Tips for negotiation(中文版)
在商务中,技巧的商谈可能就是获得一百万美元的合同或是被解雇之间的区别了。这儿是一些有效的指示可以帮助你在商务谈判进程中脱颖而出。 以积极的态度开始 和你正在进行商务谈判的人可能会是你的商务竞争者。要和竞争者进行有效果的商谈重要是是之前积极的语气,建立互相能克服差别的信心。例如,"The United States and Russia, England and France, and Germany and France are all former competitors who became allies. If they could do it, so can we." 应付不道德的应聘者 可能你会遇到会使用各种丑陋的商谈技巧的人。应付这些不道德表现的方法不该是正面的冲突,而要显示的品格。例如,如果你感到别人一直在撒谎或是在欺骗你,你就可以说,"I've come to trust you completely, but on this issue I sense some holding back." 使用有效的问讯方式 有效的询问方式是成功商谈的支柱。这能给双方衡量各自对关键问题态度以及目标和期望值的机会。最初用自由开放式的问题能让双方收集这些信息的机会。例如,你可以问,"What are you hoping to achieve today?" 从得罪别人恢复过来 在商谈进程中的一定阶段可能会引起一定的冲突,因此知道如何从这样的事件中恢复关系非常的.重要。要这样做的一种方式是将那些可能引起冲突的话语转成积极的语气。例如,"If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work." 表示出谦卑 商谈是双向的交流,因此能避免卡在一连串的"I'm right, you're wrong,"处境中为佳。对你正在谈判的人表现出谦恭和尊重,不要假装你有所有的答案,公开让他们也控制一些问题的决定权。例如,"That's more your area of expertise than mine, so I'd like to hear more." 从商谈破裂中恢复过来 当商谈破裂导致愤怒,怨恨或是简单的拒绝倾听,那就要小心注意试图重新回到有效的对话。承认错误并表示出你仍旧愿意继续商谈这样将有助于谈判重新获得平和的气氛。例如,你可以说,"What happened last week was unacceptable as it was unintentional. Shall we move on?" |
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