商務(wù)談判黃金法則第一條

GoldenRuleOne:InformationisPower-SoGetItMadeby:李培培羅婕曾俊香第1頁，共20頁。ContentsLeadin

GetinformationtosetyourgoalsPracticaltipsandtacticsforgoalsetting

DevelopaninformationbargainingstrategyReevaluateyourgoals第2頁，共20頁。Whywegetinformationtosetgoal?Thefirstthinginanynegotiationisgathersufficientinformationtosetgoals.Figureoutexactlywhatyouwant,defineyourobjectives.Setyourgoalsandtakethetimetodoitatthestart.

第3頁，共20頁。However,whatkindofgoalshouldyouset?Sometimesyourgoalsareclearbutsometimesnot,why?盛田昭夫

MoritaAkio26January1921–3October1999Co-founderof

Sony第4頁，共20頁。Setandprioritizeyourlongtermstrategicandshorttermtacticalgoals.Determineandprioritizeyourcounterpart’sgoals.Evaluatethepoweroftherelationship.Threestrategicframework:第5頁，共20頁。

SetandprioritizeyourlongtermstrategicandshorttermtacticalgoalsDistinguishbetweenstrategicandtacticalgoals.Strategies-longtermgoalsTactics-immediate,detailedmaneuversTosummarize:Itwillhelpyoudetermineatthebeginningwhatsuccesswilllooklikeattheend.第6頁，共20頁。DetermineandPrioritizeYourCounterpart’sGoalsYourabilitytoachieveyourgoalsoftendependsonwhethertheothersidealsocanachieveitsgoals.

($20-BillAuction)Tosummarize:Getintoyourcounterpart’smindandascertainhisorhergoals.Whatdoeshewant?Whatstrategiesandtacticsheusestoaccomplishgoals.Knowthyselfandthecounterpart.第7頁，共20頁。EvaluatethePoweroftheRelationship“Relationshipgoal”impacttheentirestrategy.(Thesaleofthesun)Abigkeytohissuccess:acleargoaltodevelopandstrengthenhislongtermrelationshipwithbusinessandothercommunityleaders.第8頁，共20頁。PracticalTipsandTacticsforGoal-SettingBrainstormtosetyourgoals.Brainstormgeneratesinnovativeoptionsandinsightsaboutyourgoals.Brainstormhelpsyoufocusontheshortandlongterm.Workingcollaborativelytosetgoalshelpscreatemorerealisticexpectation.第9頁，共20頁。SetaggressiveandSpecificGoals-Don’tjust“DoTheBestYouCan”Themoreyouexpect,themoreyouwillget.Thelessyouexpect,thelessyouwillget.Thegoal-settingprocessshouldbeacontinuousexercise.Setspecificgoals第10頁，共20頁。TieYourGoalstoRealisticStandardsFindanobjectivestandardorprecedentthatprovidesafairnessbaselineforyourgoal.Tosummarize:Tieyouraggressivegoaltorealisticstandard.第11頁，共20頁。ExpecttosucceedExpectingsuccessandvisualizingitbeforethenegotiationwillincreaseyourlikelihoodofachievingit.Themorejustifiedyourstandard,theeasieritwillbetoexpectachieveit.Brainstormtocreaterealistic,achievableexpectation.Consciouslyadoptapositiveattitude.

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CommittoitIfyoucommittoachievingyourspecificgoalyouwillbemorelikelytoachieveit.Similarly,ifyoucangetyourcounterpartstocommittowhatyouwanttheywillbemorelikelytofulfillthatcommitment.Oral,writtenandpubliccommitmentmeansthebottomline.

第13頁，共20頁。DevelopanInformation-BargainingStrategy

-WaystoGetandShareInformation

第14頁，共20頁。Findoutfacts,issues,andopinionsUncoverfundamentalinterestsunderlyingpositionsBrainstormoptionsthatmightsatisfyinterestsGetasmuchsubstantiveinformationaspossible第15頁，共20頁。GetasmuchstrategicinformationaspossibleNegotiatewiththerightpersonInvestigateyourcounterpart’sreputationandpasttactics第16頁，共20頁。TopTenInformation-GatheringTacticsLeaveyouregoatthedoorBesincereEstablishtrustListyourinformationneedsDothe“bigshmooze”Askquestions.Askquestions.Askquestions!Usethefunnel–open–toclose–endedquestionsActivelylistenandusethe“powerofsilence”Ask“why”–gettointerests,notpositionsEvaluateandusenonverbals/bodylanguage第17頁，共20頁。PrepareBlockingTechniques:AvoidingThoseToughQuestionsChangethesubjectand/ordelayansweringAnsweradifferentquestionRespondwithyourownquestionDiscountthequestion’srelevance,oraskforclarificationAnsweraspecificquestionbyfocusingonthegeneral,orviceversaRefusetoanswerduetopolicy,tradition,lackofauthority,etc第18頁，共20頁。Thanks!!第