企業(yè)管理溝通談判課件-wenkub
2023-03-04 17:24:17 本頁面
【正文】 ； (6)在準備讓步時 ， 盡量讓對方先提條件 ， 先隱蔽自己的觀點與想法； (7)讓步的目標 ， 必須反復明確； (8)在接受對方讓步時應心安理得。 所期望最佳結果 對方的需要 眼光擺在利益上，而非立場上 對對手提供 的 資料采取審慎的態(tài)度 堅持立場 不信任談判對手 Part 5 NEGOTIATING Negotiating means taking action in order to achieve a situation acceptable to both parties. A negotiation is a meeting between two parties, and the objective is to reach an agreement over issues which: are important in both parties’ views may involve conflict between the parties need both parties to work together to achieve their objective ★ 管理者的世界是張談判桌 ★ 談判動力：需要和需要的滿足 談判的要素和種類 談判策略 談判技巧 第一節(jié) 談判的要素和種類 一、談判活動的基本要素 ■ 談判主體 (參與談判的當事人 ) ■ 談判客體 (談判的議題及內容 ) ■ 談判目的 ■ 談判結果 CHECKLIST: Negotiating Objectives What are our objectives? What outes do we want? Are our objectives specific, timed, and measurable? Do we have a fallback position? If we were in their shoes, what would our position be? Do we know their objectives? If not, how can we find out? What demands are they likely to make? What concessions are we likely to have to give? Do they know our objectives? Our fallback position? How much room for manoeuvre is there between our two positions? How strongly are we mitted to our objectives as a negotiating team? As representatives, how strongly are our constituents behind us? What is the best oute we can realistically hope for? The worst we would be prepared to settle for? 二、談判的種類 ■ 對抗性談判 (“零和”談判，競爭性談判 ) ■ 合作性談判 (“雙贏”談判 ) 表 5． 1 對抗性談判與合作性談判比較 對抗性談判 合作性談判 預期的目標 短期，雙方目標不相協(xié)調都在競取眼下的實利，無視長期關系的發(fā)展 長期，同時強調眼下實利和長期合作關系 對對方的觀感 不信任，懷疑，相互提防 開誠布公，傾向于相信對方 談判的導向 強調己方的要求和談判的實力地位，無視對方的關系，甚至利用這種關系達到眼前的成果 設法滿足對方的要求，認為這樣對達到自己的目標更有利，努力增進至少不損害雙方的關系 讓步妥協(xié)的做法 讓步越少越小越好 如果必須的話，愿意妥協(xié)讓步，
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