Sie verhandeln mit zögernden Stakeholdern. Wie stellen Sie sicher, dass wichtige Informationen effektiv ausgetauscht werden?

Além de ouvir e se interessar, existem técnicas para se conectar mais com a outra parte. Uma delas, por exemplo, é se conectar em tom de voz e comunicação corporal. É comprovado que ao estabelecer este tipo de equalização as outras pessoas se sentirão mais confortáveis e propensas a se relacionar!

Garanta a seu cliente que você segue as regras de LGPD, Procure saber o orçamento do cliente, se ele estiver alinhado com o custo do projeto aumentam as chances para os dois lados, A relação precisa ser ganha x ganha , de modo que traga benéficos financeiros e operacionais para o cliente, Seja constante, o atendimento pós venda é a prospecção de negócios futuros !

Meistens ist alles auf einen einfachen Nenner zu bringen. Werden die eigenen Notwendigkeiten verstanden und werden die Wünsche, Prioritäten und Sorgen der Stakeholder vollständig verstanden? Ein einzelnes Meeting mit allen Stakeholdern kann hier den Durchbruch bringen. Hier müssen die Bedürfnisse durch die Stakeholder klar formuliert werden. Damit die Informationen auch wirklich richtig transportiert werden. Auf Basis dieses Meetings können dann Lösungen nach der Priorität der Stakeholder entwickelt werden. Dabei sind meistens Fragen wie Risiko Management, Kosteneffektivität und Timeline unausgesprochen Sorgen. Wenn diese adressiert werden haben Stakeholder mehr Vertrauen in das Team, welches als Basis für alle weiteren Schritt dient.

Hesitant stakeholders might indicate a lack of trust in the project, and hence, building the level of trust should be the first step to easing their acceptance of your ideas and opening a way for other communications. It is also important to provide as much supporting evidence as possible when communicating to decrease the chances of doubt. Other measures include acknowledging and addressing their concerns, following up with them after the meeting, and providing a written summary of the discussion and the next steps.

Building trust is foundational to any successful relationship, especially in negotiations. By fostering transparency, demonstrating empathy, and actively listening, create a strong sense of reliability and collaboration. When trust is established, stakeholders are more likely to engage openly, leading to better communication, deeper understanding, and mutually beneficial outcomes.

To ensure crucial information is shared effectively with hesitant stakeholders, start by building trust through transparency and open communication. Clearly explain the project’s goals, benefits, and potential risks. Provide data-backed insights to support your points, ensuring the information is concise and relevant. Encourage questions and feedback, demonstrating that their input is valued. Maintain a collaborative attitude and show a willingness to adapt, fostering a sense of shared responsibility and partnership throughout the decision-making process.

Para garantir que informações cruciais sejam compartilhadas com partes interessadas hesitantes, é importante foco em criar confiança e empatia, manter a comunicação clara e transparente, e praticar escuta ativa, além de ajustar a mensagem ao público, destacando benefícios mútuos e usar perguntas abertas para facilitar a troca de informações de forma mais fluida e eficaz.

En las organizaciones pueden existir diferentes stakeholders, cada uno de ello a veces con necesidades diferentes, uno puede que requiera cubrir una necesidad técnica, otro una necesidad de presupuesto, otra parte interesada requiere inovar para acelerar algún proceso futuro de su organización. Todos y cada uno de ellos con un punto de vista valido en un solo proyecto, el poder escuchar las necesidades es fundamental, la confianza se gana siendo honestos en una propuesta de valor, que verdaderamente cumpla con las espectativas. Ahora bien, el speech a cada uno de ellos es diferente, una vez entendidas las necesidades se requiere un trabajo en equipo para presentar la información orientada de la solución.

One thing I find useful is a reflective method. I simply reflect back what I THINK I heard or know based previous interactions. I try to use as many of their own words, rather than my interpretation. Afterwards, I ask for clarity, feedback, if I’ve captured their perspective accurately or if there’s anything else I’m missing. Using this method, it tends to lead to more clarifying information shared or at the very least, it sets the tone of curiousity, understanding and ease.

To ensure crucial information is shared effectively with hesitant stakeholders, tailor your communication by understanding their concerns and priorities. Use clear, concise language and adjust your message to fit their expertise level, focusing on the benefits and impact relevant to them. Provide data-backed insights and address potential risks upfront. Encourage questions to foster transparency and build trust. Visual aids, like charts or reports, can help clarify complex points, making the conversation more accessible and engaging for all parties involved.

Agree. In construction projects, different stakeholders often need customized communication styles. For instance, when presenting to engineers, I focus on technical specs and data, while for community members, I use visual aids and narratives to highlight benefits. This approach was effective in a hospital expansion project where city officials needed cost breakdowns, and residents needed visual reassurance about the design’s impact. Tailoring communication builds stronger rapport and ensures crucial details are understood across varied audiences.

Dies ist schon ein "Natürlich muss man das so machen!". Doch es fällt allen schwer die Kommunikation richtig anzupassen. Achte immer darauf, oder halte es dir vor: Deine Stakeholder haben nicht dein Fachwissen. Daher verstehen sie deine Fachausdrücke nicht und ihnen fehlt Wissen um allem zu folgen. Versuche es immer zu erklären darzustellen, dass es auch deine Großmutter verstehen kann. Oder anders gesagt, kommuniziere mit KISS (Keep It Simple Stupid). Wenn deine Stakeholder sich abgeholt und verstanden fühlen, werden sie nicht mehr zögern. Denn so ist ihnen alles klar und es gibt keine Punkte mehr welche Widerstände oder Unverständnis erzeugen!

Effective communication is essential, but active listening is just as important. By listening closely to the other party's needs, we can increase our chances of reaching a win-win agreement.

If your audience more analytical, think about using more stats and numbers versus just storytelling. It's all about knowing your audience and how they think.

Nem todos compreendem ou reagem às informações da mesma forma. Adapte sua linguagem e o conteúdo da mensagem de acordo com o público, ajustando o nível de detalhe ou a abordagem conforme necessário para garantir que a informação seja clara e persuasiva.

Todo o processo de negociação deverá estar pautado sempre no planejamento estratégico obtido com a alta direção. Para isso, entenda muito bem o mapa de poder da organização e se interesse pelos resultados e objetivos reais que essa organização está buscando. Isso reduzirá os riscos de hesitação na tomada de decisão e do avanço das etapas do processo. Todos os indicadores devem estar alinhados com os decisores. Assim ficará evidente que há uma preocupação efetiva com o modelo de negócio do seu cliente criando assim uma relação de confiança nas apresentações de soluções e resultados, fazendo com que as partes interessadas foquem no "valor proposto" e não no commodities da sua oferta.

To ensure crucial information is shared effectively with hesitant stakeholders, start by clarifying the main objectives of the negotiation. Break down complex details into clear, concise points, aligning them with stakeholders' goals. Use data and real-world examples to demonstrate the impact of your proposal. Encourage open dialogue by asking for feedback and addressing concerns transparently. Maintain a collaborative tone, focusing on how the shared information directly contributes to achieving mutual success and long-term value.

Agree with caution. While setting clear objectives early helps stakeholders align, being overly transparent can risk losing leverage. In a high-stakes negotiation for a mixed-use development, revealing too much about the budget limitations led some stakeholders to push for compromises that hurt the project’s quality. My advice is to clarify the main goals like ensuring safety and deadlines but avoid revealing all your constraints upfront. This keeps the discussion productive while maintaining flexibility in the negotiation.

Ao compartilhar informações, seja claro sobre por que está fazendo isso. Mostre como o compartilhamento dessas informações contribui para alcançar os objetivos comuns, alinhando expectativas e aumentando a cooperação.

To ensure crucial information is shared effectively with hesitant stakeholders, start by clearly presenting key data and aligning it with their objectives. Use concise, well-organized materials to highlight benefits and potential risks. Address concerns directly by offering evidence-based solutions, showing how your proposal mitigates risks. Encourage open dialogue by inviting questions and listening carefully to their feedback. Reassure them through transparency and by demonstrating how their interests are safeguarded throughout the process.

Agree. Directly addressing stakeholder concerns can unlock more open dialogue. In a rail infrastructure project, city planners were hesitant due to potential environmental impacts. Inviting them to openly share their concerns allowed us to adjust the project plan early, integrating additional environmental protections, which helped secure their buy-in. Ignoring these concerns could have led to delays or objections later. Addressing issues head-on ensures smoother negotiations and encourages full disclosure from all parties.

Antecipe e responda a possíveis dúvidas ou resistências que possam surgir. Estar preparado para lidar com preocupações e fornecer respostas claras ajudará a dissipar a hesitação e a facilitar a aceitação.

When negotiating with hesitant stakeholders, ensure crucial information is shared clearly by framing key points in simple, concise language. Present data that directly addresses their concerns, and use visuals to enhance understanding. Foster an open dialogue, inviting questions to clarify uncertainties. Explore alternatives by proposing different solutions that meet mutual goals, such as phased implementations or pilot programs. Build trust by emphasizing transparency, listening actively, and aligning with their priorities, ensuring a collaborative, solution-focused negotiation.

Agree. Presenting alternatives is an excellent way to ease stakeholder hesitation. In a bridge renovation project, stakeholders were torn between two structural designs. By offering both options with associated costs and benefits, we allowed them to make an informed decision that balanced aesthetics and budget. Exploring multiple pathways promotes collaboration, making stakeholders feel more involved and willing to share additional considerations that may affect the outcome. Flexibility in offering alternatives often leads to richer discussions.

Agree. Following up is essential for keeping momentum in complex negotiations. During the design phase of a commercial high-rise, I consistently followed up with city planners to clarify any points raised during meetings. This not only reinforced our commitment but also encouraged them to share updates about new regulations and constraints. By maintaining open communication through follow-ups, stakeholders stay engaged, which leads to the continuous exchange of crucial information as the project evolves.