Negotiation法則

Negotiation法則

應屆畢業生求職網總結：Negotiation法則

Using effective questioning
　　問一些有建設性的問題
　　問一些有建設性的問題是成功協商議題的基石。這是給了雙方一個機會來表明雙方各自在關鍵議題上的態度，例如目標及期望。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，這時候你必須設法克服它。通常的方法是接受對方的"排斥"，但將之轉化為正面的作用。
　　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"
　　當對方因憤怒、怨恨或不愿意聆聽而使得雙方關系瀕臨決裂的時候，要特別注意具有建設性的對談。承認錯誤并且展現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.

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