[推荐]警惕谈判陷阱（2）
<p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">警惕谈判陷阱（</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">2</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">如果你曾经在竞争谈判过程中逐渐提高出价，直到最后一个竞争对手出局，你很有可能就中过赢家诅咒（</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">winner’s curse</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">）。当你发现自己为这次所得付出了太高昂的价格时，诅咒便应验了。</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"> 赢家诅咒带来的损失是巨大的。《商业周刊》分析了</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">1995</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">年至</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">2001</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">年间发生的</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">302</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">个大型兼并案例，发现</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">61%</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">的买家因为出价太高而损害了股东利益。</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">
<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"> 下面四种方法能帮你避免赢家诅咒：</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">
<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"> </span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Symbol; mso-ascii-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">·</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">设置并坚守价格上限。</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">
<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"> </span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Symbol; mso-ascii-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">·</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">在出价中加入</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">“</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">安全保证金</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">”</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">。你为之付出的价钱与所得价值之间的差即为安全保证金的大小。</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">
<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"> </span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Symbol; mso-ascii-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">·</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">当竞争者较多，且价格很不确定时，须额外小心。赢家诅咒往往在这时种下。</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">
<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"> </span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Symbol; mso-ascii-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">·</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;">谨防被谈判牢牢套住。及时退出竞争，并向媒体发布退出的原因</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: Arial; mso-font-kerning: 0pt; mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face=""> </font></p></span></p>
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