中国合伙人谈判技巧

中国合伙人谈判技巧
【篇一：商务谈判技巧与策略】
商务谈判技巧与策略 8、曲线进攻
孙子曰：“以迂为直”，克劳赛维斯将军也说过：“到达目标的捷径就
是那条最曲折的路”，由此可以看出，想达到目的就要迂回前行，否
则直接奔向目标，只会引起对方的警觉与对抗。

应该通过引导对方
的思想，把对方的思维引导到自己的包围圈中，比如，通过提问的
方式，让对方主动替你说出你想听到的答案。

反之，越是急切想达
到目的，越是可能暴露了自己的意图，被对方所利用。

10、控制谈判局势
谈判活动表面看来没有主持人，实则有一个隐形的主持人存在着，
不是你就是你的对手。

因此，要主动争取把握谈判节奏、方向，甚
至是趋势的。

主持人所应该具备的特质是：语言虽不多，但是招招
中的，直击要害，气势虽不凌人，但运筹帷幄，从容不迫，不是用
语言把对手逼到悬崖边，而是用语言把对手引领到崖边。

并且，想
做谈判桌上的主持人就要体现出你的公平，即客观的面对问题，尤
其在谈判开始时尤为重要，慢慢对手会本能的被你潜移默化的引导，局势将向对你有利的一边倾斜。

11、避免朝三暮四
春秋时期，宋国有一个饲养猴子的高手，他养了一大群猴子，他能
理解猴子所表达的思想，猴子也懂得他的心意。

这个人家境越来越
贫困，已经买不起那么多的食物给猴子吃，于是，打算减少猴子每
餐橡子的数量，但又怕猴子不顺从自己，就先欺骗猴子说：“给你们
早上三个橡子晚上四个橡子，够吃了吗?”猴子一听，大声的叫嚷，
以示反对。

过了一会儿，他又说：“唉，没办法，早上给你们四个橡子，晚上三个橡子，这该够吃了吧?”猴子们一听，个个手舞足蹈，
非常高兴。

这个小故事大家应该非常熟悉，就是成语“朝三暮四”中
的典故。

这个故事看似荒唐可笑，其实，在谈判中却真实地存在着“朝三暮四”的现象。

通常体现在双方在某个重要问题上僵持的时候，一方退后一步，抛出其它小利，作为补偿，把僵局打破，并用小利
换来大利，或把整个方案调换一下顺序，蒙蔽了我们的思维。

乍听
起来觉得不可思议，但在实际谈判中经常会出现这样的情况，所以，首先要能跳出像脑筋急转弯一样的思维陷阱，而后要善于施小利，
博大利，学会以退为进。

在谈判中一个最大的学问就是学会适时的
让步，只有这样才可能使谈判顺利进行，毕竟谈判的结果是以双赢
为最终目的。

12、让步式进攻
在谈判中可以适时提出一两个很高的要求，对方必然无法同意，我
们在经历一番讨价还价后可以进行让步，把要求降低或改为其它要求。

这些高要求我们本来就没打算会达成协议，即使让步也没损失，但是却可以让对方有一种成就感，觉得自己占得了便宜。

这时我们
其它的，相较起这种高要求要低的要求就很容易被对方接受，但切
忌提出太离谱、过分的要求，否则对方可能觉得我们没有诚意，甚
至激怒对方。

先抛出高要求也可以有效降低对手对于谈判利益的预期，挫伤对手的锐气。

其实，谈判的关键就是如何达成谈判双方的
心里平衡，达成协议的时候就是双方心里都达到平衡点的时候。

也
就是认为，自己在谈判中取得
了满意或基本满意的结果，这种满意包括预期的达到、自己获得的
利益、谈判对手的让步、自己获得了主动权、谈判时融洽的气氛等，有时谈判中的这种平衡和利益关系并不大，所以，笔者主张，在谈
判中可以输掉谈判，只要赢得利益。

也就是表面上做出让步，失掉
一些利益，给对手一种攻城略地的快感，实则是洒了遍地的芝麻让
对手乐颠颠的去捡，自己偷偷抱走对手的西瓜
案例：案例八
澳大利亚a公司、德国d公司与中国c公司，谈判在中国合作投资
滑石矿事宜，中方c公司欲控制出口货源．但又不能为该合作投入
现金，只想用人力与无形资产投入。

a公司和b公司代表来华欲参观考察矿山，c公司积极派人配合并陪同前往，整个日程安排周到．准备有效，在有限的时间里满足了a
公司和b公司的该次访问的要求?
双方在预备会和小结会上对合作投资方式进行了讨论。

a公司：我公司是较大的滑石产品的专业公司，产品在国际市场占
有相当份额，尤其在精细滑石产品方面o
b公司：他们在中国投资过，但失败了，正在纠纷中，但他们认为
中国资源丰富，潜在市场大，很想找一个合作伙伴再重新干。

c公司：贵公司算找对了人了。

谢谢贵方这么着重我公司，贵方欲
与我公司怎么合作呢?
a公司：我公司计划是在中国找—个有信誉有能力的大公司，一起
投资中国矿山。

c公司：我公司是出口滑石的公司，若要投资则需集团审批，据我
集团的近期发展规划看这个行业不是投资重点。

b公司：贵公司的情况，我们理解，不过a公司却有成心在中国投资，由于第一次的失败，使这次投资十分犹豫。

c公司：的确，中国是个投资环境不平衡的地方。

有的地区发达，
有的地区不发达，要钱时，说的很好，钱倒手后就不是那么回事了，尤其是采矿投资，与地质条件关系很大，而当矿床跨越不同村镇时，还发生所有权的问题。

过去，我们已遇到这类的问题，作为外国投
资者需要解决：地质探测，矿山合伙人选择，国家政策，人文，商
务法律，市场等问题。

这些均影响投资成本和成败。

a公司：贵公司讲的正是我们担忧的，我们希望像贵公司这样的公
司可以解决这些问题。

c公司：我公司是国际化的公司，按国际规范进行工作，尽管我们
是中国人，但我们认为，使中国企业按国际范围与外国投资者合作
是中国经济发展的重要条件。

b公司：若贵公司能参与合作，将是有意义的。

c公司：刚才我们已谈到贵方这样投资的问题所在，但我们十分赞
赏贵公司对中国投资的勇气，作为中国公司，我们很愿意提供帮助，不过，我方将不以现金投入，而可以我们的商誉和协助解决上述问
题的义务投入。

a公司：贵方这种投入也是有意义的。

c公司：如贵方认为是有价值的，那么我建议贵方可以将它罗列出来，并予以作价。

当贵方与中方矿山谈判合资时，我方可与贵方作为—方谈判。

我方在合资企业的股份，将从贵方所占份额中划出。

b公司：贵方的建议可以考虑。

c公司：若贵方同意我方合作的方式，那么，请贵方提供协议方案
以确定双方关系，便于以后的工作。

c公司：待我回国汇报后，将书面回答贵方。

a、b公司代表回国后三周，给c公司来电，同意c公司以其商誉
和服务入股。

c公司为保出口货源和不出现金人股的方案谈判成功。

问题：
1．c公司在谈判中运用了什么策略？
2．a、b公司的谈判呢?
3，a、b、c：公司的谈判结果如何评价?
分析：
1 c公司在谈判中运用了：满意感、头碰头、训将法等策略。

如陪
同招待，让其满意；小范围坦诚谈——头碰头；讲政策、讲实际难度——一训将。

2．a、d公司运用了：头碰头、挡箭牌、步步为营等策略。

如，小
范围会谈；请示汇报；先坚持c公司出资，后谈以服务人股问题o
3．a、b、c三家谈判的结果均达到了期望的最低目标。

a、b公司
要c公司参与投资，c公司答应了。

c公司不想用现金，希望用服务
投入也基本上实现了。

?
【篇二：中国合伙人谈判经典对白(中英文对照)】
中国合伙人最后谈判对白台词（中英文对照）
wang :mr bono.its your gift ,from me.
波诺先生：送你的礼物
bono :its got from chinatown?
从唐人街回来
wang :chinese mooncake. next week is the moon festival. and
if the fight breaks out later, i have something to throw.
中国月饼。

下个礼拜就是中秋节了，还有，等会如果打起来，还可
以拿它来扔你。

bono : hahahaha...
wang : oh hoo, you got the joke, for you.
我就是喜欢你的幽默感。

给你
cheng :mr bone , we officialy offer a formal apology, the acknowledge the commodity copyright infringement and prepare to settle.
波诺先生：我们正式作出道歉。

我们承认我们确实存在侵权行为，
并同意必须为此付出代价。

wang :but not fifteen million.
但不是1500万
cheng:please, take any clause you want,any clause that is release to our copies. 这是有关本案的条文，请任意选出其中一条。

lady:clause eleven.
第十一条
cheng: the wto copy rights and performances and
phonograms treaties of impromenciate at of ninety nineteen eight,amended sation 101 by added《geneva conventions》, pick an other one please
世界知识产权组织1998年实施法，关于表演和录音制品版权条约
第101条，修订及增加了《日内瓦录音制品公约》。

请选下一条......
its because i memorized the entire text on the plane coming here. its a skill that i mastered when i was eighteen, that year, i memorizedthe whole xinhua english dictionary, for your information, i was only considered a mediocre of all my peers. chinese students are extremely adept at taking exams. you
cant imagine what they are willing to go through to succeed.
you dont understand chinese culture.
这是因为我在来美国的飞机上把整本书都背了下来。

我在18岁的
时候就掌握了这个本事...我希望你知道，我只是同龄人中的泛泛之辈。

中国学生极为擅长考试。

你无法想象他们为了成功所付出的辛酸。

你不了解中国文化。

波诺先生，无论官司的判决如何。

这将是我们正式合作的开始，我
们希望ees在中国市场
实现版权规范化，我们不喜欢被你们说成窃贼。

我们今天来到这里，其实只想告诉你一件事，中国在改变。

但很遗憾，你们一直没有变。

bono: mr meng, may i remind of you, ming is in the nba.
孟先生，我提醒你，姚明正在nba打球了
meng: thats because nba was trying to tap into china market, china is already the world largest market for english language education.today ,chinese students dont expect to stay in america, they want to go home. yet your still stuck on whether they cheat on exams.
那是因为 nba 需要中国市场，中国是全球最大的英语教育市场。

今天，中国学生来美国不是为了留下，他们愿意回国。

可是你还在关
心他们有没有作弊。

cheng:mr bono, before we came to the state,we debatedits
best to release the dream . now ,our confirm the decision, newdream ipo will be officially announced,today.
波诺先生，就在我们来美国之前，还一直在争论新梦想公司是否应
该上市。

就在刚才，我做了一个决定，新梦想会在今天正式宣布启
动上市
bono:what make we should care.
我为什么要关心这件事
cheng:but you will care, i will be waitting for the right oppotunity for the company to go public,now, ive got it.
thats right,its you who give us this oppotunity.
你会关心的，我一直在等一个时机，把公司上市。

现在终于等到了。

对，是你们给了新梦想这个机会，
thank you mr bono, you are the one who has goodness that warns investors from wall street.they will see us asour company with sincerity and courage.the more we pay in compensation. the greater valuation we will get in the future.
波诺先生，谢谢你。

是你们让华尔街投资者看到了我们，让他们看到我们的诚意和勇气，看到我们为错误承担代价，我们会出的赔偿金越多，我们未来市场的价值就越高。

in addition ,there will be at least one more benefit from listing new dream...
当然，上市还有另一个好处。

someday,we will no long teachers.but representatives of the world largest education service control division.you will be finally show us that respect we deserve.we will not have to have a lawsuit to communicate with each other.
有一天，当我们不再是教书匠，而是全世界最大教育服务机构的代表，你们就会真正尊重我们，再不需要通过打官司来沟通，
more important ,i am also doing this for a personal reason, i have a friend who is more brilliant that have never peer at were deserving success.when he came to american，the best mend of my generation destroyed here .
对我来说，这件事还有一个更重要的原因。

我有一个朋友，他比我优秀，远比我更应该成功。

他来到美国，我看见我们这一代人中游得最棒的在这里沉下去了。

mr bonot the palce here had never be even.this is my way of regainning my friends dignity.according to our chinese proverb,im like of a tubie a soft shell of turtle,someone afraid to go out and take risks,now ,i am standing here terrified. even as i speak,but as my friends ever said,somethings are so important that force us to overcome our fears.
波诺先生，这里从来就不是一个公平的战场。

我要用我的方式帮他赢加尊严。

按中国的说法，我是个士鐅，一种软壳的乌龟，害怕任何风险。

此刻，我站在这里，仍然不免会害怕，但是同意我这位朋友的说法，总有一些更重要的事情，赋予我们，打败恐惧的勇气。

weve got them by the balls!
他们的蛋蛋被抓着了
【篇三：中国合伙人三幕谈判台词完整版】
第一段：
外国女: mr. cheng, my client educational exam services has issued a warning to all us universities of the possibilities that new dream students have cheated on the tofel and the gres. the universities have been advised to investigate any new dream students with exceptionally high scores.
孟晓俊：you can’t issue such notice.
外国女：and it has already been issued.
孟晓俊: what are your accusations based on. it’s already been presumed guilty, a violation on the fundamental principal of american laws.
外国男: mr. meng, if that’s how you feel, why do your travel all the way here for this meeting? 孟晓俊: i know what we’ve done wrong, but you don’t know what you have done, and you don’t even care.
外国男: i hear your quick thinking. it just proved you received a good education in us. i came across some interesting fans about chinese culture. in the period of examination system was first established. so tradition of cheating began in china, was many document and technique on how to cheat. this is off the record. it’s just an interesting anecdote i want to share.
外国女: where are you going?
王阳： to take a leak. you want to go with me?
成东青：i’m going with him.
第二段：
孟晓俊：mr. bono you claimed that our tutorial materials give chinese students unfair advantage to do the exams. can you define what do you mean by unfair advantages?
外国男: you should know what it means better than i do. we’ll go to that later. right now i want you to admit the unauthorized use of that material.
外国女: we filed the motion with the courts, ordering you cease your infringement, and destroy all unauthorized copies of ees materials. we’re seeking 15 million in damages, this figure does not include punitive.
王阳: that’s ridiculous.
孟晓俊: the damages you are seeking for far exceed our total profits. you leave us no choice but go to court.
外国女: please repeat what you did say.
孟晓俊: you heard me, loud and clear, in english.
成东青: i suggest we take a break.
外国女: fine.
第三段：
王阳: mr. bono. its a gift ,from me.
外国男: did you go to the chinatown?
王阳: chinese moon cake. next week is the moon festival. and if the fight breaks out later, i’ll have something to throw.
外国男 : hahahaha...
王阳: oh hoo, you got the joke, for you.
成东青: mr.bono, we officially offer a formal apology, the acknowledge the commodity copyright infringement and prepare to settle.
王阳 : but not fifteen million.
成东青: please, take any clause you want, any clause that is related to our court case. 外国女: clause eleven.
成东青: the wipo copyright and performances and phonograms treaties implementation act of nineteen ninety-eight, amended section 101 by adding the definition of geneva phonograms convention. pick another one, please.
外国女: thirty-five.
成东青：the wipo copyright and performances and phonograms treaties implementation act of nineteen ninety-eight, requires that some paragraphs d of the definition of eligible country take effect, a part entry into force of the wipo performances and phonograms treaties with respect to the united states, which occurred on may 20th 2002.
成东青: this because i memorized the entire text on the plane coming here, it is a skill that i mastered when i was eighteen. that year, i memorized the whole xinhua english dictionary. for your information, i was only considered mediocre on my peers, chinese students are extremely adept at taking exams, you
can‘t imagine what they willing to go through to succeed, you don’t understand chinese culture.
孟晓俊: mr. bono, regardless of the final ruling, this meeting marks the start of our formal partnership, we hope the ees can enforce its copyrights in the chinese market. we don’t like being called thieves, weve come here today, hoping to educate
you about one thing, china has changed. unfortunately, you are still stuck in the past.
外国男: mr. meng, may i remind you, yao ming is in the nba.
孟晓俊: that’s because nba was trying to tap into the chinese market, china is already the world largest market for english language education. today, chinese students dont expect to stay in america, they want to go home. yet you’re still stuck on whether they cheat on exams.
成东青: mr. bono, before we came to the states, we debated whether to list the new dream on the stock exch ange, now, i’ve come to a decision, new dream’s ipo will be officially announced, today.
外国男:what makes you think i care.
成东青: but you will care, i’ve been waiting for the right opportunity for the company to go public. now, ive got it. that’s right, its you who give us this opportunity, thank you mr. bono, you are the one who has garnered us the attention of potential investors form wall street, they will see us as a company with integrity and courage, that takes responsibility for its mistakes, the more we pay you in compensation, the great valuation we will get in the future.
in addition, there will be at least one more benefit from listing new dream, someday, when we are no longer teachers, but the representatives of the world’s largest educational se rvice cooperation, you may finally show us the respect we deserve, we won’t have to rely on lawsuit to communicate with each other.
more importantly, i’m also doing this for personally reasons, i have a friend, who is more brilliant that i will ever be, and more deserving of success, but when he came to america , i realized the best man of my generation destroyed here, mr. bono , the playing field has never been even, this is my way of reclaiming my friends dignity.
according to a chinese proverb, i’m lik e a tubie, a soft shell of turtle, someone afraid to go out and take risks, now, i am standing here, terrified even as we speak, but as my friend once said, some things are so important, that they forces us to overcome our fears.。