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在商务谈判中,若要掌握谈判的主动权,就须讲究谈判的策略与技巧,这里不妨推荐几种。一、刚柔相济。在谈判中遇到某些出乎意料但又必须马上作出反应的问题,或在某些问题上对方完全应该让步却偏偏不肯让步,从而使谈判陷入僵局的情况下,我方的负责人(或主谈者)找一个借口暂且离开,然后由事先安排充当“刚相”(又称“黑脸者”)的谈判者按甲上阵,佐以副将(又称“协从者”),以突然变幻十分强硬的立场与态度,与对方展开唇枪舌剑的较量,死磨硬缠,寸步不让,从气势上压倒对方,给对方造成一种错
In business negotiations, if you want to grasp the initiative of negotiation, you must pay attention to the strategy and skills of negotiation. Here are some suggestions. First, hardness and softness. We encountered some unexpected problems in the negotiations but must respond immediately, or on some issues, the other party should fully concede but refuse to make concessions, so that in the case of deadlock, our responsible person ( (or the speaker) to find an excuse to leave for a while, and then the negotiator who is prearranged to act as a “just-in-phase” (also known as “black-faced person”) will go into battle with Adv. “” "), with a sudden change in the position and attitude of a very tough, and the other side to start a battle of swords and tongues, swearing and scurrying, indecisive, from overpowering each other, causing an error to the other side