商務(wù)談判的成功秘訣要領(lǐng)

Using effective questioning

　　問一些有建設(shè)性的問題

　　問一些有建設(shè)性的問題是成功協(xié)商議題的基石。這是給了雙方一個(gè)機(jī)會(huì)來表明雙方各自在關(guān)鍵議題上的態(tài)度，例如目標(biāo)及期望。多問一些開放式的問題將可以盡早給予彼此闡述觀點(diǎn)的機(jī)會(huì)。

　　例如，你可以這樣問"What are you hoping to achieve today?

　　Recovering from offending someone

　　克服對(duì)方敵對(duì)意識(shí)

　　談判中往往會(huì)遇到對(duì)方強(qiáng)烈的敵對(duì)意識(shí)，這時(shí)候你必須設(shè)法克服它。通常的.方法是接受對(duì)方的"排斥"，但將之轉(zhuǎn)化為正面的作用。

　　你可以說"If I seemed sharp a few moments ago,be assured that it was only due to my determination to make this work."

　　Showing humility

　　展現(xiàn)親和力

　　談判是雙方溝通的過程，所以必須避免陷于一連串的"I' m right,you' re wrong"的情形。展現(xiàn)親和力尊重那些對(duì)象，千萬不要裝做已有所有答案，請(qǐng)把一些議題的控制權(quán)讓給別人

　　你可以說"That' s more your area of expertise than mine,so I' d like to hear more."

　　Recovering from negotiation breakdown

　　讓談判"起死回生"

　　當(dāng)對(duì)方因憤怒、怨恨或不愿意聆聽而使得雙方關(guān)系瀕臨決裂的時(shí)候，要特別注意具有建設(shè)性的對(duì)談。承認(rèn)錯(cuò)誤并且展現(xiàn)誠意是讓談判起死回生的好辦法。

　　你可以說"What happened last week was unacceptable as it was unintentional.Shall we move on?"In business,skilled negotiation can be the difference between making a million dollar contract and being fired.

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