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商务谈判成功四大秘诀
更新:2011-07-26 17:48 作者:jessica 来源:未知 点击:1 次  

  问一些有建设性的问题
  问一些有建设性的问题是成功协商议题的基石。这是给了双方一个机会来表明双方各自在关键议题上的态度,例如目标及期望。多问一些开放式的问题将可以尽早给予彼此阐述观点的机会。例如,你可以这样问"What are you hoping to achieve today?"
  Recovering from offending someone
  克服对方敌对意识
  谈判中往往会遇到对方强烈的敌对意识,这时候你必须设法克服它。通常的方法是接受对方的“排斥”,但将之转化为正面的作用。你可以说"If I seemed sharp a fewmomentsago,be assured that it was only due to my

determination to make thiswork."Showing humility
  展现亲和力
  谈判是双方沟通的过程,所以必须避免陷于一连串的"I’ m right,you’ re wrong"的情形。展现亲和力尊重那些对象,千万不要装做已有所有答案,请把一些议题的控制权让给别人你可以说"That’ s more your area of expertise than mine,so I’ d like to hear more."
  Recovering from negotiation breakdown
  让谈判“起死回生”
  当对方因愤怒、怨恨或不愿意聆听而使得双方关系濒临决裂的时候,要特别注意à回具有建设性的对谈。承认错误并且展现诚意是让谈判起死回生的好办法。你可以说"What happened last week was unacceptable as it was unintentional.Shall we

move on?"In business,skilled negotiation can be the difference between making

a million dollar contract and being fired.Here are some effective pointers to

help you come out on top in the negotiation process.

 

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