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谈判中最棘手的问题之一就是弄清楚如何与那些无法用证据或事实来说服的个体打交道。你如何才能制止那些缺乏理性的行为和要求?你如何才能让对方变得理智起来?你如何行动才能引导这类人进入交易区?当你遭遇到一位固执、缺乏理性甚至彻底疯掉的对手时,如何分析你所面临的各种可能性。其实通常情况下,你的谈判对手是十分理性,只是你不明白他看世界的方式。谈判的首要原则就是假定你的对手是理性的,用开放的心态对待每一次新的谈判。生活经历上的差异可能带来那些你看起来奇怪的行为。因此不要急于下结
One of the toughest issues in the negotiations is figuring out how to deal with individuals who can not convince themselves with evidence or facts. How can you stop those who lack rational behavior and requirements? How can you make each other become more rational? How do you act to guide such people into the trading area? When you encounter a stubborn, lack of reason or even completely crazy opponents How to analyze the possibilities you face. In fact, under normal circumstances, your negotiator is very rational, but you do not understand the way he looks at the world. The first principle of negotiation is to assume that your opponent is rational and treat each new negotiation with an open mind. Differences in life experience may bring you to look strange behavior. So do not rush to knot