战略性谈判的原则（Principles of strategic negotiation）.docVIP

战略性谈判的原则（Principles of strategic negotiation） Principles of strategic negotiation Implement the strategic principle of negotiation invincible. Peter Wink Strategic negotiation means planning and implementing a well thought out plan to convince others to give you what you want according to the conditions you set. Strategy is a holistic, comprehensive plan that includes a set of goals. Strategic negotiations include some principles. Whether you are conducting personal or business negotiations, methodically implementing these principles will make you an invincible position. The beginning of the negotiations: competitors cards Let the other person give the promise first. Dont make any promises at the beginning of the negotiation. Let the other team start negotiations. Dont ask for a price, give terms or start anything that relates to the negotiations. Many times you will find, let the other party to speak, they will unconsciously reveal their cards. Moreover, at the beginning of the negotiation, the price and terms offered by each other tend to be much better than you expect. To be hidden. When playing poker, what will happen if you know the cards in your hand? Yes, every game has to be lost. The negotiations are the same. Dont tell anyone your strategic plan, and dont feel complacent, as if you have the trump card in hand. Further, no matter how much you want to reach an agreement, always show no importance. If you pay too much attention and enthusiasm to the deal, the other side will use your enthusiasm and it will be against you. Provide written materials. One way to get the other person to consider your point of view is to show them some written material. It is generally easy to believe text from third independent parties. If the negotiator is reluctant to reach an agreement with you, then tell them that the price and benefits you offer are comparable to those of your competitors and even better than those of your competitors. Take out an opponents product catalog o