管理溝通與商務(wù)談判的定義-全文預(yù)覽
【正文】 是開宗明義； 二是表明我方通過洽談應(yīng)當(dāng)?shù)玫降睦妫?三是表明我方的基本方場； 四是開場闡述應(yīng)是原則的，而不是具體的； 五是開場闡述的目的是讓對方明白我方的意圖。 可接受的最壞結(jié)果,談判的準備工作,★,優(yōu)勢與不足 談判時間 Part 5 NEGOTIATING,談 判,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,談判的要素和種類 談判策略 談判技巧,Negotiation,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(dāng)事人) ■ 談判客體 (談判的議題及內(nèi)容) ■ 談判目的 ■ 談判結(jié)果,CHECKLIST: Negotiating Objectives,What are our objectives? What outcomes 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 committed to our objectives as a negotiating team? As representatives, how strongly are our constituents behind us? What is the best outcome 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,表5．2 對抗性談判與合作性談判中的談判者比較,★,背景 對方的需要 所期望最佳結(jié)果 我們對對方的優(yōu)勢、劣勢分析 “知己知彼”,談判的準備工作,第二節(jié) 談判策略,一、互利型談判策略 ◆ 精誠所至 ◆ 充分假設(shè) ◆ 潤滑劑策略 ◆ 游刃有余 ◆ 把握契機 二、我方有利型談判策略 ◆ 最后期限法 ◆ 聲東擊西 ◆ 疲勞策略 ◆ 得寸進尺 ◆ 既成事實,三、討價還價策略,投石問路 常用的“石頭”有： (1)如果我們與你們簽訂為期兩年的合同，你們的價格優(yōu)惠是多少? (2)如果我們采取現(xiàn)金支付和采用分期付款的形式
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