Negotiation Tips「中英文版」
在商務(wù)中，技巧的商談決定著我們的輸贏，那么，我們有什么技巧可以幫助在商務(wù)談判進(jìn)程中脫穎而出?下面是小編搜集整理的Negotiation Tips中英文版，歡迎閱讀，供大家參考和借鑒!
Negotiation Tips(中文版)
以積極的態(tài)度開(kāi)始
和你正在進(jìn)行商務(wù)談判的人可能會(huì)是你的商務(wù)競(jìng)爭(zhēng)者。要和競(jìng)爭(zhēng)者進(jìn)行有效果的商談重要是是之前積極的.語(yǔ)氣，建立互相能克服差別的信心。例如，"The United States and Russia, England and France, and Germany and France are all former competitors who became allies. If they could do it, so can we."
應(yīng)付不道德的應(yīng)聘者
可能你會(huì)遇到會(huì)使用各種丑陋的商談技巧的人。應(yīng)付這些不道德表現(xiàn)的方法不該是正面的沖突，而要顯示的品格。例如，如果你感到別人一直在撒謊或是在欺騙你，你就可以說(shuō)，"I've come to trust you completely, but on this issue I sense some holding back."
使用有效的問(wèn)訊方式
有效的詢(xún)問(wèn)方式是成功商談的支柱。這能給雙方衡量各自對(duì)關(guān)鍵問(wèn)題態(tài)度以及目標(biāo)和期望值的機(jī)會(huì)。最初用自由開(kāi)放式的問(wèn)題能讓雙方收集這些信息的機(jī)會(huì)。例如，你可以問(wèn)，"What are you hoping to achieve today?"
從得罪別人恢復(fù)過(guò)來(lái)
在商談進(jìn)程中的一定階段可能會(huì)引起一定的沖突，因此知道如何從這樣的事件中恢復(fù)關(guān)系非常的重要。要這樣做的一種方式是將那些可能引起沖突的話(huà)語(yǔ)轉(zhuǎn)成積極的語(yǔ)氣。例如，"If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work."
表示出謙卑
商談是雙向的交流，因此能避免卡在一連串的"I'm right, you're wrong,"處境中為佳。對(duì)你正在談判的人表現(xiàn)出謙恭和尊重，不要假裝你有所有的答案，公開(kāi)讓他們也控制一些問(wèn)題的決定權(quán)。例如，"That's more your area of expertise than mine, so I'd like to hear more."
從商談破裂中恢復(fù)過(guò)來(lái)
當(dāng)商談破裂導(dǎo)致憤怒，怨恨或是簡(jiǎn)單的拒絕傾聽(tīng)，那就要小心注意試圖重新回到有效的對(duì)話(huà)。承認(rèn)錯(cuò)誤并表示出你仍舊愿意繼續(xù)商談這樣將有助于談判重新獲得平和的氣氛。例如，你可以說(shuō)，"What happened last week was unacceptable as it was unintentional. Shall we move on?"
Negotiation Tips(英文版)
Good negotiation skills have a huge impact on your career -- whether you're a salesperson making deals or an entry-level employee trying to get good assignments or cube neighbors to quiet down.
"Most people think of negotiation only when they need to get something more," says Tammy Lenski, a professional mediator who helps universities and businesses nationwide with conflict management. "The reality is that at work, pretty much every conversation is a negotiation. You're negotiating deadlines, the quality level, what might be taken off your plate to make room for this priority project and what benefit you might get for taking on that project. The minute you walk into the workplace in the morning, you're negotiating."
Lenski says big negotiation mistakes are common -- people either are too confrontational or cave in because they're afraid to ask some basic questions. "If people think of a negotiation more as a conversation than something that needs to be won, they'll do much better," she adds.
Here are four of Lenski's tips on becoming a good negotiator -- and improving your situation at work:
1. Tactic Is Dictated by Situation
Playing hardball in the office can backfire when you need to work with your coworkers every day. "You have an ongoing relationship with these folks, and you're trying to not leave debris," Lenski says. "People need to stop thinking about negotiating as getting more of what I need, which means getting less of what you need."
Instead, find out the other person's needs, and try to come to a conclusion that helps both of you. "The best negotiating is using the really good human relation skills in an effective way," Lenski says. "It isn't about pushing or convincing or manipulating the other person. It's about having them figure out what they want and how you can help them get it."
2. Ask Good Questions
In negotiations, you know what you want. But you also need to find out what the other side wants in return. It's most efficient if you just ask openly.
When starting her private practice 10 years ago, Lenski presented her fee to provide conflict-management services to a company in turmoil. The department head asked her to slash her price 20 percent. Lenski said this was her bottom-line number, but the department head said everything is negotiable.
Lenski then asked the essential question: "Why do you believe everything is negotiable?" The department head explained the head of finance would ask if she bargained and got a good deal. At that point, Lenski crossed out the original fee and wrote a new one that was about 25 percent higher. "Will this work?" she asked.
The department head said, "Well, I'll have to offer you 20 percent less than that." And they had a deal.
You won't always get such a clear-cut answer, but it only strengthens your case if you can find out about the other person's goals.
3. Deal with Issues Up Front
Instead of keeping quiet and thus becoming resentful, "negotiating is figuring out how to raise the things that are bothering you so they can be sorted out," Lenski says.
There are gender-based differences in negotiation. "Many women are not very good at asking, or when they are made an offer, they tend to think that they have to say yes or no," Lenski says. "But men tend to think of it as the opening volley in a negotiating experience."
Instead of just thinking about what might make it difficult to accomplish your goal, talk with your boss about those issues right away. "It's much more helpful in general to think about under what conditions you might make it possible, and how can you help me do that," Lenski says.
Lenski was recently asked to speak at a conference, and the university offered to pay her travel expenses but not conference fees and hotel room. She discovered a colleague who was manning a nearby conference booth was getting all her expenses paid by another college department. Instead of having hard feelings, Lenski approached the dean. "Aren't I doing as much to get the college's name out there?" she asked. When she pointed out the discrepancy, he offered to pay her way as well.
People are too often afraid to have those difficult conversations, bottling up their resentment. "If I hadn't asked and would have gone home and fretted, I wouldn't have had the money," she says.
4. Do the Right Kind of Homework
Lenski says people tend to waste a lot of time worrying about scary negotiation scenarios. "They go into it thinking about all the ways it can go wrong," she says, even though the negotiation generally turns out much better than expected. "Instead, they should spend their time thinking of it from the perspective of the other person. What would make them want to join with you to figure things out? Not what will make them change their mind, but what will make them want to sort this out with me. Invite them into joint problem-solving."
Not only does this tactic lead to more successful negotiations, but your colleagues will also have a better opinion of you. "You have to keep seeing most of the folks in the workplace, and they can have a lot of input on whether you move up," Lenski says. "You want to approach them in ways that you're seen as a team player."
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