五種談判技巧文章

　　國(guó)際商務(wù)談判的五個(gè)技巧

　　International business negotiation's five skill

　　進(jìn)出口商要想成功就得掌握談判技巧。掌握談國(guó)際商務(wù)判技巧，就能在對(duì)話中掌握主動(dòng)，獲得滿意的結(jié)果。我們應(yīng)掌握以下幾個(gè)重要的技巧：

　　International business negotiation is a discipline that the organic combination of scientific and artistic, due and certain principles of negotiating .The essay consider that the only following the six principles, namely: give consideration to the interests of both sides principle, the principles of fairness, time principle, principle of information, principles of negotiation psychological activity the principle of good faith and negotiating position to win the negotiations of the initiative,to avoiding loss of possible opportunity cost , fight for favorable conditions for cooperation

　　進(jìn)出口商要想成功就得掌握談判技巧。貿(mào)易談判實(shí)際上是一種對(duì)話，在這個(gè)對(duì)話中，雙方說(shuō)明自己的情況，陳述自己的觀點(diǎn)，傾聽(tīng)對(duì)方的提案、發(fā)盤(pán)、并作反提案，還盤(pán)、互相讓步，最后達(dá)成協(xié)議。掌握談國(guó)際商務(wù)判技巧，就能在對(duì)話中掌握主動(dòng)，獲得滿意的結(jié)果。我們應(yīng)掌握以下幾個(gè)重要的技巧

　　Import and export business have to master negotiation skills if they want to be successful . Actually , trade negotiationsis a kind of dialogue, in this dialogue, the two sides expounded his situation and state the own point of view, listen to each other's proposal and offer the proposal, also offer concessions to each other, and finally to reach an agreement. Masterring national business negotiation's skills, you can grasp the initiative in the dialogue and obtain satisfactory results .we should grasp the following several important skill :

　　國(guó)際商務(wù)判技巧一：多聽(tīng)少說(shuō)

　　International business negotiation's skills one : listen more talk less

　　缺乏經(jīng)驗(yàn)的談判者的最大弱點(diǎn)是不能耐心地聽(tīng)對(duì)方發(fā)言，他們認(rèn)為自己的任務(wù)就是談自己的情況，說(shuō)自己想說(shuō)的話和反駁對(duì)方的反對(duì)意見(jiàn)。因此，在談判中，他們總在心里想下面該說(shuō)的話，不注意聽(tīng)對(duì)方發(fā)言，許多寶貴信息就這樣失去了。他們錯(cuò)誤地認(rèn)為優(yōu)秀的談判員是因?yàn)檎f(shuō)得多才掌握了談判的主動(dòng)。其實(shí)成功的談判員在談判時(shí)把50%以上的時(shí)間用來(lái)聽(tīng)。他們邊聽(tīng)、邊想、邊分析，并不斷向?qū)Ψ教岢鰡?wèn)題，以確保自己完全正確的理解對(duì)方。他們仔細(xì)聽(tīng)對(duì)方說(shuō)的每一句話，而不僅是他們認(rèn)為重要的，或想聽(tīng)的話，因此而獲得大量寶貴信息，增加了談判的籌碼。有效地傾聽(tīng)可以使我們了解進(jìn)口商的需求，找到解決問(wèn)題的新辦法，修改我們的發(fā)盤(pán)或還盤(pán)�！罢劇笔侨蝿�(wù)，而“聽(tīng)”則是一種能力，甚至可以說(shuō)是一種天份�！皶�(huì)聽(tīng)”是任何一個(gè)成功的談判員都必須具備的條件。在談判中，我們要盡量鼓勵(lì)對(duì)方多說(shuō)，我們要向?qū)Ψ秸f(shuō)：“Yes”，“Please go on”，并提問(wèn)題請(qǐng)對(duì)方回答，使對(duì)方多談他們的情況，以達(dá)到盡量了解對(duì)方的目的。

　　It is biggest weakness for inexperienced negotiators that they are not patiently listen to other party's speak, they think that their task is to talk about their situation and say their wanted to say and refuse other party's objections. Therefore, they always think of the next to say, so they do not pay attention to listen to other party talked it, lead to many valuable information loss in the negotiations. They wrongly believe that good negotiator is much more to master the negotiations,due to they initiative. In fact, successful negotiator have more than 50% of the time to listen the in negotiations . They listen as she ponders, edge analysis, as same time continue to ask questions to other party, To ensure that they completely correct understant other party. Then carefully listen to every word the other said, not that they think are important, or want to hear ,

　　therefore they can get a lot of valuable information , and increase the bargaining chips. Effectiving listening allows us to understand the needs of importers and find new ways to solve the problem, modify our offer or counter-offer. "Talk" is a task, and "listen" is an ability, even a talent. "Listen" is the condition for any of a successful negotiator must have . In the negotiations, in order to we understand purpose of them . we should try best to encourage other party to say, we say to other party : "Yes", "Please go on", and ask questions to them, so that the other party to talk about more their situation.

　　國(guó)際商務(wù)判技巧二：巧提問(wèn)題

　　International Business negotiation's kills II: clever to ask questions

　　談判的第二個(gè)重要技巧是巧提問(wèn)題。通過(guò)提問(wèn)我們不僅能獲得平時(shí)無(wú)法得到的信息，而且還能證實(shí)我們以往的判斷。出口商應(yīng)用開(kāi)放式的問(wèn)題（即答復(fù)不是“是”或“不是”，需要特別解釋的問(wèn)題）來(lái)了解進(jìn)口商的需求，因?yàn)檫@類(lèi)問(wèn)題可以使進(jìn)口商自由暢談他們的需求。例如：“Can you tell me more about your campany?”“What do you think of our proposal?”對(duì)外商的回答，我們要把重點(diǎn)和關(guān)鍵問(wèn)題記下來(lái)以備后用。

　　The second important of negotiation skills is Clever to ask question . We can not only get the information through the questions that usually can not get it, but also confirm our previous judgments. Exporters apply open-ended questions (that answer is "yes" or "no", special issue of interpretation) to understand the needs ofimporters。 because this problem can make them freely talk about their needs . For example: "Can you tell me more about your campany?" "What do you think of our proposal?"We need to focus on and write down key questions of foreign answer for later use.

　　發(fā)盤(pán)后，進(jìn)口商常常會(huì)問(wèn)：“Can not you do better than that?”對(duì)此發(fā)問(wèn)，我們不要讓步，而應(yīng)反問(wèn)：“What is meant by better?”或“Better than what?”這些問(wèn)題可使進(jìn)口商說(shuō)明他們究竟在哪些方面不滿意。例如，進(jìn)口商會(huì)說(shuō)：“Your competitor is offering better terms.”這時(shí)，我們可繼續(xù)發(fā)問(wèn)，直到完全了解競(jìng)爭(zhēng)對(duì)手的發(fā)盤(pán)。然后，我們可以向?qū)Ψ秸f(shuō)明我們的發(fā)盤(pán)是不同的，實(shí)際上要比競(jìng)爭(zhēng)對(duì)手的更好。如果對(duì)方對(duì)我們的要求給予一個(gè)模糊的回答，如：“No problem”，我們不要接受，而應(yīng)請(qǐng)他作具體回答。

　　Offer after-hours, importers often ask: "Can not you do better than that?" Which ask questions, we can not compromise, but should ask: "What is meant by better?" Or "Better than what?" These issues can indicate that the importers are not satisfied in what ways. For example, importers said,: "Your competitor is offering better terms." At this time, we can continue asking questions until fully understand the competitor's offer. Then, we can explain our hair to the other plate is different, in fact, better than competitors. If the person on our request to give a vague answer, such as: "No problem", we do not accept, but should ask him for a specific answer.

　　國(guó)際商務(wù)判技巧三：使用條件問(wèn)句

　　International Business sub Skills III: conditions of use questions

　　當(dāng)雙方對(duì)對(duì)方有了初步的了解后，談判將進(jìn)入發(fā)盤(pán)和還盤(pán)階段。在這個(gè)階段，我們要用更具試探性的條件問(wèn)句進(jìn)一步了解對(duì)方的具體情況，以修改我們的發(fā)盤(pán)。

　　When the two sides have a preliminary understanding of each other after negotiations will enter the offer and counter-offer stage. At this stage, we use the conditions for a more exploratory questions to further understand each other's specific circumstances, to modify our offer.

　　條件問(wèn)句（conditional question）由一個(gè)條件狀語(yǔ)從句和一個(gè)問(wèn)句共同構(gòu)成，這個(gè)問(wèn)句可以是特殊問(wèn)句也可以是普通問(wèn)句。典型的條件問(wèn)句有“What?if”，和“If?then”這兩個(gè)句型。例如：“What would you do if we agree to a two-year contract?”及“If we modif your

　　specifications, would you consider a larger order?”在國(guó)際商務(wù)談判中，條件問(wèn)句有以下許多優(yōu)點(diǎn)

　　Conditions questions (conditional question) adverbial clause by a condition and a common form questions, the questions are specific questions can also be common questions. Conditions are typical questions "What ... if", and "If ... then" these two sentences. For example: "What would you do if we agree to a two-year contract?" And "If we modif your specifications, would you consider a larger order?" In international business negotiations, conditions there are many special advantages questions.

　　(1) mutual concessions.

　　(2) access to information.

　　(3) to seek common ground. I

　　(4) instead of "No".

　　四：避免跨國(guó)文化交流產(chǎn)生的歧義

　　Four: to avoid ambiguity arising from cross-cultural exchange

　　國(guó)際商務(wù)談判大多用英語(yǔ)進(jìn)行，而談判雙方的母語(yǔ)往往又不都是英語(yǔ)，這就增加了交流的難度。在這種情況下，我們要盡量用簡(jiǎn)單、清楚、明確的英語(yǔ)，不要用易引起誤會(huì)的多義詞、雙關(guān)語(yǔ)、俚語(yǔ)、成語(yǔ)，也不要用易引起對(duì)方反感的詞句，如：“To tell you the ruth”，“I''ll be honest with you...”，“I shall do my best.”“It''s none of my business but...”。這些詞語(yǔ)帶有不信任色彩，會(huì)使對(duì)方擔(dān)心，從而不愿積極與我們合作

　　Most international business negotiations in English, while the mother tongue of the negotiating parties are often not in English, which increases the difficulty of communication. In this case, we should try to use simple, clear and concise English, do not use lead to misunderstanding of the multi-meaning words, puns, slang, idioms. Do not use offensive words lead to the other party, such as: "To tell you the ruth", "I''ll be honest with you ..."," I shall do my best." "It''s none of my business but ...". Do not trust these words with color, make each other's concerns, are reluctant to actively cooperate with us.。

　　最后，為確保溝通順利的另一個(gè)方法是在談判結(jié)束前作一個(gè)小結(jié)，把到現(xiàn)在為止達(dá)成的協(xié)議重述一遍并要求對(duì)方予以認(rèn)可。

　　Finally, to ensure smooth communication and another before the end of the negotiations is a summary of the agreement up to now repeat it again and ask to be recognized. Summary must be realistic, must be worded properly, otherwise you'll be suspicious, the summary does not endorse, have a good talk about the issue is again to focus on it again.

　　國(guó)際五：做好談判前的準(zhǔn)備

　　International V: prepared well before the negotiations

　　就應(yīng)自談判前，要對(duì)對(duì)方的情況作充分的調(diào)查了解，分析他們的強(qiáng)弱項(xiàng)，分析哪些問(wèn)題是可以談的，哪些問(wèn)題是沒(méi)有商量余地的；還要分析對(duì)于對(duì)方來(lái)說(shuō)，什么問(wèn)題是重要的，以及這筆生意對(duì)于對(duì)方重要到什么程度等等。同時(shí)也要分析我們的情況。假設(shè)我們將與一位大公司的采購(gòu)經(jīng)理談判，首先我們問(wèn)以下問(wèn)題：

　　Negotiations, on the other side of the case to conduct a thorough investigation, analysis of their strengths and weaknesses, analyze what the problem is you can talk about, what issues are negotiable; also analyzed for each other is, what is important, and other important for the deal to what extent, and so on. We must also analyze the situation. Assume that we will work with a large company's purchasing manager, talks, first of all we should ask ourselves the following questions: - To talk about the main problems?

　　- What not to touch the sensitive issue?

　　- Be the first to talk about? - We understand each other what the problem? - Since the end of a business, what changes took place in the other? - If you are talking about renewal of the order, before doing business with each other to remember what lessons?

　　- Competition with us what the strengths of the order of business?

　　- Can we improve our work? - The other party may object to what the problem?

　　- In what ways can we give? We want them to make what work? - What are the other requirements? Their negotiating strategy will be like?

　　回答這些問(wèn)題后，我們應(yīng)該列出一份問(wèn)題單，要問(wèn)的問(wèn)題都要事先想好，否則談判的效果就會(huì)大打折扣。

　　Answer these questions, we should set out a questionnaire to ask questions in advance to be good, otherwise the negotiations is compromised.

　　總之，不少?lài)?guó)際商務(wù)談判因缺乏談判技巧而失敗。進(jìn)出口商通過(guò)培養(yǎng)傾聽(tīng)和提問(wèn)的能力，通過(guò)掌握上述的技巧，就可以在談判中掌握主動(dòng)、獲得滿意的結(jié)果

　　In short, many international business negotiation failed due to lack of negotiating skills. Import and export business by developing the ability to listen and ask questions, by mastering these skills, you can take the initiative in the negotiations to obtain satisfactory results.

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