你对谈判中的技巧了解多少? - 常见问题

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你对谈判中的技巧了解多少?

点击次数:    发布时间:2018-08-29
1、充分准备
1, adequate preparation
谈判前,要对对方情况作充分的调查了解,分析他们的强弱项,分析哪些问题是可以谈的,哪些问题是没有商量的余地的;还要分析对于对方来说,什么问题是重要的,以及这笔生意对于双方重要到什么程度等等。同时也要分析我们的情况。假设我们将与一位当地的代理商谈代理协议的问题,首先我们就应当自问以下问题:
Before negotiation, we should make a full investigation of each other's situation, analyze their strengths and weaknesses, analyze which issues can be discussed and which issues are not negotiable; and analyze what issues are important to each other and how important the business is to both sides. At the same time, we should also analyze our situation. Suppose we are going to discuss the agency agreement with a local agent, we should ask ourselves the following questions first:
——要谈的主要问题是什么?
What are the main issues to talk about?
——那些问题是原则的问题?
What are the principles?
——应该先谈什么?
What should we talk about first?
——我们了解对方那些问题?
Do we understand each other's problems?
——要向对方提出那些要求证明他的能力?
What are the requirements to prove his ability to the other side?
——双方的强项和弱项在哪里?
Where are the strengths and weaknesses of the two sides?
——对方可能反对那些问题?
What opponents may oppose those problems?
——在哪些方面我们可让步?我们希望对方做哪些工作?
Where can we compromise? What kind of work do we want the other party to do?
——对方会有那些需求?他们的谈判战略会是怎样的?
What are the needs of the other side? What will be their negotiating strategy?
回答这些问题后,我们应该列出一份问题单,要问的问题都要事先想好,否则谈判的效果就会大打折扣。有时候可以采用模拟演习的办法来准备,就是将各种可能发生的状况,预先模拟,以免实际谈判中遭遇人荒马乱,难以主控战局。在了解优、劣后,就要想各种可能发生的状况,预作策划行动方案,小至谈判座位的摆放都要详加模拟。
After answering these questions, we should draw up a list of questions to be asked in advance, otherwise the effect of the negotiations will be greatly reduced. Sometimes simulation exercises can be used to prepare, that is, to pre-simulate all possible situations, in order to avoid actual negotiations encounter unrest, difficult to control the war situation. After understanding the pros and cons, it is necessary to think of all possible scenarios, pre-planned action plans, as small as the placement of negotiating seats to be detailed simulation.
2、换位思考
2, transposition thinking
有时站在对方的角度看问题,可以比较容易明白对方的观点,进而谈判对方所能坚持的底线。在把握何时需要适当放弃自己的立场时十分有效。
Sometimes standing in the other side's point of view, it is easier to understand the other side's point of view, and then negotiate the other side can adhere to the bottom line. It is very effective when we need to give up our position properly.
3、突出优势
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3, highlight advantages
对对方立场、观点都有初步的认知后,再将自己在此次谈判事项中所占有的优、劣势及对方的优、劣势,进行严密周详的列举,尤其要将己方优势,不管大小新旧,应全盘列出,以作为谈判人员的谈判筹码。而己方劣势,当然也要注意,以免陷入被动。
After having a preliminary understanding of each other's position and viewpoints, we should enumerate the advantages and disadvantages of each other and the advantages and disadvantages of each other in this negotiation, especially the advantages and disadvantages of our own side, whether big or small, new or old, which should be listed as the bargaining chips of the negotiators. Of course, we must pay attention to our disadvantage, so as not to be passive.
4、全面了解对手的特点
4, a comprehensive understanding of the opponent's characteristics
了解对方的可能策略及谈判对手的个性特质,对谈判的圆满完成将有莫大的助益。如果谈判对手喜欢打球,不妨在会谈前寒暄,着意提及,将对方的戒备敌意先行缓和,若有时间,更可邀请一起进行运动,以培养宽松的谈判气氛。须知在这时,球场就是另一张谈判桌,有助谈判达成。
Understanding the possible strategies of the other side and the personality of the negotiating opponent will be of great help to the successful completion of the negotiation. If the opponent likes to play, it is better to greet him or her before the talks, mentioning that the hostility of the other side should be eased first, and if there is time, we can invite them to play sports together to foster a relaxed atmosphere of negotiation. At this time, the stadium is another negotiating table, which helps negotiate.
5、时刻保持灵活性
5, maintain flexibility at all times.
谈判的条件和环境有时是时刻变化的,双方的优劣势也时刻发生变化。所以自己的立场也不是一成不变的,在谈判中要有敏锐的观察力,时刻注意调整自己的策略,做到进退有度,收放自如。
The conditions and circumstances of negotiation are always changing, and the pros and cons of the two sides are changing all the time. Therefore, their position is not invariable, in the negotiations should have keen observation, always pay attention to adjusting their strategies, to achieve a degree of progress and ease of retreat.