提高職場(chǎng)談判的技巧
在我們職場(chǎng)中，提高職場(chǎng)談判能力是必須要的。下面是小編搜集整理的提高職場(chǎng)談判的技巧，歡迎閱讀，供大家參考和借鑒!
1) Prepare well before the negotiation. Try to analyse your opponent’s possible strategy and estimate his/her target and baseline. Consider the old Chinese saying: “Know yourself and know your enemy, and you will win every war.” The more you can learn about your opponent, the more initiative you can seize in a negotiation to achieve satisfactory goals.
談判前做好充分的準(zhǔn)備，分析對(duì)方的方案，預(yù)估對(duì)方的談判目標(biāo)和底線。知己知彼，百戰(zhàn)不殆，對(duì)對(duì)方了解得越多，越能夠在談判中掌握主動(dòng)權(quán)，以達(dá)到更好的.談判效果。
For example, David, a Senior Trading Manager will ensure he adequately prepares ahead of each and every negotiation. First of all, he will gather a wide-range of information about the other company and its project leader. Then he will analyse the company’s advantages, disadvantages, possible plans and expected goals. After that, David will analyse and summarize all the information. This habit ensures that David maintains an advantage during negotiation.
范例：作為公司資深的企業(yè)培訓(xùn)經(jīng)理，David在每一次談判前期都會(huì)做好充足的準(zhǔn)備。他首先會(huì)全方位收集對(duì)方公司和項(xiàng)目負(fù)責(zé)人的資料，然后著手了解對(duì)方公司的優(yōu)勢(shì)和劣勢(shì)，以及對(duì)方可能給出的方案、預(yù)期目標(biāo)，將到手的信息進(jìn)行分析和匯總。這個(gè)習(xí)慣讓David總是在談判中保持主動(dòng)和優(yōu)勢(shì)。
2)Create detailed plans and alternative solutions to ensure there is some flexibility during negotiation, with some variables being able to be changed during the negotiation process. Many negotiations contain stages of consultation, compromise and concession. Therefore, it is particularly important to prepare alternative plans.
制定詳細(xì)的計(jì)劃與方案，并設(shè)計(jì)可替代性的解決方案，來(lái)創(chuàng)造談判時(shí)的可變化因素。在談判的過(guò)程中一定會(huì)出現(xiàn)協(xié)商、妥協(xié)、讓步的情況，多準(zhǔn)備幾套方案就顯得尤為重要了。
For example, Anna, a real-estate representative, couldn’t persuade suppliers to come to an agreement because of a pricing issue. When considering this problem, she analysed the multiple alternative options that she had prepared before the negotiation. Based on the opponent’s intention, she was able to offer an alternative plan which extended the delivery dates by slightly lowering the price. The second plan was acceptable to all parties and a deal was made.
范例：Anna作為地產(chǎn)公司代表與供應(yīng)商談判時(shí)因?yàn)閮r(jià)格方面而遲遲不能達(dá)成合作，她迅速在腦中針對(duì)自己準(zhǔn)備的多個(gè)備選方案做了一個(gè)簡(jiǎn)短的分析，然后根據(jù)對(duì)方的意向和需求給出了另外一個(gè)方案，即在價(jià)格稍微降低的情況下可以適當(dāng)延長(zhǎng)交貨日期，這一方案得到了對(duì)方的認(rèn)可。
3)Try to create win-win situations. All negotiating parties wish to maximize their interests. A successful negotiation should meet the needs of both sides and promote long-term development and cooperation.
創(chuàng)造雙贏的互動(dòng)模式。談判雙方都希望為自己爭(zhēng)取最大的利益，而成功的商務(wù)談判最終應(yīng)該滿足雙方的需求，并促進(jìn)長(zhǎng)期的發(fā)展與合作。
For example, Alex is the manager of a foreign trade company. As a supplier, he must negotiate a purchasing order with a new client. Alex thinks logically and has a deep understanding of the company’s product. During the negotiation, he strikes first, gaining the initiative and stating his stance. He lists his company’s advantages and competitiveness in comparison to other suppliers. When encountering a deadlock, he tries to think from his opponent’s perspective and is able to compromise within an acceptable limits. Finally, they come to an agreement where everyone is achieves an acceptable outcome.
某外貿(mào)公司的經(jīng)理Alex作為供應(yīng)商與初次接觸的客戶進(jìn)行一場(chǎng)采購(gòu)談判。Alex思維縝密邏輯清晰且對(duì)自己公司的產(chǎn)品非常了解。他在談判中先發(fā)制人地說(shuō)出自身的立場(chǎng)和觀點(diǎn)，羅列出與其他供應(yīng)商相比較自身的優(yōu)勢(shì)和競(jìng)爭(zhēng)力。在遇到僵局時(shí)會(huì)采取迂回戰(zhàn)術(shù)，盡量站在對(duì)方的角度思考問(wèn)題并作出可接受范圍內(nèi)的讓步，最終達(dá)到雙贏的局面。
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