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<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: "Times New Roman";">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"> </font></span></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 黑体; mso-bidi-font-size: 12.0pt; mso-ascii-font-family: "Times New Roman";">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: "Times New Roman";">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"> </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: "Times New Roman";">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"> </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: "Times New Roman";">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: "Times New Roman";"><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: "Times New Roman";"><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: "Times New Roman";"><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> </p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体;"><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: "Times New Roman";">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"> </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: "Times New Roman";">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: "Times New Roman";">案例导入</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: "Times New Roman"; mso-hansi-font-family: "Times New Roman";">:</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 "Times New Roman";"> </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 "Times New Roman";"> </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 "Times New Roman";"> </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 "Times New Roman";"> </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 "Times New Roman";"> </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: "Times New Roman"; mso-hansi-font-family: "Times New Roman";">、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: "Times New Roman"; mso-hansi-font-family: "Times New Roman";">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: "Times New Roman";"><span style="mso-list: Ignore;"><font face="Times New Roman">2、<span style="FONT: 7pt "Times New Roman";"> </span></font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: "Times New Roman"; mso-hansi-font-family: "Times New Roman";">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: "Times New Roman"; mso-hansi-font-family: "Times New Roman";">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: "Times New Roman";">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"> </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: "Times New Roman";">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;"> </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"> </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: "Times New Roman"; mso-hansi-font-family: "Times New Roman";">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: "Times New Roman"; mso-hansi-font-family: "Times New Roman";">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: "Times New Roman";"><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 "Times New Roman";"> </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;"> </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;"> </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;"> </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;"> </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 "Times New Roman";"> </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;"> </span></span></span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 黑体; mso-ascii-font-family: "Times New Roman";">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;"> </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: "Times New Roman";">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: "Times New Roman";">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"> </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 黑体; mso-ascii-font-family: "Times New Roman";">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: "Times New Roman";"><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: "Times New Roman";"><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> |
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