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四. 谈判实务之技巧
1. Patience(耐心). 2. Slow agony(慢性痛苦). 3. Apathy(沉着). 4. Empathy/sympathy(同理心/同情心). 5. Sudden shifts(突然转移). 6. Faking(佯装). 7. Walking(离开现场). 8. Fait accompli(既成事实). 9. Salami(蚕食法). 10. Limits(画地自限). 11. Deadlines(截止时间). 12. Antagonism(敌对法).
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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.
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 acy) We do not want to be unfairly treated, nor do others. It will
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.
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.
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.
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5.配套阶段(Packaging) －用不同的变量加以组合
运用创意整合双方的利益，制造各种配套 随时寻找新的变量 在主议题上追求双赢，在次议题可以零和 6. 议价阶段(Bargaining) －肯定的提议 所有议题一起谈 每一个交换都要有代价，每一个让步都要有条件 7. 结束阶段(Closing) －总结式，威胁式，选择式，让步式，休会式 8. 签署阶段(Agreeing) －各种协议文件形式
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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:
沟通谈判与说服
二.谈判的理念与功能 1.谈判的定义 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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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.
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.