Kuisa Range Kunogona Kutungamira Kuzvipi Zviri nani
Apo uri kuedza kutaurirana chimwe chinhu, kana chiri mutengo wemotokari kana mubhadharo webasa idzva, uchenjeri hwemagariro hunoratidza kutanga kubva kumusoro uye kupa nhamba imwechete. Kana iwe uchida mubayiro wokutanga we $ 65,000, semuenzaniso, dzimwe nyanzvi dzingareva kuti kutanga neinhamba yepamusoro ye $ 70,000 uye zvino inowedzera kune yako yaunoda mubhadharo.
Chimwe chidzidzo nevatsvakurudzi vanobva Columbia Business School vanoshora matanho aya ekugadzirisa chikoro chekare uye panzvimbo pacho anoratidza kuti kuisa mararamiro angakwanisa kubhadharwa kune iwe. Vatsvakurudzi Daniel Ames naMalia Mason vakaona kuti kana kukurukurirana kwebhizimisi, kuisa rutivi rwakawandisa kunowanzoita kuti zvive nani pane kutanga ne "single" nhamba.
"Kwemakore akawanda, takadzidzisa vadzidzi kuti vasatora matanho ekukurukurirana, vachifunga kuti vamwe vanogamuchira zvipo izvi vaisava nehanya , vachinzwa chete kuguma kwehuwandu hwaive hwakanaka kwavari," akatsanangura Ames mumashoko. "Zvatigumisiro zvedu zvakashamisa isu, zvichisimudzira kuti tinodzidzisa sei nyaya yacho." Hatigoni kutaura kuti mararamiro anopa basa 100% yenguva, asi ivo vanokodzera kuwana nzvimbo mubhuku rekutaurirana. "
Nzira yekukurukurirana nayo inoshanda sei
Kana iwe uchida $ 65,000, vanoratidza kuti kuudza mubhadharo pakati pe $ 65,000 uye $ 70,000 zvingaita kuti utungamirire kune zvakanyanya kupa.
Iko rudzi rwekupa icho chavanoreva se "kukurudzira kupa." Nhamba yako yaunoda iri pamucheto wepasi, asi kuwedzera mararamiro ako pamusoro pe nhamba yako yechirwere kunogona kutungamirira kune chipo icho chaicho chaizvo kupfuura chinangwa chako chekutanga.
Mune zvimwe zviitiko, vanotsvakurudza vanotaura kuti "bracketing" inogona kunge yakanyatsobudirira.
Kana iwe uchida $ 60,000 iwe unogona kupa nzvimbo yakaenzana pakati pe $ 58,000 ne $ 65,000. Kunyange zvazvo zvingaita sekuti vashandi vangave vanogona kungoerekana vachinge vachinge vazvipira kune iyo iyo yakaderera nhamba uye vanongopa izvozvi, vatsvakurudzi vakaona kuti rudzi urwu rwesarudzo runogona kupa vatauriri vehutano.
Nzira Ipi Inobvumirana nayo Inokubatsira Iwe
Vanhu vakakurudzira mararamiro akadaro vanogona kuonekwa sevanokudzwa uye vanochinja, izvo zvinozoita kuti vashandirwi vaone kuti zvinodiwa kuti vadzokere zvakare .
"Vatauriri vanoita sevari mukati mezvaizove zvakanaka maererano nekurapa kwevamwe vavo, uye izvi ndizvo zvavanoita maitiro avo," vanyori vakatsanangura munyaya yakabudiswa mumagazini yaFebruary 2015 ye Journal of Personality and Social Psychology. "Zvigumisiro zvedu zvinyorwa zvinogadzirisa zvakadaro uye, mberi, zvinoratidza kuti zvipo zvekugovera zvinogona kugadzirisa zvinotarisirwa pamusoro pekutendeseka kwezviitiko zvinotevera."
Mune mitsva yezviongorori zvishanu, vatsvakurudzi vakatarisa pamamiriro ezvinhu akasiyana-siyana ekubatanidza kusanganisira kutengesa pamusoro pemutengo wemotokari, kutaurirana mubhadharo, kutaurirana nemuiti wechiitiko. Zvidzidzo zvakagadzirirwa kutarisa kana zvikamu zvakatungamirira kumigumisiro iri nani pane imwe chete yemari-inopa inopa.
Uyezve, vanyori vakatarisa pamhando dzakasiyana dzezvipo zvehutano uye huwandu hwehuwandu hwavaiva nadzo pakubvunzurudza.
- Ipa Mazano: Mune zvimwe zviitiko, vatori vechikamu vakaudzwa kuti vakanamire kune imwechete yekutengeswa.
- Rutsigiro Range Runopa: Vamwe vatori vechikamu vakaudzwa kuti vashandise hurefu hwakatsika kubva pane imwe nzvimbo. Somuenzaniso, kana iwe uchida $ 100 neawa, ratidza kuti unogona kugamuchira pakati pe $ 80 ne $ 100 neawa. Vatsvakurudzi vakaona kuti rudzi urwu rwekugoverwa rwakatungamirira kune chimwe chinhu chakaipisisa, asi kubudirira kwehukama hwakanaka.
- Bracketing Range Inopa: Vamwe vatori vechikamu vakaudzwa kuti vataure huwandu hunoita nhamba yaidikanwa. Saka kana iwe waida $ 100 neawa yebasa, iwe unogona kupa pakati pe $ 90 ne $ 110. Zvigumisiro zvakaratidza kuti rudzi urwu rwekugovera haruna kutungamirira kune zvizhinji zvipo pamusoro pekupa chipo, asi zvakaguma nehukama hwehukama hwehukama.
- Kukurudzira Range Inopa: Mune zvimwe zviitiko, vatori vechikamu vakakurudzirwa kuti vataure huwandu hunosimudzira pamusoro pemari yaidiwa. Saka kana iwe uchida $ 100 neawa, iwe ungapa hura pakati pe $ 100 ne $ 120. Izvi zvakaita kuti zvive nani pane humwe chete-huni hupi uye hwakanga husina huwandu hwehutano hwehukama hwehukama.
- Bumped Up Point Chipiro: Muchirongwa ichi, vatori vechikamu vakaudzwa kuti vape rimwe chete, chido chokuda. Saka kana iwe uchida $ 100 neawa, iwe unogona kukumbira $ 120 paawa. Iyi nzira yakakonzera kuwedzera kukakavadzana kwehukama uye yakaguma nekukurukurirana kwakawanda, asi haana kupa mhindu kune imwe chete, yechokwadi pfungwa yekupa.
Saka zvichibva pamigumisiro yezviongorori izvi, bhiza rako rakanakisa kana kukurukurirana kungangodaro kushandisa shanduro yekupa mazano. Kana iwe uchida 15% kutora pane chimwe chinhu, bvunza% 15 kusvika ku20% kutora panzvimbo. Unogona kuwana chipo chinopfuura chakanaka kupfuura kana iwe unongoramba uine nhamba imwechete kana kuti unoratidza nhamba inotyisa. Kumbira zvakanyanya, uye iwe unogona kurasikirwa nechokuita uye tendesa shamwari yako yekukurukura kuti uende. Kumbira zvishoma uye iwe haungagoni kuwana chipo chaunonyatsoda. Kupa hutano hunotanga nezvinodiwa uye hunongoratidzira zvishoma zvishoma, zvisinei, zvinogona kutungamirira pakuwana izvo zvaunoda kana kupfuura izvo zvawaitarisira kare, zvose zvisingaiti kukuvadza ukama hwako neshamwari yako yekukurukurirana.
"Range inopa dzimwe nguva inogona kuva nzira inobatsira yekukumbira zvakawanda pasina kutyaira mumwe wako kunze," akadaro Ames.
Sources:
Ames, DR, & Mason, MF (2015). Tandem Anchoring: Informational uye Political Migumisiro yeRange Inopa mu Social Exchange. Zvinyorwa zveMunhu uye Social Psychology, 108 (2), 254-274. doi: 10.1037 / pspi0000016.
Columbia Business School News Room. 2015. Apo Inosvika kuNhamba Yokuzarura, Dzimwe nguva Mazano Akanakisisa Okutengeserana Anopa Kupa Maviri. http://www8.gsb.columbia.edu/newsroom/newsn/3497/when-it-comes-to-an-opening-number-stimes-the-best-bargaining-move-is-to-offer-two.