采购谈判技巧小结
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<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">1、注意倾听关注对方的需求，谈判是利益交换而</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">不是零和博弈。 </SPAN></DIV>
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<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">有一个妈妈把一个橙子给了邻居的两个孩子。这两个孩子便讨论起来如何分这个橙子。两个人吵来吵去，最终达成了一致意见，由一个孩子负责切橙子，而另一个孩子选橙子。结果，这两个孩子按照商定的办法各自取得了一半橙子，高高兴兴地拿回家去了。</SPAN></DIV>
<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"></SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> 第一个孩子把半个橙子拿到家，把皮剥掉扔进了垃圾桶，把果肉放到果汁机上打果汁喝。另一个孩子回到家把果肉挖掉扔进了垃圾桶，把橙子皮留下来磨碎了，混在面粉里烤蛋糕吃。</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> <BR></SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> 从上面的情形，我们可以看出，虽然两个孩子各自拿到了看似公平的一半，然而，他们各自得到的东西却为物尽其用。这说明，他们在事先并未做好沟通，也就是两个孩子并没有申明各自利益所在。没有事先申明价值导致了双方盲目追求形式上和立场上的公平，结果，</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">双方各自的利益并未在谈判中达到最大化。</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"><BR></SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> 如果我们试想，两个孩子充分交流各自所需，或许会有多个方案和情况出现。可能的一种情况，就是遵循上述情形，两个孩子想办法将皮和果肉分开，一个拿到果肉去喝汁，另一个拿皮去做烤蛋糕。然而，也可能经过沟通后是另外的情况，恰恰有一个孩子即想要皮做蛋</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">糕，又想喝橙子汁。这时，如何能创造价值就非常重要了。</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"><BR></SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> 结果，想要整个橙子的孩子提议可以将其他的问题拿出来一块谈。他说：</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">如果把这个橙子全给我，你上次欠我的棒棒糖就不用还了</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">。其实，他的牙齿被蛀得一塌糊涂，父母上星期就不让他吃糖了。<BR></SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> 另一个孩子想了一想，很快就答应了。他刚刚从父母那儿要了五块钱，准备买糖还债。这次他可以用这五块钱去打游戏，才不在乎这酸溜溜的橙子汁呢。<BR></SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> 两个孩子的谈判思考过程实际上就是不断沟通，创造价值的过程。双方都在寻求对自己最大利益的方案的同时，也满足对方的最大利益的需要。<BR></DIV></SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">
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<DIV style="mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="COLOR: #ff0000"><STRONG><SPAN style="FONT-SIZE: 12pt; COLOR: #ff0000; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> 好的谈判者并不是一味固守立场，追求寸步不让，而是要与对方充分交流，从双方的最大利益出发，创造各种解决方案，用相对较</SPAN><SPAN style="FONT-SIZE: 12pt; COLOR: #ff0000; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">小的让步来换得最大的利益，而对方也是遵循相同的原则来取得交换条件。在满足双方最大利益的基础上，如果还存在达成协议的</SPAN><SPAN style="FONT-SIZE: 12pt; COLOR: #ff0000; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">障碍，那么就不妨站在对方的立场上，替对方着想，帮助扫清达成协议的一切障碍。这样，最终的协议是不难达成的。 </SPAN></STRONG></SPAN></DIV>
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<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">2、做好充分的准备工作，特别是实力分析工作，</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">可在脑海中模拟谈判过程。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 20pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"><SPAN style="mso-spacerun: yes"> </SPAN></SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">谈判不是口才的较量，应该是智慧以及思维的较量，其中还有大量的信息准备，一个卓越的谈判高手首先致力于实力分析。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"><SPAN style="mso-spacerun: yes"> </SPAN></SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">——</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">菲利普</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"> </SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">•</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN"> 罗杰斯<SPAN style="mso-spacerun: yes"> </SPAN>哈佛大学教授 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">3、不同的谈判对象采取不同的谈判姿态与谈判策</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">略，看人下菜。 </SPAN></DIV>
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<DIV style="mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">——</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">驴：这种人对何者为可能懵然无知。其特点是：不动脑筋，轻率反应，明知不对顽</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">固坚持，或是死抱着不切实际的所谓</SPAN><SPAN style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">原则</SPAN><SPAN style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">不放。 以无知作主导，谈判时必然干蠢</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">事。 </SPAN></DIV>
<DIV style="mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> </SPAN><SPAN lang=EN-US style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">——</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">羊：这种人对任何东西都能接受，总是听人摆布来做抉择。这像不像羊入屠宰</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">场时的模样</SPAN><SPAN lang=EN-US style="mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">?</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">他们行事无主见，任人左右，缺乏为自身利益而斗争的意识，往往事事屈</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">从，惟恐得罪了对方，甚至对方不高兴他也要怕。 </SPAN></DIV>
<DIV style="mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> </SPAN><SPAN lang=EN-US style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">——</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">狐：这种人能洞察谈判的发展，不择手段地攫取想要的东西。狐狸的成功纯粹</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">靠耍阴谋诡计</SPAN><SPAN lang=EN-US style="mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">(</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">在苏格兰，人们称此种行为为</SPAN><SPAN style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN lang=EN-US style="mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">Sleekit</SPAN><SPAN lang=EN-US style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">”</SPAN><SPAN lang=EN-US style="mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">)</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">。他们诱使旁人钻入圈套，只要能</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">达目的就无所不用其极。它最善于抓住</SPAN><SPAN style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">羊</SPAN><SPAN style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">的弱点肆行压榨，对行事如</SPAN><SPAN style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">驴</SPAN><SPAN style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">者，更不在话</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">下了。行如其人，总之是不正派</SPAN><SPAN lang=EN-US style="mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">! </SPAN></DIV>
<DIV style="mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> </SPAN><SPAN lang=EN-US style="FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">——</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">枭：这种人在谈判中具有长远眼光，重在建立真诚的关系，以求取得想要得到</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">的东西。他们面对威胁与机遇都能处变不惊，从容应付，以自己的言行赢得对方的尊敬。</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">但，谈判者应警惕：谨防冒充为枭的狐。 </SPAN></DIV>
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<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"></SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">4、设定谈判目标，准备替代方案 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> 目标：</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">最佳目标、可接受目标，最低目标 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"><SPAN style="mso-spacerun: yes"> </SPAN>替代方案：尽可能减少谈判破裂对自己带来的伤害。把压力转给对方。 </SPAN></DIV>
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<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">5、注意谈判时间与谈判场所的运用，尽可能在谈</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">判阵容上强过对手，可采取黑白脸战术。 </SPAN></DIV>
<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"></SPAN></DIV>
<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">6、威胁与利诱：大棒与胡萝卜战术</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"> </SPAN></DIV>
<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">7、心态方面自信而不张狂，抛弃以下心理误区： </SPAN></DIV>
<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">有私人感情掺杂、同情对方、不要难为情。</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"> </SPAN></DIV>
<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">8、做个好的渔翁：让供应商去竞争，打破他们之</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">间的某些默契。同行是冤家！ </SPAN></DIV>
<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">9、永远把自已作为某人的下级，而认为销售人员</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">始终有一个上级，他总可能提供更低价格。</SPAN></DIV>
<DIV class=O style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1" v:shape="_x0000_s1026"><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">
<DIV class=O v:shape="_x0000_s1026">
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">10、成本分析法运用。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"></SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">11、高抛低就，百试不爽。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"></SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">12、谈判要灵活，用迂回战术，关注利益而非立</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">场。</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"> </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">13、供应商主动求你的时候，他肯定带来了某些</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">他可以放弃的利益。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">14、充分利用论据，那会使你更有说服力，更容</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">易被对手信服，即使论据可能是假的。</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> </SPAN></DIV>
<DIV style="mso-line-spacing: '100 50 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1">
<DIV class=O v:shape="_x0000_s1026">
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">15、尽量为对方基层业务人员洗脑！削弱对方的</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">谈判意志。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"></SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">16、气氛控制，要僵而不破，拖着对方知道他们</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">让步。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"></SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">17、坚持原则，守住底线。影响力定律：不是你</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">影响对手，就是你被对手影响。</SPAN><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"> </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">18、从这个供应商竞争对手那里去搜集情报，然</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">后用这个炮弹去打这个供应商。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">19、频繁的询问，通过他们的前后回答可以刺探</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">出对方的真实性，如果对方撒谎，能抓到其逻辑</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">错误，可打击对方谈判信心。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 50 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1">
<DIV class=O v:shape="_x0000_s1026">
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">20、精神集中，迅速反应,如同高手决斗。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"></SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">21、平时关注市场信息，对市场趋势准确判断，</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">可增加你的权威性。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN lang=EN-US style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial; mso-fareast-language: ZH-CN">22、谈判要注意礼仪。强调礼仪并非求人示弱，</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">反而能赢得对方的尊重，主动除谈判障碍。反之</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">如果不注意礼仪，触怒对手，很可能使得谈判破</SPAN><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">裂。 </SPAN></DIV>
<DIV style="mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial"></SPAN></DIV>
<DIV style="TEXT-ALIGN: center; mso-line-spacing: '100 20 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 32pt; FONT-FAMILY: 楷体_GB2312; mso-ascii-font-family: 楷体_GB2312; mso-fareast-font-family: 楷体_GB2312; mso-hansi-font-family: Arial">（未完待续） </SPAN></DIV>
<DIV style="mso-line-spacing: '100 50 0'; mso-char-wrap: 1; mso-kinsoku-overflow: 1"></DIV></DIV></DIV></DIV></DIV></DIV></SPAN></DIV></DIV></DIV> 学习了，谢谢分享！ 期待下文，楼主还会继续吗？ <p>一般化的说教，这里的水份多</p>
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