談判的成功秘訣分享
在商場(chǎng)上，談判的結(jié)果可能是簽下幾百萬(wàn)美元的合同，也可能是一無(wú)所有。神秘的談判其實(shí)有成功的秘訣。
Using effective questioning
問(wèn)一些有建設(shè)性的問(wèn)題
問(wèn)一些有建設(shè)性的問(wèn)題是成功協(xié)商議題的基石。這是給了雙方一個(gè)機(jī)會(huì)來(lái)表明雙方各自在關(guān)鍵議題上的態(tài)度，例如目標(biāo)及期望。多問(wèn)一些開(kāi)放式的問(wèn)題將可以盡早給予彼此闡述觀點(diǎn)的機(jī)會(huì)。
例如，你可以這樣問(wèn)"What are you hoping to achieve today?
Recovering from offending someone
克服對(duì)方敵對(duì)意識(shí)
談判中往往會(huì)遇到對(duì)方強(qiáng)烈的敵對(duì)意識(shí)，這時(shí)候你必須設(shè)法克服它。通常的方法是接受對(duì)方的“排斥”，但將之轉(zhuǎn)化為正面的作用。
你可以說(shuō)"If I seemed sharp a few moments ago,be assured that it was only due to my determination to make this work."
Showing humility
展現(xiàn)親和力
談判是雙方溝通的過(guò)程，所以必須避免陷于一連串的"I' m right,you' re wrong"的情形。展現(xiàn)親和力尊重那些對(duì)象，千萬(wàn)不要裝做已有所有答案，請(qǐng)把一些議題的控制權(quán)讓給別人
你可以說(shuō)"That' s more your area of expertise than mine,so I' d like to hear more."
Recovering from negotiation breakdown
讓談判“起死回生”
當(dāng)對(duì)方因憤怒、怨恨或不愿意聆聽(tīng)而使得雙方關(guān)系瀕臨決裂的時(shí)候，要特別注意具有建設(shè)性的.對(duì)談。承認(rèn)錯(cuò)誤并且展現(xiàn)誠(chéng)意是讓談判起死回生的好辦法。
你可以說(shuō)"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.
相關(guān)閱讀：
商務(wù)談判中的英語(yǔ)技巧
I “會(huì)聽(tīng)”
要盡量鼓勵(lì)對(duì)方多說(shuō)，向?qū)Ψ秸f(shuō)：“yes”，“please go on”，并提問(wèn)題請(qǐng)對(duì)方回答，使對(duì)方多談他們的情況。
II 巧提問(wèn)題
用開(kāi)放式的問(wèn)題來(lái)了解進(jìn)口商的需求，使進(jìn)口商自由暢談。“can you tell me more about your campany?”“what do you think of our proposal?”
對(duì)外商的回答，把重點(diǎn)和關(guān)鍵問(wèn)題記下來(lái)以備后用。
進(jìn)口商常常會(huì)問(wèn)：“can not you do better than that?”
對(duì)此不要讓步，而應(yīng)反問(wèn)：“what is meant by better?”或“better than what?”使進(jìn)口商說(shuō)明他們究竟在哪些方面不滿(mǎn)意。進(jìn)口商：“your competitor is offering better terms。”
III 使用條件問(wèn)句
用更具試探性的條件問(wèn)句進(jìn)一步了解對(duì)方的具體情況，以修改我們的發(fā)盤(pán)。
典型的條件問(wèn)句有“what…if”，和“if…then”這兩個(gè)句型。
如：“what would you do if we agree to a two-year contract?”
及“if we modif your specifications， would you consider a larger order?”
互作讓步。只有當(dāng)對(duì)方接受我方條件時(shí)，我方的發(fā)盤(pán)才成立。
獲取信息。
尋求共同點(diǎn)。如果對(duì)方拒絕，可以另?yè)Q其它條件，作出新的發(fā)盤(pán)。
代替“no”。“would you be willing to meet the extra cost if we meet your
additional requirements?”如果對(duì)方不愿支付額外費(fèi)用，就拒絕了自己的要求，不會(huì)因此而失去對(duì)方的合作。
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