采购谈判战术.ppt

六. 谈判的战术 谈判战术的目的： 获得同意，让对方说YES，让对方接受我方的观 点。 谈判战术---获得同意 谈判战术是一系列用以达到战略目的计划和行动，用以引起卖方关于策略，地位，目标感觉的改变 买方要意识卖方采取的战术，并降低其效用 一方有可能采用一些少见的策略诡计迫使对方就范 双方更多可采用一些法律的，道德的战术劝说对方接受 常用战术 出低价– 卖方作出。买方不容易将卖方打发走 开诚布公—紧密工作关系，分享信息 提问题---开放性问题， 两重目的 短暂休会—三个目的 试探气球—试探对方反应 卖方加价—如果不同意出价，就加价 常用战术 出高要求---卖方高要求，卖方低价，以防作出让步，另一方有可能乐于接受 最好/最终条件—准备好结束谈判，一旦作出让步，此战术立马实效！ 沉默以对—希望对方提供更好的条件；对方指出我方弱点 计划的让步– 期望对方回馈 场合选择– 制造压力 六类心理因素影响人的行为/reference/brainwashing/brainwashing20.html 互惠 一致性 社会证明 喜欢 权力 稀缺 对一个谈判有效的战术，对另一个不一定有效 高效谈判者愿意修改没有效果的战术 对于卖方没有准备、承受压力、无经验，疲劳和没有兴趣，上述上述战术会起很大作用 做最专业、最系统化的企业全员培训平台 * 聚成华企在线商学院 采购商务谈判之谈判的战术 讲师：李 震 “教育是为美好生活作准备！” ——斯宾塞 Thanks！ Question: open-ended question severs dual purposes as a negotiating tactic. First insightful question can result in revealing new informaiton, second, question provide certain period of relief as other party takes time to consider a answer. Caucus : the tactics involves taking time out to process new information, taking a needed break when negotiation going poorly, or when negotiator is feeling that she or he is making too many concessions. Trial balloon: a negotiator using this tactic might asking: what if I can persuade my manager to endorse this option, would you go along? Trial balloons are test of acceptance. The reaction to the idea influences the whether the parties will pursue the idea further. Question: open-ended question severs dual purposes as a negotiating tactic. First insightful question can result in revealing new informaiton, second, question provide certain period of relief as other party takes time to consider a answer. Caucus : the tactics involves taking time out to process new information, taking a needed break when negotiation going poorly, or when negotiator is feeling that she or he is making too many concessions. Trial balloon: a negotiator using this tactic might asking: what if I can persuade my manager to endorse this option, would you go along? Trial balloons are test of