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雙贏優勢談判的理念和要訣

談判決定不是一場只有你輸我贏的零和游戲,不是劍拔弩張完全對立的生死決斗。

什么是雙贏又是談判:

所謂雙贏優勢談判就是要運用相互有效的談判策略和技巧,使雙方各自獲得想要的利益。或使雙方都有贏的感覺。而不是誰輸誰贏,或者雙方都輸。

談判是一種科學

進行優勢談判就像下棋,有一套遵循的游戲規則。依據這些規則,就能預測對方的反應,進而采取適當的措施,達到雙贏的目標。所以說:談判是一種科學,并不只是一種臨場反映的藝術。

談判要運用策略

進行優勢談判,初期與對方接觸時,要運用開場策略,用精心的策劃以奠定成功的基礎。隨后要運用中場策略,在雙方的互動和內外的壓力中,維持談判的優勢。最后要運用首場策略,使雙方各自獲得想要的利益或是雙方都有贏的感覺。

談判的開場策略

1. 大膽開口的要求

2. 決不輕言接受首次開價

3. 大驚失色(后退三步)

  后退三步,大驚失色,往往會令對方跟著讓步。

4. 避免對抗性談判

5. 心不甘情不愿(做個不情愿的買方或賣方)

6. 諱莫如深(鉗子策略)

  諱莫如深:記得要說:“你的條件不夠好(你的條件必須更好一點才行)”

 談判的中場策略

1. 應對沒有決定權的對手(請示上級)

2. 服務價值遞減(無形的服務難見其價值)

3. 絕對不要折中

  差價均分的謬誤:設法使對反主動提出差價均分的建議,再無奈的同意,對方會有獲勝的感覺

4. 意見分歧的處理(僵局)暫置問題

  在現實情況下,陷入僵局是很少發生,大部分只是意見分歧

5. 陷入膠著的處理(困境) 做調整

  溝通等于財富:一個人的成就高低,跟他的溝通能力成正比。

6. 死胡同的處理-引入第三方


談判的收場策略


1. 白臉-黑臉策略

 談判雙方有兩人或兩人以上時,得小心對方在運用黑臉白臉的策略。

2. 逐步蠶食(蠶食法)

3. 每況愈下(如何減少讓步的幅度)

  最好的降價方式是一開始提出合理的讓步,然后逐步縮小讓步的幅度,使對方了解這是最佳的交易條件。

4. 收回條件

5. 略施小惠(欣然接受)


談判原則

1. 讓對方首先表態

2. 大智若愚(裝傻為上策)

  運用大智若愚,可以劃界談判對手的敵意,開啟雙贏的成功大門。

3. 千萬不要讓對方起草合同

起草合約不假手對手;草擬合約時,可圖利己方一些細節,使對方在簽約時,只有修改條文的狹窄空間。

4. 每次都要審讀協議

5. 分解價格

 數字游戲:談判時,要盡量獎金額細算,變成愈小的單位愈有利,感覺上真的錢好象變得比較少。

6. 書面文字更可信

7. 集中于當前的問題

8. 一定要祝賀對方

向對方致敬道賀:談判結束后,永遠要以致敬賀喜代替炫耀。

談判壓力點


1. 時間壓力

把對方拖在談判的泥潭中越久,最后對方越有可能就范。

2. 信息權力(咨詢是有價值的資產)

3. 隨時準備離開

隨時準備掉頭就走:在所有形成談判壓力的因素中,掉頭就走最具殺傷力。

4. 燙手山芋

協商談判時,對方將自己的問題丟給你,成為了燙手山芋。


 

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