談升職加薪時必用的談判技巧

時間：2020-07-22 09:30:13 Salary 我要投稿

談升職加薪時必用的談判技巧

　　在現實的商業活動中，怎樣提高職場談判技巧，爭取利益最大化呢?下面由yjbys小編為大家整理的談升職加薪時必用的談判技巧，歡迎大家查看!

談升職加薪時必用的談判技巧

　　1) Prepare well before the negotiation. Try to analyse your opponent’s possible strategy and estimate his/her target and baseline. Consider the old Chinese saying: “Know yourself and know your enemy, and you will win every war.” The more you can learn about your opponent, the more initiative you can seize in a negotiation to achieve satisfactory goals.

　　談判前做好充分的準備，分析對方的方案，預估對方的談判目標和底線。知己知彼，百戰不殆，對對方了解得越多，越能夠在談判中掌握主動權，以達到更好的談判效果。

　　For example, David, a Senior Trading Manager will ensure he adequately prepares ahead of each and every negotiation. First of all, he will gather a wide-range of information about the other company and its project leader. Then he will analyse the company’s advantages, disadvantages, possible plans and expected goals. After that, David will analyse and summarize all the information. This habit ensures that David maintains an advantage during negotiation.

　　范例：作為公司資深的企業培訓經理，David在每一次談判前期都會做好充足的準備。他首先會全方位收集對方公司和項目負責人的資料，然后著手了解對方公司的.優勢和劣勢，以及對方可能給出的方案、預期目標，將到手的信息進行分析和匯總。這個習慣讓David總是在談判中保持主動和優勢。

　　2)Create detailed plans and alternative solutions to ensure there is some flexibility during negotiation, with some variables being able to be changed during the negotiation process. Many negotiations contain stages of consultation, compromise and concession. Therefore, it is particularly important to prepare alternative plans.

　　制定詳細的計劃與方案，并設計可替代性的解決方案，來創造談判時的可變化因素。在談判的過程中一定會出現協商、妥協、讓步的情況，多準備幾套方案就顯得尤為重要了。

　　For example, Anna, a real-estate representative, couldn’t persuade suppliers to come to an agreement because of a pricing issue. When considering this problem, she analysed the multiple alternative options that she had prepared before the negotiation. Based on the opponent’s intention, she was able to offer an alternative plan which extended the delivery dates by slightly lowering the price. The second plan was acceptable to all parties and a deal was made.

　　范例：Anna作為地產公司代表與供應商談判時因為價格方面而遲遲不能達成合作，她迅速在腦中針對自己準備的多個備選方案做了一個簡短的分析，然后根據對方的意向和需求給出了另外一個方案，即在價格稍微降低的情況下可以適當延長交貨日期，這一方案得到了對方的認可。

　　3)Try to create win-win situations. All negotiating parties wish to maximize their interests. A successful negotiation should meet the needs of both sides and promote long-term development and cooperation.

　　創造雙贏的互動模式。談判雙方都希望為自己爭取最大的利益，而成功的商務談判最終應該滿足雙方的需求，并促進長期的發展與合作。

　　For example, Alex is the manager of a foreign trade company. As a supplier, he must negotiate a purchasing order with a new client. Alex thinks logically and has a deep understanding of the company’s product. During the negotiation, he strikes first, gaining the initiative and stating his stance. He lists his company’s advantages and competitiveness in comparison to other suppliers. When encountering a deadlock, he tries to think from his opponent’s perspective and is able to compromise within an acceptable limits. Finally, they come to an agreement where everyone is achieves an acceptable outcome.

　　范例：某外貿公司的經理Alex作為供應商與初次接觸的客戶進行一場采購談判。Alex思維縝密邏輯清晰且對自己公司的產品非常了解。他在談判中先發制人地說出自身的立場和觀點，羅列出與其他供應商相比較自身的優勢和競爭力。在遇到僵局時會采取迂回戰術，盡量站在對方的角度思考問題并作出可接受范圍內的讓步，最終達到雙贏的局面。

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