経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

「生きてるだけで丸儲け」の疑似体験を積め!

投稿日:

こんにちは。NISHIです。

生きてるだけで丸儲け。

どこかで聞いたような言葉ですが、
コンサル思考を身につける
メリットはココにあるかなと。

そう、以前はこのように言いました。
「日常生活こそ最高の教材」だと。

そんな生活、出来ていますか?
今日はそんな話をしますね。


さて、今日のテーマは、
ズバリ「交渉」なのですが、
交渉事って得意です???

かくいう私も元々は営業畑ですし、
バリバリにセールスはかけますから
交渉事のネタについては
やっぱり反応してしまうんですよね。
アンテナが立っているわけです。

特に、
交渉上手な人と交渉ベタな人、
この違いが端的にわかるシーンは
見ていてそれなりに面白い。

たとえば先日たまたま見た番組で
鉄腕DASHというTOKIOの
長寿番組ってありますよね。
ご存知です??

そこで「こんなシーン」が。

鉄腕DASH内に「0円食堂」という
コーナーがあります。

TOKIOのメンバーが全国各地に赴き、
訪れた地域で廃棄予定の食材を調達し、
提供いただいた方にふるまうコーナー。

廃棄予定の食材だけで調理するため、
その名も「0円食堂」なわけですね。

そこで今回も2班に分かれて
食材調達することになったのですが、
食材をタダでいただくわけですから
これ、まさに「交渉事」なんですよね。

で、交渉の際のアプローチが
2班の間では全く対照的。

たとえば、「鶏の卵」を
もらうとしましょう。

一方はこう切り出します。

「0円食堂という企画がありまして、
 捨てる食材を探しています。
 捨てる食材があったらと
 思っているのですが…
 捨てるものはありませんか…?」

という切り出し方。
最初に「企画主旨」を伝える
パターンですね。

もう一方はこう切り出します。

「実は道の駅で立派な卵を拝見しまして…
 鶏の卵、1日でどれくらい取れるんですか?
 エサとか、どんなこだわりがありますか?
 どんな品種があるんですか?」

という切り出し方。
相手への興味を質問していく展開の
パターンですよね。

さて、ここでは
「鶏の卵をもらうための交渉」と
場面を統一していますが、
この2班はさきほどのように
交渉の場面が違えど
切り出し方にずっと違いがあります。

2班のうち、一体、
前者と後者のどちらが

「スムーズに交渉出来た」

と思いますか??

見ていると、明らかに後者の
「相手への興味を出発点にした交渉」
の方がスムーズに話が進みます。

これ、客観的かつ普通に考えれば
よくわかりますよね。

前者のように
いきなり商品を売ろうとするよりも、

後者のように
相手への興味を先に持って質問したり、
小さなYESをとっていくことで
主導権を握っていく方が
話がスムーズなのはよくわかる。

もちろん、
テクニックの使い手の技量に
よるところは大きいでしょうが、

相手への興味を出発点にする、
小さなYESをとっていく方が、

いきなり企画を説明する、
いきなり商品を売ろうとするよりも

どうやら効果的かもしれない
————————————

という見立てを立てることができます。

先ほどもお伝えした通り、
テクニックは使い手の技量による
部分も大きいし、
人によって有効な方法も違う。

とはいえ、「有効かもしれない」
という見立てのもと、
自分に合っているかどうかを
試すことはできるしそれが血肉になる。

たったTVのワンシーンで、です。

TVのワンシーンといった
疑似体験だけでもネタにする、
血肉にすることもできる。

まさに、
コンサル的思考の体得は、
「生きてるだけで丸儲け」なのです。

では。

NISHI

-日記

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