談判技巧

　　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à回具有建設(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 we move on?"

　　In business,skilled negotiation can be the difference between making

　　a million dollar contract and being e are some effective pointers to

　　help you come out on top in the negotiation process

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