商务谈判的成功秘诀_会议谈判

    using effective questioning
    问一些有建设性的问题
    问一些有建设性的问题是成功协商议题的基石。这是给了双方一个机会来表明双方各自在关键议题上的态度,例如目标及期望。多问一些开放式的问题将可以尽早给予彼此阐述观点的机会。
    例如,你可以这样问"what are you hoping to achieve today?
    recovering from offending someone
    克服对方敌对意识
    谈判中往往会遇到对方强烈的敌对意识,这时候你必须设法克服它。通常的方法是接受对方的"排斥",但将之转化为正面的作用。
    你可以说"if i seemed sharp a few moments ago,be assured that it was only due to my determination to make this work."
    showing humility
    展现亲和力
    谈判是双方沟通的过程,所以必须避免陷于一连串的"i’ m right,you’ re wrong"的情形。展现亲和力尊重那些对象,千万不要装做已有所有答案,请把一些议题的控制权让给别人
    你可以说"that’ s more your area of expertise than mine,so i’ d like to hear more."
    recovering from negotiation breakdown
    让谈判"起死回生"
    当对方因愤怒、怨恨或不愿意聆听而使得双方关系濒临决裂的时候,要特别注意具有建设性的对谈。承认错误并且展现诚意是让谈判起死回生的好办法。
    你可以说"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.