ppt經(jīng)典模板-文庫(kù)吧
2025-07-20 09:47 本頁(yè)面
【正文】 and restrains the ability to explore creatively. ? Fifth, what style should be used to negotiate? ? If a quick deal strategy is adopted, the need is to move quickly and the style should be to our advantage. If the strategy is to hold back, then the option is to either be creativeoriented or advantageoriented. Then the choice should depend on the negotiator. Each negotiator has their own strengths, and it is desirable that they should negotiate in a style which reflects those strengths. If they try to adopt a foreign style, they will only expose weakness and it is unlikely they will get a good deal. ? Finally, every deal will have special problems and opportunities. A team is needed to operate in a style suitable for the strategic situation, including strengths and the character of other party’s team. Negotiating Strategies ? To acplish the aims in negotiation, the inexperienced negotiator’s strategy will be limited to a few simple and obvious devices. The expert negotiator, however will employ a variety of means to acplish his objectives. These means will involve “when” strategy or “how and where” strategy. “When” strategy ? “When” strategy essentially involves a proper sense of timing. It is easier to use in a negotiation when a new element enters the picture rather than when all elements are static. But properly applied, it can change a static situation into a dynamic one. It can be separated into the following: forbearance, surprise, fait acpli, bland withdrawal, apparent withdrawal, reversal, limits, and feinting. “How and where ” strategy ? “How and where strategy ” involves the method of application and the area of application. Often it is advantageous to use two or more strategic approaches in the same negotiation. The more familiar one bees with various strategic techniques, the better the chance of success in negotiating. ? Some of the principle forms of “how and where” strategy are participation, crossroads, blanketing, salami, agency, and shifting levels. Dealing with difficult people and difficult situations ? It is said that 90% of negotiating stress is a result of dealing with the 4% of the population that one finds to be difficult. These are the people whom one can get emotionally hooked. Often it seems that the harder one tries to free themselves from these situations, the more involved one bees. All of this requires a great deal of selfcontrol. Developing selfcontrol ? The first thing one needs to do in dealing with a difficult person is not to control that person’s behavior but to control one’s own. To develop better selfcontrol, first define the term. Several expert negotiators have defined selfcontrol as the ability to do the following: ? Keep your emotions in check and not let them override or interfere with judgment。 ? Not personalize the situation or the behavior of the other party, which includes realizing that their behavior is not a personal attack on you personally。 ? Make rational decisions to behave in a
環(huán)評(píng)公示相關(guān)推薦
鄂ICP備17016276號(hào)-1