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1、Part 5 NEGOTIATINGNegotiating means taking action in order to achieve a situation acceptable to both parties.A negotiation is a meeting between two parties, and the objective is to reach an agreement over issues which: w are important in both parties views w may involve conflict between the parties
2、w need both parties to work together to achieve their objective 管理者的世界是张谈判桌 谈判动力：需要和需要的满足 w 谈判的要素和种类w 谈判策略w 谈判技巧第一节 谈判的要素和种类一、谈判活动的基本要素 谈判主体 (参与谈判的当事人) 谈判客体 (谈判的议题及内容) 谈判目的 谈判结果CHECKLIST: Negotiating ObjectiveswWhat are our objectives? What outcomes do we want? wAre our objectives specific, timed, a
3、nd measurable? wDo we have a fall-back position? wIf we were in their shoes, what would our position be? Do we know their objectives? If not, how can we find out? wWhat demands are they likely to make? What concessions are we likely to have to give? wDo they know our objectives? Our fall-back positi
4、on? wHow much room for manoeuvre is there between our two positions? wHow strongly are we committed to our objectives as a negotiating team? wAs representatives, how strongly are our constituents behind us? wWhat is the best outcome we can realistically hope for? The worst we would be prepared to se
5、ttle for?二、谈判的种类 对抗性谈判 (“零和”谈判，竞争性谈判) 合作性谈判 (“双赢”谈判 )表51 对抗性谈判与合作性谈判比较 表52 对抗性谈判与合作性谈判中的谈判者比较 背景 谈判的具体内容 谈判对方的经历、经验、能力等有关知识 对方的需要 谈判时间 谈判地点 目标 我们的目的是什么 所期望最佳结果 可接受的最坏结果 优势与不足 我们的优势技术、价格、经验时间等 我们的劣势技术、价格、经验时间等 我们对对方的优势、劣势分析“知己知彼” 第二节 谈判策略一、互利型谈判策略 精诚所至 充分假设 润滑剂策略 游刃有余 把握契机二、我方有利型谈判策略 最后期限法 声东击西 疲劳策略
6、得寸进尺 既成事实三、讨价还价策略w投石问路常用的“石头”有：(1)如果我们与你们签订为期两年的合同， 你们的价格优惠是多少?(2)如果我们采取现金支付和采用分期付款 的形式；你们的产品价格会有什么差别?(3)我们有意购买你们其他系列的产品，能 否在价格上再优惠些？(4)如果我们要求你们培训技术人员，你们 可否按现价出售这套设备？(5)如果我们要求对原产品有所变动，价格 上是否有变化? 三、讨价还价策略w有取舍的让步(1)不作无谓的让步；(2)让步要让得恰到好处；(3)有节奏的缓慢让步；(4)如果做出的让步欠周妥，应及早收回；(5)即使做出的让步使我方损失不大，也要使 对方觉得让步来之不易；(6)在准备让步时，尽量让对方先提条件，先 隐蔽自己的观点与想法；(7)让步的目标，必须反复明确；(8)在接受对方让步时应心安理得。 w目标分解w最后报价
