مقال عن فلسفه التفاوض
رئيس اتحاد الوطن العربى الدولى خالد محمود عبد القوي عبد اللطيف
مما لاشك فيه أنه لكي يستطيع المُفاوِض أن يُدير عملية التفاوض بنجاح؛ لا بدَّ له أن يُلِمَّ بعناصره، وبالكيفيَّة التي تؤثِّر بها هذه العناصر على جهوده التفاوضيَّة، وهذه العناصر هي:
أولاً: المعرفة أو المعلومات.
ثانيًا: عامل الوقت (الضغط الناشئ عن الالتزام بمواعيدَ محدَّدة، أو هو الضغط الناشِئ عن ارتِباط الحدث بالوقت).
ثالثًا: قوَّة المفاوِض.
وسنتعرَّض لكلِّ عنصر من العناصر بشكل مُنفرِد ومُفصَّل، ولكن أثناء عملية التفاوض الفعلية تكون هذه العناصر متشابِكة ومُتداخِلة، ومِن الصعب الفصلُ بينها.
أولاً – المعرفة أو المعلومات:
كلما زادت المعرفة بالقضية التفاوضية والمُفاوضين والمعلومات عنهما زادت فُرَص النجاح في التفاوض وتحقيق مكاسبَ مُخطَّطٍ لها؛ وذلك لأن المعلومات تُمكِّن المفاوض من التفكير في بدائلَ وابتكار خيارات ووضع إستراتيجيات واستخدام تكتيكات فعالة، مما يَزيد من فرص النجاح في عملية التفاوض.
ولكن ما هي المعرفة التي يكون المفاوض بحاجة إليها فيَحتاجها لتحقيق مكاسب في عملية التفاوض؟
1- معرفة المُفاوِض لنفسِه وقدراته وإمكاناته، ومعرفته لأهدافه؛ نقاطِ ضعفِه وقوَّتِه، حدودِه الزمنيَّة، الهوامش المقبولة للأخذ والعطاء، النقطة التي لا يستطيع بعدها الاستمرار في التفاوض.
2- معرفة الطرف الآخر؛ كالمعلومات الشخصيَّة عنه، المعلومات المتَّصلة بالعمل بشكل عام، وبالقضية بشكل خاص، وتحليله لها بنفس الطريقة التي حلَّل بها نفسه؛ (أهدافه، نقاط قوته وضعفه، الهوامش المقبولة لديه للأخذ والعطاء، حدوده الزمنية، النقطة التي لا يستطيع بعدها الاستمرار في التفاوض).
المعلومات المهمَّة في عمليات التفاوض:
• المعلومات المطلوبة:
إن عملية الإكثار من جمع معلومات كثيرة ليست ذات صلة بالموضوع، قد تكون ذاتَ أثر سلبي؛ لأنَّ هذه تُشوِّش أكثر، وتصيب بالحيرة بشكل أكبر، وتُشتِّت الفِكر وتُضيِّع الجهدَ، إنَّما المطلوب في القضية هي المعلومات الحقيقيَّة المناسبة للمَوضوع.
• المعلومات في الوقت لا بعده:
من الواجب أن تكون المعلومات في الوقت المناسب؛ ومثال ذلك حين يَرغب شخص في أن يتقدم للدراسة في الجامعة، فعليه معرفة الجامِعات والتخصُّصات، وأساليب القَبول قبل موعد بداية العام الدراسيِّ؛ لأنهَّ إذا تأخَّر عن هذا الموعد يَكون الوقت قد فات، فلا تنفعه معرفتُه في اتخاذ القرار المناسب.
• المعلومات الدقيقة المحدَّدة:
حين نتكلَّم عن موضوع ما، فيجب أن ندخل في التفاصيل؛ فها هنا تكون المعلومات العامة غيرَ مُجدية رغم أهميتها؛ فعلى سبيل المثال: حين يقرِّر أحد الشباب الزواج، فمسألة أن يَعرف معلومات عن أهل الفتاة أمرٌ مهم، ولكنَّ الأهمَّ من ذلك أن يبحث عن المعلومات التفصيلية عن الفتاة نفسِها، وهذه الدقة في المعلومات تُعين متَّخِذَ القرار على اتخاذ القرار الصائب، كما لا بدَّ لنا مِن الكلام ها هنا عن المشروعية في الحصول على هذه المعلومات، فالوصول إليها لا بدَّ من أن يكون بطريق مشروع.
ثانيًا – عامل الوقت أو الضغط المتولِّد عن تحديد مواعيدَ لإنجاز العمل:
في موضوع الوقت لا بد للمُفاوِضِ أن يكون قادرًا على التحكُّم في الضغوط الواقعة عليه من جرَّاء المحددات الزمنية المطلوبة منه، وعليه الالتزامُ بها، ثم عليه في المقابل وبنفس الدرجة أن يستغل الضغوط الواقعة على الطرف الآخر في الوقت ذاته، فإنَّ ذلك يُمكِّنه من التحكُّم في سير عملية المُفاوَضات.
ومن الأمثلة التي توضِّح كيف يؤثِّر الضغط الناتج عن وجود مواعيدَ يتعين الالتزام بها على سير العملية التفاوضية ونتائجها: حين يكون الهدفُ شِراء بدلة من الصوف، فإن كان المفاوض (المشتري) في بداية فصل الشتاء تجد أن المفاوض الآخَرَ (البائع) يُحاولُ أن يستغل الضغط الزمنيَّ الذي يُشير إلى دخول البرد واحتِمال تساقُط الثلوج قريبًا، ولا بدَّ للمُشتري من شرائها، في حين يختلف الوضعُ عندما يكون الحال في نهاية الموسم، فتكون النقطة لصالح المُشتري، وعلى مستوى المؤسَّسات لو أن المفاوض يرغَب في شراءمِضخَّات مياه زراعية؛ من أجل سَقْي مزارعَ معينة، فلو علم البائع أن مضخَّات المُفاوض الموجودة في الحقل معطَّلة والمُشتري على عجلةمن أمره؛ لأن احتمالية هلاك الزرع قائمة – يَبدأ هنا البائع بالضغط في هذا الاتجاه.
ثالثًا – القوة أو القدرة:
ويُقصَد بها القدرة على التأثير على المشاركين في المُفاوَضات والأحداث، أو السيطرة عليها، وتنبع هذه القوة أساسًا من المعرفة، فيتمُّ اكتسابها من الفَرْق بين ما تَعرِفُه من موقف الجانب الآخر، وبين ما يعرفه هو عن موقفك؛ ولذلك فمِيزان القوة في العملية التفاوضية ليس ثابتًا، وإنما قد يَنتقِلُ مِن جانبٍ إلى آخرَ مع تكشُّف المعلومات واقتراب المواعيد التي يتعيَّن على كلا الطرفين الالتزامُ بها، والمفاوض الناجح هو الذي يَستطيع أن يحافظ على ميزان القوى مائلاً لصالحِه؛ إذ طالما استمرَّت عملية انتقال القوة من طرف إلى آخر فإن احتمال استمرار التفاوضِ يظلُّ قائمًا، وامتلاك مزيَّة القوة تَعتمِد على نوع هذه القوة ومُواصَفاتها، وكما يُبيَّن فيما يأتي:
1- القوة قد تكون حقيقية أو مُفترَضة، فإذا افترض أحد الطرفين أن الآخر يتمتع بميزة فلن يكون هناك فرق إذا كانت هذه الميزة حقيقيةً أم لا بالنسبة إليه.
2- تكون القوة فعَّالة فقط إذا كان المفاوضون مدرِكين لها، فإذا كان المفاوض يَعلم أن الطرف الآخر يحتاج إلى منتَج معين ولا غنى له عنه؛ لأنه الوحيد الذي يَصلُح له، فإن هذه المعلومة سوف تمنَح الطرف الآخر ميزة في العمليَّة التفاوضيَّة، غير أنه إن كان لا يُدرك ذلك، فإنه هنا لا يَمتلك القوة في واقع الأمر.
3- القوَّة تكون فعالة عند الاعتراف والتسليم بها فقط، فإذا كان رئيس إحدى الشركات يَشعُر بالهيبة والرهبة من مركزِه، ويشعر أن الكرسيَّ الذي يَجلس عليه أكبرُ من حجمه، فإن هذه الميزة تُصبح معدومةً بالنسبة له، وتُصبح قوته غير مؤثرة مهما حاول أن يُظهِر من قوة.
4- لا توجد حاجة لاستخدام القوة حتى تُصبِح فعالة، فإذا كان المفاوض يَخشى مثلاً من عدم استمرار أحد العملاء القدامى في الشراء منه ما لم يقدِّم تنازُلات له في السعر، ففي حالة عدم استخدام الطرف الآخر هذه الميزة فإنها لا تزالُ تعمَل لصالح المُفاوِض.
5- استخدام القوة قد ينطوي على مخاطرة؛ فإن المفاوض قد يحقق مكسبًا في التفاوض وتكون كفة المفاوضات لصالحه، غير أن الاستخدام المفرط للقوة قد يكون له عواقبُ سلبية؛ فعلى سبيل المثال: حين يفاوض ربُّ العمل العاملين عنده للعمل في أوقات راحتهم، أو بعد دوامِهم الرسميِّ؛ من أجل زيادة الإنتاج؛ لوجود طلبيَّة خاصة مطلوبة خلال فترة زمنية محددة – فقد يتمكن من إنجاز الطلبية في وقتها المحدَّد، إلا أنَّ استخدام القوة هنا قد يُدمِّر علاقة العمل بينه وبينهم على المدى الطويل، فيخسر ولاءهم له وللعمل.
• متى تنتهي المفاوَضات؟
تنتهي المفاوَضات في حالتين:
الحالة الأولى: عندما يتصوَّر أحد الطرفين أن الطرف الآخر قد كسب الجانب الأكبر من القوة أو كلها، فإن التفاوض سرعان ما ينتهي، إلا أن النتيجة قد تكون غيرَ سعيدة، فالجانبُ الذي يفقد القوة تمامًا يشعر بأنه تعرَّض للخسارة، والإساءة، والاتفاق الناجم عن هذه الحالة لا يَكون حلاًّ يفوز فيه كِلا الطرفَين.
الحالة الثانية: عِندما يتصوَّر الطرَفان وجود نوع من التوازُن في القُوى فإن الاتفاق على حلٍّ وسط هو الخُطوة المنطقية التالية التي سرعان ما تنتهي المفاوضات بعدها محقِّقة نتيجة مرضية للطرفين، والاتفاق الناجم عن هذه الحالة يغذِّي الشعور بتحقُّق الفوز للطرفين، وهذا هو التفاوض الناجح حقًّا.
والخلاصة التي يتمُّ التوصُّل إليها من معرفة عناصر التفاوُض:
1- الطرف ذو المعرفة (المعلومات) الأكبر والأكثر دقةً، والتي تكون في وقتها المُناسِب هو الذي يسودُ في التفاوض.
2- الطرف الواقع تحت ضغط الزمن أكثرَ مِن الآخر يكون موقفُه في التفاوض ضعيفًا عمومًا.
3- يجب أن يُحاول الطرفان إحداثَ توازن بين قوتيهما؛ للتشجيع على التوصل لحلٍّ وسط، والتحرُّك نحوَ حلٍّ يحقِّق الفوز للطرفين معًا.
أمور خطيرة أثناء عملية التفاوض:
لا بدَّ للمُفاوض مِن مُراعاة بعض الأمور الخطيرة، التي مِن شأنها أن تكون نقاطَ ضعفٍ له، بينما تكون نفسها نقاطَ قوة للطرَف الآخر، ومن هذه الأمور:
1- مِن الخطأ أن يذهب المفاوض إلى عمليَّة التفاوض وهو غير مُؤمنٍ بالحصول على نتيجة إيجابية، ما يَعني (تُصيب أو تَخيب)، ولا بدَّ له من عزم المسألة، والإيمان بالحصول على مكاسب.
2- من الأفضل أن تتم المفاوضات في أرض المُفاوِض وليس في أرض الطرف الآخَر؛ لأنَّ المكان مهم جدًّا، فربما اختار الطرف الآخر مكانًا يَشعر فيه بالقوة، أو يَتلاعب بنوع الإضاءة، أو نوع الكرسيِّ الذي يجلس عليه الآخر، فينعكس الأمر على المفاوض سلبيًّا فيَشعر بالضعف، وهنا قاعدة تفاوضية مُهمَّة في هذا المجال تقول: “دعهُ يأتيك ولا تأتِه”.
3- لا بدَّ من الإعداد الكامل لعمليَّة التفاوض من كل الجوانب الشخصية والفنية والسِّعرية… إلخ، والحذر من الشروع في التفاوضوالمفاوض يلمُّ جزئيًّا بهذه الأمور؛ فلربما يُسأل مِن الطرف الآخر بعضَ الأسئلة التي ليس لديه إجابةٌ عنها، فيكون في موقف الضعيف.
4- لا تقدِّم للطرف الآخر في التفاوضِ بعضَ أمور الضيافة التي من شأنها أن تُلهِيَه عن جوهر القضية، كتقديم فواكهَ تحتاج إلى تقشير، أو تقديم عصيرٍ يَحتوي على الثلج؛ فلربما انشغل بهذه الأمور أثناء طرحك لأمور جوهرية، فلا تصل إليه.
5- لا تتفاوَض مع شخص ولديه ظرف استثنائي يؤدِّي إلى الضغط عليه؛ مثال ذلك:
• شخص مقبل على سفر.
• شخصٌ لديه وفاة.
• شخص يرغب في الزواج قريبًا.
• شخص لا يَمتلك الصلاحيات في اتخاذ قرار.
• أي أمور أخرى من هذا القبيل.
6- لا تُفاوض أكثر من شخص أو جهةٍ في جلسةٍ واحدة؛ للأسباب التالية:
• أيُّ إيحاء سلبي من أحدهم قد يؤثِّر على الآخر.
• تداخُلات الأسئلة قد تُضيِّع فكرةَ الموضوع.
• نجاح أحدهم أو فشله قد يؤثِّر على الآخرين.
• اهتمام المفاوض وتَقديرُه لشَخصٍ ما قد يُشعِر الآخَرين بعدم أهمِّيتِهم أو بالغيرة أو الحسد، في الوقت الذي بالإمكان أن يحصل على مكاسب كبيرة منهم.
• ربما كان المُفاوض يفكر في اختصارالزَّمن بجمع مجموعةٍ في جلسة واحدة، ولكن ربما يخسر الجميع.
• لا تَحكم على الطرف الآخر في التفاوُض مُسبَقًا.
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