十大谈判技巧.docx

1、十大谈判技巧十大谈判技巧 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、

2、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。

3、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，

4、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

5、，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

6、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

7、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 Te

8、chniques 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

9、 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 c

10、an make or break your startup business from the get-go. Sometimes you are thebuyer; 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. Theyre the ones who started negotiating an allowance and extra TV time

11、 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:

12、 1. Prepare, prepare, prepare. Enter a negotiation without proper preparation and youve 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. Enlis

13、t 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 ar

14、e 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 negotiato

15、rs either dont care or dont 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 th

16、e floor while they make their case. They never interrupt. Encourage the other side to talk first. That helps set up one of negotiations oldest maxims: Whoever mentions numbers first, loses. While thats not always true, its generally better to sit tight and let the other side go first. Even if they d

17、ont mention numbers, it gives you a chance to ask what they are thinking. 5. If you dont ask, you dont 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, dont be afraid to aim high. Bu

18、t 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 its better than youd hoped for, practice

19、 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

20、 not demonstrate commitment. 8. Dont absorb their problems. In most negotiations, you will hear all of the other sides problems and reasons they cant give you what you want. They want their problems to become yours, but dont let them. Instead, deal with each as they come up and try to solve them. If

21、 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 wont compromise. If you find negotiations crossing those boundaries,

22、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

23、 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

24、people, to arranging financing or nailing that first big deal, sound negotiating techniques will be essential. ? 2005 BizBest Media Corp. Related Items Affiliate Marketing 101: Understanding the Basics Affiliate marketing can help your e-commerce business grow sales rapidly, by getting others to dri

25、ve the traffic you need. The absolute number one best business to start Full service car wash. You see, you probably thought Id wimp out and not really name one. I mean come on, how can you pick just one business.Sales Training Tips: Avoiding Common Sales Problems As part of our sales training effor

26、ts, we offer up several tips on avoiding some common sales problems you might encounter, with sales techniques to overcome these difficulties. Developing a Sales Lead List Everybody knows how important customers are to having a successful business. But not everybody knows how to actually find them.

27、Get our pointers about how to develop a solid list of sales leads,. 5 Tips for Closing a Sales Deal Arguably the key sales technique in your arsenal is closing the deal, the culmination of the sales cycle - here are five tips to help make you a more effective closer in sales negotiations. StartupNat

28、ion provides expert advice, community forums and resources for entrepreneurs starting a small business, from business plan and life plan development to marketing and sales techniques.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

29、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。