职场秘籍：赢得谈判成功的四大秘诀Using effective questioning 问一些有建设性的问题 问一些有建设性的问题是成功协商议题的基石。这是给了双方一个机会来表明双方各自在关键议题上的态度，例如目标及期望。多问一些开放式的问题将可以尽早给予彼此阐述观点的机会。 例如，你可以这样问"What are you hoping to achieve today? Recovering from offending someone 克服对方敌对意识 谈判中往往会遇到对方强烈的敌对意识，这时候你必须设法克服它。通常的方法是接受对方的“排斥”，但将之转化为正面的作用。 你可以说"If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work." Showing humility 展现亲和力 谈判是双方沟通的过程，所以必须避免陷于一连串的"I' m right, you' re wrong"的情形。展现亲和力尊重那些对象，千万不要装作已有所有答案，请把一些议题的控制权让给别人 你可以说"That' s more your area of expertise than mine, so I' d like to hear more." Recovering from negotiation breakdown 让谈判“起死回生” 当对方因愤怒、怨恨或不愿意聆听而使得双方关系濒临决裂的时候，要特别注意具有建设性的对谈。承认错误并且展现诚意是让谈判起死回生的好办法。 你可以说"What happened last week was unacceptable as it was unintentional. Shall we move on?"In business, skilled negotiation can be the difference between making a million dollar contract and being fired。 |
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