管理溝通與商務談判的定義(編輯修改稿)
2024-11-20 04:21 本頁面
【文章內(nèi)容簡介】 巧）,談判技巧,CHECKLIST: key points about negotiating,Negotiating is about power and influence, and agreeing on issues which generate conflict between the parties. It does not have to be a win/lose situation. Try to work towards a win/win situation. Both parties have to live with the agreements made and with each other afterwards. Structure the negotiation to satisfy both parties. Effective negotiation needs careful preparation. You need to plan and identify best outcomes。 what settlements are realistic. Your strategy should be flexible, to allow you to initiate or build on creative options which may appear. The outcome of most negotiations depends to a large extent on the relative power of the partners involved. Try to build your bargaining power before the negotiation starts.,CHECKLIST: key points about negotiating,Bargaining power may vary across the issues being negotiated. Development and use of negotiating skills can have major effects on the outcome. Creating rapport and a collaborative climate at the beginning helps you move towards a positive outcome. Look first for areas of agreement between the partiesthere may be more than you realize. Consider the other party39。s point of view first. Identify the objectives of the individual negotiators (what are their hidden agendas?) and try to match them with your search towards satisfactory agreements. Check that everyone knows what has been agreed, and who does what, and when, afterwards. Review your performance and identify what you need to do better next time (both task and process).,★ 談判人員的傾聽藝術（多聽 ，善聽 ，恭聽）,Case12： 美國人和日本人 有一次，日本一家公司與美國一家公司進行一場許可證貿(mào)易談判。談判伊始，美方代表便滔滔不絕地向日方介紹情況，而日方代表則一言不發(fā)，認真傾聽，埋頭記錄。當美方代表講完后，征求日方代表的意見，日方
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