negotiation skills(談判技巧)

 negotiation skillsUsing   effective questioning     問一些有建設(shè)性的問題
 
　　問一些有建設(shè)性的問題是成功協(xié)商議題的基石。
這是給了雙方一個機會來表明雙方各自在關(guān)鍵議題上的態(tài)度，
例如目標(biāo)及期望。多問一些開放式的問題將可以盡早給予彼此闡述觀點的機會。
例如，你可以這樣問"What are you hoping to achieve today?"  
　　
Recovering from offending someone     克服對方敵對意識 

　　談判中往往會遇到對方強烈的敵對意識，這時候你必須設(shè)法克服它。
通常的方法是接受對方的“排斥”，但將之轉(zhuǎn)化為正面的作用。
你可以說"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)親和力尊重那些對象，千萬不要裝做已有所有答案，請把一些議題的控制權(quán)讓給別人
你可以說"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)對方因憤怒、怨恨或不愿意聆聽而使得雙方關(guān)系瀕臨決裂的時候，要特別注意à回具有建設(shè)性的對談。承認(rèn)錯誤并且展現(xiàn)誠意是讓談判起死回生的好辦法。
你可以說"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.Here are some effective pointers to 
help you come out on top in the negotiation process
 

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