谈判技巧
down911.asp?ID=10119谈判是无时无刻都要进行的，多学点，挺好 <P></P><P>谢谢！</P> 学习学习 great sharing!ding <P>正需要。谢谢啦！</P> 随时都用，很感谢！ have a study, thank u for the sharing <p>文件很好！</p><p></p> <p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span><strong>1. 开出高于预期的条件－<span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-fareast-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><a href="http://www.znkl.com.cn/roger.html"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;"><span lang="EN-US">罗杰</span></span>.<span lang="EN-US" style="FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;"><span lang="EN-US">道森</span></span></a></span></strong></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">优势谈判最主要的法则之一就是，在开始和对手谈判时，你所开出的条件一定要高出你的期望。亨利·基辛格</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">(Henry Kissinger) </span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">在这方面可谓高手，他甚至会告诉你：“谈判桌前的结果完全取决于你能在多大程度上抬高自己的要求。”试想一下：</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">◆</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">
</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">去商店购物时，你为什么总是会把价格压到你觉得对方根本不可能接受的地步？</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">◆</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">
</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">当你觉得能分到一间私人办公室就已经不错了时，为什么还是会想让你的上司给你专门分配一间执行官套间呢？</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">◆</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">
</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">找工作时，你为什么总是会提出高出自己心理预期的薪资和待遇要求呢？</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">◆</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">
</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">当你对一家餐厅的饭菜感到不满意时，即便你认为对方只要把那道你不满意的菜免单就可以了，可为什么你还是会一开口就要对方全部免单呢？</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">如果认真考虑过这些问题，相信你就会知道为什么要在谈判时抬高</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">自己的要求了。之所以要这么做，一个最明显的原因就是：它可以让你</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">有谈判的空间。如果你是卖方，你永远都有机会把价格降低，但却很难</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">增加报价；如果你是买方，你永远都有机会在谈判的过程中抬高价格，</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">但却根本不可能压低价格。总而言之，在谈判的开局阶段，你应该把条</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">件抬到最高限度。这是你想达到的最理想的结局，但同时又会让对方感</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">觉是合情合理的。</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">你对对方的情况了解得越少，刚开始谈判时就应该把条件抬得越高，</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">原因有二：</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">（</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">1</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">）你的估计可能是错误的。如果你不是很了解自己的对手，或者并不很了解他的需要，你可能并不知道他完全有可能接受比你预期更优厚的条件。如果他是在出售一样东西，他的心理价位可能比你想象的要低得多。</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><p> </p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">（</span><span lang="EN-US" style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">2</span><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">）如果在第一次和对方接触时把条件抬得很高，你就可以在接下来的谈判中作出较大的让步，这样你就会显得比较合作。越是了解自己的对手和他的需要，你就越能在随后的谈判中调整自己的条件。同样，如果对方并不了解你，他最开始提出的要求很可能也会非常出格。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 22pt; mso-char-indent-count: 2.0; mso-line-height-rule: exactly; mso-pagination: widow-orphan; mso-outline-level: 1;"><span style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><a href="http://www.znkl.com.cn/roger.html">http://www.znkl.com.cn/roger.html</a> 提供</span></p> <p>谢谢</p>
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