商務(wù)談判的成功秘訣

Using effective questioning
問(wèn)一些有建設性的問(wèn)題

問(wèn)一些有建設性的問(wèn)題是成功協(xié)商議題的基石。這是給了雙方一個(gè)機會(huì )來(lái)表明雙方各自在關(guān)鍵議題上的態(tài)度，例如目標及期望。多問(wèn)一些開(kāi)放式的問(wèn)題將可以盡早給予彼此闡述觀(guān)點(diǎn)的機會(huì )。

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

Recovering from offending someone
克服對方敵對意識

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

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

Showing humility
展現親和力

談判是雙方溝通的過(guò)程，所以必須避免陷于一連串的."I' m right,you' re wrong"的情形。展現親和力尊重那些對象，千萬(wàn)不要裝做已有所有答案，請把一些議題的控制權讓給別人

你可以說(shuō)"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"

當對方因憤怒、怨恨或不愿意聆聽(tīng)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性的對談。承認錯誤并且展現誠意是讓談判起死回生的好辦法。

你可以說(shuō)"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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