十大談判技巧

-精選公文范文-十大談判技巧 篇一：談判技巧的十大黃金定律 談判技巧的十大黃金定律 無論你的談判對手是NBA球隊老板、房地產(chǎn)經(jīng)紀(jì)人、汽車銷售商、保險經(jīng)紀(jì)人，還是家人、朋友、生意伙伴、上司，你都能通過優(yōu)勢談判技巧成功地贏得談判，并且贏得他們的好感。當(dāng)今社會，人們需要不斷地學(xué)習(xí)提高自己的每一項能力以迎接各種挑戰(zhàn)，而在諸多項能力中，談判尤為重要。談判在我們的現(xiàn)實生活中可以說是無時不有、無處不在，不管喜歡與否，你都是局中人。 作為社會中的一個個體，你難免和別人發(fā)生分歧，比如家人、同事、上司等。如何處理同他人以及社會其他組織之間的關(guān)系甚至是沖突，不僅決定你是否能夠摘取成功的桂冠，而且還決定著你能否過上充實、愜意的生活。甚至，國家之間，領(lǐng)土糾紛，環(huán)境問題解決，需要外交談判；黨派之間，解決分歧，需要政治談判；企業(yè)之間，經(jīng)濟(jì)外來，需要商務(wù)談判；生活之中，朋友之間，需要溝通談判；男女朋友之間，初次約會，需要心理談判。我們感覺不到，但是談判無處不在。 談判，由“談”和“判”兩個字組成，“談”是指雙方或多方之間的溝通和交流，“判”就是決定一件事情。著名企管專家譚小芳老師表示，談判需要你同時具備高級領(lǐng)導(dǎo)人的溝通力與決策力，絕非一件容易的事情。一般人都認(rèn)為談判很簡單啊，談判嘛，簽約嘛，很瀟灑的；這個就如同明星開餐廳，看人家開餐廳賺錢就覺得很簡單嘛，請個廚子、請個waiter，擺幾個餐盤，就ok了，結(jié)果統(tǒng)統(tǒng)倒閉?？梢姡鄹呤值鸵坏?，談判也是一樣。 談判是一個通過協(xié)商解決問題的溝通過程，只要想從其他人手上得到一些東西，或者其他人想從我們手中得到某些東西，就是談判，所以說人人都是談判者。有的人說：企業(yè)如果大到一定程度，比如：壟斷企業(yè)就不用談判，國電（國家電網(wǎng)）、國油（中石油、中石化、中海油）、國糧（中糧）、國礦（五礦等）、國鐵（首鋼、鞍鋼等）、國信（電信、移動、聯(lián)通、鐵通等）等等等，面對國際大集團(tuán)，同樣要談判。 孫子謀攻篇中說：“知己知彼，百戰(zhàn)不殆；不知彼而知己，一勝一負(fù)；不知彼，不知己，每戰(zhàn)必殆”。美國之所以厲害，是因為他們在天上安了很多萬里眼衛(wèi)星，所以才能做到精確打擊，做到了真正意義上的知彼。那么，我們的談判人員呢？如何做才可以知己知彼呢？談判廣泛應(yīng)用于政治，經(jīng)濟(jì)，軍事，外交，科技等各個領(lǐng)域，商務(wù)談判在某種程度上是雙方談判人員的實力較量，談判的成效如何，很多時候在談判之前就已經(jīng)看出了勝負(fù)為什么？掌握信息的多寡在談判前就已經(jīng)決定了勝負(fù)。 眾所周知，談判力的表現(xiàn)不是你能夠滔滔不絕的說話，而是你能夠抓住要點，首先滿足客戶的需求，在滿足自己的需求，在雙方都有異議時，就看你平時掌握了客戶多少信息，那么，你掌握的信息越多，你的主動權(quán)就有可能更好的運用。談判力的目的是達(dá)到雙贏，達(dá)到互惠互利。掌握信息，了解對方很多時候也取決于談判人員的專業(yè)知識和心理的素質(zhì)的綜合表現(xiàn)。由于商務(wù)談判所涉及的因素廣泛而又復(fù)雜，因此，作為專業(yè)談判人員，如：國際貿(mào)易、商法、市場營銷、金融學(xué)、心理學(xué)、經(jīng)濟(jì)學(xué)、財務(wù)學(xué)等以及與談判項目相關(guān)的工程技術(shù)等方面的知識，較為全面的知識結(jié)構(gòu)有助于構(gòu)筑談判者的自信與成功的背景。 就拿招商談?wù)勁衼碚f，只有了解了對方的意圖、目的、策略，我方才能對癥下藥，相應(yīng)地制定我方的對策，進(jìn)而使我方在整個招商洽談中處于較為有利的地位，并使招商獲得成功。這就要求招商談判人員在招商洽談前或洽談中解決好這個問題。要做好這個工作，著名企管專家譚小芳老師建議你可采用以下十種方法進(jìn)行調(diào)查了解。 1要有感染力：通過你的舉止來表現(xiàn)你的信心和決心。這能夠提升你的可信度，讓對手有理由接受你的建議。 2起點高：最初提出的要求要高一些，給自己留出回旋的余地。在經(jīng)過讓步之后，你所處的地位一定比低起點要好得多。 3不要動搖：確定一個立場之后就要明確表示不會再讓步。 4權(quán)力有限：要誠心誠意地參與談判，當(dāng)必須敲定某項規(guī)則時，可以說你還需要得到上司的批準(zhǔn)。 5各個擊破：如果你正和一群對手進(jìn)行談判，設(shè)法說服其中一個對手接受你的建議。此人會幫助你說服其他人。6中斷談判或贏得時間：在一定的時間內(nèi)中止談判。當(dāng)情況好轉(zhuǎn)之后再回來重新談判。這段時間可以很短牗出去想一想牘，也可以很長牗離開這座城市牘。 7面無表情，沉著應(yīng)對：不要用有感情色彩的詞匯回答你的對 手。不要回應(yīng)對方的壓力，坐在那里聽著，臉上不要有任何表情。 8耐心：如果時間掌握在你手里，你就可以延長談判時間，提高勝算。你的對手時間越少，接受你的條件的壓力就越大。 9縮小分歧：建議在兩種立場中找到一個折衷點，一般來說，最先提出這一建議的人，在讓步過程中的損失最小。 10當(dāng)一回老練的大律師：在反駁對方提議的時候不妨這樣說：“在我們接受或者否決這項建議之前，讓我們看看如果采納了另外一方的建議會有哪些負(fù)面效果。”這樣做可以在不直接否定對手建議的情況下，讓對方意識到自己的提議是經(jīng)不起推敲的 總之，談判人員必須博學(xué)多才，掌握一定的談判技能。將彼此雙方的利益置于首位，努力實現(xiàn)雙贏。具備了這些素質(zhì)和能力，你也能成為談判高手，就可以在談判場上盡情馳騁了！篇二：10大談判技巧 10 Techniques for Better Negotiation By Sloan Brothers with Daniel Kehrer - Related Articles in: Getting Started Legal ADVERTISEMENT Startup entrepreneurs are not always the best negotiators. They step into the shoes of a business owner for the first time and find to their surprise that nearly everything involves negotiation of some kind, and they may not always have those negotiation techniques down. Starting a business requires, quite literally, hundreds of negotiations. Some are small, like securing the best price on printing your letterhead and business cards. Others are far bigger deals that can make or break your startup business from the get-go. Sometimes you are thebuyer; other times the seller. Either way, the skills you need to be a good negotiator are the same. For some small business owners, it comes naturally. Theyre the ones who started negotiating an allowance and extra TV time with their parents at age four. For most of us, however, it comes through effort and experience. Rarely is it something you learned as part of a formal education. Here are ten tactics that can make you a better, more confident negotiator on behalf of your small business: Ten Negotiation Techniques: 1. Prepare, prepare, prepare. Enter a negotiation without proper preparation and youve already lost. Start with yourself. Make sure you are clear on what you really want out of the arrangement. Research the other side to better understand their needs as well as their strengths and weaknesses. Enlist help from experts, such as an accountant, attorney or tech guru. 準(zhǔn)備，準(zhǔn)備，準(zhǔn)備。無準(zhǔn)備之戰(zhàn)必敗。先從自身準(zhǔn)備開始。明確你談判的目標(biāo)。研究對方的需要，以及他么的優(yōu)勢和劣勢。尋求專家的幫助，例如，會計師，律師以及技術(shù)專家。 2. Pay attention to timing. Timing is important in any negotiation. Sure, you must know what to ask for. But be sensitive to when you ask for it. There are times to press ahead, and times to wait. When you are looking your best is the time to press for what you want. But beware of pushing too hard and poisoning any long-term relationship. 關(guān)注時間。在任何談判中，時間都是至關(guān)重要的。當(dāng)然，你必須明確自己要問什 么。并把握好問的時機(jī)。有時要提前發(fā)難，有時又要敬侯佳機(jī)。當(dāng)你尋求 3. Leave behind your ego. The best negotiators either dont care or dont show they care about who gets credit for a successful deal. Their talent is in making the other side feel like the final agreement was all their idea. 忘記利己主義。 4. Ramp up your listening skills. The best negotiators are often quiet listeners who patiently let others have the floor while they make their case. They never interrupt. Encourage the other side to talk first. That helps set up one of negotiations oldest maxims: Whoever mentions numbers first, loses. While thats not always true, its generally better to sit tight and let the other side go first. Even if they dont mention numbers, it gives you a chance to ask what they are thinking. 5. If you dont ask, you dont get. Another tenet of negotiating is “Go high, or go home.” As part of your preparation, define your highest justifiable price. As long as you can argue convincingly, dont be afraid to aim high. But no ultimatums, please. Take-it-or-leave-it offers are usually out of place. 6. Anticipate compromise. You should expect to make concessions and plan what they might be. Of course, the other side is thinking the same, so never take their first offer. Even if its better than youd hoped for, practice your best look of disappointment and politely decline. You never know what else you can get. 7. Offer and expect commitment. The glue that keeps deals from uaveling is an unshakable commitment to deliver. You should offer this comfort level to others. Likewise, avoid deals where the other side does not demonstrate commitment. 8. Dont absorb their problems. In most negotiations, you will hear all of the other sides problems and reasons they cant give you what you want. They want their problems to become yours, but dont let them. Instead, deal with each as they come up and try to solve them. If their “budget” is too low, for example, maybe there are other places that money could come from. 9. Stick to your principles. As an individual and a business owner, you likely have a set of guiding principles values that you just wont compromise. If you find negotiations crossing those boundaries, it might be a deal you can live without. 10. Close with confirmation. At the close of any meeting even if no final deal is struck recap the points covered and any areas of agreement. Make sure everyone confirms. Follow-up with appropriate letters or emails. Do not leave behind loose ends. Our Bottom Line: When it comes to entrepreneurial talents that spell success in the world of startups, the ability to negotiate well is one of the most vital attributes you can possess. Take care to develop this skill. Some people think they are good negotiators, but in reality are not. From bringing in good people, to arranging financing or nailing that first big deal, sound negotiating techniques will be essential. ? 2005 BizBest Media Corp. Related Items Affiliate Marketing 101: Understanding the Basics Affiliate marketing can help your e-commerce business grow sales rapidly, by getting others to drive the traffic you need. The absolute number one best business to start Full service car wash. You see, you probably thought Id wimp out and not really name one. I mean come on, how can you pick just one business.Sales Training Tips: Avoiding Common Sales Problems As part of our sales training efforts, we offer up several tips on avoiding some common sales problems you might encounter, with sales techniques to overcome these difficulties. Developing a Sales Lead List Everybody knows how important customers are to having a successful business. But not everybody knows how to actually find them. 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