最新Negotiation Skill谈判技巧
negotiation skills 谈判技巧
Negotiation Skills1. Never negotiate if it’s not necessaryBargaining is not negotiating, nor complaining. Sometimes customers just want to express their feelings to us, we shouldn’t treat them as the beginning of negotiation. Try to solve the problem, but needn’t to negotiate. New salesmen tend to negotiate everything with the customers, but neglect some of them is not necessary.2. Never negotiate with yourselfBefore negotiation, we should set up clear objectives in our minds. The target could be divided into several levels, but we shouldn’t hesitate or change them during the negotiation. If we find something wrong, then stop the negotiation or seek for a new round in future. “No deal” can mean a very good negotiation. If we need to go away from the table, just do it.3. Never accept the first offer , and4. Always ask for morePeople are used to keep some space to turn around. Both purchasers and sales will make some compromise during negotiation. The first offer usually gives a limit or anticipation for both sides to start with. For our sales, it is very important to provide the first offer higher than what we want.5. Try not to be the one with the opening positionAs salesmen, we should try to let the customers establish the opening parameters, and then we could adjust our quotation or price policy. But usually the buyers of customers also understand this point. They will try to let us to be on the position. If we have to do so, we could start with from an over comfortable position.6. Talk less and listen moreGenerally speaking, salesmen like to talk a lot to persuade the other sides accepting their ideas or proposals. They keep talking and showing off their eloquence but neglecting what the customers are thinking. When we speak, we are giving away information; when we listen, we are receiving information. To be a good listener means to interact with customers and encourage them to talk and then find out their core demands.7. Never give a gift “for free”To keep balance, if we need to give something, we should get something else. In fact, this rule is effective not only for negotiation.During our business, when I was asked by customers to provide a post-service free, of course it was beyond warranty, I would also ask them to forgive something we did imperfectly or we might do imperfectly in future. The discount today is the opening offer tomorrow.8. Avoid to fall in the “Salami effect”Price is determined by market, not cost. So when we discuss the priceduring a negotiation, we shouldn’t separate it from our cost. In other words, cost is our internal thing. Our cost is not counterpart price. Our customer will never give a higher price just because of the high cost. 9. Avoid the “Rooky feeling”As Dr. Carlos said, to do better, ask ourselves three questions:How much is this concession going to cost me?How much does it mean for the other side?What do I want in return?10. Avoid at any cost the “Quick close”As the Chinese saying goes, "good things never come easy”. Nothing good comes from the quick close. Usually people believe a relatively longer time means sufficient communication. Be patient during a negotiation.11. Never reveal your maximum offer, not even at the end ofnegotiationThe maximum offer is the last line for negotiation. Unless have no choice, we shouldn’t use it. Even we reach an agreement with the customer, we mustn’t show it. Or the counterpart could feel frustration and we lose leeway in future. We should remember that reveal the maximum offer doesn’t matter how close we are to our counterparts. 12. Understand your counterpart’s needsChinese strategist Sun Tzu said, “Know yourself and know your enemy,you will win every war.” Our counterpart is our business partner, not our enemy. But the idea of knowing our counterpart’s needs is really important. It means whether we could raise the most reasonable solutions by which the both sides could realize double win. As industry sales, we have the responsibility to provide an economical and reliable solution for our customers according to their requirements.13. Know your needsIt’s also very important to know ourselves. We should try to figure out our ideal outcome looks like and do business based on it. We defined our SWOT and create additional value for customers.14. Manage the ongoing relationshipEspecially in China, relationship is very important for the business partners. Have a good relationship could make it easy in negotiation.For us, one of the most important things in our daily work is to maintain good relationship with customers.15. Never lieTrust is the basic and important element for cooperation. One unsatisfied customer will tell 8 to 10 others about their dissatisfaction.If we lie, it is impossible to keep business for long-term. For me, if there is something inconvenient to tell my customers, I will not talk about them. But what I have told customers, they must be the truth. 16. Distinguish between “Positions” and “Interests”During negotiation, we shouldn’t only think about the benefits of ourselves based on our position. Without compromise, it’s hardly to reach an agreement. Double-win should be the common purpose for both sides.17. Winning isn’t everythingSometimes, it’s a strategy choice to retreat for advance. We are winning by losing. Sometimes, give up is the best choice.18. Walk away when you reach your objectives and you are in theleading positionSuccess could make people feel exited. The feeling about winning sometimes make us push more than what we should. Especially for sales people, when they reach the target for a deal, some of them like to keep taking a lot, but too much. It’s just like what the Chinese ancient fable described, draw a snake and add feet to it.19. Believe you are worth itKnow our SWOT, and to be confident during the negotiation. We are not wasting time; we are providing valuable products or solutions. For me, although our products are more expensive than competitors, I do believe that our products are much more reliable and cost-effective. 20. Keep the negotiation friendlyDuring the negotiation, people can get angry but the only rule is that both sides can never get angry at the same time. Sometimes, anger isjust a tactic, it’s doesn’t matter whether the emotion is true or not. The important thing is how we react. It’s necessary to manage our emotion and keep the negotiation proceeding friendly.。
NegotiationSkill谈判技巧
NegotiationSkill谈判技巧何谓谈判(Negotiation)1.“施”与“受”的互动过程.2.含“合作”与“冲突”.3.是“互惠的”，但也许“不平等”.4.也许“不平等”，但一定公平.谈判的基本动作口才V.S表达能力口才并非必备条件，虽然口才好的人比较容易谈判，但是口才不好的人不代表绝对不适合谈判，例如：国家主席适合谈判吗？权力！筹码！和口吃的修理工人还价？猪吃老虎！先把发问目地讲出来中国人的逻辑：不是朋友的，都是敌人．西方人的逻辑：不是敌人的，都是朋友．在交谈中，当问任何事情，先说自己的目的，降低戒心、敌意．为什么别说“为什么”质询的口气，对方心里不舒服．可以采用请教式的语态，“我想知道……”．给对方一扇门欲擒故纵帮他找台阶．留有里子，面子给对方；拿里子，面子给上司．围师必阙．不要赶尽杀绝．为了长期的“合作”，给对方留一扇门．有底摸底，没底磨底谈判方法，东方人集中在精神层面，西方人集中在技巧层面．上谈判桌前要有谈判底线．“摸、磨”：在谈判之外的.友好气氛中获取．例如：回程机票的确认，之后可以安排游山玩水（耗费对方的时间期限底线）．例如：了解到对方想谈成的欲望，之后在谈的时候可以让一些条件，在关键问题上砍价．喂反应，吐资讯点头、声音回应．——要知道别人的讯息，给回应鼓励对方吐出资讯．保持冷场．——反行其道，对方会再讲．关键字词，请对方解释．——让对方一直在讲，他“爽”，我得到信息．堆积木当接近得到结论，堆积木“列出来……那么因此……推出假设……”，试探对方的底线．感性澄清谈判易犯的错误大部分的人皆会犯所列大部分的错；少部分的人会犯所列少部分的错；而没有人不会犯错．1.争吵代替说服2.短期策略对待长期关系里子面子不能都拿，负责无法得到长期的合作关系．3.对人不对事说易行难，如何做到？尽量少用“你”“你们”，而用“我们”“咱们”；在必须说明的情况下，用“这件事”，尽可能下降矛盾．4.进入谈判却没特定目标和底线什么是真正的目标，手段不是唯一的．5.逐步退让到底线却又沾沾自喜没有目的的谈判，只会“输”！6.让步却没有要求对方回报。
商务谈判的谈判技巧：跨越障碍达成共识
商务谈判的谈判技巧：跨越障碍达成共识商务谈判是在商业环境中不可或缺的一环。
在谈判过程中，各方常常会遭遇各种障碍，这些障碍可能来自于不同的观点、利益冲突、文化差异以及沟通障碍等。
然而，作为一名高效的商务谈判者，我们需要学会如何跨越这些障碍，最终达成共识。
本文将介绍一些谈判技巧，帮助您在商务谈判中更好地应对各种障碍，达成双赢局面。
第一，积极倾听对方在商务谈判中，听取对方的意见并且理解对方的需求是至关重要的一步。
积极倾听可以帮助我们深入了解对方的利益和执念，从而更好地应对障碍。
当我们尊重对方并且真正倾听对方意见时，有可能发现双方的共同利益点，从而更容易达成共识。
第二，善于沟通沟通是商务谈判中最基本也是最关键的一环。
在沟通过程中，我们需要注意语言表达、姿态和肢体语言的运用。
确保我们的表述明确且易于理解，避免使用含糊不清的语言。
此外，我们还需练习观察对方的肢体语言，这样可以更好地把握对方的真实意图，并且对方也能感受到我们对谈判的重视。
第三，理性思考商务谈判中经常会出现一些意见不合或者冲突，这时我们应该保持冷静并进行理性思考。
我们需要认识到双方的利益可能是不同的，并且在谈判中我们的目标是达成双赢的局面。
因此，我们需要以解决问题为导向，采取灵活的思维方式，寻找双方利益的平衡点。
第四，克服文化差异在国际商务谈判中，文化差异常常会成为一个巨大的障碍。
不同的文化对待谈判方式、价值观和沟通方式都存在差异。
在这种情况下，我们需要积极了解对方的文化背景，尊重对方的习俗和价值观，并且采取灵活的策略来适应和克服这些文化差异。
第五，寻求妥协在商务谈判中，双方无法完全满足对方的需求是常见的情况。
这时，寻求妥协是解决障碍的一种常用方式。
妥协并不意味着失败，相反，它可以帮助双方达成共同的共识，解决分歧，并建立起长期、稳定的合作关系。
第六，构建信任商务谈判的成功离不开信任关系的建立。
在谈判中，我们需要展示出自己的诚意，并且兑现自己的承诺。
Negotiationskills谈判技巧
• personal styles • 个人性格对谈判的影响
Hellreigel’s classification of interpersonal styles P267
• Self-denying • Self-protecting • Self-exposing • Self-bargaining • Self-actualizing
（4）. Develop support arguments based on information, facts, logic, get useful information for negotiation. (获取信息）
Preparation (Planning stage）
• Before negotiating, take the time to plan carefully and thoughtfully. In the planning stage, create a set of clear objects to steer the process in the right direction and achieve the desired results. Thoughtful negotiators think about the ways in which the objectives can be achieved.
• What we prepare in the planning stage?
(1). Personal styles in negotiation
• Whenever people come together to negotiate, they bring their own personal styles to the situation. These personal styles affect the way they communicate and handle the conflict.
NegotiationSkill谈判技巧
创造价值：寻求最佳方案平衡各自利益
• Overcoming barriers to agreement
克服障碍：攻坚战
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倾听是通往合作的阶梯
• 记住，不要让听和说同步进行
• 控制全局的最好方法之一是聆听: Yes; Please go on…
• 成功的谈判者50%以上的时间用来聆听
。 (5 why)
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进行一场 成功的谈判
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有目的地安排座位
• 坐在能迅速私下请教的人身旁； • 坐在对方主谈判手对面； • 窗户的位置和阳光照射的角度； • 着装及装备
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商务谈判三步曲
• Claiming Value
申明价值：充分沟通了解各自的利益需要
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3.注意在聆听时观察对方
• 对方紧张的表现：
抽烟 擦眼镜 转笔 声音发抖 不敢直视 ……
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说话的技巧
• 别说太长 • 用对手的语言 • 在对手的理解水平 • 不时检查对手的理解程度 • 当你必须说不时：I agree…..but…. • 尽量让对手感到体贴
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• 是否达到满意的结果可由6个P和2个Q的可变量来 进行测试。过于集中在一个或几个变量上势必会 导致僵局或不满意的结局。
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谈判的可变量（6P＋2Q）
• P - Purpose • P - Package • P - Price • P - Payment • P - Process • P - People • Q - Quality • Q - Quantity
成为谈判高手的10个话术技巧
成为谈判高手的10个话术技巧谈判是我们在生活和工作中经常遇到的一种交流方式，无论是与家人、朋友的沟通，还是与同事、客户的谈判，都需要一定的技巧来达成双方的共识。
成为一名优秀的谈判者，需要掌握一些话术技巧，下面将介绍十个帮助你成为谈判高手的技巧。
1. 找出共同点：在谈判中，寻找共同点是建立良好关系的基础。
通过找出双方的共同目标、利益或价值观，可以增加双方的共识，从而更容易达成协议。
例如，在与同事讨论一个项目时，可以先找出大家都关心的问题，然后围绕这个问题展开谈判。
2. 有效倾听：倾听是谈判中非常重要的一项技能。
通过积极倾听对方的观点和需求，可以更好地理解对方的立场，并针对性地回应。
倾听不仅可以表达对对方的尊重，还可以为之后的谈判做出准备。
3. 提问技巧：在谈判中，提问是获取信息和理解对方需求的关键。
通过问开放性的问题，可以引导对方展开陈述，了解更多信息；而问封闭性问题，则可以得到简短的回答或确认对方的立场。
借助提问技巧，可以更好地理解对方的要求和底线，有针对性地提出建议。
4. 逆向思维：逆向思维是一种从对方的角度出发，想象对方可能会有的反应和需求的方式。
通过逆向思维，可以提前预判对方的可能立场，并在谈判中提出解决方案。
逆向思维也有助于发现双方的共同利益，为达成协议做好准备。
5. 简明扼要：在谈判中，清晰简明的表达有助于双方更好地理解对方的意图。
使用简洁的语言，避免过多的修饰词和废话，可以提高信息传达的效率，并避免误解。
同时，简明扼要的表达也能显示自己的专业能力和自信心。
6. 使用积极语言：在谈判中，使用积极的语言可以增强双方之间的合作意愿。
积极语言包括鼓励性的话语，赞扬对方的观点和努力，以及提供解决方案的建议。
通过使用积极语言，可以增加双方的亲和力，促进合作。
7. 控制情绪：情绪控制是一项关键的谈判技巧。
在谈判中，双方可能出现紧张、愤怒或焦虑等情绪，这些情绪会影响到双方的决策和表达。
优秀的谈判者应该学会控制自己的情绪，保持冷静和理智，以便更好地应对对方的言辞和行为。
Negotiation skills 谈判技巧
• （4）不愿有所拘束，个性外向者居多。这类人精力充沛， 做起事来很有魄力。
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Self-bargaining 迟疑谨慎型
• Self-denying • Self-protecting • Self-exposing • Self-bargaining • Self-actualizing
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胆汁质--
•
冲动是
魔鬼
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• There must be both common interests and issues of conflict. Without common interests there is nothing to negotiate for, without conflicting issues there is nothing to negotiate about.
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• 谨慎稳重的谈判对手 • （1） 理智稳妥。 • （2）谨小慎微 • （3）“忠于职守，一丝不苟”
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Self-actualizing
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掌握正确的谈判话术技巧
掌握正确的谈判话术技巧谈判是人际交往中常见的一种方式，不仅在商务谈判中非常重要，也能够在日常生活中派上用场。
掌握正确的谈判话术技巧可以帮助我们更好地表达自己的观点，达成合理的协议，下面将为大家介绍几种常用的谈判话术技巧。
首先，语言表达要清晰明了。
谈判双方应保持口头表达的简洁明了，尽量避免使用模棱两可的词语或者术语，以免产生歧义。
可以使用一些简单明了的句子结构，同时注意语速和音量的把握，使对方能够清晰地听到自己的观点。
同时，避免使用过于负面的词汇，充满争吵性的言语可能会导致对方产生厌恶情绪，从而不愿意与你进行合作。
其次，要注重倾听能力。
谈判并不仅仅是表达自己的观点，更需要倾听对方的意见和需求。
倾听对方，不仅可以帮助我们更好地理解对方的诉求，还有助于建立双方的共同信任。
当对方在表达观点的过程中，我们应该认真地聆听，不打断对方的发言，并可以适时用一些肯定性的语言来回应对方，例如：“我明白你的意思”、“我理解你的考虑”。
倾听对方并主动回应对方的需求，有助于建立积极的沟通氛围，为谈判的成功打下基础。
除此之外，适当运用积极的肯定性词语也是谈判中的重要技巧。
使用正确的词语可以传递出一种积极的态度，对方也会更容易接受和认同你的观点。
谈判中的积极词语可以有很多种，例如：同意、支持、赞同、认可等。
在表达自己观点的同时，加入这些肯定性词语可以使对方感受到你的积极合作态度，增加达成一致的可能性。
此外，在谈判中运用“开放性问题”也是一种有效的策略。
开放性问题指的是那些不能用简单的“是”或“否”回答的问题，可以帮助谈判双方更好地探索各自的需求和意图。
通过提出开放性问题，我们可以促使对方更全面地表达观点，也可以帮助自己更好地了解对方的意见，从而找到双方的共同点。
例如，我们可以询问对方：“你对这个事情有什么考虑？”、“你认为什么是最重要的？”等问题。
用开放性问题来引导谈判的方向，有利于双方更好地了解彼此，并最终达成双方都接受的协议。