徐老师 发表于 2006-8-11 18:32:33

[营销口才]营销时代的商务谈判技巧

<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 211.5pt; TEXT-INDENT: -52.5pt; mso-list: l2 level1 lfo1; tab-stops: list 211.5pt;"><font face="Times New Roman"><b><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">第一章<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span></b><b><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;</span></span></b></font><b><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">导</span></b><b><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp; </font></span></span></b><b><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">论</span></b><b><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></b></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left;"><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第一节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">营销时代的商务谈判</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">【案例导入】:</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 华文隶书;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文楷体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不光用嘴,更要用心和脑袋</span><font face="Times New Roman"><span style="FONT-SIZE: 12pt; mso-fareast-font-family: 华文楷体;">
                        </span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在比利时某画廊曾发生过这样一件事:一位美国商人看中了印度画商带来的三幅画,标价均为</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2500</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">美元。美国商人不愿出此价钱,双方各执己见,谈判陷入僵局。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt -0.1pt; TEXT-INDENT: 26.15pt; mso-char-indent-count: 2.18; mso-para-margin-left: -.01gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">终于,那位印度画商被惹火了,怒气冲冲的跑出去,当着美国人的面把其中的一幅字画烧掉了。美国商人看到这么好的画被烧掉,十分心痛,赶忙问印度画商剩下的两幅画愿意卖多少价,回答还是</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2500</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">美元,美国商人思来想去,拒绝了这个报价,这位印度画商心一横,又烧掉了其中一幅画。美国人只好乞求他千万别再烧掉最后那幅画。当美国人再次询问这位印度商人愿以多少价钱出售时,卖主说:“最后这幅画只能是三幅画的总价钱。”最终,这位印度商手中的最后一幅画以</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">7500</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">美元的价格拍板成交。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt -0.1pt; TEXT-INDENT: 26.15pt; mso-char-indent-count: 2.18; mso-para-margin-left: -.01gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在这个故事里,印度画商之所以烧掉两幅画,目的是刺激那位美国商人的购买欲望,因为他知道那三幅画都出自名家之手,烧掉了两幅,那么,物以稀为贵,不怕他不买剩下的最后一幅。聪明的印度画商施展这一招果然灵验,一笔生意得以成功。而那位美国商人是真心喜欢藏古董字画的,所以,宁肯出高价也要买下这幅珍宝。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">中国自古就有“财富来回滚,全凭舌上功”的说法。在现代商业活动中,谈判已是交易的前奏曲,谈判是销售的主旋律。可以毫不夸张地说,人生在世,你无法逃避谈判;从事商业经营活动,除了谈判你别无选择。然而尽管谈判天天都在发生,时时都在进行,但要使谈判的结果尽如人意,却不是一件容易的事。怎样才能做到在谈判中挥洒自如、游刃有余,既实现己方目标,又能与对方携手共庆呢?从本篇开始,我们来一起走进谈判的圣殿,领略其博大精深的内涵,解读其运筹帷幄的奥妙。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo2; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">传统管理与现代企业营销时代<span lang="EN-US">
                                <p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l3 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">传统管理时代<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">传统管理时代的管理活动只是限于企业内部生产事物的运筹、计划与操作。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l3 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">现代企业营销时代<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">市场营销随着销售技术的大发展而逐渐形成<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l3 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(1)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">市场营销<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l3 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(2)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">企业市场营销活动<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l3 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(3)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">营销时代企业运行特点<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo2; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">商务谈判</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l3 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判的定义。谈判是指参与各方为了改变和建立新的社会关系,并使各方达到某种利益目标所采取的某种协调行为过程,其本质是沟通。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l3 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">商务谈判定义。商务谈判是指企业为了实现自己的经营目标和满足对方的需要,运用书面或口头的方式说服、劝导对方接受某种方案或所推销的产品与服务的协调过程。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l3 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">商务谈判的本质特性:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l3 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(1)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">它是谈判双方“给予”与“接受”兼而有之的一种互助过程。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l3 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(2)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判双方同时具有“冲突”与“合作”的成分。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l3 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(3)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">它是互惠的,是不均等的公平。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l3 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(4)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">商务谈判的过程,也是双方用适用的法律、政策及道德规范形成统一意见的过程。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo2; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">三、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">企业营销观念与商务谈判</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 29.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.85gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">市场营销观念的地位,营销思想影响商务谈判,市场营销观念是谈判人员拟订谈判策略的灵魂<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">一<span lang="EN-US">) </span>生产导向下商务谈判</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: 24pt; tab-stops: list 104.85pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.0gd;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">1</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、生产导向下经济状态:卖方市场。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 62.95pt; TEXT-INDENT: -18pt; tab-stops: list 104.85pt; mso-char-indent-count: -1.5; mso-para-margin-left: 4.28gd;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">2</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、生产导向下商务谈判人员特征:守株待兔,坐等顾客上门,收取订单。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(二)销售导向下的商务谈判</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">1</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、经济状态:供过于求,企业间竞争加剧。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">2</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、主要特征:我们卖什么,人们就得买什么。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(三)市场营销导向下的商务谈判</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 65.9pt; TEXT-INDENT: -18pt; mso-char-indent-count: -1.5; mso-para-margin-left: 4.56gd;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">1</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、主要内容:树立公司良好形象,顾客第一,据顾客或市场需要来生产,改进产品。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">2</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、商务精神表现:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(<span lang="EN-US">1</span>)确保价值的实现。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(<span lang="EN-US">2</span>)顾客利益至上。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(<span lang="EN-US">3</span>)贡献于社会的发展。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp; </span><span style="COLOR: #333399;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;</span></span></font></span><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文行楷; mso-ascii-font-family: &quot;Times New Roman&quot;;">课堂讨论:不同导向下商务谈判的区别</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: #333399; mso-fareast-font-family: 华文行楷;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo2; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">四、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">营销型企业商务谈判人员充当的角色</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 2.57gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(一)商务谈判者是公司的代表<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 18pt; mso-char-indent-count: 1.5; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">商务人员是公司的化身,他的一言一行和观点都是代表公司的利益,商务谈判者是顾客的代言人</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 0cm; mso-char-indent-count: 0; mso-para-margin-left: 3.42gd;"><font face="宋体" size="3">(二)商务谈判者应做顾客的顾问,朋友,代表顾客利益,是公司产品信息与消费信息的重要沟通者,具双重身份。</font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(三)商务谈判者是社会文化的开拓者</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">销售者在推销活动中,对顾客起指导和启蒙作用。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(四)商务谈判者企业发展的向导</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 18pt; mso-char-indent-count: 1.5; mso-para-margin-left: 3.42gd;"><font face="宋体" size="3">商务谈判者根据自己在社会上的所见所闻,对公司的前景和发展方向,不断提出有益建议。</font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><b><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文行楷; mso-ascii-font-family: &quot;Times New Roman&quot;;">课堂讨论:从企业和社会角度看,你如何理解商务谈判者所充当角色。</span></b><b><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: #333399; mso-fareast-font-family: 华文行楷;"><p></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo2; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">五、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">营销型企业商务谈判者应了解什么</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(一)了解人们购买什么<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 72pt; mso-char-indent-count: 6.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">立足于满足对方的需要,销售产品的某种有用性。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(二)了解产品</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 47.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 4.56gd;"><font size="3"><font face="宋体">作为谈判者在推销产品时,需要知道产品的属性、价格、成本及功用,有可能的情况下向顾客当场示范使用。<span lang="EN-US" style="FONT-FAMILY: &quot;Times New Roman&quot;;"><p></p></span></font></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(三)了解谈判对手</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 47.9pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 4.56gd;"><font size="3"><font face="宋体">“知己知彼,百战不殆”根据对方的需求和世界情况,采取相应的方式并推销合适的产品。<span lang="EN-US" style="FONT-FAMILY: &quot;Times New Roman&quot;;"><p></p></span></font></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(四)了解竞争者</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 47.9pt; TEXT-INDENT: 18pt; mso-char-indent-count: 1.5; mso-para-margin-left: 4.56gd;"><font size="3"><font face="宋体">就需要对竞争者的产品、管理、设备和销售、价格及成本的资料清楚知道,同时具有谈判职业道德。如:不贬低、侮辱谈判者及其产品。<span lang="EN-US" style="FONT-FAMILY: &quot;Times New Roman&quot;;"><p></p></span></font></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(五)了解自己的公司</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 66pt; mso-char-indent-count: 5.5;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">有助于增强信心,灵活周旋,做到有备无患。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 81pt; TEXT-INDENT: 29.05pt; mso-char-indent-count: 2.42;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><p>&nbsp;</p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 84.1pt; mso-char-indent-count: 7.0;"><b><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文行楷; mso-hansi-font-family: 宋体;">讨论内容:了解谈判对手与竞争者是一回事吗?<span lang="EN-US"><p></p></span></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文行楷; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: &quot;Times New Roman&quot;; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><br clear="all" style="PAGE-BREAK-BEFORE: always;"/></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第二节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">为什么要进行能够商务谈判</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 20.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 1.99gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">过去“酒香不怕巷子深”的时代已经一去不复返了。在经济飞速发展的竞争环境中,要想让别人了解自己的产品,进而双方合作,就需沟通,解释和劝说,最终达成产品、服务、技术与货币的交割。具体来说:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 45pt; tab-stops: list 188.1pt; mso-char-indent-count: 3.75;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">一、传递信息,沟通情报<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 43.35pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 4.13gd;"><font face="宋体" size="3">通过谈判,使公司与客户间的沟通成为现实,在谈判中可获取以下信息:</font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 80.8pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo3; tab-stops: list 80.8pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">顾客对产品设计以及对产品主要评价条件的要求。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 80.8pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo3; tab-stops: list 80.8pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">竞争者的产品品质、特点及功能。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 80.8pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo3; tab-stops: list 80.8pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">竞争者有关市场营销战略与战术的变化情况。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 80.8pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo3; tab-stops: list 80.8pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">4.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">顾客的抱怨资料及对产品的使用情况。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 80.8pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo3; tab-stops: list 80.8pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">5.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对价格的意见及顾客愿付价格与产品成本间的关系。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 80.8pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo3; tab-stops: list 80.8pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">6.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">同类产品市场及技术的变化情况。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: list 188.1pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">二、销售保障<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 43.35pt; TEXT-INDENT: 25.45pt; mso-char-indent-count: 2.12; mso-para-margin-left: 4.13gd;"><font face="宋体" size="3">商务谈判任务之一是销售产品。通过谈判保证供应持续和销售渠道畅通。</font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: list 188.1pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">三、维护和发展业务关系<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: list 188.1pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">四、是复杂技术和设备工程交易的需要<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 31.35pt;"><font face="宋体" size="3">在出售或购进技术、专利及复杂的工程设备时,必须经历谈判。</font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: list 188.1pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">五、克服传统的订价方式<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: 13.45pt; mso-char-indent-count: 1.12; mso-para-margin-left: 4.7gd;"><font face="宋体" size="3">传统的订价习惯对商务活动是一种束缚。不适应市场经济发展需要,对订价问题可进行讨论确定。</font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: list 188.1pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">六、特许经销制度<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 31.35pt; TEXT-INDENT: 31.45pt; mso-char-indent-count: 2.62;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">特许经销是一种避免负担大量销售费用的一种销售制度。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: 13.45pt; mso-char-indent-count: 1.12; mso-para-margin-left: 4.7gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">特许的风险性很小,且特许的条件均须经谈判确定和进行充分的调查研究。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: list 188.1pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">七、国际商务的需要<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 31.35pt;"><font face="宋体" size="3">国际商务不管是通过什么策略和手段进行,最终都需通过谈判。</font></p><p><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: &quot;Times New Roman&quot;; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><br clear="all" style="PAGE-BREAK-BEFORE: always;"/></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><font face="Times New Roman"><span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span lang="EN-US" style="FONT-SIZE: 12pt;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</span></span></font><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第三节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">营销环境中的谈判者</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: list 188.1pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、商品供应者</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 26.85pt; TEXT-INDENT: 42pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">商品供应者谈判的重点,主要是放在服务和声誉上。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、制造厂商</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 44.9pt; TEXT-INDENT: -18pt; mso-char-indent-count: -1.5; mso-para-margin-left: 2.56gd;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">制造厂商间的关系及制造厂商的供应渠道比较稳定,谈判重点在价格,质量或其他商业关系。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: list 188.1pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">三、经销商和批发商</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 26.9pt; TEXT-INDENT: 42pt; mso-char-indent-count: 3.5; mso-para-margin-left: 2.56gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">作为谈判对手、生产企业对经销商的选择:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo4; tab-stops: list 66.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">经销商或批发商的经营范围是否与企业的目标市场相一致。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo4; tab-stops: list 66.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">经销商或批发商的信誉如何,资力是否雄厚。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo4; tab-stops: list 66.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">经销上的销售经验和经营能力。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo4; tab-stops: list 66.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">了解经销商的地理位置及设施的先进程度。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo4; tab-stops: list 66.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">考虑批发商是否愿意承担或分担相关高宣传费用。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: list 188.1pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">四、进出口公司</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 50.8pt; TEXT-INDENT: 18pt; mso-char-indent-count: 1.5; mso-para-margin-left: 4.84gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">进出口公司的业务员必须学会与不同国际环境的人进行谈判。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; mso-list: l4 level1 lfo5; tab-stops: list 66.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在与外商谈判中,商务谈判者应掌握对方的商业规则。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; mso-list: l4 level1 lfo5; tab-stops: list 66.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在确定价格问题上,要注意从换汇观念转移到价格效益观念上来。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; mso-list: l4 level1 lfo5; tab-stops: list 66.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">力求减少中间环节,至少应直接同产品消费国的经销商或进口商谈判。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 48pt; tab-stops: list 188.1pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">五、经纪人</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 50.8pt; TEXT-INDENT: 18pt; mso-char-indent-count: 1.5; mso-para-margin-left: 4.84gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">经纪人主要是联系买卖,沟通买卖双方,促成交易,从中获得佣金。其主要业务形式就是谈判和打听消息。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 26.9pt; TEXT-INDENT: 42pt; mso-char-indent-count: 3.5; mso-para-margin-left: 2.56gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">经纪人素质:有丰富的商品知识和谈判经验,消息特别灵通。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; tab-stops: list 188.1pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">六、代理人</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 26.9pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0; mso-para-margin-left: 2.56gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">一般行使经纪人的职能,他们是独立的商人。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 26.9pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0; mso-para-margin-left: 2.56gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">与代理人谈判相当于同公司谈判。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 50.8pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 4.84gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">与代理人打交道,相信代理人在谈判中有权行使其所代表公司的权力。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p></p>

徐老师 发表于 2006-8-11 18:34:22

<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 16.5pt; TEXT-INDENT: 84pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 6.0; mso-para-margin-left: 1.57gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: 宋体;">第二章<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>谈判计划与管理<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 37.5pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.57gd; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">第一节<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp; </span></span>商务谈判计划的制定<b><span lang="EN-US"><p></p></span></b></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 30.55pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24; mso-para-margin-left: 2.91gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">案例导入:</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文楷体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">一场没有硝烟的交战</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 华文隶书;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 30.55pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24; mso-para-margin-left: 2.91gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">日商举办的农业加工机械展销会上,展出的正是国内几家工厂急需的关键性设备。于是某公司代表与日方代表开始谈判。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 30.55pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24; mso-para-margin-left: 2.91gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">按惯例,卖方首先报价:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1000</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">万日元,我方马上判断出其价格的“水分”并且对这类产品的性能、成本及在国际市场上销售行情了如指掌,暗示生产厂家并非你独此一家。最终中方主动提出休会,给对方一个台阶。当双方重又坐在谈判桌旁时,日方主动削价</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">10</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">%,我方据该产品近期在其他国家行情,认为</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">750</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">万日元较合适,日商不同意,最后我方根据掌握的信息及准备的一些资料,让对方清楚,除他外还有其他一些合作伙伴,在我方坦诚、有理有据的说服下,双方最终握手成交。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 30.55pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24; mso-para-margin-left: 2.91gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">分析内容:我方取得谈判成功的秘密是什么?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 48pt; TEXT-INDENT: -24pt; mso-list: l0 level1 lfo5; tab-stops: list 48.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">一、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">为什么要制定商务谈判计划</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 2.28gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">常言说,千里之行,始于足下,谈判准备阶段是谈判的基础,而准备工作如何,在于是否有一个较完善的谈判计划。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo5; tab-stops: list 63.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判是一项错综复杂的工作。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo5; tab-stops: list 63.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判受主观与客观、可控与不可控诸多因素影响。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo5; tab-stops: list 63.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判计划影响并推动谈判成功。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo5; tab-stops: list 63.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判双方知识结构的差别。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt;"><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">课堂讨论:完善的谈判计划是决定谈判成功的决定因素,对吗?</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: #333399; mso-fareast-font-family: 华文隶书;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 48pt; TEXT-INDENT: -24pt; mso-list: l0 level1 lfo5; tab-stops: list 48.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">二、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">谈判的环境分析与因素选择</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判的环境,即影响谈判的因素,包括:政治、法律、社会、文化等。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 84.6pt; TEXT-INDENT: -36pt; mso-list: l4 level1 lfo6; tab-stops: list 84.6pt; mso-char-indent-count: 0;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(一)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">弄清所有相关的环境因素</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 21.6pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">影响谈判的客观环境因素包括:政治经济状况,宗教信仰,法律制度,商业制度,商业习惯,社会习俗,财政金融情况,基础设施与后勤供应系统,气候因素等。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 84.6pt; TEXT-INDENT: -36pt; mso-list: l4 level1 lfo6; tab-stops: list 84.6pt; mso-char-indent-count: 0;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(二)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">挑选出与谈判有关的因素</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 21.6pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">弄清了影响谈判的因素,关键是找出这些因素对某次谈判的影响程度大小,并分清主次处理。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 21.6pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">确定对谈判有影响的因素,须掌握大量的信息,而获得可靠信息的最好办法是广泛搜集第一手资料,并独立的做出判断,剔除与谈判无关的因素。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 21.6pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">课堂讨论:如何对待或运用谈判的影响因素</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: #333399;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 48pt; TEXT-INDENT: -24pt; mso-list: l0 level1 lfo5; tab-stops: list 48.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">三、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">谈判计划的制定过程</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(一)调查研究阶段</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">调查研究的对象和范围包括整个市场行情,自身实力及谈判对手的各种状况。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在调查研究阶段所搜集的信息及对这些信息的分析必须是客观的,以摆正自己的位置,选择最佳的谈判对手,从而掌握最新的情况制定出最佳谈判方案。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.42gd;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、要了解自己。调查研究最主要的就是要“知己知彼”,正确估计自身的实力,调整谈判人员的精神状态,还要对谈判对手进行研究。既不能高估自己,也不能低估自己,只有客观公正的估价,才能保证谈判成功。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.42gd;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、充分掌握对方。著名哲学家培根有这样的精辟论述:“与人谋事,则须知其习性,以引导之;明其目的,以劝导之;知其弱点,以威吓之;察其优势,以钳制之。与奸猾之人谋事,惟时刻不忘其所图,方能知其所言;说话宜少,且须出其最不当意之际。于一切艰难的谈判之中,不可存一蹴而就之想,惟徐而图之,以待瓜熟蒂落。”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">只有摸清对手的实际情况才能对症下药,制定相应策略,使自己处于谈判主动地位。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 60pt; mso-char-indent-count: 5.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(一)确定目标阶段</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判目标指谈判人员为满足自身的需要而确定的指标或指标体系。既是谈判的起点,也是谈判的归宿和核心问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 60pt; mso-char-indent-count: 5.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、必须达成的目标。(最低限度目标)</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判者期待通过谈判所要达成的下限目标,它对一方的利益具有实质性作用,是谈判的底线,是不能妥协的。否则,就失去谈判的意义,只好放弃谈判。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 60pt; mso-char-indent-count: 5.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、立意达成的目标。(可接受目标)</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">指谈判一方根据主客观因素,考虑到各方面情况,经过认真分析后纳入谈判计划的目标。这种目标能使谈判一方获得实际需要的利益,是一方希望达到的目标,谈判人员应努力争取实现。但它也具有一定的弹性,当争取该目标的谈判陷入僵局时也可以放弃。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 60pt; mso-char-indent-count: 5.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、乐于达成的目标。(最优期望目标)</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判者希望通过谈判达成的上限目标,对谈判一方最有利的理想目标,它能在满足一方的实际需求之外,还能获得额外的利益。这种目标带有很大的策略性,在谈判中一般很难实现,因为谈判是各方利益分配的过程,没有哪个谈判方甘愿将利益全部让给他人。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">尽管如此,不应忽略该目标的构建,理由有二:一方面它可以作为谈判的筹码,用以换取对己方有利的其他条件,起到交易作用;另一方面它又有迷惑对手的烟幕弹作用,对己方的其他谈判目标起保护作用。用图表示:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75.6pt; TEXT-INDENT: 23pt; mso-char-indent-count: 2.3;"><line id="_x0000_s1059" to="363.85pt,78.7pt" from="66.85pt,78.7pt" style="Z-INDEX: 34; LEFT: 0px; POSITION: absolute; TEXT-ALIGN: left;"></line><rect id="_x0000_s1060" style="MARGIN-TOP: 42.25pt; Z-INDEX: 35; LEFT: 0px; MARGIN-LEFT: 102.6pt; WIDTH: 63pt; TEXT-INDENT: 0px; POSITION: absolute; HEIGHT: 39pt; TEXT-ALIGN: left;"><textbox style="mso-next-textbox: #_x0000_s1060;"><table cellspacing="0" cellpadding="0" width="100%"><tbody><tr><td style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"><div><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">必须达成目标</span></p></div></td></tr></tbody></table></textbox></rect><rect id="_x0000_s1061" style="MARGIN-TOP: 28pt; Z-INDEX: 36; LEFT: 0px; MARGIN-LEFT: 165.6pt; WIDTH: 1in; TEXT-INDENT: 0px; POSITION: absolute; HEIGHT: 54.6pt; TEXT-ALIGN: left;"><textbox style="mso-next-textbox: #_x0000_s1061;"><table cellspacing="0" cellpadding="0" width="100%"><tbody><tr><td style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"><div><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span lang="EN-US"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">立意达成目标</span></p></div></td></tr></tbody></table></textbox></rect><rect id="_x0000_s1062" style="MARGIN-TOP: 7.3pt; Z-INDEX: 37; LEFT: 0px; MARGIN-LEFT: 237.6pt; WIDTH: 81pt; TEXT-INDENT: 0px; POSITION: absolute; HEIGHT: 78pt; TEXT-ALIGN: left;"><textbox style="mso-next-textbox: #_x0000_s1062;"><table cellspacing="0" cellpadding="0" width="100%"><tbody><tr><td style="BORDER-RIGHT: #ece9d8; BORDER-TOP: #ece9d8; BORDER-LEFT: #ece9d8; BORDER-BOTTOM: #ece9d8; BACKGROUND-COLOR: transparent;"><div><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">乐于达成目标</span></p></div></td></tr></tbody></table></textbox></rect><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75.6pt; TEXT-INDENT: 27.6pt; mso-char-indent-count: 2.3;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75.6pt; TEXT-INDENT: 23pt; mso-char-indent-count: 2.3;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75.6pt; TEXT-INDENT: 23pt; mso-char-indent-count: 2.3;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75.6pt; TEXT-INDENT: 27.6pt; mso-char-indent-count: 2.3;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75.6pt; TEXT-INDENT: 23pt; mso-char-indent-count: 2.3;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><br clear="all" style="mso-ignore: vglayout;"/><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75.6pt; TEXT-INDENT: 87.6pt; mso-char-indent-count: 7.3; mso-para-margin-left: 7.2gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判目标层次</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">【案例分析】:日方的三个目标层次是什么?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(二)制定策略阶段</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 24pt; tab-stops: -5.4pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.28gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">就是要选择能够达到和实现己方谈判目标的基本途径和方法。应考虑下列影响因素:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: -5.4pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、双方实力的大小。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: -5.4pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、对方的谈判作用和主谈人员的性格特点。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: -5.4pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、双方以往的关系。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: -5.4pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、对方和己方的优势所在。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: -5.4pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">5</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、交易本身的重要性。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: -5.4pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">6</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、谈判时间限制。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; tab-stops: -5.4pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">7</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、是否有建立持久,友好关系的必要性。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(三)确定谈判计划阶段</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.28gd;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、确定谈判方案。应考虑谈判目标,最低限度量,期限,联络方式及汇报程序。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、制定谈判的执行计划。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(四)控制阶段</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman"><span style="mso-spacerun: yes;">&nbsp; </span><p></p></font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0; mso-para-margin-left: 2.28gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">是计划过程的最后阶段。从管理者角度看,这是一个通过信息反馈不断完善计划的阶段。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66.05pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0; mso-para-margin-left: 6.29gd;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><p>&nbsp;</p></span></b></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">第二节<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp; </span></span>对商务谈判人员的管理<span lang="EN-US"><p></p></span></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l6 level1 lfo1; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">一、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">商务谈判人员的选用</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75pt; TEXT-INDENT: -36pt; mso-list: l6 level2 lfo1; tab-stops: list 75.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(一)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判人员入选具备的条件</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">品质可靠。即谈判者必须忠诚可靠,并能赢得客户对他的信任。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">具有独立工作能力而又具有合作精神。商务谈判人员要依靠并发掘自身的力量,独立工作,同时又不放弃合作精神。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">具有相当智力与谈话水平。商务谈判人员要有广泛的知识面、相当程度的记忆力,对公司和客户有深入的了解,同时谈吐自如、举止适度。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">愿去各地出差。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75pt; TEXT-INDENT: -36pt; mso-list: l6 level2 lfo1; tab-stops: list 75.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(二)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不宜选用的人</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不能选用遇事相要挟的人。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不能选用缺乏集体精神和易于变节的人。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75pt; TEXT-INDENT: -36pt; mso-list: l6 level2 lfo1; tab-stops: list 75.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(三)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">两种趋向</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">对谈判者期望过高。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不信人谈判者。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l6 level1 lfo1; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">二、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">谈判队伍的规模</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">合理的谈判队伍规模不是绝对的,必须根据具体情况来确定。既可以是一个人,也可超过一人而不超过四人。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">一个人谈判</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">单人谈判的优缺点</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><table class="MsoNormalTable" cellspacing="0" cellpadding="0" border="1" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; MARGIN: auto auto auto 16.75pt; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none; BORDER-COLLAPSE: collapse; mso-table-layout-alt: fixed; mso-border-alt: solid windowtext .5pt; mso-padding-alt: 0cm 5.4pt 0cm 5.4pt; mso-border-insideh: .5pt solid windowtext; mso-border-insidev: .5pt solid windowtext;"><tbody><tr style="HEIGHT: 12.3pt;"><td valign="top" width="232" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: windowtext 1pt solid; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: windowtext 1pt solid; WIDTH: 174.35pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; HEIGHT: 12.3pt; BACKGROUND-COLOR: transparent; mso-border-alt: solid windowtext .5pt;"><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt -4.35pt; TEXT-ALIGN: center;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">优点</span></p></td><td valign="top" width="276" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: windowtext 1pt solid; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: #ece9d8; WIDTH: 207pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; HEIGHT: 12.3pt; BACKGROUND-COLOR: transparent; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt;"><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt -4.35pt; TEXT-ALIGN: center;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">缺点</span></p></td></tr><tr style="HEIGHT: 90.7pt; mso-yfti-lastrow: yes;"><td valign="top" width="232" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: #ece9d8; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: windowtext 1pt solid; WIDTH: 174.35pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; HEIGHT: 90.7pt; BACKGROUND-COLOR: transparent; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 16.65pt; TEXT-INDENT: -21pt; mso-list: l3 level1 lfo2; tab-stops: list 16.65pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">避免对方攻击实力较弱成员</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 16.65pt; TEXT-INDENT: -21pt; mso-list: l3 level1 lfo2; tab-stops: list 16.65pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">避免多人参加谈判时内容不协调</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 16.65pt; TEXT-INDENT: -21pt; mso-list: l3 level1 lfo2; tab-stops: list 16.65pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判者可独自当即立断采取对策</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p></td><td valign="top" width="276" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: #ece9d8; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: #ece9d8; WIDTH: 207pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; HEIGHT: 90.7pt; BACKGROUND-COLOR: transparent; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 16.65pt; TEXT-INDENT: -21pt; mso-list: l3 level1 lfo2; tab-stops: list 16.65pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">担负多方面工作,对付多方面问题,可能影响工作效果</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 16.65pt; TEXT-INDENT: -21pt; mso-list: l3 level1 lfo2; tab-stops: list 16.65pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">单独决策,面临决策压力较大</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 16.65pt; TEXT-INDENT: -21pt; mso-list: l3 level1 lfo2; tab-stops: list 16.65pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">无法在维持良好的谈判形象的同时扮演多种角色,谈判策略运用受限制。</span></p></td></tr></tbody></table><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt; TEXT-INDENT: -18pt; mso-list: l6 level3 lfo1; tab-stops: list 66.6pt 78.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">两人以上谈判</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 78pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">小组谈判优缺点</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><table class="MsoNormalTable" cellspacing="0" cellpadding="0" align="left" border="1" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; MARGIN: auto 6.75pt; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none; BORDER-COLLAPSE: collapse; mso-table-layout-alt: fixed; mso-border-alt: solid windowtext .5pt; mso-padding-alt: 0cm 5.4pt 0cm 5.4pt; mso-border-insideh: .5pt solid windowtext; mso-border-insidev: .5pt solid windowtext; mso-table-overlap: never; mso-table-lspace: 9.0pt; mso-table-rspace: 9.0pt; mso-table-anchor-vertical: paragraph; mso-table-anchor-horizontal: margin; mso-table-left: left; mso-table-top: 8.25pt;"><tbody><tr style="HEIGHT: 15.2pt;"><td valign="top" width="260" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: windowtext 1pt solid; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: windowtext 1pt solid; WIDTH: 195.35pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; HEIGHT: 15.2pt; BACKGROUND-COLOR: transparent; mso-border-alt: solid windowtext .5pt;"><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt -4.35pt; TEXT-ALIGN: center; mso-element: frame; mso-element-frame-hspace: 9.0pt; mso-element-wrap: around; mso-element-anchor-vertical: paragraph; mso-element-anchor-horizontal: margin; mso-element-top: 8.25pt; mso-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">优点</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p></td><td valign="top" width="243" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: windowtext 1pt solid; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: #ece9d8; WIDTH: 182.4pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; HEIGHT: 15.2pt; BACKGROUND-COLOR: transparent; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt;"><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt -4.35pt; TEXT-ALIGN: center; mso-element: frame; mso-element-frame-hspace: 9.0pt; mso-element-wrap: around; mso-element-anchor-vertical: paragraph; mso-element-anchor-horizontal: margin; mso-element-top: 8.25pt; mso-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">缺点</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p></td></tr><tr style="HEIGHT: 27.35pt; mso-yfti-lastrow: yes;"><td valign="top" width="260" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: #ece9d8; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: windowtext 1pt solid; WIDTH: 195.35pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; HEIGHT: 27.35pt; BACKGROUND-COLOR: transparent; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; TEXT-ALIGN: left; mso-list: l2 level1 lfo3; tab-stops: list 21.0pt; mso-element: frame; mso-element-frame-hspace: 9.0pt; mso-element-wrap: around; mso-element-anchor-vertical: paragraph; mso-element-anchor-horizontal: margin; mso-element-top: 8.25pt; mso-height-rule: exactly;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">集思广益,更好策动对策</span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; TEXT-ALIGN: left; mso-list: l2 level1 lfo3; tab-stops: list 21.0pt; mso-element: frame; mso-element-frame-hspace: 9.0pt; mso-element-wrap: around; mso-element-anchor-vertical: paragraph; mso-element-anchor-horizontal: margin; mso-element-top: 8.25pt; mso-height-rule: exactly;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">多人参与,有利于掌握谈判主动权</span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; TEXT-ALIGN: left; mso-list: l2 level1 lfo3; tab-stops: list 21.0pt; mso-element: frame; mso-element-frame-hspace: 9.0pt; mso-element-wrap: around; mso-element-anchor-vertical: paragraph; mso-element-anchor-horizontal: margin; mso-element-top: 8.25pt; mso-height-rule: exactly;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">弱化对方进攻,减轻己方压力</span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; TEXT-ALIGN: left; mso-list: l2 level1 lfo3; tab-stops: list 21.0pt; mso-element: frame; mso-element-frame-hspace: 9.0pt; mso-element-wrap: around; mso-element-anchor-vertical: paragraph; mso-element-anchor-horizontal: margin; mso-element-top: 8.25pt; mso-height-rule: exactly;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有利于工作衔接</span></p></td><td valign="top" width="243" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: #ece9d8; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: #ece9d8; WIDTH: 182.4pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; HEIGHT: 27.35pt; BACKGROUND-COLOR: transparent; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo3; tab-stops: list 21.0pt; mso-element: frame; mso-element-frame-hspace: 9.0pt; mso-element-wrap: around; mso-element-anchor-vertical: paragraph; mso-element-anchor-horizontal: margin; mso-element-top: 8.25pt; mso-height-rule: exactly;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">队伍组建本身有难度</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo3; tab-stops: list 21.0pt; mso-element: frame; mso-element-frame-hspace: 9.0pt; mso-element-wrap: around; mso-element-anchor-vertical: paragraph; mso-element-anchor-horizontal: margin; mso-element-top: 8.25pt; mso-height-rule: exactly;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">小组成员间不便协调</span></p></td></tr></tbody></table><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">三、谈判小组的领导人</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、谈判小组领导人素质:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></sp

徐老师 发表于 2006-8-11 18:34:55

<p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">第三章</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">商务谈判的原则与要领</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第一节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">立场与利益</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">作为谈判者,要取得谈判成功,就必须解决一些原则性问题,这些原则是谈判的总纲领。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l4 level1 lfo1; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">不要在立场上讨价还价</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo1; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判者在要求上讨价还价,就把自己局限于这些要求之中,陷入到某种立场之中。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo1; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在立场上讨价还价会降低谈判的效率。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 17.95pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0; mso-para-margin-left: 1.71gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在立场上讨价还价会损害双方的关系。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l4 level1 lfo1; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">双方的利益是谈判的基点</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 17.95pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 1.71gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在商务谈判中,关心双方利益,注重合作利己主义,即“双赢”原则。要达到双赢,首先要找出并发现双方利益本身没有冲突,而是存在差异,一般情况下:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">目标相同——分歧大<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">目标有差异——容易双赢<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">如:谈判双方在谈判中,焦点都在价格上会如何?若一方在价格上,另一方注重的是产品的技术水准,对谈判又会有何影响?<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 20.8pt;">立场与利益——立场是谈判者利益上的形式要求或依此而做出的某种决定。促使谈判者做出决定的是利益,利益是隐藏在立场背后的动机。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 20.8pt; TEXT-INDENT: 21pt; mso-char-indent-count: 1.75; mso-para-margin-left: 1.98gd;"><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">思考讨论:有一个橘子,姐妹两人都想要,从中间分,切开分之,姐妹二人仍不高兴,为什么?</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: #333399; mso-fareast-font-family: 华文隶书;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l4 level1 lfo1; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">三、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">协商谈判双方的利益 </span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo2; tab-stops: list 60.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">站在对方的立场上考虑问题。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 3.42gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">即把自己置身于对方的立场上考虑问题,探讨他们提出的每一个要求后面的可能利益。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo2; tab-stops: list 60.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">要考虑双方的多重利益。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 4.0gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">每一方都有多种利益,而不是仅有一种利益。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo2; tab-stops: list 60.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">要特别注意别人的基本要求。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 4.0gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在公开立场的背后寻找基本利益时,特别注意驱动行为的基本需要。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">人的基本需要有:安全感、良好的经济状况、归属感、被人承认和要主宰自己的命运。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo2; tab-stops: list 60.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">指出双方得益的方案。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 44.95pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 4.28gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在谈判中,努力寻求共同利用,使不同利益变为互补利益,同时兼顾对方的利益<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><p>&nbsp;</p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><p>&nbsp;</p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第二节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">个人与问题</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">案例导入</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在议价服装店,一对老年顾客挑选了一件肥大的上衣,售货员见老人挑的这件衣服过于肥大,就说:“这件衣服您不能穿。”老人感到奇怪,就随口问道:“怎么不能穿?”售货员说:“这件衣服能装您俩。”老人一听,不高兴了,怒气冲冲地质问道:“什么叫装俩?你这是卖衣服的呢,还是卖棺材的?”平心而论,售货员是好意,觉得衣服过于肥大不适合这位老人穿用,但由于说话不得体,不仅生意没有做成,反而招致不愉快。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l1 level1 lfo3; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">谈判中的人际关系<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 0cm; mso-char-indent-count: 0;">作为谈判者必须清楚地认识到人际关系是实现利益的基础和保障。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判是不同利益主体之间就双方感兴趣的问题进行协商的一种社会活动。既然谈判是社会活动,就有人与人之间的一系列关系存在,这种人际关系不仅影响本次交易的成败,也关系到今后的交易,因此建立良好的人际关系应看作一切谈判者不可忽视的重要问题。良好的人际关系会使谈判双方避开冲突性的利益而寻找共同性的利益;对立的人际关系则会使人斤斤计较,寸步不让,拘泥于立场拒不退让,大大削弱了谈判成功的可能性,除利益关系外,树立重视谈判者之间人际关系谈判意识,有助于人们调和相互间的利益关系,建立长远合作的人际关系,不仅增加了达成协议的可能性,且为以后的往来交易铺平道路,打下基础。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l1 level1 lfo3; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">把人与问题分开</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 9pt; mso-char-indent-count: .75;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在谈判中,注重人的因素对谈判的影响是双方的关系问题。<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyText" style="MARGIN: 0cm 0cm 0pt;">对任何一个谈判人员都肩负着双重的利益,满足自己实际利益,与对方关系也应处好。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 9pt; mso-char-indent-count: .75;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">处理实质问题与保持良好工作关系:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">把关系与实质分开,把双方的关系建立在正确的认识,明朗的态度,适当的情绪上。认识有偏差,让对方发泄,有误解,进行思想交流。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l1 level1 lfo3; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">三、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">正确处理人的问题</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75pt; TEXT-INDENT: -36pt; mso-list: l1 level2 lfo3; tab-stops: list 75.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(一)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">正确地提出看法<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判中的分歧一般是由彼此双方的想法不同而产生。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: 0cm; mso-list: l1 level4 lfo3;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1、<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">把自己放在别人的位置上考虑问题。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.28gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">知道别人的想法,以同情的态度去了解对方的观点,同时修正自己的想法。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -27pt; mso-list: l1 level4 lfo3;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2、<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判者不要以自己的担心来推断别人的意图。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在谈判中,从好的角度去解释别人的言行。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: 0cm; mso-list: l1 level4 lfo3; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3、<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判者不要因为自己的问题去责怪对方。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判者应把现象和人区分开。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: 0cm; mso-list: l1 level4 lfo3;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">4、<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">消除谈判双方认识上的分歧,把事情摆出来,共同讨论彼此的看法。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: 0cm; mso-list: l1 level4 lfo3; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">5、<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">不要为了照顾对方的面子而影响谈判者的自我形象。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在谈判中,保全对方的面子可将协议、原则和谈判者的自我形象协调起来考虑。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 75pt; TEXT-INDENT: -36pt; mso-list: l1 level2 lfo3; tab-stops: list 75.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(二)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">保持适当的情绪</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;">在谈判进行中,为不影响谈判的气氛,使谈判顺利进行,每一位谈判者都要保持适当的情绪。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、首先应对自己和对方的情绪波动做到心中有数</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判中善于察颜观色,了解对方的心理活动,不放过每一细小情绪变化。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: 0cm; mso-list: l4 level3 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2、<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">允许对方发泄怨气</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">生活实践告诉我们,人们心中有怨气时,通过发牢骚可获得心理上平衡。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第三节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">意愿与客观标准</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-hansi-font-family: 宋体;">案例导入:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 11.95pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 1.14gd;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">有一个分饼的故事:两人分一张饼,都想要较大的一块而争吵不休。最后一人提议,由其中一个人切开饼,然后由另一个人挑选切开的半块饼,两人觉得合理,同意这种分法。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l2 level1 lfo4; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">意愿不能成为谈判的基础<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判的目标是双方达成协议<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">以意愿为基础进行谈判,没有统一标准,一切以自己的愿望出发,将可能导致谈判破裂。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">以独立于双方意志以外的东西为基础,即以客观标准为基础,是解决问题的有效办法。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l2 level1 lfo4; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">制订客观标准</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">了解双方的需要,探讨满足双方需要的各种可行途径,这就需制定一些客观标准。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">制定客观标准的原则是给双方以平等的机会</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">客观标准要公正,要独立于各主观意志之外,在理论上至少适用双方,且还应合法和切合实际。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l2 level1 lfo4; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">三、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: 宋体; mso-hansi-font-family: 宋体;">运用客观标准</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l2 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">注重情理<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在谈判中,若有两种标准被双方认定,需采用折中办法,若两种标准达不到统一,请公正人裁决,即坚持理性和坚持客观标准的结合。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l2 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">顶住压力</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l2 level3 lfo4; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(1)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">压力的形式<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt;"><line id="_x0000_s1027" to="141.6pt,6.3pt" from="131.1pt,6.3pt" style="Z-INDEX: 2; LEFT: 0px; POSITION: absolute; TEXT-ALIGN: left;"></line><line id="_x0000_s1026" to="131.1pt,53.1pt" from="131.1pt,6.3pt" style="Z-INDEX: 1; LEFT: 0px; POSITION: absolute; TEXT-ALIGN: left;"></line><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">压力的形式—<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp; </span></span>贿赂<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">—威胁<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">—求助于信任<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">—拒绝对方<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l2 level3 lfo4; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(2)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">解决办法:请对方谈明理由,请其提出可应用的客观标准及建议,否则不让步。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt;"><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-hansi-font-family: 宋体;">问题讨论:如何提出并使用客观标准<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">第四节<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">谈判的其他原则</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman"><span style="mso-spacerun: yes;">&nbsp;</span><p></p></font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">一、言而有信</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">做为谈判者,一定要可以依赖,说话算数,不食言。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">既要言而有信,同时又必须有分寸,有原则。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">二、留有余地</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">当对方提出某项要求,即使能全部满足,也不应和盘托出,而是先答应其部分要求,留出余地,以备讨价还价之用。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">三、少讲多听</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">人际交往中,多听可获取信息,对对方尊重,给自己思考余地,谈判中,“少讲多听”可发掘事实真相,探索对手动机之所在。</p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">倾听要领:</p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l2 level2 lfo4; tab-stops: list 57.0pt; mso-char-indent-count: 0;"><span lang="EN-US" style="mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3.</span></span>倾听时要专注。</p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l2 level2 lfo4; tab-stops: list 57.0pt; mso-char-indent-count: 0;"><span lang="EN-US" style="mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">4.</span></span>要搞清语言中的真正含义。</p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l2 level2 lfo4; tab-stops: list 57.0pt; mso-char-indent-count: 0;"><span lang="EN-US" style="mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">5.</span></span>不应凭一个人的外表和说话的水平来判断对方能否说出值得一听的话语来。</p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l2 level2 lfo4; tab-stops: list 57.0pt; mso-char-indent-count: 0;"><span lang="EN-US" style="mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">6.</span></span>对不顺耳之语,也不可中断倾听。</p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l2 level2 lfo4; tab-stops: list 57.0pt; mso-char-indent-count: 0;"><span lang="EN-US" style="mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">7.</span></span>难以理解的话,切不可疏忽大意或不懂装懂。</p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l2 level2 lfo4; tab-stops: list 57.0pt; mso-char-indent-count: 0;"><span lang="EN-US" style="mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">8.</span></span>倾听时,既要思索,有要认真倾听。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l2 level1 lfo4; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">四、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">不使自己处于讨价还价境地</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">要讨论利益、价值、好处,后推出价格,只在迫不得已的情况下才讨价还价。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l2 level1 lfo4; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">五、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">保持与对方愿望的联系</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">提出要求,不要与对方的希望脱节。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l2 level1 lfo4; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">六、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">致力于解决问题,不一味抱怨</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">解决抱怨的本质办法,是要排除产生抱怨的根源,把产生抱怨的事情搞清楚,然后全力去解决这一事情。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">问题讨论:谈判中的六项技术性谈判原则。</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: #333399; mso-fareast-font-family: 华文隶书;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 144pt; mso-char-indent-count: 12.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第五节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">商务谈判的基本要领</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: 宋体; mso-hansi-font-family: 宋体;">勾画自己的谈判对手</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">谈判者在谈判前应认真琢磨即将见面对手的情况,如:他的需要、奋斗目标、本人在单位起的作用、哪种人等,这些问题弄清后,面对现实,就能较好地处理自己所遇到的问题。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">为对方着想</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: 23.75pt; mso-char-indent-count: 1.98;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">尊重对方的人格,理解对方的难处,设身处地为别人着想。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">三、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">寻找共同点</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">谈判的目的是双方或多方都想取得利益,它不同于辩论会,不同于体育比赛,更不同于战争非要分出个胜败输赢。谈判各方要想达到预期目的,就必须在谈判过程中既考虑自己一方的利益,又要考虑对方的利益,找到利益的结合点,认定共同利益之所在,各方都能得到满足,谈判才能达成协议。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">四、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">建立良好气氛</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l3 level2 lfo5; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判者初次见面,就需要缩短双方间存在的感情距离,使双方感到相距无间<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l3 level2 lfo5; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">如是朋友和熟人,谈判者和他们间须保持一定的距离。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">五、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">劝说</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">在谈判过程中,既要了解对方,还要影响对方,通过说服,展示你的能力等使对方产生购买欲望。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">六、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">洽谈的发展趋势</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l3 level2 lfo5; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">两者脱节,或固守计划,或无准备临场发挥。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l3 level2 lfo5; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">两者密切相关,计划为谈判服务,计划越充分,谈判的灵活程度越高。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">比较:后者可取。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">七、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">滚雪球逻辑</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">如果你要使对方同意你的观点,最好使用体温的方法开始洽谈,而不应采用陈述方法,提出问题,并创造一个机会,使对方做出肯定的回答,如连续三次肯定回答,第四次回答也是肯定的。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">八、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">准备第二奋斗目标</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt 18pt;">为保证谈判的有效性,要设定谈判目标,同时要准备第二奋斗目标。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">九、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">缓和洽谈气氛</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l3 level1 lfo5; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">十、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">抓住成交时刻</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在谈判中,只有得到对方的最后的确认,才说明谈判获胜。<span lang="EN-US"><p></p></span></span></p>

徐老师 发表于 2006-8-11 18:36:05

<p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; TEXT-ALIGN: center; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: 宋体;">第四章 <span style="mso-spacerun: yes;">&nbsp;</span>谈判开局与实质磋商<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; TEXT-ALIGN: center; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">第一节<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp; </span></span>谈判的计划与谈判队伍的组织<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-hansi-font-family: 宋体;">案例导入<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">1962</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">年,美国<span lang="EN-US">U</span>-<span lang="EN-US">2</span>飞机发现苏联在古巴部署导弹的迹象。随后,美国的间谍卫星准确地掌握到苏联运抵古巴的<span lang="EN-US">42</span>枚中程导弹和正在建造的十几个导弹基地,卫星照片中还发现苏联军队人员安装中程导弹竖立发射架的情景。苏联在美国后院的行动,引起美国的不满。对美国来说,是不能够接受将华盛顿包括在射程内的苏联导弹的。由于美国的间谍卫星查实了苏联当时在国内部署的远程洲际弹道导弹为<span lang="EN-US">14</span>枚,而不是原先估计的<span lang="EN-US">400</span>枚,掌握了苏联核力量的确实情报,因而在苏联向古巴运送导弹期间,面对赫鲁晓夫的核讹诈,美国肯尼迪政府对苏联采取了强硬的措施。此外,肯尼迪在赫鲁晓夫进行有关古巴危机的维也纳会谈前,还查阅和研究了赫氏的资料加以研究,这些资料甚至包括赫氏的早餐嗜好和音乐欣赏趣味,为谈判奠定了必要的基础。谈判结果,赫鲁晓夫不但声明撤走刚刚部署在古巴的导弹,还接受了美国在海上对苏联进行检查的要求,当美国飞机飞过装着导弹的苏联船只时,苏联人只得掀起盖布让美国人检查。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">凡事预则立,不预则废,谈判也不例外,计划不仅指书面计划,也包括腹稿,如第一句说什么等,有的谈判标的非常复杂,如破产企业所有资产的转移,如房产转移等都需要制定周密的计划。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 48pt; TEXT-INDENT: -24pt; LINE-HEIGHT: 16pt; mso-list: l1 level1 lfo1; tab-stops: list 48.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">谈判计划的作用<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 24pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">1</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、是谈判人员认识上级谈判意图的一种工具<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 24pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">2</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、是谈判准备工作与交易磋商有序展开的手段<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 24pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">3</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、是领导运筹帷幄,统御全局的措施。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 48pt; TEXT-INDENT: -24pt; LINE-HEIGHT: 16pt; mso-list: l1 level1 lfo1; tab-stops: list 48.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">谈判计划的主要内容<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.24; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">不同类型的谈判对谈判计划有不同的要求。由于商务谈判设计面广,因而其计划一般有十大内容,并且随谈判的进行不断地修正、完善。内容如下:谈判的目标,即各项交易条件;信息收集、对象探询;对手分析;自我评估;遵循的原则;策略与技巧;内容、程序、进度;场所安排;气氛的营造;人员组织。孙子曰:知己知彼,方能百战不殆,这在商务谈判中也是极为重要的警语。因此,计划中的自身评估与对手分析至关重要。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">一)自身分析<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.24; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">主要是指进行谈判项目的可行性分析,如选择的谈判对手是否适当,拟交易的标是否符合自身的需要等。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(二)对手分析<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.24; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判者要设法全面了解谈判对手的情况,虽然,大多数谈判场合,过于细致入微的了解显得似乎有些小题大做,但只有尽可能地把握对方各方面的情况,才能顺藤摸瓜,去探察对方的需要,由此掌握谈判中的主动,使谈判成为同时满足双方利益的媒介。一般情况下,需要掌握对手以下三方面的信息:第一是对手的实力。包括公司的历史、社会影响,资本积累与投资状况,技术装备水平,产品的品种、质量、数量等。第二是对手的需求与诚意。对方同我方合作的意图是什么?合作愿望是否真诚?他们对实现这种合作的迫切程度如何?总之,要尽可能广泛地了解对手的需要、信誉、能力与作风等。第三是对手的谈判人员状况。即谈判者是由哪些人员组成?各自的身份、地位、性格、爱好、谈判经验如何?谁是首席代表?其能力、权限,以往成败的经历,特长和弱点,以及对谈判的态度、倾向意见如何等等。根据谈判性质、要求的不同,有时还要收集一些更为深入、细致、针对性较强的情报。总之,对于未来的谈判对手,了解得越具体越深入,估量越准确越充分,就越有利于掌握谈判上的主动权。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 24.05pt; TEXT-INDENT: 2.9pt; LINE-HEIGHT: 16pt; mso-char-indent-count: .24; mso-para-margin-left: 2.29gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">三、谈判队伍的组织<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;">在进行自身分析和对手分析之后,就要落实具体的谈判队伍,他们不仅要符合一定的素质要求,而且,还要能形成知识、经验各方面互补的结构。谈判组长是谈判小组的灵魂,是谈判中全面、冷静的思考者,其主要职责是贯彻落实谈判计划的实施,对谈判组长素质要求有理解能力、统御能力、分析能力、说服能力。主要谈判对手是谈判小组的喉舌,是具体某项谈判任务的实施者,主要任务是表述己方的意图、说服对方,相对应,主谈应具备的素质有专业特长、应变能力、说服技巧。对于谈判小组人数的多少则无统一的标准。谈判人员多一些,有助于集思广益,在谈判桌上也会给对手造成心理上的紧张,但由此也增加了谈判组长协调和控制的难度。人员少一些,则显得精明强干,也便于统一行动,但有时非常规的、涉及面广、耗费时日的谈判,却显得谈判小组负担过重。因此,谈判人员的选择只有根据项目的实际需要和谈判性质来决定。实践表明,直接上谈判场的人不宜过多。如果谈判涉及的内容较广、较复杂,需有各方面的专家参加,可以考虑把谈判小组分为两部分:一部分主要从事背景资料的准备,人数可以适当多一些;另一部分直接上谈判场,这部分人数与对方相当为宜。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 24.05pt; TEXT-INDENT: 2.9pt; LINE-HEIGHT: 16pt; mso-char-indent-count: .24; mso-para-margin-left: 2.29gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">四、模拟谈判<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.24; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">虽然,我们可以就谈判制定详细的计划,但这还不能成为谈判成功的充分保证。为了更直观地预见谈判前景,对一些重要的谈判、难度较大的谈判,可以采取模拟谈判的方法来改进与完善谈判的准备工作。所谓模拟谈判,就是将谈判小组成员一分为二,一部分人扮演谈判对手,并以对手的立场、观点和作风来与另一部分扮演己方者交锋,预演谈判的过程,通过站在对方角度进行思考,可以使我方在谈判策略设计方面显得更加机智而有针对性,同时,也将丰富我方在消除双方分歧方面的建设性思路。对于将要谈判的各个问题,我方应明确考虑可接受的解决方案和妥协方案。模拟谈判的仿真程度越高,对谈判计划作出的调整,才是可信的和有价值的。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 155.95pt; TEXT-INDENT: -36pt; mso-list: l0 level1 lfo4; tab-stops: list 155.95pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">第二节</span></span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">商务谈判的开局阶段<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">案例导入:</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 华文隶书;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 18pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1994</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">年,美国全年贸易逆差居高不下,约</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1800</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">亿</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">$</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">,其中,对日本的逆差居首位,达</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">660</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">亿美元,而这中间的</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">60%</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">的逆差生成于进口的日本汽车中,日本汽车大量进入美国市场,</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">年约</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">400</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">万辆。于是就有了</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1995</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">年美日汽车贸易谈判,美国谈判方认为,日本汽车市场不开放,而日方却认为本国政府未采取任何限制措施,为了使谈判顺利,日本在谈判正式开始前就致力于改善谈判气氛,日本汽车制造业协会出钱在华尔街报纸做广告,广告标题是:“我们能多么开放呢?”接着文字说明:“请看以下事实,一、对进口汽车,零件无关税;二、对美国汽车实行简便的进口手续;三、美国汽车免费上展台;四、销售商根据市场需求决定卖什么车。”之后,又总结出美国车在日本销售不好的原因:日本汽油昂贵,所以日本人只能买省油的小汽车,而美国出口的是大型车。广告最后得出结论:“自由贸易才是成功之路。”日本汽车制造业协会做市场调查,看过报纸的人都认为日本讲的有道理,形成了谈判的良好气氛。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">分析内容:营造谈判气氛的时机,方法。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、创造谈判气氛</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(一)谈判气氛的类型及特点</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判气氛就是谈判双方人员进入谈判场所的方式,目光、姿态,动作,谈话等一系列有声和无声的信号,在双方谈判人员大脑中迅速得到的反映,大体有以下几种类型:</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、冷淡、对立、紧张的谈判气氛</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在该气氛下,双方见面不关心、不热情、目光不相遇、相见不抬头、交谈时语气带双关,甚至带讥讽口吻等,这一类型谈判气氛通常是处于法院调解,双方利益对立情况下发生。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、松弛、缓慢、旷日持久的谈判气氛</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 0.05pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在该气氛下,谈判人员进入会场衣冠不整,精神不振,或入座时左顾右盼,显出一种可谈不谈的无所谓的态度。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、热烈、积极、友好的谈判气氛</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在该气氛下,谈判双方态度诚恳,真挚,见面时话题活跃,口气轻松,情感愉快,双方都对谈判的成功充满热情,充满信心,把谈判成功看成友谊的象征。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、平静、严肃、严谨的谈判气氛</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">通常双方已不是谈判生手,也非初次见面,双方自信而检点,平静如水而不声张,进入谈判场所速度适中,默默缓缓而行,处于一种相互提防,似有成见的气氛之中。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">总的来说,热烈,积极,友好的谈判气氛有着诚挚,合作,轻松,认真的特点,适合发展商务关系。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(二)合理运用影响开局气氛的各种因素</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 90pt; TEXT-INDENT: -63pt; mso-list: l2 level3 lfo2; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">气质</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 90pt; TEXT-INDENT: -63pt; mso-list: l2 level3 lfo2; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">风度</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 90pt; TEXT-INDENT: -63pt; mso-list: l2 level3 lfo2; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">服饰</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 90pt; TEXT-INDENT: -63pt; mso-list: l2 level3 lfo2; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">中性话题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 90pt; TEXT-INDENT: -63pt; mso-list: l2 level3 lfo2; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">姿态</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 90pt; TEXT-INDENT: -63pt; mso-list: l2 level3 lfo2; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">洽谈座位</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(三)破题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">破题是指双方由寒暄而转入议题的过程。其时间一般根据谈判的性质和谈判时间长短来确定,一般说破题时间控制在谈判总时间的</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">5%</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">以内较为合适。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(四)观察对方</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在创造适宜谈判气氛的同时,谈判者还需通过对方的言谈举止,观察和分析对方,并据以采取措施,用自己的方式给对方施加影响,使这种影响贯穿洽谈的始终。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、协商谈判议程</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">商务谈判议程的安排是谈判开局阶段的重要部分,它决定谈判效率,商务谈判议程也即谈判的程序,它包括所谈事项的次序和主要方法。原则上是把有利于我方的事在程序中突出出来,把不利于我方的事,在程序中尽量避免提及。实践中,第一,常常把双方比较容易达成一致意见的问题先列出来,再列出难度大的议题,也即本着先易后难的原则确定谈判的程序,第二,在这个过程中,一定多听,能很客观地了解到对方参与这个谈判的目的、需要等,事先设计出相应的策略。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt -2.95pt; TEXT-INDENT: 29.9pt; mso-char-indent-count: 2.49; mso-para-margin-left: -.28gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">典型的谈判议程一般包括五项内容:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、商务谈判的时间,包括总的期限,开始时间,轮次时间,每次时间的长短,休会时间等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、商务谈判的场地,包括具体的谈判场所,对场所的具体要求等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、商务谈判的主题,包括谈判的中心议题,解决中心议题的大原则等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、商务谈判的日程,包括洽谈事项的先后顺序,系列谈判的各个轮次的划分,各方谈判人员在每一轮次中的大致分工等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">5</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、其他事项,包括成交签约的要求与准备,仲裁人的确定与邀请,谈判人员食宿,交通,游览等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第三节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: 宋体;">谈判的开局阶段策略<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、开局在整个谈判中地位和作用</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、开局阶段人们的精力最为充沛,注意力也最为集中。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、洽谈的格局就是在开局后的几分钟内确定。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、是双方阐明各自立场的阶段。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、谈判双方阵容中的个人地位及所承担的角色完全暴露出来。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有经验的洽谈人员都能在这一阶段采取各种有效措施,充分发挥其应有作用,使谈判向着健康的方向发展。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、开局的方式选择</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(一)提出书面条件,不做口头补充,该方式适用于两种情况,第一是本部门在谈判规则的束缚下不可能选择别种方式。另一种情况是本部门准备把所提交的最初的书面交易条件也作为最后的交易条件。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(二)提出书面条件并做口头补充,提出书面交易条件之后,努力做到下述要点:让对方多发言,不可多回答对方提出的问题;尽量试探出对方反对意见的坚定性,即如果不做任何相应的让步,对方能否顺从意见;不要只注意眼前利益,还要注意目前的合同与其他合同的内在联系;无论心里如何感觉,都要表现出冷静、泰然自若;随时注意纠正对方的某些概念性错误。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(三)面谈提出交易条件</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">优点:可以见机行事,有很大的灵活性,先磋商后承担义务,可充分利用感情因素。建立个人关系,缓解谈判气氛等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 44.75pt; mso-char-indent-count: 3.73;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">缺点:容易受到对方的反击,阐述复杂的统计数字与图表等相当困难;语言的不同,可能产生误会。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">三、开局的任务</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、吸引对方的注意力和兴趣。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、完成建设性的基础工作。主要包括:初步设定洽谈内容,制定洽谈程序和初步掌握对方谈判人员的个人行为模式。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">四、形成良好开局结构的原则</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、提供或享受均等发言机会</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、讲话要尽量简洁、轻松</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、要进行充分的合作</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、要乐意接受对方的意见</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">五、正确估计自己的能力</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要低估自己的能力</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要以为对方了解你的弱点</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 0.05pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要被身份地位吓倒</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 0.05pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要被数字、先例、原则或规定吓住</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">5</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要被无礼或粗野的态度吓住</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">6</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要过早泄漏你的全部实力</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">7</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要过分计较可能遭到的损失和过分强调自己的困难</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">8</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要以为你已经了解对方的要求</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 0.05pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">六、开局的策略与调整</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、中性话题实施法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">是指以与谈判正题无关又无害的话题开场,促使谈判双方情感上的接近、融洽、实现开局目标的策略方法。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、坦诚实施法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 29.75pt; mso-char-indent-count: 2.48;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">是指用坦白率直、开诚布公的态度与谈判对方交谈,尽早向对方表露己方的真实意图,以取得对方的理解和尊重,赢得对方的通力合作,实现开局目标的策略方法。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、幽默实施法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">是指借助形象生动的媒介,风趣诙谐的语言风格与对方交谈,以打破对方的戒备心理,引起对方的好感和共鸣,实现开局目标的策略方法。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 150pt; TEXT-INDENT: -42pt; mso-list: l3 level4 lfo3; tab-stops: list 150.0pt;"><font face="Times New Roman"><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">第四节<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;</span></span></font><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">激发欲望的手法</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; tab-stops: list 90.0pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、引起对方的注意与兴趣</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; tab-stops: list 123.0pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(一)服务过程和推销过程</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、谈判的服务过程是指:对方对此次谈判的态度是主动的,他们对产品感兴趣、有要求及想购买。洽谈一开始,或是在洽谈以前,他们就已吐露了这一点,在这种情况下的谈判过程就是所谓的服务过程。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、谈判的推销过程是指:谈判的一方采取主动措施吸引对方的注意力,使对方产生购买欲望,让他们认识到购买某一种产品是一种必需,然后促使其做出购买决定。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">以上两种过程谈判者都会遇到,但大多数情况是属于推销过程。推销过程是由</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">个发展阶段完成的,即引起注意——产生兴趣——形成欲望——决定购买。注意力阶段一结束,购买兴趣阶段在</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">30</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">秒钟内即告开始,而购买欲望阶段则可能需要几个小时甚至几十个小时,所以,在谈判的开局阶段能否很快地引起对方的注意和兴趣,进而激发对方的欲望,是问题的关键所在。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在开局阶段必须充分注意的问题:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">)怎样用简单的几句话介绍出产品的有用性?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">)应提出哪些问题,促使顾客坦城地说出具体的要求?这些问题是否应当考虑对方的实际情况?是否与对方的切身利益相关?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">)有哪些既能说明产品的优点又令人信服的实例会引起对方的兴趣?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">)怎样帮助对方解决他们所提出的问题?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">5</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">)向对方提供哪些资料,使其更乐于接受你的建议?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">6</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">)为了很好地进行磋商,在洽谈开始时应该说些什么?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; tab-stops: list 123.0pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(二)目视与第一句话</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在说话时,谈判者的双眼要目视对方的眼睛,第一句话的重要性不亚于有吸引力的宣传广告。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">一般情况下,只要把习惯上的第一句话省略就可以改进你的谈话,如:“我们是为了……”</span><span style="FONT-SIZE: 12pt;"><font face="Times New Roman">
                        </font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">“我们只是想知道……”“很抱歉,打搅你了,但……”总之,开头的话必须生动,不能拖泥带水,也不能支支吾吾。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; tab-stops: list 123.0pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(三)解决问题的专家</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">作为一名谈判人员,应该帮助对方解决一些具体问题,而且这些问题要事先有考虑,注意把价格议在业务洽谈之首是很不策略的做法。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; tab-stops: list 123.0pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(四)采取不同的方法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">商务谈判者所应坚持的不同应该表现在三个方面:与别人不同,与你的过去不同,与对方的设想不同。实用,新颖的会谈方式也是引起对方注意的好办法。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; tab-stops: list 123.0pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(五)防止干扰</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有时候,外部因素可能会使对方不能集中全部精力展开正常的业务谈判。受到干扰后,双方应立即检查一下正在进行的洽谈工作,目的是看一看对方是否忘记了洽谈的衔接处。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; tab-stops: list 123.0pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(六)撩拨对方的兴趣</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">必须使谈判对方清楚地意识到他们接受你的建议后会得到好处,示范是谈判者向对方提供的一种有说服力的证据。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 90.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、刺激对方的欲望</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 123.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(一)欲望因人而异。对某一事物没有需要就不会对之产生欲望。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 123.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(二)指点对方的渴望。目前,说服对方的最好办法是向他们介绍并示范你的产品,从而使他意识到你的产品能够满足他的某种愿望需求。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 123.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(三)购买欲望与说服工作</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">首先是刺激对方的购买欲望,然后再做说服工作,使对方产生购买行为,在通常情况下,对方可以从摆出的事实中找出自己做出决策的正当理由,因而也就不会因为做出了购买决定而有感到后悔。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第五节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">实质磋商阶段的规律与策略</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; tab-stops: list 111.0pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、磋商</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">磋商阶段是谈判双方面对面讨论,说理及论战,甚至发展为争吵的阶段,是实质性的协调或较量阶段,在谈判开始阶段,双方都是在试探对方及其实力,只有到了实质性磋商阶段,双方才开始真正地根据对方在谈判中的行为,来调整自己一方的谈判策略,即实质磋商阶段开始后,对方都应把重点放在自己策略的调整上。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; tab-stops: list 111.0pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、调整谈判方案</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 144.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(一)重新评价对方的条件</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 29.9pt; mso-char-indent-count: 2.49;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判中,最重要的一点是要弄清对方的意图。重新评价对方的条件,就是分析对方在开始阶段所表现出来的行为,分析结果有以下几种情况:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、对方行为与预计相符</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在实际谈判中,如果对方改变了策略,我方也应改变战略,如拖延时间,如果对方的谈判策略不变,我方也不应轻易改变自己的策略,除非时间因素没有影响,且收益很大,双方在制定决策方案时,应遵守两条原则:第一是双方人员都不可轻易改变谈判策略,第二是如果你已决意保持原定方案,就应该把自己的意向暗示给对方,使对方明白,如果他不保持原定方案的话,你就会采取强硬的措施。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、对方的行为与预计不符,让步比预期的快,并且幅度大</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">意味着对方实际的让步远比目前所做出的让步还要大,对方每退一步都意味着对方还会做出进一步的让步,倘若对方开始让步的幅度比预计的大,但对方并不进一步做出让步,在这种情况下,只要对方不愿意放弃交易,你还是要坚定信念,迫使对方让步。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、对方的行为与预计不符,让步比预期的慢且小。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">这种情况有两种解释:一是对方现在的表现是虚张声势,判断正确;二是对对方让步的判断是错误的。处理这种让步状况,关键是要判断出对方是否在讹诈,如果无法确切判断,唯一的方法就是坚持自己一方的既定方案,仅在原定的尺度内让步。同时,努力通过直接或间接的方法去探寻对方可能进行讹诈的范围。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 144.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(二)时间的影响</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">从战略上看,具体规定谈判的时间将可能迫使谈判者在有限的时间内及时地变克制性策略为速决策略。从战术上看,有了时间限制,将给谈判人员自身带来一定的压力,压力程度与下列因素联系在一起:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-cha

徐老师 发表于 2006-8-11 18:36:57

<p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 28pt; TEXT-ALIGN: center; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">第五章</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">较量过程中的谈判策略</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt 75pt; TEXT-INDENT: -60pt; TEXT-ALIGN: center; mso-list: l0 level1 lfo5; tab-stops: list 75.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">第一节<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">处理需求与调动行为</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">导入案例:</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文楷体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">姐妹分桔</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 华文楷体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有一个桔子,姐姐和妹妹都想要,争抢的结果是从正中间切开,一人一半。这样的分配结果是否是最佳办法?结论是双方都没有获得最大的需要满足。原来,姐姐争桔子的目的是想用桔子皮蒸蛋糕,而妹妹的目的是想吃桔子肉,将桔子从中间切开,看似圆满,实质双方都白白丧失了一部分利益。引入到谈判上,特别强调谈判前了解对手需要的重要性,避免在谈判中出现“自己花了很大代价却瞄准的是对方无关紧要的需要”。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">分析内容:作为卖方的谈判者,在谈判中可能存在哪几种需要?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; tab-stops: list 69.0pt; mso-char-indent-count: 2.0;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、态度、行为与需求</span></b><b><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">商场如战场,商务谈判好比是一场硝烟弥漫的战争,战斗的双方有着不同的背景和观点,有着根深蒂固的价值观,且往往是难以预测的,尽管谈判者都知道谈判需要合作,但却常常误认为合作要建立在改变对方的态度和行为的基础上。例如:当对方的态度与行为有所偏差时,总是愚蠢地横加指责,结果极大的伤害了对方的自尊心,进而引起反感和厌恶的心理,给谈判带来了致命的打击。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判的态度与行为,可以直接体现出谈判者的宗旨、意图、心理。善于利用它的谈判者可以借此减少失误,也可以通过窥视对方的态度与行为,对对方进行正确的分析、判断和估价,从而采取最有利的策略。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判是在人与人之间进行,人性既可以成为我们进一步谈判的一种阻力,也可以成为一种促进力,在商务谈判领域,“人性”的基本需求内容一般涉及:人的安全需要、经济利益的需要、归属需求以及获得尊重的需要等。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 69.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、探测对方的需求</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在较量的过程中,需求和对需求的满足是谈判的共同基础。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">探测对方的需求的手段和技巧:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、通过提问了解对方的要求。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、通过聆听了解对方的要求。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、通过对方的举止了解其需求,如咳嗽往往有许多含义。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 69.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">三、提出自己的要求</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、提出适当的要求。对谈判中提出的要求,首先要有利于缩小分歧的范围,缓和矛盾。在试探阶段之后,应审时度势,找出双方的一致点,反复多次,最后逐渐集中到双方都能看到的最后一个难点上。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、提出极端要求,回降低对方的期望,使对方更加愿意妥协,如果其中还混合着适度的要求,谈判者可以给对方一个选择的机会</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 69.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">四、满足需求</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、满足对方的安全需求,可以使对方产生信任,诚心诚意地与你交往,积极响应你的建议和主张。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、满足对方的经济利益需要,在谈判的时候,不要把对方当作你要捕获的猎物。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、满足对方的归属需要,人们需要在一个能相互同情、相互帮助、彼此信赖的集体中生存和发展。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 26.05pt; TEXT-INDENT: 0.85pt; mso-char-indent-count: .07; mso-para-margin-left: 2.48gd;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、满足对方自尊的需要,俗话说“你敬我一尺,我敬你一丈”。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 69.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">五、冒犯需求</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有许多时候,人的态度和行为发生在一怒之下,人的好胜心是很强的,有时候你尊敬他,崇拜他,他或许会无动于衷,但是,如果你蔑视他,嘲讽他,他会为了赢得你的尊敬和崇拜而竭尽全力。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; tab-stops: list 69.0pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">六、调动对方合作的技巧</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; tab-stops: 45.0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(一)采取低姿态</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; tab-stops: 45.0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(二)大智若愚</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; tab-stops: 45.0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(三)最后通牒</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; tab-stops: 45.0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(四)抵制不合理要求</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; tab-stops: 45.0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(五)个性针对策略</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 0.05pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有一则笑话是说,如果啤酒里有一只苍蝇,美国人会马上找律师,法国人会拒不付钱,英国人会幽默几句,德国人则会用镊子夹出苍蝇,并郑重其事地化验啤酒里是否已经有了细菌。这则消化,最起码说明了不同国度的人们个性不同,作为谈判的双方,个性必不相同,谈判策略应与谈判者个性相适宜。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 112pt; mso-char-indent-count: 8.0;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">第二节</span><span style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><font face="Times New Roman">
                        </font></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">排除障碍</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、避免争论</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不管对方怎样激烈地反驳你,不管他的话怎样与你针锋相对,不管他怎样一个劲地想和你吵架,你也不要争论,你应当时刻想到你是在与对方合作,而不是与他们抗争。许多谈判者在听取对方发表反对意见时精神非常集中,他们在设法从对方的异议中发现一个可以赞同的论点,并把这个一致的论点重新发挥一番,然后在此基础上继续洽淡。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 3pt; mso-char-indent-count: .25; mso-para-margin-left: 2.28gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、避开枝节问题</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 23.9pt; mso-char-indent-count: 1.99;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判者往往会因为一个与谈判毫无关系的问题而陷入争吵,聪明的谈判者一般都不接对方的话茬与之争论,除非他直接对你介绍的商品设置了障碍。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">三、既要排除障碍,又要不伤感情</span></b><b><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 23.95pt; mso-para-margin-left: 2.28gd;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不责怪,不申斥。这种战术的指导思想是:要让对方保住面子,尽量不伤他的自尊心,同时,又指出对方的错误。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、让步。在回答对方的辩驳之前,你若能先做一些让步,就可以消除其锋芒。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 3pt; mso-char-indent-count: .25; mso-para-margin-left: 2.28gd;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、尊重对方,“让我认真考虑片刻”或“这很值得考虑”的说法很受欢迎。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、转移目标。如:“您知道,像您这样想的人多极了,可是……”等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">5</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、先唱赞歌。如:“我知道你这个人既真诚又公正,所以,我才想告诉您我们的分歧究竟是怎样产生的。”等</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">
                                <p></p></font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">四、何时排除障碍</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在一般情况下,只要出现障碍就应当立即排除。但在以下几种特定的情况下,不立即排除障碍或拖延回答质疑是完全正确的。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、过早提出价格问题。如:在谈判的初期,谈判者还没有激发起对方的购买欲望,也未能完全展示产品的价值时,就提出价格问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、提前提出问题,对方提出的质疑与正在讨论的事情无关,允许拖延回答。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; mso-char-indent-count: 2.25;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、琐碎无聊的问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">五、先发制人排除障碍</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.9pt; mso-char-indent-count: 2.24;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">就是在介绍商品时采取充分的事先“预防”措施,防止他们率先提出问题,形成障碍。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">六、排除障碍前应做的事情</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、开口回答前要认真聆听对方的问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、要对对方的意见表现出兴趣</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要过快做出回答</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、在回答问题之前复述一下对方的异议</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">七、不可对对方的心理障碍大做文章</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 98pt; mso-char-indent-count: 7.0;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">第三节</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">应变策略</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、思想准备</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 47.05pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判者要有随机应变的思想准备</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、基本策略</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level3 lfo2; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不理会对方的叫嚷</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level3 lfo2; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">接受意见并迅速行动</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level3 lfo2; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">反击污蔑不实之词</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level3 lfo2; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">缓和气氛</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level3 lfo2; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">及时撤退</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level3 lfo2; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">深谈细叙以待转机</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level3 lfo2; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">7.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">转变话题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level3 lfo2; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">8.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">甘作替罪羊</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level3 lfo2; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">9.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">扰后再谈</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">第四节</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">施加压力与解除压力</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、谈判中的压力</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">商务谈判较量中,双方都尽可能给对方制造压力,希望谈判结果对己方有利,在谈判中,如果压力策略运用得当,对谈判的成功将有促进作用,但是,不讲究方法策略的乱施压力,也会使谈判出现故障,当我们遇到高压时,应花时间去考虑,怎样解除这些压力,并想办法给对方施加一定的压力,最终使谈判达到成功。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、大兵压境</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判开始,对手可能向你提出许多刻薄的要求,其目的就是向你施加压力,以便降低你的期望水准,并动摇你的信心。例:卖方在谈判中,只有三项要求,但却故意附加另外两项要求。在谈判中,卖方只对附加的两次作出让步,而迫使买方做出实质性的让步。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45.05pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 4.29gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">该种策略的特征:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 86.05pt; TEXT-INDENT: -18pt; mso-list: l2 level3 lfo1; tab-stops: list 86.05pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">最初的立场是极端的</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 86.05pt; TEXT-INDENT: -18pt; mso-list: l2 level3 lfo1; tab-stops: list 86.05pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有限的权力</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 86.05pt; TEXT-INDENT: -18pt; mso-list: l2 level3 lfo1; tab-stops: list 86.05pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">情绪化</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 86.05pt; TEXT-INDENT: -18pt; mso-list: l2 level3 lfo1; tab-stops: list 86.05pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">很少相应让步</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 86.05pt; TEXT-INDENT: -18pt; mso-list: l2 level3 lfo1; tab-stops: list 86.05pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">让步是吝啬的</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 86.05pt; TEXT-INDENT: -18pt; mso-list: l2 level3 lfo1; tab-stops: list 86.05pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">无视“死亡线”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">三、软硬兼施</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">又称双簧戏,一般在使用之前,应进行仔细的策划和排练。重要的问题在于选择角色。“白脸人”必须真正具有进攻性和威慑力,使人望而生畏并易于被人激怒,而“红脸人”必须善于逢场作戏,左右圆滑,十分理智。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">四、设计既成事实</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">买方运用这种手段向对方施加压力的办法有:先向法庭控告,然后再设法庭外调解;先侵犯权益,然后再商谈补救措施;先将买进的原料进行表面处理,造成既无法退货又无能力清偿这笔债务的压力等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">卖方经常采用的手段包括:将有问题的商品延期运到买方,令买方没有时间要求更换和退货,因为此商品正处于销售季节;收取</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">A</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">级品的货款,却送出</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">B</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">等级的货物等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">五、制造阴差阳错</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在谈判的激烈争论中,有时故意错误地概括对方的意思,会立即使对方纠正你的错误,这样,压力就会从你身上再次回到对方身上。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">六、走出僵局</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">对付僵局的办法可分为两步走:一是事先避免,二是事后解决。事先避免僵局的办法有:互惠、多次齐头并进策略等,事后解决僵局的办法有:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l4 level3 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">改变付款方式</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l4 level3 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">更换谈判小组的人员或领导者</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l4 level3 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">变换商谈的时间</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l4 level3 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">调整冒险的程度</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l4 level3 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">改变原定的目标</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l4 level3 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">改变售后服务的方式</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l4 level3 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">7.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">改变交易的状态</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l4 level3 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">8.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">改变合同的形式</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l4 level3 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">9.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">变换数字或百分比</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">10</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、找一个调解人</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">11</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、安排高级会议或热线电话</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">12</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、让对方有更多的选择余地</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">13</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、特定一些规格或者在条件上稍加修改</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">14</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、设立一个由双方人员参加的研究委员会</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">15</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、说些笑话,缓和气氛</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">七、分而克之</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在多人参加的谈判场合,谈判的一方常常会向另一方的某一位成员下手,争取这一成员的好感和支持,以便从内部进行突破,致使其受到两方的攻击。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">八、驳击威胁</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">常用方法有:故意不理会他,当做不晓得这回事;将它当作一种玩笑,表示漠不关心等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">九、出其不意</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">这种策略表现为手段、观点或方法的突然改变。遇到这种情况,应保持冷静,以免丧失心理平衡,多听、少说,必要时叫暂停,探索对方奇袭的用意。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">十、粉碎诡计</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在谈判中,有些谈判者会采取一些不正当、不道德、;令人不悦的手段和伎俩,这些手段和伎俩被称为谈判诡计。常见的诡计及针对措施有:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、假事实。即睁眼说瞎话,破解方法是:核查事实。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、含混的权力。破解方法是:核查对方的权力。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、可疑的意图。当问题涉及到对履行合约的意图怀疑时,则可以把有关履约的条文列入协议中。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、拒绝谈判。不要因对方拒绝谈判而加以抨击,而要找出他们在“不谈判”中的利益。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">5</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、心理操纵。这种伎俩,是为了让你心里不舒服,使你希望尽可能快地完成这项谈判。只要能把对方的伎俩识别,就能使之失效,更能阻止其“故伎重演”。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">第五节</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">实施让步</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">案例导入:</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 华文隶书;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">一位电气开关供应商被要求向中西部某承包商提出供货报价,但他按价格目录报价却遭到了对方的坚拒。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">他被激怒了,质问对方:“你为什么这样顽固,非要我按目录价格再打折扣?”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">对方回答:“因为你去年向我的下属公司供货时就打过九折。”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">他说:“那是因为双方是第一次打交道,我为了拉下回生意才打折的,是可一不可再啊。”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">对方说:“那好,咱俩也有下回交易要做,就请也按第一次打交道的规矩打个折吧。”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">分析内容:僵局产生的原因,如何走出僵局?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">提示:单方面作出的“善意让步”,不但不能“软化”对方的主场,相反,只能使之更加僵硬。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、让步</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在长期的谈判中,形成了一些比较理想的让步模式,但只有在谈判中灵活应用,才能获得较理想的效果。总的让步原则是:既没有大的损失,又使对方尝到甜头。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、让步因步的选择</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.时间</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman"><span style="mso-spacerun: yes;">&nbsp;&nbsp; </span>2.</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">好处</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman"><span style="mso-spacerun: yes;">&nbsp;&nbsp; </span>3.</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">人</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman"><span style="mso-spacerun: yes;">&nbsp;&nbsp; </span>4.</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">成本</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">三、有效适度的让步</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判中不要做无谓的让步,让步的节奏也不宜太快。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">四、显著让步</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">一些谈判者先是要价较高,然后大幅度降价,在连续几次的降价让步后,令对方不好意思逼人太甚。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">五、倾听也是让步</span></b><b><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">六、双方同时让步</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">一般规律是:买主一开始只做小的让步,并放慢让步的节奏,而卖主开始则可做较大一些的让步,而后再放慢让步的节奏和缩小幅度。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">七、让步中的错误</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不要一开始就接近最后的目标</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不要以为已经了解了对方的要求</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不要认为期望已经够高了</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">永远不要接受对方最初的价格</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&qu

徐老师 发表于 2006-8-11 18:42:58

<p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt 56.25pt; TEXT-INDENT: -56.25pt; TEXT-ALIGN: center; mso-list: l3 level1 lfo1; tab-stops: list 56.25pt;"><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">第六章<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">协调过程中的谈判技巧</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; tab-stops: center 207.65pt left 285.75pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-tab-count: 1;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第一节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">提问技术</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><font face="Times New Roman"><span style="mso-tab-count: 1;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><p></p></font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、提问的种类</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">引导性语句。该问句对结论具有强烈暗示性,如“违约要受惩罚,你说是不是?”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">间接问句。是借着第三者意见以影响对方意见的一种问句,如“某先生也认为你们的产品质量可靠吗?”问句中的第三者必须是对方很熟悉或很尊敬的人。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">直接提问。针对某一特定人员提出问题,目的在于窥测他的反应,根据这些反应获得必要信息。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">挑战性提问。是有价值且危险的提问方式。应在深思熟虑之后认为冲突是必要时才提出的。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">突然提问。迫使对手对某一问题必须做出答复。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">澄清式问句。是针对对方的答复,重新措辞以使对方澄清或补充原先答复的一种问句。如:“你刚刚说上述情况没有变动,这是不是说你们可以如期履约了?”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">7.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">探索式问句。是针对对方的答复要求引申或举例说明的一种问句,如:“你有什么保证能证明贵方可如期履约呢?”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">8.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">强迫选择的问句。使用这种问句时,要注意语调和措辞的得体,如:“原定的协议,你们是今天实施还是明天实施?”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">9.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">多内容问句。是含有多种主题的问句,一般不用,如:“你是否将你方关于产品质量、价格、交货期、售后保证以及违约责任等态度谈一谈?”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 17.95pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 1.71gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、提问的正反原则</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">10.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">除非你想要打架,否则不要提出有敌意的问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">11.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不要提出指责对方是否诚实的问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">12.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">即使你急着想要提出问题,也不要停止倾听对方的谈话,把问题先写来,等待合适的时机提出来。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">13.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不要以大法官的态度来询问对方。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">14.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不要随便提出问题,必须伺机而出。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">15.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不要故意提出一些问题,显示你是多么的聪明。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">16.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在对方还没有答复完毕以前,不要提出你的问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">17.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">先准备好你的问题,能够临场迅速想出适当答案的人是很少的。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo2; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">18.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">利用每次接触发掘事实,最好是在谈判前的几个月就知道答案。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">10</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.先举行一次“群英会”,收集有价值的信息。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">11</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.即使一般人都觉得难以启齿,也要有勇气询问对方的业务状况。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">12</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.要有勇气提出某些看来似乎很笨的问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">13</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.用谦卑的态度提出问题,会鼓励对方给你个较好的答案。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">14</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.可以向买主公司的秘书、生产人员和工程师提出问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">15</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.要有勇气提出对方可能回避的问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">16</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.在休会时多思考新问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">17</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.提出问题后就要闭口不言,等待回答。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">18</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.对方回避问题或回答不完整,要有耐心和毅力继续追问。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">19</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">.提出某些你已经知道答案的问题,这会帮助你了解对方的诚实程度。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">三、有效提问的例证</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(一)引导性的问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">当买主不感兴趣、不关心或犹豫不决的时候,卖方应使用这种问句。例如你问对方是否喜欢红色的还是蓝色的,对方会回答:喜欢其一,或都喜欢,或都不喜欢,如果对方说都不喜欢,便接着问他原因,等到他解释后,再针对他的反对意见说服他。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(二)非引导性问题,往往可以诱导出更为完整的回答</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 68.1pt; TEXT-INDENT: 26.15pt; mso-char-indent-count: 2.18;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">如:你如何决定那些价格?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 68.1pt; TEXT-INDENT: 26.15pt; mso-char-indent-count: 2.18;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">我们的信用不是一向都很好的吗?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(三)想要获得信息的问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 68.1pt; TEXT-INDENT: 26.15pt; mso-char-indent-count: 2.18;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">如:你对我的产品有什么不满意的地方?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 68.1pt; TEXT-INDENT: 26.15pt; mso-char-indent-count: 2.18;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">请告诉我它为什么值这个价钱?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 68.1pt; TEXT-INDENT: 26.15pt; mso-char-indent-count: 2.18;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">最近的税率是多少?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(四)结束性的问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 84pt; mso-char-indent-count: 7.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">如:接受这个价格,否则就算了。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 67.95pt; TEXT-INDENT: 38.3pt; mso-char-indent-count: 3.19; mso-para-margin-left: 6.47gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">你知不知道下星期价格就要上涨了?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 67.95pt; TEXT-INDENT: 38.3pt; mso-char-indent-count: 3.19; mso-para-margin-left: 6.47gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">看过我的成本资料吗?这是让我做赔本的买卖。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(五)不客气的问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 60pt; mso-char-indent-count: 5.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">如:你们的会计制度还是不行吧?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 81pt; tab-stops: 68.1pt; mso-char-indent-count: 6.75;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">你这也太不客气了吧?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">(六)含糊不清的问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 68.1pt; TEXT-INDENT: 26.15pt; mso-char-indent-count: 2.18;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">如:你的报价是怎么算出来的?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 68.15pt; TEXT-INDENT: 50.05pt; mso-char-indent-count: 4.17; mso-para-margin-left: 6.49gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">那样看好象不对,不是吗?</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">四、提不出好问题的障碍</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、常常为了避免显露自己的无知而不愿意多问</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、担心被别人认为观察力不够</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、天生就不愿意了解和探察对方的秘密</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、曾想到了一些好问题,但在讨论时又都忘记了</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">5</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不了解对方时,往往宁愿独自冥想,而不愿意发问</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">6</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、无法适时的提出某些问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">7</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、大多数人都想避免提出令对方困窘的问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">8</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、有的人只喜欢讲话,而不愿意倾听</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">9</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、缺乏毅力去继续追问答案不够完整的问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">10</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、常常没有足够的时间思考出好问题,事先准备不充分</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第二节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">回答技巧</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 69pt; TEXT-INDENT: -24pt; mso-list: l1 level2 lfo3; tab-stops: list 69.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">一、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">答话原则</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45.05pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 4.29gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判是由一系列的问答所构成,答话的不合适比问话的不合适更容易陷于被动,下列答话原则有助于答话效果的改善:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">回答之前一定要使自己有一定的思考时间</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在没有听清问题的真正含义之前不要回答问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有些问题纯属无需回答的问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有时只需对整个问题的某一部分做出回答</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">回避问题——答非所问或顾左右而言他</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">寻找某一借口(如:资料不全)拖延作答</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">7.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">让对方将问题的确切意思说清楚</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">8.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">如果有人打岔或受到某种干扰,就将这一时刻静侯过去</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">9.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在谈判中,问什么,答什么,未必是最好的答复,答复的艺术在于知道应该说什么,不应该说什么。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 69pt; TEXT-INDENT: -24pt; mso-list: l1 level2 lfo3; tab-stops: list 69.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">二、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">答话的方法</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45.05pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 4.29gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">回答的要诀在于知道应说什么和不应说什么,而不必考虑回答得是否对题,常用方法有:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">心里默答。提问者可能有意使问题含糊不清,面对这种情况可以不做回答,或进一步搞清对方的真实意图再答。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不彻底答话。主要有两种形式:第一、将问题的范围缩小后作部分回答,如:一方向另一方了解产品质量,另一方只介绍几种重要指标而又不是全部;第二、不正面回答,如:一方询问价格,另一方可先介绍性能或作示范表演,而暂时回避这一问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">不确切答话。有些答话要模棱两可,富有弹性,不要把话说定,如:“如果你的订货数量多的话,我的价格还可下降。”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level3 lfo3; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">阻止追问的答话。有些问题对自己不利,答话者答话时积极采取措施,阻止对方的追问</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第三节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">说服技巧</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l4 level1 lfo4; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">一、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">说服的工具</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 17.95pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 1.71gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">说服是一种设法改变他人初衷并使他人心甘情愿接受你意见的谈判技巧。一般来说,面对面的交谈要比用书信的方式好些,另外,也应当恰当的运用说服工具。可以利用的说服工具包括:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">印刷品。如:成本,技术,统计表格和文本等各类参考资料。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">可视媒介物。如:示范表演,电影,图片,幻灯和灯光效果等。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">模型及样品。如:实际物体模型和可随身携带的各种样品。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">宣传。如:电话,录音带,特别广播效果,热线联络及故意喧哗或安静。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">环境和时间。东西摆设位置,座位的安排,会议室以及时间的运用效果。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">证明。方案研究,会晤,实验,事实或权威结论。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">每种媒介的选择都有说服对方的作用,但说服效果有差别,如严肃的报告比一般发行物有说服力,领导者或专家的话要比普通人的话更有说服力。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l4 level1 lfo4; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">二、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">有效说服的三项原则</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、建立融洽的关系,建立融洽的人际关系,犹如口渴之前已掘井。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、搞好利益分析:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo4; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">第一、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">要向对方阐明接受你的意见的利弊。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo4; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">第二、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">要向对方说明为什么要选择他为说服对象,以示你的提议并不是任何人都可以得到的。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">
                                <p></p></font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo4; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">第三、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">对方接受了你的意见后,你将得到什么好处。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、简化接受手续,以免对方中途变卦。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -24pt; mso-list: l4 level1 lfo4; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">三、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">说服的要领与方法</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">谈判开始时,要先讨论容易解决的问题,再讨论容易引起争论的问题。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">如果能把正在讨论的问题与已经解决的问题联系起来,就较有希望达成协议。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">适时传递消息给对方,可以降低对方的期望,影响对方的决策,进而影响谈判结果。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">传递信息的时候,首先要将悦人心意的消息传过去。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">强调双方的一致,比强调彼此的差异更能使对方接受。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">先透漏一个使对方感兴趣的消息,然后再设法满足他的需要。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">7.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">说出问题的两个方面,比单单说出一个方面更有效。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">8.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">听者通常在首尾两个时刻注意力最集中,抓住这两个时刻。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: -18pt; mso-list: l4 level2 lfo4; tab-stops: list 57.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">9.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">讨论过正反两方面的意见后,再提出你的意见。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">10</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、一个消息或观点重复多遍,更能使对方了解和接受。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第四节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">怨言的处理方法</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">一、处理反对意见的要点与原则</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt -0.1pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">要想很好地回答对方的反对意见,就必须事先了解对方有哪些真正的反对意见。真正的反对意见可能被某种借口掩盖着,谈判者在处理反对意见时,对下述要点和原则应给予充分的注意:</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、避免争论。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、辨析原因,及早发现对方提出反对意见的原因所在。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、不要太饶舌。讲话冗长,不仅会引起对方的反感,而且会出现漏洞,授人以柄。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、认真严肃地倾听。不管谈判对方的观点是正确的还是错误的,都应予以尊重。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">5</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、细心观察,以防为主。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">6</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、欢迎反对意见。谈判者的任务之一就是答复对方的反对意见。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">7</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、冷静地回答对方。谈判者在任何时候都要泰然自若,轻松愉快,说话时要条理清楚,有说服力。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">8</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、适度接受。很多反对意见是在对方要提高个人声誉或显示自己的情况下才提出来的。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">因此在谈判中所涉及的次要问题,要给予充分理解,并以同意对方的意见为主。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">二、处理反对意见的方法</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">一般来说,当对方提出反对意见之后,己方暂时不要表明意见,应稍隔一会儿,再对反对意见所留下的障碍予以消除。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">下面列举一些克服反对意见的基本方法:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、反问法。对反对意见提出个“为什么”,使对方处于要说明理由的地位,可以了解到反对意见的真正原因。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、引例法。即借助已有事例加以活用的方法。使用这种方法的关键是:例证要适当、真实、并给对方以验证的条件和机会。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">例如简要回答:“曾持有同样反对意见的人,接受了这一建议后感觉良好。”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、逆转法。又叫做“移花接木法”,谈判者对于对方的意见首先给予肯定,然后再陈述自己的主张和见解。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">例如:“我们完全赞成您的提法,要是加上这一条那就更好了。”</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">4</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、置之不理法。又叫“充耳不闻法”,在谈判中对方往往因为心绪不佳等原因而提出一些与谈判无关的意见,对此,谈判者最好不要介意,或不予理睬,或以玩笑当作耳边风而过去。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-

徐老师 发表于 2006-8-11 18:44:54

<p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt 67.5pt; TEXT-INDENT: -67.5pt; LINE-HEIGHT: 16pt; TEXT-ALIGN: center; mso-list: l11 level1 lfo1; tab-stops: list 67.5pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">第七章<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: 宋体;">价格谈判<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; TEXT-ALIGN: center; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">第一节<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>价格谈判的哲学<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 华文隶书; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: 宋体;">案例导入:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt;"><span style="mso-spacerun: yes;">&nbsp;&nbsp; </span><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">一位工会职员为造酒厂的会员要求增加工资一事向厂方提出了一份书面要求,一周后,厂方约他谈判新的劳资合同。令他吃惊的是,一开始厂方就花很长时间向他详细介绍销售及成本情况,反常的开头叫他措手不及。为了争取时间考虑对策,他便拿起会议材料看了起来。最上面一份是他的书面要求。一看之下他才明白,原来是在打字时出了差错,将要求增加工资<span lang="EN-US">12%</span>打成了<span lang="EN-US">21%</span>。难怪厂方小题大做了。他心里有了底,谈判下来,最后以增资<span lang="EN-US">15%</span>达成协议,比自己的期望值高了<span lang="EN-US">3</span>个百分点。看来,他原来的要求太低了。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">分析:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">出价的高低很多技巧和策略在背后起支持作用,从而影响着彼此的心理及认可的变化度。价格是谈判中不可回避的内容,而且是影响谈判成功或石板的重要内容。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 12pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 1.0; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">一<span lang="EN-US">.</span>积极价格与消极价格<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">积极价格:产品以及其他条家越能满足对方的要求或主观愿望,对方就越觉得你的产品价格便宜。这个价格就是积极价格。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">消极价格:如果对方对产品及有关条件都很不满意,那么这个产品价格一定是昂贵的,这个就是消极价格。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">比如:知识分子花<span lang="EN-US">20</span>元钱买一件衣服觉得很贵,但花<span lang="EN-US">30</span>元买<span lang="EN-US">2</span>本书却不以为然。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">再如:花<span lang="EN-US">10000</span>元修复一台车比花<span lang="EN-US">30000</span>元买一台新车昂贵的多。<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent3" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 0cm; mso-char-indent-count: 0; mso-element: frame; mso-element-frame-hspace: 0cm; mso-element-wrap: auto; mso-element-anchor-vertical: margin; mso-element-anchor-horizontal: column; mso-element-top: 0cm; mso-height-rule: exactly; mso-element-left: left;">积极价格与消极价格的含义是极不确切的。它带有浓厚的主观色彩,不同的人,在不同的环境下会不同的看法。那么,谈判者所推销的产品价格是“积极价格”还是“消极价格”呢?如果是“消极价格”,怎样使那些消极条家转变为“积极因素”呢?谈判者只有正确回答这个问题,才有助于搞好谈判工作。</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><p>&nbsp;</p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp;</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">二<span lang="EN-US">. </span>实际价格与相对价格<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">单纯的产品标价即为实际价格。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">与产品的有用性相对应的价格即为相对价格。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判者应努力做到:不让对方的精力在产品的实际价格上。要将他的注意力吸引到产品的相对价格上。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">运用相对价格时的要素:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l5 level1 lfo2; tab-stops: list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(一)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">支付方式的选择<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 30pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">人们在这方面对价格的看法受下面因素的影响:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l5 level2 lfo2; tab-stops: list 66.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">优惠的付款方式<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l5 level2 lfo2; tab-stops: list 66.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">赊帐<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l5 level2 lfo2; tab-stops: list 66.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">分期付帐<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l5 level2 lfo2; tab-stops: list 66.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">4.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">非先进付帐<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l5 level2 lfo2; tab-stops: list 66.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">5.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">使用详细注明各种收费原由的发票<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l5 level2 lfo2; tab-stops: list 66.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">6.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">选择适当的时间向他们递交发票和催款单。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l5 level1 lfo2; tab-stops: list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(二)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">小事上要慷慨<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">大宗交易的谈判中,对一些小的零件或样品不需要向对方收费,否则会因小失大,引起对方反感,使对方也对价格敏感起来。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l5 level1 lfo2; tab-stops: list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(三)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">友好相待<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l5 level1 lfo2; tab-stops: list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(四)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">购销差价影响价格<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在原材料和半成品的商务谈判中,谈判人员一定要设法搞清所销原材料和半成品的价格和成本与成品售价之间的比例,成本占其全部收入的比例越小,价格问题就越显得微不足道。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l5 level1 lfo2; tab-stops: list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(五)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">产品越复杂越高级,价格问题就越微不足道<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l5 level1 lfo2; tab-stops: list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(六)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对急需的产品人们很少计较价格<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l5 level1 lfo2; tab-stops: list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(七)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">实际价值对价格的影响<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">如果某种产品经过使用其价值仍然不变,或者对方认为所谈项目是一项好的投资,他就会减弱对价格的敏感性。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l5 level1 lfo2; tab-stops: list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(八)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">声誉对价格的影响<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">包括企业的声誉、产品的声誉、谈判者的声誉会对产品价格的影响。一般来说,人们对名牌产品的价格是很少考虑的,声誉高,价格高。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l5 level1 lfo2; tab-stops: list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(九)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">安全感<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 2.28gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在谈判中向对方显示你的可靠性或向他提供某种保证,可以降低价格在对方心目中的地位</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt; mso-char-indent-count: 3.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(十)大宗交易或一揽子交易<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 30pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-line-height-rule: exactly;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(十一)心理价格<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 30pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(十二)谈判者应特别强调产品的功能和优点。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp;</span></span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-spacerun: yes;">&nbsp;</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">三<span lang="EN-US">.</span>“昂贵”的确切含义<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在谈判桌上,如果对方在价格上挑毛病,提出价格太贵了,应该想办法搞清楚这个太贵的含义是什么。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(一)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">总的经济状况不佳导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对方目前的经济状况不好,或是欠缺支付能力,或是计划支付的资金有限,或是他正打定主意要同其他供货者谈一谈,这些都有可能是对方觉得“太贵”的原因。如果经过观察,发现对方确实经济状况不好,在相当一段时间内都无力购买,那么最好的办法是暂时放弃。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(二)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">暂时的经济状况不佳导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">如果对方称目前没有足够的现款,可以主动建议其他支付方式,如果对方仍不接受,说明这一说法是一种托辞。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(三)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">手头没有足够的款项导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">多发生在中间商身上。资金没有周转到手,这种情况下无需降价,赊帐就可以解决问题。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(四)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">想付出的款项有限导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">这是在谈判中要求对方杀价的最常见的原因。如果对方不准备花太多钱来购买,说明没有激发起对方获得这一产品的强烈愿望。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(五)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对方对价格有自己的看法导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">说明对方接受你的价格,动用大量事实解释,改变对方的看法。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(六)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">同类产品及代用品导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">如果对方用同类产品及代用品的低廉价格与你的产品价格相比较,则要设法让他们确实知道你的产品的优点和能够给他们更多的利益,从而刺激他们享有的欲望。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(七)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">竞争者的价格导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">如果对方以竞争者的价格作参照,提出价格不合理的话,你应该解释价格不同的原因,指出对方在进行价格比较时忽略了某些方面。如果价格比竞争者高出很多,那么必须做出如下选择:或者向对方提供一些补偿,或调整价格,或坚持原价,能卖多少就卖多少,这就是谈判毫无结果也在所不惜。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(八)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">从前的价格导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">现在的价格高于从前的价格,对方要求恢复原来的价格。这时谈判者应解释价格上涨的原因,并指出现在的价格已经很低了,或者可以看在老关系的面上,在其他方面提供一些好处。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(九)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">习惯性压价导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; tab-stops: 0cm; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">面对讨价还价的老手,最好的办法是对此置之不理,或将其视为玩笑,把话题集中在产品的优点或其他问题上。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 63pt; TEXT-INDENT: -36pt; LINE-HEIGHT: 16pt; mso-list: l7 level1 lfo3; tab-stops: 0cm list 63.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(十)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">出于试探价格的真假导致价格太贵<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-para-margin-left: 2.57gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">如果对方在试探你,那么价格在双方之间已基本上不足障碍了,只要以礼相待而不为之所动,自然对方不再继续坚持。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-para-margin-left: 2.57gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">讨论:谈判者在价格上轻而易举地进行让步是否恰当?为什么?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-spacerun: yes;">&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">四、商品的有用性是价格的后盾<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在实际谈判过程中,谈判者应依照下列四项原则处理价格问题:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l3 level1 lfo4; tab-stops: list 45.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">周详而认真地确立好价格水平<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l3 level1 lfo4; tab-stops: list 45.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">激发对方的需求欲望,设法使他相信你所提供的产品正是他们需要的<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l3 level1 lfo4; tab-stops: list 45.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">使对方的注意力集中在产品的有用性上<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l3 level1 lfo4; tab-stops: list 45.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">4.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">根据洽谈的具体情况和对方的态度,运用心理战术,巧妙提出价格问题<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">中心主题:避免过早地提出或讨论价格问题。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 14pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: 宋体;">课堂讨论:什么时间提出价格问题最合适?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; TEXT-ALIGN: center; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">第二节<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>报价<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -24pt; LINE-HEIGHT: 16pt; mso-list: l6 level1 lfo5; tab-stops: list 45.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">报价的基础与基础原则<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 4.0; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(一)报价的基础条件:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l6 level2 lfo5; tab-stops: list 60.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">企业的产品成本<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l6 level2 lfo5; tab-stops: list 60.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">市场行情(根本基础)<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 4.0; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">(二)报价的基本原则:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; LINE-HEIGHT: 16pt; mso-para-margin-left: 3.42gd; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">通过反复比较和权衡,设法找出报价者所得利益与该报价所接受的成功率之间的最佳结合点,这就是最理想,最合适的报价。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -24pt; LINE-HEIGHT: 16pt; mso-list: l6 level1 lfo5; tab-stops: list 45.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">报价起点的确定<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 17.95pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-para-margin-left: 1.71gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">作为卖者,在所确定的价格范围内,开盘价应当是最高可行价格,作为买者,响应的开盘价是最低可行价格。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 8.9pt; TEXT-INDENT: 42pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 3.0; mso-para-margin-left: .85gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 14pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-bidi-font-size: 12.0pt; mso-hansi-font-family: 宋体;">讨论:为什么卖者的开盘价是最高的?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 4.0; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">解答原因:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 44.9pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">1</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、初次报价,实际上是为了自己设定了一个上限。报价之后,如无特殊情况,价格不能再提高。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 44.9pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">2</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、开盘价格的高低足以影响对方对自己潜力的评价。一般来说,开盘价越高,对方的价格评价就越高,反之则越低。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 44.9pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">3</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、卖方的开盘价,应是防御性的最高报价,有极大的伸缩性。在价格谈判时,应把开盘价的高低同对方的意图、作风及是否打算真诚合作等方面的因素结合起来考虑。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 48pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 4.0; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">特殊情况:卖方报出“最优惠价格”。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 44.9pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">含义:暗示对方,这是价格的下限,没有还价的余地了。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 47.9pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 4.56gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">卖方把价格定在保本的基础上,是低水平的定价,买方很难在其他交易条件上得到更多的优惠。<span lang="EN-US"><p></p></span></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -24pt; LINE-HEIGHT: 16pt; mso-list: l6 level1 lfo5; tab-stops: list 45.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">三、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">实施报价</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.28gd; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">1</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、价格谈判之前,先要周密的考虑一番,想好什么样的价格水平最为合适。当确定报价水平后,向对方提出报价的态度要坚定果断,毫不犹豫,夜不应有任何动摇的表示。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 23.95pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.28gd; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">2</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">、报价的表达应准确、明白,避免产出误解或曲解。报价时,可采用报价单,或口头报价时,将要点写在纸上送给对方,避免数字上出现差错。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 66pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l10 level1 lfo12; tab-stops: list 66.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">所报价不能主动解释或评论,应该态度严肃且表达明白。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 57.6pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文隶书;">讨论:在价格谈判中,经过认真考虑后,你报出的价格时<span lang="EN-US">35</span>万元的价格上限,对方首先提出竞争对手的价格时<span lang="EN-US">30</span>万元,要求你予以考虑,你会怎样做?如果<span lang="EN-US">30</span>万元的价格不能接受,但对方坚持说不行的话,会找其他合作伙伴,你会怎样做?<span lang="EN-US"><p></p></span></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -24pt; LINE-HEIGHT: 16pt; mso-list: l6 level1 lfo5; tab-stops: list 45.0pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">四、</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">谁先报价</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 48.6pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">先报价的利弊:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 48.6pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">利:先报价实际上为谈判规定了一个框框,协议最终将在此范围内达成。先报的价格影响大。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 48.6pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">弊:对方会在听到报价后对自己的想法进行最后的调整,由于对方对先报价的一方的价格起点有了了解,他们可以修改自己的报价,获得本来得不到的好处。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 48.6pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">讨论:谈判中谁先报价有利?</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: #333399; mso-fareast-font-family: 华文隶书;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt 48.6pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">解答:如果与其将出现你争我斗,各不相让的状态,就应该先报价,占据主动,使谈判尽可能按自己的意图为以后的讨价还价树立一个界碑。反之,如果双方合作不错,谁先报价无所谓。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">【案例】</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">有个跨国公司的高级工程师,他的某项发明获得了发明的专利权。一天,公司总经理派人把他找来,表示愿意购买他的发明专利,并问他愿意以多少的价格转让,他对自己的发明到底值多少钱心中没数,心想只要能卖</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">10</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">万美元就不错了,可他的家人却事先告诉他至少要卖</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">30</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">万美元。到了公司总经理的办公室,因为一怕老婆,二怕经理不接受,所以胆怯,一直不愿正面说出自己的报价,而是说:“我的发明专利在社会上有多大作用,能给公司带来多少价值,我并不十分清楚,还是先请您说一说吧!”这样无形中把球踢给了对方,让总经理先报价。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">总经理只好先报价,“</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><font face="Times New Roman">50</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">万美元,怎么样?”着为工程师简直不相信自己的耳朵,直到总经理有说了以便,这才认识到这是真的,经过一番装模作样的讨价还价,最后以这一价格达成了协议。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="2" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">可见,这位工程师就是靠了这位经理的先报价,所以才及时修改了自己的报价,得到了他意想不到的收获。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 170.9pt; TEXT-INDENT: -60pt; mso-list: l4 level3 lfo6; tab-stops: list 170.9pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">第四节<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">还价<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 48pt; TEXT-INDENT: -24pt; mso-list: l0 level1 lfo7; tab-stops: list 48.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">一.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">还价前的运筹</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 81pt; TEXT-INDENT: -36pt; mso-list: l0 level2 lfo7; tab-stops: list 81.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">(一)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">关心价格的理由</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">想买到更便宜的产品</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">为了超越竞争者和很好地发展自己,要以更低的价格购买产品</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">为了表明自己的谈判能力,要在讨价还价中击败对手。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">想在周围人的面前显示一下自己的才能</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">怕吃亏</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">把对方的让步看成体嘎自己身份的标志</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">7.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">根据经验,只有讨价还价才能促使对方让步</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">8.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">不了解产品的价值,不知道究竟值多少钱</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">9.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">想搞清楚产品的真正价格</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">10.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">想从第三者那里买到更便宜的产品,因此设法让你削价,给另一方施加压力。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">11.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">除了价格外,对方还有其他更重要意见,价格问题只是一种掩护。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level3 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">12.<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">对方想利用讨价还价达到其他的目的。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p><font face="Times New Roman">&nbsp;</font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36.05pt; mso-char-indent-count: 3.0;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;;">讨论:</span></b><span style="FONT-SIZE: 12pt; COLOR: #333399; FONT-FAMILY: 华文隶书; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">怎样才能使讨价还价朝着有利于自己的方向发展?</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: #333399; mso-fareast-font-family: 华文隶书; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 48.25pt; TEXT-INDENT: -12.05pt; mso-char-indent-count: -1.0; mso-para-margin-left: 3.45gd;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">解答:</span></b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">首先询问对方报价的根据,以及在各项主要交易条件下有多大的通融余地,同时要倾听对方的解释和答复,不要加以评价,不要猜度对方的动机和意图,同时不要泄漏自己的意图,如果对方做类似的提问,则应做最少的答复,掌握好哪些该说,哪些不该说。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 48.25pt; TEXT-INDENT: -12.05pt; mso-char-indent-count: -1.0; mso-para-margin-left: 3.45gd;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span></b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">如果发现双方所开条件和要求差距很大,就可以拒绝。具体做法如下:</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 54.2pt; TEXT-INDENT: -18pt; mso-list: l9 level1 lfo8; tab-stops: list 54.2pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">重新报价</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 54.2pt; TEXT-INDENT: -18pt; mso-list: l9 level1 lfo8; tab-stops: list 54.2pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">建议对方撤回原盘,重新考虑一下比较实际的报盘。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 54.2pt; TEXT-INDENT: -18pt; mso-list: l9 level1 lfo8; tab-stops: list 54.2pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">对价格不做变动,但对一些交易条件,如数量、档次、付款条件、交货日期等做一些变动。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 54.2pt; TEXT-INDENT: -18pt; mso-list: l9 level1 lfo8; tab-stops: list 54.2pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">谈判立场始终保持灵活性。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36.2pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">谈判双方在谈判时保持一定的弹性,这正是讨价还价得以进行的基础。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">二、</span><span style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-weight: bold;"><font face="Times New Roman">
                        </font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">要求上下限的标价</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.6pt; TEXT-INDENT: -39.6pt; mso-char-indent-count: -3.3;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">【案例】:一位承包商说“我的收费在</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><font face="Times New Roman">600</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">-</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><font face="Times New Roman">700</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">元之间”,买主认为价格时</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><font face="Times New Roman">600</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">元,卖主则以</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><font face="Times New Roman">700</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">元标价。他们彼此想的就是达成协议的基础。有时买主虽然满怀希望,但仍会预算高些,他的预算可能早定在</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><font face="Times New Roman">700</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">元了,所以最后确定为</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><font face="Times New Roman">690</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">元,买主会高兴的,甚至觉得省了</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><font face="Times New Roman">10</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">元钱,若卖主进一步向买主说明本来价格是</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><font face="Times New Roman">750</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">元,那么买主便会更相信地做成了一笔好买卖,甚至会慷慨而爽快地付出其他额外的费用。</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.6pt; TEXT-INDENT: -39.6pt; mso-char-indent-count: -3.3;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">该案例说明了什么?</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.6pt; TEXT-INDENT: -39.6pt; mso-char-indent-count: -3.3;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-weight: bold;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;; mso-bidi-font-weight: bold;">如果想知道你所购买的产品价格是否公道,最好的办法是参考某个固定的标价。但有时生产程序包含不确切因素,很少有人愿意出一个固定的标价。这时,你应该让每个卖主日出最高和最低的标价,并且写明人工材料费和工作时间的算法,然后再找出各卖主一致忧虑的问题,先和自己达成协议,是要

徐老师 发表于 2006-8-11 18:47:40

<p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: &quot;Times New Roman&quot;;">第八章</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><b><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: 宋体; mso-hansi-font-family: 宋体;">商务谈判的结束</span></b><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">第一节<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>谈判结构的契机<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 30.6pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-hansi-font-family: 宋体;">案例导入:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 30.6pt; TEXT-INDENT: 27pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.25; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">一位法国人,他家有一片小农场,种的是西瓜。他在家里经常有人来电话,要订购他们的西瓜,但每一次都被他拒绝了。有一天,来了一位小男孩,约有二十岁,他说要订购西瓜,被法国主人回绝了,但小男孩却不走,主人做什么,他都跟着走,在主人身边,专谈自己的故事,一直谈了个把小时。主人听完小男孩的故事后,开口说:“说够了吧?那边那个大西瓜给你好了,一个法郎。”“可是,我只有一毛钱。”小男孩说。“一毛钱?”主人听了便指着另一个西瓜说:“那么,给你那边哪个较小的绿色的瓜好吧?”“好吧,我就要那个”小男孩说:“请不要摘下来,我弟弟会来取,两个礼拜以后,他来取货。先生,你知道,我只管采购,我弟负责运输和送货,我们各有各的责任。”<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 30.55pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.91gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">分析:男孩虽然遭到明确无误的拒绝,但谈判并没有结束,男孩通过融洽关系,“只有这些钱”和造成既定事实后追加有利的成交条件的办法,保证了终点目标的实现。此案例的关键点是:卖主明确拒绝后,小男孩却没有收到“最后期限已到”的信息,而且将谈判成功地继续了下去。但是,如果真的存在那个“最后期限”的话,结局恐怕就截然不同了。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><p>&nbsp;</p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 65.9pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 16pt; mso-list: l9 level1 lfo1; tab-stops: list 65.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">一、<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">什么时间结束</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">选择恰当的时机结束谈判,对于谈判的成功有着重要的意义。谈判者对谈判目标不应贪得无厌,应该明确何时快达到临界点,应该立刻停止谈判,倘若不能适时停止,那么任何谈判技巧都没有帮助。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">结束阶段要采取一种平静的会谈心境,对方需要消除顾虑,或许正在准备做出适当的决定,用一种满怀信心的态度,含蓄地暗示生意将会成功,会帮助谈判者度过变化莫测的关键时刻。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">对对方稍加测试,就会发现对方是否准备下决心。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在开始谈判时,就可以确定一个其止时间。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 65.9pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 16pt; mso-list: l9 level1 lfo1; tab-stops: list 65.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">二、<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">对最终意图的观察与表达</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.6pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.77gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">所谓的最终意图,可能是最终的想法。在一个要求速决的场合,最终意图应在你的言行中有所表现,对自己的选择十拿九稳时,应使用短小精悍的语言,给对方的问题以简洁的答复。要是把双臂交叉在胸前,就表明已对谈判破裂作好了准备。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.6pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.77gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">当然,也可以在会议之外试着向对方传递一个非正式的消息,给对方一个你将要提出最后的建议的印象,但在复杂的谈判中只能使用一次。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.6pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.77gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">要观察对方是否有结束洽谈的意图也不难。如果对方在谈判中出现下面任何一种情况,那就是说他已产生成交的意图。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">向你询问交货的时间</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">向你打听新旧产品及有关产品的比价问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">对质量和加工提出具体要求</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">让你把价格说的确切一些</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">5.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">要求将报盘的有效期延续几天</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">6.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">要求实地试用产品</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 83.9pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 16pt; mso-list: l9 level2 lfo1; tab-stops: list 83.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">7.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">提出了某些反对意见</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.6pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.77gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">要想圆满地使洽谈结束,辨认对方的信号是一个重要的先决条件;而后,巧妙地向对方提出一些问题,使可以肯定的购买欲望转化为购买的决定。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 65.9pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 16pt; mso-list: l9 level1 lfo1; tab-stops: list 65.9pt; mso-line-height-rule: exactly;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;"><font face="Times New Roman">三、<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">适时分手</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.6pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 16pt; mso-char-indent-count: 2.0; mso-para-margin-left: 3.77gd; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">在双方签订合同之后,谈判者应该用巧妙的方法祝贺他们做了一笔好生意,知道对方怎样保养产品,重复交易条件的细节和其他一些注意事项,这样做可以防止对定货感到后悔。但是,在此阶段,你就不要再逗留了,不然你会前功尽弃,不得不使谈判再从头开始。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 16pt; TEXT-ALIGN: center; mso-line-height-rule: exactly;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">第二节<span lang="EN-US"><span style="mso-spacerun: yes;">&nbsp; </span></span>结束谈判的技术准备<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-INDENT: -24pt; mso-list: l7 level1 lfo2; tab-stops: list 60.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">对交易条件的最后检索<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 93pt; TEXT-INDENT: -36pt; mso-list: l7 level2 lfo2; tab-stops: list 93.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(一)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">检索的内容<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -18pt; mso-list: l7 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">明确还有哪些问题没有得到解决。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -18pt; mso-list: l7 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对自己期望成交的每项交易条件进行最后的决定,同时,明确自己对各项交易条件准备让步的限度。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -18pt; mso-list: l7 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">决定采取何种结束谈判的战术。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 96pt; TEXT-INDENT: -18pt; mso-list: l7 level3 lfo2; tab-stops: list 96.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">4、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">着手安排交易记录事宜。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 93pt; TEXT-INDENT: -36pt; mso-list: l7 level2 lfo2; tab-stops: list 93.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(二)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">检索的时间<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 5.43gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">安排在一天谈判结束前的休息时间里进行,也可能安排一个正式的会议,并由本单位某个领导主持,这样的回顾和检索会议往往被安排在本企业与对方作最后一轮谈判之前进行。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 93pt; TEXT-INDENT: -36pt; mso-list: l7 level2 lfo2; tab-stops: list 93.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(三)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">检索的形式<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 57pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 5.43gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">这个阶段时谈判者必须做出最后决定的时刻,并且面临着是否达成交易的最后抉择,因此,进行最后的回顾与检索,应当以协议对谈判者的总体价值为根据,对那些本企业没有同意而未解决的问题,予以重新考虑,以权衡时做出相应让步还是失去这笔交易。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-INDENT: -24pt; mso-list: l7 level1 lfo2; tab-stops: list 60.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">确保交易条款的准确无误<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 30.55pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; mso-para-margin-left: 2.91gd;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在交易达成时,双方对彼此同意的条款应有一致的认识,保证协议名副其实,下面所列最容易产生问题的地方:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 93pt; TEXT-INDENT: -36pt; mso-list: l7 level2 lfo2; tab-stops: list 93.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(一)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">价格方面的问题<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">价格是否已经确定,缔约者是否能收回人工和材料价格增长后的成本?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">价格是否包括各种税款或其他法定的费用?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在履行合同期间,如果行市发生了变化,那么成交的产品价格是否也随之变化?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">4.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在对外交易中是否考虑汇率的变化?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">5.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对于合同价格并不包括的项目是否已经明确?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 93pt; TEXT-INDENT: -36pt; mso-list: l7 level2 lfo2; tab-stops: list 93.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(二)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">合同履行方面的问题<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对“履约”是否有明确的解释?是否包括对方对产品的试用?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 93pt; TEXT-INDENT: -36pt; mso-list: l7 level2 lfo2; tab-stops: list 93.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(三)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">合同履行能否分阶段进行?是否已作了明确规定?规格方面的问题<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">是否明确哪些问题运用哪些标准,哪些标准与合同的哪部分有关?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对于在工厂或现场的材料与设备的测试以及他们的公差限度和测试方法,是否作了明确的规定?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 93pt; TEXT-INDENT: -36pt; mso-list: l7 level2 lfo2; tab-stops: list 93.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(四)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">仓储及运输等问题<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谁负责交货到现场?谁负责卸货和仓储?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">一些永久性或临时性的工作由谁来负责安排与处理?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 93pt; TEXT-INDENT: -36pt; mso-list: l7 level2 lfo2; tab-stops: list 93.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(五)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">索赔的处理<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">处理的范围如何<span lang="EN-US">?<p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 117pt; TEXT-INDENT: -18pt; mso-list: l7 level4 lfo2; tab-stops: list 117.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">处理是否排除未来的法律诉讼?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 99pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">这些问题,适用于各种谈判,在谈判双方对某些问题的标准理解不一致的情况下签订订合同,会给双方带来极大的风险。因此,非常重要。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 36pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 华文隶书; mso-hansi-font-family: 宋体;">案例分析:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; mso-para-margin-left: 3.42gd;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><span style="mso-spacerun: yes;">&nbsp;&nbsp;&nbsp; </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">小黄为买一台录像机,跑了几家电器商店,这几家电器店的价格都介于<span lang="EN-US">2800</span>――<span lang="EN-US">3000</span>元之间。为了购买到更便宜一点的录像机,他又询问了几家商店,最后来到了一家门面装饰不凡的电器公司。店员十分客气的同他打了招呼。他询问了录像机的价格,店员拿一张价目表让他看,他所腰的那种型号的录像机价格是<span lang="EN-US">3000</span>元,但店员报价<span lang="EN-US">2800</span>元,小黄觉得应该买,店员随即开写货单,这时从旁边过来另一位店员,看过货单后说价格应该是<span lang="EN-US">3000</span>元而不是<span lang="EN-US">2800</span>元,正在试机的店员立即查看价格表,转身对小黄说:“真对不起,我刚才看错了,将<span lang="EN-US">3000</span>元看成了<span lang="EN-US">2800</span>元”说完,就将购货单上的<span lang="EN-US">2800</span>元改成了<span lang="EN-US">3000</span>元。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 60pt; mso-char-indent-count: 5.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">面对这种情况,你说小黄应该怎么办?<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 60pt; TEXT-INDENT: -24pt; mso-list: l7 level1 lfo2; tab-stops: list 60.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">三、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">谈判的记录方法</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 3.42gd;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">1</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、通读谈判记录或条款以表明双方在各点上均一致同意。通常当谈判设计商业余款及规格时使用。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 3.42gd;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">2</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、每日的谈判记录,由一方在当晚整理就绪。并在第二天作为议事日程的第一个项目宣读,后由双方通过,只有这个记录通过后在继续进行谈判。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 35.9pt; TEXT-INDENT: 12pt; mso-char-indent-count: 1.0; mso-para-margin-left: 3.42gd;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">3</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">、如果只需进行两三天的谈判,则由一方整理谈判记录后,在谈判结束前宣读通过。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="center" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">第三节</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><span style="mso-spacerun: yes;"><font face="Times New Roman">&nbsp; </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: &quot;Times New Roman&quot;;">结束谈判的技巧</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 69pt; TEXT-INDENT: -24pt; mso-list: l4 level2 lfo3; tab-stops: list 69.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体; mso-hansi-font-family: 宋体;"><span style="mso-list: Ignore;">一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">达成交易的七个条件<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(一)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">使对方必须完全了解企业的产品及产品的价值<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(二)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">使对方信赖自己和自己所代表的公司<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(三)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对方必须有成交的欲望<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(四)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">准确把握时机<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(五)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">掌握促成交易的各种因素<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(六)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">不应过早放弃成交努力<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(七)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">为圆满结束作出精心安排<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l11 level1 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">回顾成果,强调一致策略,适时提及双方一致的地方<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l11 level1 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">弥合差异<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">例如:在谈判双方就价格和交易期条款而争执不下的时候,说:“我们一起先侃侃付款条件好吗?”<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l11 level1 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">澄清问题<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">澄清的内容有两种,即谈判形式和谈判过程,前者可以使谈判双方清醒地认识到所谈的内容,找出问题症结所在;后者可以调动起双方的速度感。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l11 level1 lfo4; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">4.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">对谈判低潮的把握<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 69pt; TEXT-INDENT: -24pt; mso-list: l4 level2 lfo3; tab-stops: list 69.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-hansi-font-family: 宋体;">有效的结束技巧</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(一)</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">比较结束法<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l8 level1 lfo5; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">有利的比较结束法。即置对方以很高地位的成交法。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">典型语言:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 123pt; TEXT-INDENT: -36pt; mso-list: l8 level2 lfo5; tab-stops: list 123.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(1)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">这种型号的产品<span lang="EN-US">***</span>厂商已经订货了。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 123pt; TEXT-INDENT: -36pt; mso-list: l8 level2 lfo5; tab-stops: list 123.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(2)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">最发达的厂家刚开始总是购买三部,你们是否也登记订购三部?……<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l8 level1 lfo5; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">不利的比较结束法。根据对方的不幸遭遇而设法成交的方法。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">典型语言:<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 123pt; TEXT-INDENT: -36pt; mso-list: l8 level2 lfo5; tab-stops: list 123.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(1)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">你们推迟一天,就有被竞争者抢先的危险,象<span lang="EN-US">***</span>公司的遭遇一样。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 123pt; TEXT-INDENT: -36pt; mso-list: l8 level2 lfo5; tab-stops: list 123.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">(2)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp; </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">你们知道,<span lang="EN-US">**</span>公司的市场地位一直很稳固,但自从那家新工厂购买了自动生产设备后……<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(二)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">优待结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l10 level1 lfo6; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">让利促使双方签约。当对方对大部分交易条件不很满意,而价格又较高的情况下,谈判人员可以考虑对方压价的要求,让利给对方,如用回扣、减价以及附赠品等方法。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l10 level1 lfo6; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">试用促使对方签约。谈判者可以提议订购一笔少量廉价的样品,或者无偿使用,这是一种十分简单的成交法。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(三)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">利益结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level1 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">突出利益损失,促使对方做出决定。这种方法强调:对方如果不尽早购入他们所需的产品,他们会错过目前这一时期的所有利益<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level1 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">强调产品的好处,促使对方作出决定。业务洽谈时,要把所有的有利因素醒目地写在双方都可以看到的一张大纸上,高度概括有利于成交一切因素,是圆满结束洽谈的一种有效方法。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l3 level1 lfo7; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">满足对方特殊要求,促使对方作出决定。有时后,对方可能用提出希望或提出反对意见的方式来表达他们的特殊要求,这种情况下,如果可以满足对方的特殊要求,则会增加购买的可能性。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(四)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">诱导结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo8; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">诱导对方同意你的看法,最后迫使对方得出结论<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo8; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">诱导对方提出反对意见,从而导致尽快成交。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">训练:学习课本上对话举例(见书<span lang="EN-US">160</span>页)</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(五)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">渐进结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo9; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">分阶段决定<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo9; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">四步骤程序法<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 123pt; TEXT-INDENT: -36pt; mso-list: l2 level2 lfo9; tab-stops: list 123.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">第一、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">尽量总结和强调对方和我看法的一致点<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 123pt; TEXT-INDENT: -36pt; mso-list: l2 level2 lfo9; tab-stops: list 123.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">第二、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">引导对方同意我的观点,从而达到双法看法一致<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 123pt; TEXT-INDENT: -36pt; mso-list: l2 level2 lfo9; tab-stops: list 123.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">第三、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">把所有尚待解决的问题和有争议的问题搁置一边,暂不讨论<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 123pt; TEXT-INDENT: -36pt; mso-list: l2 level2 lfo9; tab-stops: list 123.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">第四、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">与对方一起商定怎样讨论,共同商量怎样阐明一些重大问题<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo9; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">促使双方在重大原则问题上做出决定。高级谈判中,最好把重要的原则问题与细小的枝节问题区别开来。高级人员洽谈简短、实际、集中的原则问题,如果整个商务谈判的内容较为复杂,谈判者最好分两步走。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo9; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">力争让对方做出部分决定。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(六)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">检查性提问结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">在业务洽谈过程中,谈判者有很多机会提出一些带有检查性质的问题,特别是在最后阶段,这样做可以试探出马上签约的可能性。采用这种方法,不仅可以在困境中得到订单,而且还可以排除一切误解,有针对性地解决问题。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(七)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">必然成交结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo10; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">假定性成交。这是自动的成交,假定对方已完全同意,或者对方对几个主要条件印象不错,但又迟疑是否马上做出决定,因此,成交就成了当务之急。这种方法非常灵验。不过,如果对方阻止你,还可使用其他的成交法,不会受到什么损失。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo10; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">自信必然成交。如果你想使对方在合同上签字,那么你必须有这样一种信念:你的产品及交易条件正符合对方的要求。谈判者必须乐观、自信。使用这种方法时注意一点:不要向对方提出一些有损于个人身份和人格的请求。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo10; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">着眼于未来的成交法。诱导对方放眼未来,向对方描述购买和使用产品后的情况,这一方法的特点是:绕国成这一问题去谈成交以后的事情。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(八)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">趁热打铁结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判者必须抓住可以成交的瞬间机会,趁热打铁,避免唠叨太多。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(九)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">歼灭战结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">谈判者将力量集中在说服对方接受某一对他作出决定有重大影响的问题上,随着一两个重要问题的解决,双方即达成交易。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(十)</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">推延决定结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">如果对方不能马上做出决定,而且确实有原因的话,应立即建议对方推迟做出决定,而不应错误地极力说服他马上做出决定和施加某种压力。</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(十一)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">书面确认结束法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 66pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">书面确认是一项非常得力的工具,谈判者或在洽谈期间面交意见书,或在休会期间写确认信,这样做有以下几点好处:</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l5 level1 lfo11; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">1.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">书面形式比口头表述更为准确</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l5 level1 lfo11; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">书面材料有助于思考问题</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l5 level1 lfo11; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">3.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">书面材料可以增加报价的可靠感</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l5 level1 lfo11; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">4.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: &quot;Times New Roman&quot;; mso-hansi-font-family: &quot;Times New Roman&quot;;">书面材料能够影响幕后人</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 102pt; TEXT-INDENT: -36pt; mso-list: l4 level3 lfo3; tab-stops: list 102.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;"><font face="Times New Roman">(十二)<span style="FONT: 7pt &quot;Times New Roman&quot;;">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">结束洽谈的其他策略与方法</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l6 level1 lfo12; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1.</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">从开始就保证终点的目标<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -18pt; mso-list: l6 level1 lfo12; tab-stops: list 84.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: &quot;Times New Roman&quot;;"><span style="mso-list: Ignore;"><font face="Times New Roman">2.</font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;">规定最后期限</span><span lang="EN-US" style="FONT-SIZE: 12pt;"><p></p></span></p>

yzt0579 发表于 2011-10-12 15:17:39

谢谢

xielanlan 发表于 2011-10-31 09:33:39

很好
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