[原创]谈判经验
<h2 style="MARGIN: 13pt 0cm;"><span style="COLOR: red; FONT-FAMILY: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: major-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: major-fareast; mso-hansi-font-family: Cambria; mso-hansi-theme-font: major-latin;">随处都是的谈判</span><span lang="EN-US" style="COLOR: red;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; LINE-HEIGHT: 150%;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">谈判是综合运用一个人的信息和力量，影响人们的惯常行为。生活中随处都是谈判，今晚谁洗碗夫妻之间的谈判，交通违规与交警的谈判，交房租与房东的谈判，埋单与饭店服务员的谈判，谈价格与客户的谈判，论质量与供应商的谈判，发表高见与朋友的谈判，从小就开始与父母的谈判。谈判充斥着我们生活的每一个角落。一个人的谈判能力最终决定了自己对周围的生存环境的影响能力。谈判是我们生活的一堂必修课。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><h2 style="MARGIN: 13pt 0cm;"><span style="COLOR: red; FONT-FAMILY: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: major-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: major-fareast; mso-hansi-font-family: Cambria; mso-hansi-theme-font: major-latin;">分橘子的故事</span><span lang="EN-US" style="COLOR: red;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; LINE-HEIGHT: 150%;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">两个人分一个橘子，谈了半天，最后分成两半，一人一半。谈判结束后，发现一个人想榨橘子汁，另一个人想用橘子皮做蛋糕。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; LINE-HEIGHT: 150%;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">很多人都把这个案例作为谈判的经典案例，而现实世界中这种情况很少，大多数是卖方抬价，买方压价。所以如何在这种抬价压价的谈判中获得更多利益才是我们关注的重点。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><h2 style="MARGIN: 13pt 0cm;"><span style="COLOR: red; FONT-FAMILY: 宋体; mso-ascii-font-family: Cambria; mso-ascii-theme-font: major-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: major-fareast; mso-hansi-font-family: Cambria; mso-hansi-theme-font: major-latin; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">谈判中坚守的原则</span><span style="COLOR: red; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><p></p></span></h2><h3 style="MARGIN: 13pt 0cm;"><font size="5"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">一、要让对方觉得是他赢了</span><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><p></p></span></font></h3><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">买一台电脑，销售价同样的是4000元，卖给两位客户的价格都是3500元，一位一口就答应了，另一位谈了半天才答应。这两个客户的感受完全不同，第一位觉得自己亏了，价格一定还可以降，以后就不想和卖方合作了；另一位客户觉得自己赚了，谈了半天才压下来的价，以后还会合作。<p></p></span></p> <p> </p>[此贴子已经被作者于2008-9-1 21:02:35编辑过] <h3 style="MARGIN: 13pt 0cm;"><font size="5"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">二、一定要索取回报</span><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><p></p></span></font></h3><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">谈判中，对方要求一些利益，己方也必须索取一些利益。如果一味的退让，对方不会觉得你友善，而会觉得你是绵羊。可以常常用“如果”字眼为己方赢取利益，这样也不至于双方心理上的对抗。<p></p></span></p><h3 style="MARGIN: 13pt 0cm;"><font size="5"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">三、让对方首先表态</span><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><p></p></span></font></h3><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">以前很多次谈判都是自己先报了价，结果对方不认可，于是自己再报价，几轮过去了，还不知道对方的报价。在谈判中最重要的4条信息就是己方理想价和最低价，对方的最高价和最低价。己方的信息自己清楚，最重要的是获得对方的最高价和最低价，所以应该让对方先报价格。<p></p></span></p><h3 style="MARGIN: 13pt 0cm;"><font size="5"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">四、一切均可谈判</span><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><p></p></span></font></h3><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">拒绝是谈判的开始，一切都可谈判，只要找到相互间的利益点。<p></p></span></p><h3 style="MARGIN: 13pt 0cm;"><font size="5"><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-spacerun: yes;"><font face="Calibri"> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">五、开出高于预期的条件</span><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><p></p></span></font></h3><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-spacerun: yes;"> </span></span></b><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">理由：<p></p></span></p><p class="MsoListParagraph" align="left" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none; mso-char-indent-count: 0; mso-list: l0 level4 lfo1;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: 宋体; mso-bidi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-list: Ignore;">1.<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">对方可能会直接答应你的条件<p></p></span></p><p class="MsoListParagraph" align="left" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none; mso-char-indent-count: 0; mso-list: l0 level4 lfo1;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: 宋体; mso-bidi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-list: Ignore;">2.<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">可以给你一些谈判空间<p></p></span></p><p class="MsoListParagraph" align="left" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none; mso-char-indent-count: 0; mso-list: l0 level4 lfo1;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: 宋体; mso-bidi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-list: Ignore;">3.<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">会抬高你的产品在对方心目中的价值<p></p></span></p><p class="MsoListParagraph" align="left" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none; mso-char-indent-count: 0; mso-list: l0 level4 lfo1;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: 宋体; mso-bidi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-list: Ignore;">4.<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">可以避免谈判陷入僵局<p></p></span></p><p class="MsoListParagraph" align="left" style="MARGIN: 0cm 0cm 0pt 84pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none; mso-char-indent-count: 0; mso-list: l0 level4 lfo1;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: 宋体; mso-bidi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-list: Ignore;">5.<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">可以让对方在谈判结束时感觉到自己赢了<p></p></span></p><h3 style="MARGIN: 13pt 0cm;"><font size="5"><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-spacerun: yes;"><font face="Calibri"> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">六、<span style="COLOR: black;">钳子策略</span></span><span style="COLOR: black; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><p></p></span></font></h3><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-spacerun: yes;"> </span></span></b><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-spacerun: yes;"> </span>当对方报完第一次价格的时候，告诉对方价格可以更低一些，对方会继续报价，这样在自己没有报价的情况下，对方已经自己降低了价格</span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN; mso-bidi-font-weight: bold;">。<b><span style="mso-spacerun: yes;"> </span><p></p></b></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-bidi-font-family: System; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">反钳子策略：问对方“你到底希望我给你一个怎样的价格呢？”<p></p></span></p> <h3 style="MARGIN: 13pt 0cm;"><font size="5"><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-spacerun: yes;"><font face="Calibri"> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">七、蚕食策略</span><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><p></p></span></font></h3><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN; mso-bidi-font-family: System;">第一次和客户签一个谈了很久的合同，客户提出了很多附加条款，当时心里急着把合同签下来，就同意了。这个过程中客户在不断的蚕食己方的利益。原因主要是自己急于签单，害怕失去订单。<p></p></span></p><p></p><p></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN; mso-bidi-font-family: System;">应对策略：始终要记住谈判是双方的，既然对方同意签合同，失去订单的可能性已经不大，所以对于对方提出的要求完全应该讨价还价。<p></p></span></p><p></p><p></p><h3 style="MARGIN: 13pt 0cm;"><font size="5"><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><span style="mso-spacerun: yes;"><font face="Calibri"> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;">八、随时准备离开</span><span style="mso-font-kerning: 0pt; mso-ansi-language: ZH-CN;"><p></p></span></font></h3><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 23.5pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none; mso-char-indent-count: 1.96;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN; mso-bidi-font-family: System;">这个世界没有任何一笔交易是值得你“不惜一切代价去争取的”。<p></p></span></p><p></p><p></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN; mso-bidi-font-family: System;">让对方相信你可以随时停止谈判。<p></p></span></p><p></p><p></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN; mso-bidi-font-family: System;"><p> </p></span></p><p> </p><p></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN; mso-bidi-font-family: System;"><p> </p></span></p><p> </p><p></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-layout-grid-align: none;"><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: ZH-CN; mso-bidi-font-family: System;">建议阅读书籍 《谈判是什么》、《优势谈判》、《谈判天下》。<p></p></span></p><p></p><p></p> <p><span style="FONT-SIZE: 12pt; COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-font-kerning: 0pt; mso-ansi-language: zh-cn; mso-bidi-font-family: system;"><font color="#bb44bb"><strong>"让对方相信你可以随时停止谈判"</strong> </font><font color="#000000">个人认为谈判就是一场博弈，双方的心理战，都渴望了解对方的底线，无非是想增加一点自己的底气，而这一场双盲的战斗，任何一方沉不住气，先显露出妥协的意思，便大有可能成为输家。而保持高姿态的一方，那可有可无的气势，在谈判之初，就已经胜了一半。当然这里所说的“高姿态”并非是指没有诚意，而是在让对方感到你诚意十足的基础上的不可妥协。</font></span></p> “个人认为谈判就是一场博弈，双方的心理战，都渴望了解对方的底线，无非是想增加一点自己的底气，而这一场双盲的战斗，任何一方沉不住气，先显露出妥协的意思，便大有可能成为输家。”我 觉得 这个讲得很好，在很多谈判场合或需要完成的事情，对战时都应用到心理战术，谁撑到最后谁就是赢家，当然其中有着过硬的心里素质，和谈判技术是至关重要的。 要有案例就更棒了 <p>举例很好</p> bucuo <p>楼主 有没有实例呢</p>
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