Ned\u00e1vno som pred\u00e1val star\u00e9 auto. Ku koncu vyjedn\u00e1vania v\u00fdkupca auta povedal: „Nech\u00e1pem to. V\u0161etci mi to zjedia, ale u v\u00e1s to ne\u0161lo…“<\/p>\n\n\n\n
<\/p>\n\n\n\n
\n\n„Nech\u00e1pem to. V\u0161etci mi to zjedia, ale u v\u00e1s to ne\u0161lo.\u201d<\/em><\/strong><\/p>\n<\/blockquote>\n<\/blockquote>\n\n\n\n
Context:<\/strong><\/p>\n\n\n\n
Hlavn\u00e1 motiv\u00e1cia predaja nebola pre m\u0148a iba cena, ale aj \u010do najmenej starost\u00ed. Nechcelo sa mi s predajom, viac ako je nutn\u00e9, zapodieva\u0165. Preto som sa rozhodol \u00eds\u0165 cez jednu z viacer\u00fdch spolo\u010dnost\u00ed, ktor\u00e1 aut\u00e1 vykupuje a n\u00e1sledne pred\u00e1va.<\/p>\n\n\n\n
Za\u010dal som prieskumom na internete, aby som navn\u00edmal, ak\u00fa hodnotu auto m\u00e1. Ak by som auto pred\u00e1val fin\u00e1lnemu dr\u017eite\u013eovi, dospel som k tomu, \u017ee predaj okolo 13 500 \u20ac by som pova\u017eoval za \u00faspe\u0161n\u00fd. Mo\u017eno trocha viac.<\/p>\n\n\n\n
\n
- Pr\u00edprava je absol\u00fatny z\u00e1klad vyjedn\u00e1vania. T\u00fato \u010das\u0165 nepodce\u0148ova\u0165. T\u00e1to inform\u00e1cia vytvorila podmienky ktor\u00e9 som nesk\u00f4r vyu\u017e\u00edval.<\/li>\n<\/ul>\n\n\n\n
N\u00e1sledne som si dohodol s kupuj\u00facou firmou stretnutie a po sk\u00fa\u0161obnej jazde, obhliadke, dokumentoch a p\u00e1r min\u00fatach \u010dakania, vyjedn\u00e1vanie mohlo za\u010da\u0165.<\/p>\n\n\n\n
V\u00fdkupca = On<\/p>\n\n\n\n
Viktor = Ja<\/p>\n\n\n\n
On:<\/p>\n\n\n\n
\u201ePo d\u00f4kladnom zv\u00e1\u017een\u00ed v\u00fdbavy a po\u0161koden\u00ed V\u00e1m dok\u00e1\u017eeme pon\u00faknu\u0165 maxim\u00e1lne 11 500 \u20ac.\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
Chv\u00ed\u013eu ticho a potom pokojn\u00fdm hlasom:<\/p>\n\n\n\n
\u201e\u010eakujem V\u00e1m pekne, \u017eia\u013e to nesp\u013a\u0148a moju predstavu.\u201c<\/em><\/p>\n\n\n\n
\n
- Toto je jedna z najlep\u0161\u00edch reakci\u00ed, ak ty pred\u00e1va\u0161 a druh\u00fd navrhne cenu, \u010di ponuku ale ty chce\u0161 viac. Je to sp\u00f4sob, ako sa efekt\u00edvne dosta\u0165 do kvalitn\u00e9ho vyjedn\u00e1vania. Pr\u00edjemne po\u010fakova\u0165, napriek tomu \u017ee ponuka sa ti nep\u00e1\u010di, pom\u00e1ha podpori\u0165 kooperat\u00edvne rozpolo\u017eenie a zni\u017euje pravdepodobnos\u0165 dr\u017eania poz\u00edcie druh\u00e9ho.<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eU\u017e aj 11 500 \u20ac je ve\u013emi dobr\u00e9. Tak\u00e9to aut\u00e1 vykupujeme \u0161tandardne za 11 000 \u20ac.\u201c<\/em><\/p>\n\n\n\n
Aj ke\u010f c\u00edtite, \u017ee to je blbos\u0165, nie je dobr\u00e9 nato reagova\u0165. Nechcem sa dosta\u0165 do debaty o 11 500 \u20ac \u010di 11 000 \u20ac, ale chcem sa dosta\u0165 do debaty o vy\u0161\u0161\u00edch cen\u00e1ch. Jednoducho nerozpr\u00e1vaj o tom, o \u010dom nechce\u0161. Ovl\u00e1dni nutkanie sna\u017ei\u0165 sa druh\u00e9mu protire\u010di\u0165. T\u00e1to debata nem\u00e1 pre m\u0148a zmysel. Ak by som sa do nej dostal, zhor\u0161ujem si situ\u00e1ciu. Netr\u00e1vil by som potom \u010das t\u00fdm \u010do chcem ja, ale t\u00fdm \u010do chce druh\u00fd.<\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201e\u010eakujem pekne za vysvetlenie. Moje o\u010dak\u00e1vanie je zna\u010dne vy\u0161\u0161ie.\u201c<\/em><\/p>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eCh\u00e1pete, \u017ee mi na tom mus\u00edme zarobi\u0165? My ho budeme pred\u00e1va\u0165 za tak\u00fdch 12 500 \u20ac.\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201e\u00c1no, mus\u00edte na tom zarobi\u0165. In\u00e1\u010d by v\u00e1m to ned\u00e1valo zmysel.\u201c<\/em><\/p>\n\n\n\n
\n
- Potvr\u010f em\u00f3cie druh\u00e9ho. M\u00e1 to na druh\u00e9ho upokojuj\u00faci efekt. C\u00edti trocha pochopenia a preto vyjedn\u00e1vanie bude m\u00f4c\u0165 plynulej\u0161ie pokra\u010dova\u0165 v tom \u010do potrebuje\u0161 ty.<\/li>\n\n\n\n
- Ak aj po\u010duje\u0161 nie\u010do \u010domu never\u00ed\u0161, \u017ee pred\u00e1va\u0165 to bud\u00fa za 12 500 \u20ac ke\u010f tvoj prieskum bol odli\u0161n\u00fd, odolaj nutkaniu protire\u010di\u0165. Nepom\u00f4\u017ee ti to.<\/li>\n\n\n\n
- To \u017ee \u0165a u\u017e druh\u00fd kr\u00e1t \u201eodp\u00edsal\u201c, je vo vyjedn\u00e1van\u00ed absol\u00fatne norm\u00e1lne. Nech \u0165a to ment\u00e1lne nijako nerozhod\u00ed. Je to s\u00fa\u010das\u0165 vyjedn\u00e1vacej hry. Niekedy odmietnutie pr\u00edde aj p\u00e4\u0165kr\u00e1t, niekedy sedemkr\u00e1t a niekedy pokojne e\u0161te viackr\u00e1t. Napriek tomu pokra\u010dujem vo svojej strat\u00e9gi\u00ed.<\/li>\n\n\n\n
- Vn\u00edmaj spochyb\u0148uj\u00face v\u00fdrazy u druh\u00e9ho a ty ich nepou\u017e\u00edvaj. V tomto pr\u00edpade. \u201eMy ho budeme pred\u00e1va\u0165 <\/em>za tak\u00fdch <\/em><\/strong>12 500 \u20ac.\u201c<\/em> V\u00fdrazy typu: za tak\u00fdch, mo\u017eno, dalo by sa, pribli\u017ene, v tomto momente a in\u00e9 v\u00fdrazy, \u013eudia vo vyjedn\u00e1van\u00ed be\u017ene vyu\u017e\u00edvaj\u00fa v t\u00fdch najnevhodnej\u0161\u00edch situ\u00e1ci\u00e1ch. D\u00f4vod je ten, \u017ee \u013eudia vo vyjedn\u00e1van\u00ed nevravia tak celkom pravdu a stres ich n\u00fati pou\u017e\u00edva\u0165 tak\u00e9to slov\u00ed\u010dka, ktor\u00e9 si ani neuvedomuj\u00fa. Mne na druhej strane pekne indikuj\u00fa, \u017ee to \u010do vravia, pravdepodobne nie je tak celkom pravda.<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eDobre. Dok\u00e1zali by sme da\u0165 nie\u010do medzi 11 500 \u20ac a 12 000 \u20ac.\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201e\u010eakujem V\u00e1m pekne. \u017dia\u013e, 12 000 \u20ac nesp\u013a\u0148a moju predstavu.\u201c<\/em><\/p>\n\n\n\n
\n
- Ke\u010f ti ustupuj\u00fa, po\u010fakuj a pokra\u010duj \u010falej. Vysvetlen\u00e9 detailnej\u0161ie vy\u0161\u0161ie.<\/li>\n\n\n\n
- Ke\u010f druh\u00fd pou\u017eije rozp\u00e4tie, zober v\u0161etko.<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eA ak\u00e1 je va\u0161a predstava?\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201e13 100 \u20ac\u201c<\/em><\/p>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eAko ste dospeli k takejto zvl\u00e1\u0161tnej sume?\u201c A dlh\u0161\u00ed monol\u00f3g o podobn\u00fdch aut\u00e1ch a \u017ee tak\u00e9 e\u0161te nepo\u010dul …<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201eTak to c\u00edtim. Za tak\u00fa sumu som ochotn\u00fd auto u v\u00e1s preda\u0165.\u201c<\/em><\/p>\n\n\n\n
\n
- Nemus\u00ed\u0161 ni\u010d vysvet\u013eova\u0165. Jednoducho je to pocit.<\/li>\n\n\n\n
- Samozrejme, \u017ee racionalita je d\u00f4le\u017eit\u00e1. Ak som si v pr\u00edprave zhodnotil, \u017ee druh\u00fd auto pred\u00e1 za pravdepodobne 13 500 \u20ac, tak nie\u010do musia zarobi\u0165. Do straty ur\u010dite nep\u00f4jdu.<\/li>\n\n\n\n
- 13 100 \u20ac je cielen\u00e1 kotva. Sta\u010d\u00ed mi menej, ale nadhod\u00edm sumu vy\u0161\u0161ie, aby bolo pr\u00edpadne z \u010doho ustupova\u0165.<\/li>\n\n\n\n
- Psychol\u00f3gia cien. V\u0161imnite si, ak\u00e9 sumy druh\u00fd pou\u017e\u00edval. 11 500 \u20ac, 11 000 \u20ac, 12 000 \u20ac. To, \u017ee s\u00fa sumy tak kr\u00e1sne zaokr\u00fahlen\u00e9, mi indikuje, \u017ee sa d\u00e1 \u00eds\u0165 viac. V r\u00f4znych postoch som o tom v minulosti ve\u013ea p\u00edsal. Pou\u017e\u00edvanie spr\u00e1vnych cien, \u010d\u00edsiel a percent m\u00e1 vo vyjedn\u00e1van\u00ed omnoho v\u00e4\u010d\u0161iu moc, ako si \u013eudia myslia. Cielene som povedal 13 100 \u20ac a nie 13 000 \u20ac, \u010do by mnoh\u00ed \u013eudia pravdepodobne povedali. Vytv\u00e1ra to pocit, \u017ee to mysl\u00edm v\u00e1\u017ene. \u017de je suma 13 100 \u20ac akoby \u201epevnej\u0161ia\u201c oproti sume 13 000 \u20ac?<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eDok\u00e1\u017eeme v\u00e1m da\u0165 12 200 \u20ac, ale 13 100 \u20ac nie je mo\u017en\u00e9. To je pr\u00edli\u0161 ve\u013ea.\u201c<\/em><\/p>\n\n\n\n
\n
- C\u00edtite, ako aj pou\u017eit\u00e9 vysvetlen\u00e9 \u010d\u00edslo spolu s kotvou sp\u00f4sobuje, \u017ee druh\u00fd m\u00e1 tendenciu zis\u0165ova\u0165 o tom viac? To mi vyhovuje. Chcem aby debata bola o tom \u010do chcem ja a nie tr\u00e1vi\u0165 \u010das na tom \u010do nechcem. Tento psychologick\u00fd vplyv ovplyv\u0148uje fin\u00e1lny v\u00fdsledok. In\u00fdmi slovami, dr\u017e\u00edm kormidlo vyjedn\u00e1vania a druh\u00fd ani nevie, \u017ee to cielene rob\u00edm.<\/li>\n<\/ul>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201e\u010eakujem v\u00e1m ve\u013emi pekne, ale \u017eia\u013e ponuka mus\u00ed by\u0165 vy\u0161\u0161ia.\u201c<\/em><\/p>\n\n\n\n
\n
- Po\u010fakuje\u0161 a ide\u0161 si za svojim<\/li>\n\n\n\n
- Nerozpr\u00e1vaj ve\u013ea. Len jasne a z\u00e1rove\u0148 pr\u00edjemne komunikuj \u010do chce\u0161 ty.<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
Monol\u00f3g o tom, \u017ee je to probl\u00e9m. \u017de to takto jednoducho nefunguje. \u017de auto m\u00e1 drobn\u00e9 po\u0161kodenia, ktor\u00e9 bud\u00fa musie\u0165 rie\u0161i\u0165 a to s\u00fa dodato\u010dn\u00e9 n\u00e1klady …<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201eHmm, tak \u010do teraz?\u201c<\/em><\/p>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eMus\u00edm sa \u00eds\u0165 sp\u00fdta\u0165 \u0161\u00e9fa, \u010do sa d\u00e1 urobi\u0165.\u201c<\/em><\/p>\n\n\n\n
Po chv\u00edli sa v\u00fdkupca vr\u00e1ti a povie: „Tak 12 500 \u20ac, ale to je na\u0161a posledn\u00e1 ponuka.\u201c<\/em><\/p>\n\n\n\n
\n
- Nezam\u00fd\u0161\u013eaj sa nad t\u00fdm, \u017ee na za\u010diatku bolo povedan\u00e9, \u017ee auto bud\u00fa pred\u00e1va\u0165 za 12 500 \u20ac. Odolaj poku\u0161eniu to spomen\u00fa\u0165. Nijako ti to nepom\u00f4\u017ee. Je to jeden zo z\u00e1kladn\u00fdch vyjedn\u00e1vac\u00edch princ\u00edpov. \u017diadny \u010dlovek vo v\u00e1\u017enej\u0161om biznisovom vyjedn\u00e1van\u00ed nevrav\u00ed tak celkom pravdu. \u017diadny. Ak si o sebe mysl\u00ed\u0161, \u017ee ty \u00e1no, bu\u010f sme sa nepochopili, alebo je to obrann\u00e1 reakcia vlastn\u00e9ho sebaobrazu. Samozrejme rozdiel je v intenzite pod\u013ea osobnosti a kontextu pr\u00edpadu.<\/li>\n\n\n\n
- „Hmm, tak \u010do teraz?“ <\/em>– vyu\u017eil som \u010fal\u0161\u00ed princ\u00edp vyjedn\u00e1vania – alternat\u00edvy. Ide\u00e1lne, nech alternat\u00edvy h\u013ead\u00e1 druh\u00fd.<\/li>\n\n\n\n
- V\u00fdkupca pou\u017eil tzv. princ\u00edp autority. U\u017e je to ako\u017ee tak v\u00e1\u017ene, \u017ee to mus\u00ed m\u00f4j mana\u017e\u00e9r rozhodn\u00fa\u0165. Napriek tomu, \u017ee priam s istotou tam \u017eiadny mana\u017e\u00e9r, ktor\u00e9ho sa bol sp\u00fdta\u0165 nebol.<\/li>\n\n\n\n
- Siln\u00e9 vyjadrenia typu \u201eposledn\u00e1 ponuka\u201c s\u00fa z vyjedn\u00e1vacieho h\u013eadiska iba slov\u00e1. Ni\u010d viac ni\u010d menej. Moja \u00faloha je zisti\u0165, \u010do je na tom pravdy.<\/li>\n<\/ul>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201eHmm, \u010do teraz urob\u00edme, ke\u010f s\u00fa na\u0161e predstavy zna\u010dne odli\u0161n\u00e9?\u201c<\/em><\/p>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eAk sa m\u00e1me dohodn\u00fa\u0165, je potrebn\u00e9 sumu akceptova\u0165.\u201c<\/em><\/p>\n\n\n\n
\n
- Moja cielen\u00e1 ot\u00e1zka, mala za \u00falohu testova\u0165, \u010do sa stane. Ako to mysl\u00ed v\u00e1\u017ene. Op\u00e4\u0165 vyu\u017eit\u00fd princ\u00edp alternat\u00edvy v modifikovanom pou\u017eit\u00ed.<\/li>\n\n\n\n
- Vedel som u\u017e dopredu, \u017ee auto za 13 100 \u20ac nepred\u00e1m. S\u00e1m som si pridal kotvu, aby som mal kam ustupova\u0165.<\/li>\n<\/ul>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201eViem si predstavi\u0165, \u017ee v\u00e1m pom\u00f4\u017eem. Ak sme dohodnut\u00ed, pon\u00fakam 12 900 \u20ac.\u201c<\/em><\/p>\n\n\n\n
\n
- A\u017e teraz pri\u0161iel \u010das na \u00fastupok. \u010eal\u0161\u00ed z\u00e1kladn\u00fd princ\u00edp vyjedn\u00e1vania je = neustupuj len tak. Nechaj ustupova\u0165 druh\u00e9ho a ty ust\u00fap, a\u017e ke\u010f je to nutn\u00e9.<\/li>\n\n\n\n
- Pou\u017eit\u00e1 technika podmie\u0148ovania pomocou slova \u201eAK\u201c. Dobr\u00e1 technika ke\u010f si u\u017e bl\u00edzko dohody. Ak by som ju pou\u017eil hne\u010f na \u00favod, z\u00edskal by som v\u00fdrazne menej a bolo by to aj nevhodn\u00e9. Ke\u010f u\u017e ustupuje\u0161 a u\u017e ti to d\u00e1va zmysel, vyme\u0148 svoj \u00fastupok za nie\u010do in\u00e9. Testuj, testuj a testuj.<\/li>\n\n\n\n
- Rozdiel bol zatia\u013e medzi 12 500 \u20ac a 13 100 \u20ac = 600 \u20ac. Napriek tomu, \u017ee sa z\u00edskalo u\u017e dos\u0165, odolaj pocitu mnoh\u00fdch \u013eud\u00ed, teraz sa stretn\u00fa\u0165 v strede. Ust\u00fapil som iba 200 \u20ac z fin\u00e1lneho rozdielu 600 \u20ac a e\u0161te to podmienil, \u010di sme t\u00fdm dohodnut\u00ed.<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eJa som u\u017e ust\u00fapil to\u013eko a vy iba na 12 900 \u20ac. To\u013eko nem\u00f4\u017eeme da\u0165.\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201eM\u00e1te \u0165a\u017ek\u00fa pr\u00e1cu. Takto s \u013eu\u010fmi vyjedn\u00e1va\u0165 a dost\u00e1va\u0165 sa \u010dasto do asi menej pr\u00edjemn\u00fdch situ\u00e1ci\u00ed.\u201c<\/em><\/p>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eU\u017e som zvyknut\u00fd. To patr\u00ed k mojej pr\u00e1ci. Ni\u010d si z toho nerob\u00edm …\u201c<\/em><\/p>\n\n\n\n
\n
- Pop\u00edsan\u00edm \u0165a\u017ekej situ\u00e1cie v\u00fdkupcu a em\u00f3cie ktor\u00e1 za t\u00fdm asi je som premostil v\u00fd\u010ditku na pochopenie. Nie len \u017ee to premostilo diskusiu z ktorej som chcel \u00eds\u0165 pre\u010d, ale druh\u00e9ho som vr\u00e1til do kon\u0161trukt\u00edvneho rozpolo\u017eenia. Mimochodom reakcia na v\u00fd\u010ditku by mi nepomohla.<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eIdem sa e\u0161te raz sp\u00fdta\u0165 \u0161\u00e9fa, \u010di je, alebo nie je mo\u017en\u00e9 e\u0161te nie\u010do urobi\u0165.\u201c<\/em><\/p>\n\n\n\n
Ke\u010f sa v\u00fdkupca vr\u00e1til, povedal: \u201e12 677 \u20ac.<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
Dramatick\u00e9 ticho<\/p>\n\n\n\n
\u201eVe\u013emi si v\u00e1\u017eim, \u010do ste pre m\u0148a urobili, tak pom\u00f4\u017eem aj ja v\u00e1m.<\/em><\/p>\n\n\n\n
\u201e12 740 \u20ac a sme dohodnut\u00ed.\u201c<\/em><\/p>\n\n\n\n
On:<\/p>\n\n\n\n
„Ja som v\u00e1m ani nepovedal, \u017ee prepis automobilu a ostatn\u00e9 n\u00e1klady s \u010disten\u00edm a … v hodnote 200 \u20ac bud\u00fa na n\u00e1s. Vedel som \u017ee ste orie\u0161ok. Ale in\u00ed klienti to musia hradi\u0165. Ale vy chcete e\u0161te viac.\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201eNeviem ako to u v\u00e1s funguje. Neviem sa k tomu vyjadri\u0165.\u201c<\/em><\/p>\n\n\n\n
\n
- V\u00fdkupca povedal dobr\u00e9 \u010d\u00edslo a aj dobre zv\u00fdraznil \u010d\u00edslo 12 677 \u20ac.<\/li>\n\n\n\n
- Vyu\u017e\u00edvaj ticho a ke\u010f je to vhodn\u00e9, aj dramatickej\u0161ie pauzy. M\u00e1 to mnoho v\u00fdhod. Napr. viac sa dozvie\u0161, lebo \u013eudia chc\u00fa pauzy vyplni\u0165. V tomto pr\u00edpade som dramatick\u00e9 ticho vyu\u017eil z d\u00f4vodu, aby povedan\u00e1 suma mala v\u00e4\u010d\u0161iu v\u00e1hu. Vytvoril som d\u00f4raz a uk\u00e1zal, \u017ee tuho rozm\u00fd\u0161\u013eam. Ten kto okam\u017eite \u201evyp\u013e\u00fava\u201c protiponuky, p\u00f4sob\u00ed, \u017ee len strie\u013ea.<\/li>\n\n\n\n
- Op\u00e4\u0165 odbo\u010denie od t\u00e9my oh\u013eadom prepisu, lebo zis\u0165ova\u0165, \u017ee \u010di to tak robia s in\u00fdmi klientami mi nepom\u00f4\u017ee. Samozrejme \u017ee druh\u00fd povie to, \u010do chce poveda\u0165.<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eNo dobre tak 12 700 \u20ac.\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201e12 720 \u20ac a v tejto chv\u00edli ste auto z\u00edskali.\u201c<\/em><\/p>\n\n\n\n
\n
- \u201eV tejto chv\u00edli ste auto z\u00edskali.\u201c <\/em>Pribl\u00ed\u017eenie toho, \u017ee u\u017e to m\u00e1 za sebou. U\u017e si iba mal\u00fd kr\u00f4\u010dik od konca.<\/li>\n\n\n\n
- \u00c1no prizn\u00e1vam, t\u00fdch 20 \u20ac u\u017e nemalo pre m\u0148a \u017eiadny zmysel. Urobil som to iba preto, \u017ee ma vyjedn\u00e1vanie bavilo a doslova som si to vychutn\u00e1val. Ak ste tzv. \u201ehr\u00e1\u010d – player\u201c = vyjedn\u00e1vanie v\u00e1s doslova bav\u00ed, budete vo vyjedn\u00e1van\u00ed lep\u0161\u00ed. Na druhej strane, treba si da\u0165 pozor kedy z\u00e1bavu nepredl\u017eova\u0165.<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
\u201e\u010co sa to tu deje? Kupoval som ve\u013emi ve\u013ea \u00e1ut. V\u0161etci mi to zjedia, ale u v\u00e1s to nejde. C\u00edtim sa zvl\u00e1\u0161tne.\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201eZvl\u00e1\u0161tne?\u201c<\/em><\/p>\n\n\n\n
\n
- Verb\u00e1lne zrkadlenie s inton\u00e1ciou prekvapenia. Cie\u013e dozvedie\u0165 sa viac.<\/li>\n<\/ul>\n\n\n\n
On:<\/p>\n\n\n\n
\u201e\u00c1no, je to u\u017e absol\u00fatna hrana. Ak by som dal iba trocha viac ako 12 700 \u20ac, ako by som vo svojej pr\u00e1ci vyzeral?\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201eAko to mysl\u00edte?\u201c<\/em><\/p>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eNo pred svoj\u00edm \u0161\u00e9fom, \u017ee neviem vyjedna\u0165 to \u010do treba.\u201c Potom trocha monol\u00f3g o tom \u010do interne treba robi\u0165.<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
T\u00fdch 20 \u20ac mi bolo ukradnut\u00fdch. Iba ma to bavilo.<\/p>\n\n\n\n
\u201eSpr\u00e1vne to ch\u00e1pem, \u017ee t\u00fdch 20 \u20ac V\u00e1m sp\u00f4sob\u00ed probl\u00e9m.\u201c<\/em><\/p>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eNo \u00e1no. Budem … vysvet\u013eovanie …\u201c<\/em><\/p>\n\n\n\n
Ja:<\/p>\n\n\n\n
\u201eNechcem V\u00e1m sp\u00f4sobova\u0165 probl\u00e9my. 12 700 \u20ac a prepis na va\u0161ej strane a m\u00e1me dohodu.\u201c<\/em><\/p>\n\n\n\n
On:<\/p>\n\n\n\n
\u201eDohodnut\u00e9. Prinesiem papiere.\u201c<\/em><\/p>\n\n\n\n
\n
- Sumariz\u00e1cia na koniec je z\u00e1klad. Pom\u00e1ha predch\u00e1dza\u0165 bud\u00facim nedorozumeniam.<\/li>\n<\/ul>\n\n\n\n
Rezult\u00e1t:<\/strong><\/p>\n\n\n\n
Z\u00edskal som nejak\u00e9 financie naviac, bola to z\u00e1bava a e\u0161te k tomu jeden pekn\u00fd bonus. Ke\u010f som auto kupoval, jednalo sa o auto z druhej ruky po 4 ro\u010dnom leasingu. K\u00fapil som ho za 14 900 \u20ac. 4 roky som ho pou\u017e\u00edval a predal za 12 700 \u20ac. V aut\u00e1ch sa s\u00edce moc nevyzn\u00e1m, ale zd\u00e1 sa mi to by\u0165 celkom fajn v\u00fdsledok.<\/p>\n\n\n\n
P.S.:<\/strong><\/p>\n\n\n\n
Vyjedn\u00e1vanie bolo dlh\u0161ie. Nejedn\u00e1 sa prepis od slova do slova. Vybral som hlavn\u00e9 \u010dasti vyjedn\u00e1vania<\/p>\n\n\n\n
- Viktor Kostick\u00fd<\/p>","protected":false},"excerpt":{"rendered":"
Ned\u00e1vno som pred\u00e1val star\u00e9 auto. Ku koncu vyjedn\u00e1vania v\u00fdkupca auta povedal: „Nech\u00e1pem to. V\u0161etci mi to zjedia, ale u v\u00e1s to ne\u0161lo…“ Kontext: Hlavn\u00e1 motiv\u00e1cia predaja nebola pre m\u0148a iba cena, ale aj \u010do najmenej starost\u00ed. Nechcelo sa mi s predajom, viac ako je nutn\u00e9, zapodieva\u0165. Preto som sa rozhodol \u00eds\u0165 cez jednu z viacer\u00fdch […]<\/p>\n","protected":false},"author":2,"featured_media":2746,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[44,43],"tags":[],"class_list":["post-1294","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-obchod","category-vyjednavanie"],"acf":[],"yoast_head":"\n
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