談判: 日常實踐及工具

1.認識自己的工作談判風格以靈活運用
掌握談判關系中的心理學
把談判視為一個調整與差異化過程
認識到談判行為中自己的長短處
培養(yǎng)在談判情境中展現主見的能力

2.準備談判：一個策略和戰(zhàn)術階段
識別談判的成立條件、促使它成功的關鍵因素
為每位參與者定義談判中的利害關系和目標
從無談判余地的要素中，區(qū)分出可談判空間
清晰界定目標，準備有利論據
識別直接和間接的的參與者
分析對話者的特點
根據具體情境選取匹配的策略，并研究各種可能性

3.掌控談判的各個關鍵階段
在談判中開個好頭
明確在場各方的目標
時刻不忘各階段的目標及自由度
取得階段性成果，在每一步確認共識

4.總結，達成共識及安排談判的后續(xù)工作
使談判達成的共識生效，并總結進步點
加強各方在落實階段的投入
總結交互意見，確認所做決定
把決定付諸于實踐
跟進談判結果并從中吸取經驗教訓

5.應對出現的困難及沖突情境
識別自己面對局勢中的長短板，以突破僵局
對可能出現的困難做好思想準備
力爭穩(wěn)定陣腳，彰示論據價值
積極傾聽，維持自己的反應力和適應力
掌握應對談判高手的溝通方式
有效擺脫緊張情境的技巧
在博弈中要維護積極的人際關系氛圍

6.積極練習，以更好地談判
從較量的階段獲取心得
妥善處理讓步與讓步條件
掌握重述，應對異議及敢于總結的技巧

1. Identifying our style to become more flexible
The psychological aspects of a bargaining relationship
Considering the negotiation as a process of adaptation and differentiation
Identifying behaviors in negotiation and becoming aware of our strengths and weaknesses
Developing our ability to claim in a situation of negotiation

2. Preparing negotiations: a strategic and tactical stage
Identifying conditions for the existence of negotiation and key factors for its success
Defining stakes and objectives of negotiation for each stakeholder
Distinguishing negotiable space in non-negotiable elements
Clearly defining objectives and preparing arguments to value
Identifying direct and indirect actors
Analyzing profile of each interlocutor
Deciding on a strategy adapted to the situation and considering all assumptions

3. Managing key stages of negotiation
Successful start-up phase
Clarifying the objectives of the parties involved
Always keeping in mind your objectives and degree of freedom
Validating each stage

4. Concluding, reaching agreement and arranging follow-ups
Validating the agreements and make the points of progress
Strengthening the commitments in the implementation phase
The synthesis of exchanges and validating decisions
Organizing the implementation of decisions
Following the outcome of negotiations and drawing lessons for the future

5. Dealing with difficult and conflict situation
Identifying your constraints and advantages encountered in this situation to get over obstacles
Anticipating to better prepare for delicate negotiations
Keeping standing on the point of view steadily and proving its value
Practicing active listening to keep responsiveness and adaptability
Controlling your mode of communication face difficult partners
Effective techniques to get out of stressful situations
Sustaining a positive relationship regardless of the issues

6. Active pratice for better negotiation
Developing necessary reflexes during confrontation
Dealing with concessions and counterparties
The techniques of rephrasing, handle objections, dare to conclude