February 9, 2010
元やくざに学んだ交渉術

usuke-k:

平成の初め頃、熊本市内のやばい系のタクシーと私のお客さんの車が、事故を起こした。状況は、お客さんのほうが不利だった。

３２，３歳の私は、相手が難しいタクシー会社だがここでびびっては負けと、張り切りすぎて、交渉に臨んだ。元やくざと思える交渉係と話し合いになっだか、言葉の行き違いから、私はかっとなり、怒鳴りあいになった。

気まずい沈黙の後、しばらくすると、元やくざと思えるその交渉係は、にやっと笑って、こう言った。

「坂本君といったかな。交渉はねえ、かっとなったほうが負けなんだよ。まず相手の言い分をじっくり聞く。そして、相手が言ってはならない言葉を言ったとき、その言葉尻を捕らえ一気に畳み込んでいくのだよ。」

「君は、まあしかし、一生懸命だね。そこは認めるよ。」

結局、交渉は妥当なところで落ち着き、損保会社としても満足の行く結果となった。

この経験は、後々、ものすごく生きてくることになった。

それは、中途半端に権限を持つ人間に限って、言ってはならないことを言うということである。だから、その言葉を聴いたら、すかさずその言葉尻を捕らえて、一気に畳み込んでいけば相手を圧倒できるのである。そういう経験をその後数回経験することになる。

その最大のものは、長女の高校入試のときだろう。以前の日記で書いたが、中学校側が、長女に私立進学を諦めさせようとさまざまな圧力をかけたため、それに厳重抗議して、長女の希望をかなえさせることになったことだ。

厳重抗議というより、私の一方的恫喝と咆哮、といったがいいだろう。私はこのときほど、激昂したことはない。それは電話してきた相手が、言ってはならないことを言ったためである。

なんと言ったのか。

「坂本さん、長女さんのことであんまりもめると、後に続く、弟さんや妹さんの進学にも影響が出ないとも限りませんか。」

脅迫である。言葉は柔らかいが脅迫である。脅迫というのは、こういう言い方の方が、効くのである。つまり、この人間は、脅迫の経験者ということになる。

私の回答。（標準語に修復）

「お前なあ、もう一度言ってみろ。お前、自分が言った言葉の意味わかってるのか。それは脅迫だぞ。お前今までそうやって、俺みたいに抗議した保護者を屈服 させてきたな。そうでなきゃ、そういう言葉は簡単には出てこないものだ。俺はお前を許さない。今からそっち行くから首洗って待ってろ。お前なあ、吐いたつ ばは飲み込めんのだぞ。」

私のものすごい剣幕に、相手は、電話口でもしきりに謝っていたが、私は許さず、会見場でも、この話を三回蒸し返して、そのつど謝らせた。徹底的に屈服させたのだ。私が怖かったのだろう。一人の私に対して、５人くらいで待っていた。

この手の人間は徹底的にたたき伏せておかないと、同じことをしでかすのだ。本人のためにならない。私がまともなかたぎでいい人だったから、これくらいです んだのだ。もし私が執念深い宅八郎だったら、個人的に潰すまで行ったろう。だが、私は明るいいい人なのだ。根にもたない南方系のいい人なのだ。そういうこ とにしているので許してやった。

きっと、これをいい経験にして、出世していくだろう。がんばってほしいものだ。

だが、この人間以外にも、中途半端に権限を持つ者が、弱いものいじめよろしく、相手をやんわり脅迫するということがその後何回かあったのだ。まったく別の問題でだ。

先日も、先輩の不動産契約でそんなことがあったのだ。本契約もしていないのに、断ろうとしたら違約金を取ろうとしたのだ。まったくルール違反もいいところだ。紹介した手前、恥をかかされたのは私だから、出向いて、前言を撤回させた。

おそらく、今までも、相手の弱い立場に付け込み、そうやって、迷う客を脅迫して来たのだ。そして、すべて相手を屈服させてきたのだ。そうでないと、こういう脅迫めいた言葉は自然には出てこないものだ。

私が手際よく相手を理詰めに追い詰める様子を、先輩は後から誉めてくださった。そう言ってくださるのはうれしいが、こんな馬鹿業者を信じて安易に紹介したのが悔しくて、別の懇意な業者を紹介し、納得いく契約を結果的に結んでいただくことになった。

交渉ごとは、まず相手の言うことをじっくり聞くことから始まる、これだけは鉄則であるようだ。

URL: http://tumblr.ivva.jp/post/378221039
(No. OF NOTES: 967)
  
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    この文章には交渉術以外にも学ぶべきところがあるだろう。反面教師として。 交渉云々なら端的に最後の行だけ読めばすむだけの話なのだから。
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    中途半端に権限を持つ人間に限って、言ってはならないことを言うということである。だから、その言葉を聴いたら、すかさずその言葉尻を捕らえて、一気に畳み込んでいけば相手を圧倒できるのである。 極意として覚えておくと共に、我が事として自重しよう。
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    ”それは、中途半端に権限を持つ人間に限って、言ってはならないことを言うということである。だから、その言葉を聴いたら、すかさずその言葉尻を捕らえて、一気に畳み込んでいけば相手を圧倒できるのである。そういう経験をその後数回経験することになる。”...
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    よっぽど冷静でいられない限り、ひとつ間違えると自分も同じ穴のムジナになりかねない。 この人は本当のプロなんだな。 心から賛同できるのは、「中途半端に権限を持つ人間に限って、言ってはならないことを言うということ」...
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    平成の初め頃、熊本市内のやばい系のタクシーと私のお客さんの車が、事故を起こした。状況は、お客さんのほうが不利だった。
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    平成の初め頃、熊本市内のやばい系のタクシーと私のお客さんの車が、事故を起こした。状況は、お客さんのほうが不利だった。...
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