沟通谈判策略和说服技巧PPT课件(15张)

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5.配套阶段(Packaging) －用不同的变量加以组合
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三.谈判的过程－八阶分析法的谈判架构与策略
1. 准备阶段(Preparing) A good result of a negotiation can be seen as
involvingsevenelements. The better we handle each element, the better the outcome will be:
5)沟通 (Communication) Other things being equal, an outcome is better if it is
reachedefficiently. That requires good two-way communication as each side seeks to influence the other. We want to think in advance about what to listen for—and what to say.
7)承诺 (Commitment) Those commitments are likely to be better if we have
thought in advance about specific promises that we realistically can expect, or make, during or at the conclusion of a negotiation.
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2.辩论阶段(Arguing) －理智而建设性＞情绪而破坏性
威胁，承诺，既威胁又承诺 利益摆中间，立场摆两旁
3. 暗示阶段(Signaling) －用暗示跳开辩论 多听少说 接收与修正双方的暗示
4. 提议阶段(Proposing) －用比较肯定的语气和用字提议
掌握好原则，在细节上要有弹性 刚开始的让步要小，条件要多
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2)可能达成的协议 (Options) By options we mean possible agreements or pieces of
a possible agreement. The more options we are able to put on the table, the more likely we are to have one that will well reconcile our interests.
沟通谈判策略与说服技巧 Negotiation Strategies and Persuasion Skills
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一. 沟通的理念与功能
1.沟通的定义 “Human communication is the process through which individuals in
relationships, groups, organizations and societies create, transmit and use information to organize with the environment and one another.”
3) 最佳退路 (Alternative)
Another choice. Before we sign a deal—or turn one
down—we should have a good idea of what else we might do.
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4)公平合理性 (Legitimacy) We do not want to be unfairly treated, nor do others. It will
2.完整的沟通＝口头＋书面/视听/网络＋非语言
3.沟通的功能：建立共识，为谈判与说服定义 It is a process of bargaining, which entails two or more
interdependent parties who perceive incompatible goals and engage in the social interaction to reach a mutually satisfactory outcome. 2.谈判的目标－利益(interest)与立场(position) 3.零和游戏(zero-sum game)与双赢(win-win) 4. 谈判者与调停者的建构 5. 谈判修辞(negotiation rhetoric) 6. 谈判技巧(negotiation skills—strategy and tactic)
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6)关系 (Relationship) Preparation can help us think about the human
interaction—about the people at the table. We should have some idea about how to build a relationship that facilitates, rather than hinders, agreement.
help to find external standards that we can use as a sword to persuade others that they are being treated fairly and as a shield to protect us from being ripped off.
1)利益 (Interests) Whatever our demand or “position” may be, we and
others involved in the negotiation would like an outcome that meets our underlying interests—the things we need or care about.