[The pros and cons of in-season negotiations]When Tom Condon drove to Indianapolis to tell Colts president Bill Polian that Peyton Manning no longer wanted to negotiate until after the season, it constitut...+阅读

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.争吵代替说服处理矛盾的三种方式：冲突、不理、谈判．谈判是生活中每时每刻解决问题的技巧．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

延伸阅读：

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