qhia tus naj npawb ua dhau heev. Nug ntau ntau, thiab tej zaum koj yuav poob qhov kev sib nraus thiab tsav koj tus khub sib tham kom taug kev. Nug kom tsawg thiab koj yuav tsis tau txais qhov kev thov uas koj xav tau tiag tiag. Muaj ntau qhov pib uas koj xav tau thiab pom zoo cia me ntsis ntxiv, tiam sis, yuav ua rau koj xav tau qhov koj xav tau lossis ntau tshaj qhov koj tau pib, tag nrho yam tsis muaj kev puas tsuaj nrog koj tus khub sib tham.
"Qhov ntau ntawm cov khoom siv tau qee zaum yuav yog ib txoj hau kev zoo rau kev thov kom tau ntau yam tsis muaj kev tsav tsheb mus deb," hais tias Ames.
Qhov chaw:
Ames, DR, & Mason, MF (2015). Tandem Anchoring: Kev Paub thiab Txoj Cai Ncaj Ncees ntawm Cov Khoos Tshaj Tshab ntawm Social Exchange. Phau Ntawv Cim Pwm thiab Kev Psychology, 108 (2), 254-274. doi: 10.1037 / pspi0000016.
Columbia Cov Tsev Kawm Ntawv Xov Xwm Hauv Tsev Kawm Ntawv. 2015. Thaum Nws Tuaj Mus Hauv Kev Qhauj Zov, Qee lub sij hawm Qhov Kev Tshaj Tawm Kev Tshaj Tawm Tshaj Ua Zoo Tshaj Tawm Yuav Muab Ob. http://www8.gsb.columbia.edu/newsroom/newsn/3497/when-it-comes-to-an-opening-number-sometimes-the-best-cargaining-move-is-to-offer-two.