沟通谈判跟说服.pptVIP

沟通谈判策略与说服技巧Negotiation Strategies and Persuasion Skills 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.” 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，为谈判与说服做好准备 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) 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: 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. 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. 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. 4)公平合理性 (Legitimacy) We do not want to be unfairly treated, nor do others. It will 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. 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. 6)关系 (Relationship) Preparation can