读学弈有感：十大谈判技巧

2020年11月30日发(作者：阮性山)
十大谈判技巧

篇一：谈判技巧的十大黄金定律
谈判技巧的十大黄金定律
无论你的谈判对手是NBA球队老
板、房地产经纪人、汽车销 售商、保险
经纪人，还是家人、朋友、生意伙伴、
上司，你都能通过优势谈判技巧成功地
赢得谈判，并且赢得他们的好感。当今
社会，人们需要不断地学习提高自己的
每一项能力以迎 接各种挑战，而在诸多
项能力中，谈判尤为重要。谈判在我们
的现实生活中可以说是无时不有、 无处
不在，不管喜欢与否，你都是局中人。
作为社会中的一个个体，你难免和
别人发生分歧，比如家人、同事、上司
等。如何处理同他人以及社会其他组织
之间的关系甚至是 冲突，不仅决定你是
否能够摘取成功的桂冠，而且还决定着
你能否过上充实、惬意的生活。甚至 ，
国家之间，领土纠纷，环境问题解决，
需要外交谈判；党派之间，解决分歧，
需要政 治谈判；企业之间，经济外来，
需要商务谈判；生活之中，朋友之间，
需要沟通谈判；男女朋友 之间，初次约
会，需要心理谈判。我们感觉不到，但
是谈判无处不在。
谈判， 由“谈”和“判”两个字组成，
“谈”是指双方或多方之间的沟通和交
流，“判”就是决定一件 事情。著名企管
专家谭小芳老师表示，谈判需要你同时
具备高级领导人的沟通力与决策力，绝< br>非一件容易的事情。一般人都认为谈判
很简单啊，谈判嘛，签约嘛，很潇洒的；
这个就如 同明星开餐厅，看人家开餐厅
赚钱——就觉得很简单
嘛，请个厨子、请个waiter， 摆几个
餐盘，就ok了，结果统统倒闭。可见，
眼高手低要不得，谈判也是一样。
谈判是一个通过协商解决问题的沟
通过程，只要想从其他人手上得到一些
东西，或者其他人想从 我们手中得到某
些东西，就是谈判，所以说人人都是谈
判者。有的人说：企业如果大到一定程< br>度，比如：垄断企业就不用谈判，国电
（国家电网）、国油（中石油、中石化、
中海油） 、国粮（中粮）、国矿（五矿等）、
国铁（首钢、鞍钢等）、国信（电信、移
动、联通、铁通等 ）等等等，面对国际
大集团，同样要谈判。
《孙子·谋攻篇》中说：“知己知彼，百战不殆；不知彼而知己，一胜一负；
不知彼，不知己，每战必殆”。美国之所
以厉害，是 因为他们在天上安了很多万
里眼——卫星，所以才能做到精确打击，
做到了真正意义上的知彼。 那么，我们
的谈判人员呢？如何做才可以知己知彼
呢？谈判广泛应用于政治，经济，军事，外交，科技等各个领域，商务谈判在某
种程度上是双方谈判人员的实力较量，
谈判的成效如 何，很多时候在谈判之前
就已经看出了胜负——为什么？掌握信
息的多寡在谈判前就已经决定了 胜负。
众所周知，谈判力的表现不是你能
够滔滔不绝的说话，而是你能够抓住要
点，首先满足客户的需求，在满足自己
的需求，在双方都有异议时，就看你平
时掌握了客户多 少信息，那么，你掌握
的信息越多，你的主动权就有可能更好
的运用。谈判力的目的是达到双赢 ，达
到互
惠互利。掌握信息，了解对方——
很多时候也取决于谈判人员的专业知 识
和心理的素质的综合表现。由于商务谈
判所涉及的因素广泛而又复杂，因此，
作为专 业谈判人员，如：国际贸易、商
法、市场营销、金融学、心理学、经济
学、财务学等以及与谈判 项目相关的工
程技术等方面的知识，较为全面的知识
结构有助于构筑谈判者的自信与成功的背景。
就拿招商谈谈判来说，只有了解了
对方的意图、目的、策略，我方才能对< br>症下药，相应地制定我方的对策，进而
使我方在整个招商洽谈中处于较为有利
的地位，并 使招商获得成功。这就要求
招商谈判人员在招商洽谈前或洽谈中解
决好这个问题。要做好这个工 作，著名
企管专家谭小芳老师建议你可采用以下
十种方法进行调查了解。
1． 要有感染力：通过你的举止来表
现你的信心和决心。这能够提升你的可
信度，让对手有理由接受 你的建议。
2．起点高：最初提出的要求要高一
些，给自己留出回旋的余地。在经过让
步之后，你所处的地位一定比低起点要
好得多。
3．不要动摇：确定一个立场之后就
要明确表示不会再让步。
4．权力有限：要诚心诚 意地参与谈
判，当必须敲定某项规则时，可以说你
还需要得到上司的批准。
5 ．各个击破：如果你正和一群对手
进行谈判，设法说服其中一个对手接受
你的建议。此人会帮助 你说服其他人。
6．中断谈判或赢得时间：在一定的
时间内中止谈判。当情况好转之后再 回
来重新谈判。这段时间可以很短牗出去
想一想牍，也可以很长牗离开这座城市
牍。
7．面无表情，沉着应对：不要用有
感情色彩的词汇回答你的对
手。不要回应对方的压力，坐在那
里听着，脸上不要有任何表情。
8．耐心：如果时间 掌握在你手里，
你就可以延长谈判时间，提高胜算。你
的对手时间越少，接受你的条件的压力< br>就越大。
9．缩小分歧：建议在两种立场中找
到一个折衷点，一般来说，最先提 出这
一建议的人，在让步过程中的损失最小。
10．当一回老练的大律师：在反驳对方提议的时候不妨这样说：“在我们接
受或者否决这项建议之前，让我们看看
如果采纳了 另外一方的建议会有哪些负
面效果。”这样做可以在不直接否定对手
建议的情况下，让对方意识 到自己的提
议是经不起推敲的
总之，谈判人员必须博学多才，掌
握一定的谈判 技能。将彼此双方的利益
置于首位，努力实现双赢。具备了这些
素质和能力，你也能成为谈判高 手，就
可以在谈判场上尽情驰骋了！
篇二：10大谈判技巧
10 Techniques for Better Negotiation
By Sloan Brothers with Daniel
Kehrer -
Related Articles in: Getting Started >
Legal
ADVERTISEMENT
Startup entrepreneurs are not always
the best negotiators. They step into the
shoes of a
business owner for the first time and
find — to their surprise — that nearly
everything involves negotiation of some
kind, and they may not always have those
negotiation techniques down. Starting a
business requires, quite literally, hundreds
of negotiations. Some are small, like
securing the best price on printing your
letterhead and business cards. Others are
far bigger deals that can make or break
your startup business from the get-go.
Sometimes you are the
buyer; other times the seller. Either
way, the skills you need to be a good
negotiator are the same.
For some small business owners, it
comes naturally. They’re the ones who
started negotiating an allowance and extra
TV time with their parents at age four. For
most of us, however, it comes through
effort and experience. Rarely is it
something you learned as part of a formal
education.
Here are ten tactics that can make you
a better, more confident negotiator on
behalf of your small business:
Ten Negotiation Techniques:
1. Prepare, prepare, prepare. Enter a
negotiation without proper preparation and
you’ve already lost. Start with
yourself. Make sure you are clear on what
you really
want out of the arrangement.
Research the other side to better
understand their needs as well as their
strengths and weaknesses. Enlist help from
experts, such as an
accountant, attorney or tech guru.
准备，准备，准备。无准备之战必
败 。先从自身准备开始。明确你谈判的
目标。研究对方的需要，以及他么的优
势和劣势。寻求专家 的帮助，例如，会
计师，律师以及技术专家。 2. Pay
attention to timing. Timing is important in
any negotiation. Sure, you must know
what to ask for. But be sensitive to when
you ask for it. There are times to press
ahead, and times to wait. When you are
looking your best is the time to press for
what you want. But beware of pushing too
hard and poisoning any long-term
relationship. 关注时间。在任何谈判中，
时间都是至关重要的。当然，你必须明
确自己要问什 么。并把握好问的时机。
有时要提前发难，有时又要敬侯佳机。
当你寻求
3. Leave behind your ego. The best
negotiators either don’t care or don’t show
they
care about who gets credit for a
successful deal. Their talent is in making
the other
side feel like the final agreement was
all their idea.
忘记利己主义。
4. Ramp up your listening skills. The
best negotiators are often quiet listeners
who
patiently let others have the floor
while they make their case. They never
interrupt.
Encourage the other side to talk first.
That helps set up one of negotiation’s
oldest
maxims: Whoever mentions numbers
first, loses. While that’s not always true,
it’s
generally better to sit tight and let the
other side go first. Even if they don’t
mention
numbers, it gives you a chance to ask
what they are thinking.
5. If you don’t ask, you don’t get.
Another tenet of negotiating is “Go high,
or go
home.” As part of your preparation,
define your highest justifiable price. As
long as you can argue convincingly, don’t
be afraid to aim high. But no ultimatums,
please.
Take- it-or-leave-it offers are usually
out of place.
6. Anticipate compromise. You
should expect to make concessions and
plan what
they might be. Of course, the other
side is thinking the same, so never take
their first offer. Even if it’s better than
you’d hoped for, practice your best look of
disappointment and politely decline. You
never know what else you can get.
7. Offer and expect commitment. The
glue that keeps deals from uaveling is an
unshakable commitment to deliver.
You should offer this comfort level to
others.
Likewise, avoid deals where the other
side does not demonstrate commitment.
8. Don’t absorb their problems. In
most negotiations, you will hear all of the
other
side’s problems and reasons they
can’t give you what you want. They want
their
problems to become yours, but don’t
let them. Instead, deal with each as they
come
up and try to solve them. If their
“budget” is too low, for example, maybe
there are
other places that money could come
from.
9. Stick to your principles. As an
individual and a business owner, you
likely have a
set of guiding principles — values
that you just won’t compromise. If you
find
negotiations crossing those
boundaries, it might be a deal you can live
without.
10. Close with confirmation. At the
close of any meeting — even if no final
deal is
struck — recap the points covered
and any areas of agreement. Make sure
everyone confirms. Follow-up with
appropriate letters or emails. Do not leave
behind loose ends. Our Bottom Line:
When it comes to entrepreneurial
talents that spell success in the world of
startups, the ability to negotiate well is one
of the most vital attributes you can possess.
Take care to develop this skill. Some
people think they are good negotiators, but
in reality are not. From bringing in good
people, to arranging financing or nailing
that first big deal, sound negotiating
techniques will be essential.
? 2005 BizBest Media Corp.
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篇三：谈判十大技巧
谈判十大技巧~~~~~超实用...
1、 不要谈判。听起来有点矛盾，
但请想想， 谈判几乎总是与妥协联系在
一起的，而妥协就意味着要付出代价，
牺牲利益。
2、 起点要高，让步要慢。保持较
高的期望值。不要先自己与自己谈判，
这样做的结果是自降预期。
3、 认清底线。做好谈判前的准备，
认清自己所能接受的底线，并多创造些
可资 利用的筹码。价格不是惟一，付款
方式、售后服务等都可以是谈判的话题，
关键是让价格的价值 体现出来。掌握的
筹码越多，成功的概率就越大。但切记，
不要向对方暴露出底线，不论是谈判 开
始前，还是谈判过程中，甚至是买卖达
成后。
4、 多听少说。尽可能让 对方多说，
即使对方咄咄逼人，也要关紧嘴巴。沉
默，能让对方紧张，并付之以更多的解
释，从中或许能发现他无意透露出来的
重要信息。
5、 反复确认。为了减少失误 ，并
且让对方感觉在认真听他说话，要时常
停下来，总结一下之前的结论，取得对
方的 认同。
6、 不得已时力求双赢。有三种价
值，一种是产品的成本，一种是卖方希< br>望得到的价格，还有一种是买方希望从
产品中得到的使用价值。在这三种价值
中找到一个 平衡点。
7、 不要接受第一个offer。通常后
面总会有更好的出现。而且你太 快地答
应，会让对方会觉得自己失败了——他
本该可以要求得更多。
8、 不要给出第一个offer。此举会
将底线暴露给对方。要不断地询问对方
的预期。但万一对方 反过来问你的预期，
请参见技巧2。
9、 警惕“切腊肠战术”。不要一项
一项地列出价格。否则，对方会逐项地
“货比三家”。也不要试图向对方使用“切
腊肠战术”， 以免对方以牙还牙。
10、 把最棘手的问题留在最后。