做好商务谈判的前期准备工作

1，做好商务谈判的前期准备工作

2，1.1全面了解谈判对手的情况

3，1.2挑选专业的谈判人员

4，商务谈判从某种程度上讲是谈判双方人员实力的较量。谈判的成效如何，往往取决于谈判人员的学识、能力和心理素质。一名合格的商务谈判者，除了具备丰富的知识和熟练的技能外，还应具备自信心、果断力。

5，1.3 设定谈判的底线

商务谈判中经常遇到的问题就是价格问题，这也是谈判中利益冲突的焦点问题。在谈判前，双方都要确定让步的底线，超越这个限度，谈判将无法进行。让步限度的确定必须有一定的合理性和科学性，要建立在调查研究和实际情况的基础之上，如果把限度确定的过高或过低，都会使谈判出现冲突，最终导致谈判失败。

1.3 设定谈判的底线

商务谈判中经常遇到的问题就是价格问题，这也是谈判中利益冲突的焦点问题。在谈判前，双方都要确定让步的底线，超越这个限度，谈判将无法进行。让步限度的确定必须有一定的合理性和科学性，要建立在调查研究和实际情况的基础之上，如果把限度确定的过高或过低，都会使谈判出现冲突，最终导致谈判失败。

3.运用科学的谈判策略

商务谈判中应注意的事项

在商务谈判中，某个细小的问题处理不当就可能会导致谈判的失败，给双方带来损失，因此掌握谈判的要领，会起到事半功倍的效果。一是要善于倾听。倾听不但可以挖掘事实的真相，而且可以探索对方的动机，掌握了对方的动机，就能调

整自己的应变策略。倾听时要认真分析对方话语中所暗示的用意与观点，以及他要从什么方面来给你施加混乱；对模棱两可的语言，要记录下来，认真咨询对方；在倾听的同时要考虑向对方询问的语言表述包括语言的角度、力度、明暗程度等。（In business negotiations, improper handling of a small problem could lead to failure of negotiations, cause losses to both sides, so grasp the essentials of negotiations, will play a multiplier effect. First, we must be good at listening. Not only can tap to listen to the truth, but you can explore each other's motives, grasp each other's motives, you can adjust their response strategies. When listening to a careful analysis of each discourse implies intention and views, and he shall give you what areas to impose chaos; on ambiguous language, to be recorded carefully consult each other; while listening to the other asked to consider Language statements include the perspective of language, intensity, brightness degree.）

二是要善于表达。谈判中，要向对方阐述自己的实施方案、方法、立场等观点，表达要清楚，应使对方听懂；不谈与主题关系不大的事情；所说内容要与资料相符合；数字的表达要确切，不要使用“大概、可能、也许”等词语。（The second is to articulate. Negotiations, the other side would like to explain his own embodiment, the method, such as the position of views expressed to be clear, should make the other side understand; little to talk about with the subject matter; said content should be consistent with the data; digital expression to be exact, do not use "probably, maybe, maybe,"

and other words.）总之，在商务谈判中只有掌握科学合理的谈判技巧，并在实践中加以灵活应用，才能够在商务谈判中取得先机，能够更好的为己方取得更大的利益，最终使企业在激烈的市场竞争中处于不败之地.

在商务谈判中，什么时候先报价才会有利？

从博弈的角度看，先报价一般都不容易取得优势地位。有些时候，为了混淆视听，或者引出对手的报价，而采取先报价的策略。如果已经知道对手的报价底线，坚持你的报价不变，就能在谈判中处于强势地位。（From the perspective of the game, the first offer is generally not easy to obtain a dominant position. Sometimes, in order to confuse opponents or lead to an offer, and adopted a strategy of first offer. If you already know the opponent's quote Bottom line, stick to your same price, you can be in a strong position in the negotiations.）

谎言与道德

无论谎言目的如何，作为谎言必会有碍于诚信。

善意的谎言本身即是谎言，这一点是无庸质疑的。谎言，说谎是欺骗，欺骗是不道德的，不道德的事不得人心，这些都是打小师长们就谆谆教诲过。但我们扪心自问，又有谁没有说过谎言呢？无论是对自己的亲人、朋友、还是不相识的人，目的也有很多种，但当我们给谎言加上一个“善意”时，仿佛大家都可能接受了，这正是人性的弱点的集中表现。（No matter how purpose lies, the lies will be hampered as integrity.

White lie is itself a lie, which is to be questioned. Lie, lie cheat, cheating is unethical, immoral unpopular, these are teachers who will play small inculcate too. But we ask ourselves, who did not say a lie it? Whether it is for their loved ones, friends, or strangers who have a variety of purposes, but we gave the lie with a "good faith" when, as if we are likely to receive a concentrated expression of this is the weakness of human nature.）