谈判与沟通基本技巧与架构课件.docxVIP

下载本文档

2
0
约4.33千字
约 3页
2019-07-06 发布于湖北
举报
版权申诉

谈判与沟通基本技巧与架构课件.docx

1、原创力文档（book118）网站文档一经付费（服务费），不意味着购买了该文档的版权，仅供个人/单位学习、研究之用，不得用于商业用途，未经授权，严禁复制、发行、汇编、翻译或者网络传播等，侵权必究。。
2、本站所有内容均由合作方或网友上传，本站不对文档的完整性、权威性及其观点立场正确性做任何保证或承诺！文档内容仅供研究参考，付费前请自行鉴别。如您付费，意味着您自己接受本站规则且自行承担风险，本站不退款、不进行额外附加服务；查看《如何避免下载的几个坑》。如果您已付费下载过本站文档，您可以点击这里二次下载。
3、如文档侵犯商业秘密、侵犯著作权、侵犯人身权等，请点击“版权申诉”（推荐），也可以打举报电话：400-050-0827(电话支持时间：9:00-18:30)。
4、该文档为VIP文档，如果想要下载，成为VIP会员后，下载免费。
5、成为VIP后，下载本文档将扣除1次下载权益。下载后，不支持退款、换文档。如有疑问请联系我们。
6、成为VIP后，您将拥有八大权益，权益包括：VIP文档下载权益、阅读免打扰、文档格式转换、高级专利检索、专属身份标志、高级客服、多端互通、版权登记。
7、VIP文档为合作方或网友上传，每下载1次，网站将根据用户上传文档的质量评分、类型等，对文档贡献者给予高额补贴、流量扶持。如果你也想贡献VIP文档。上传文档

精品談判與溝通基本技巧與架構為什麼談判談判標的談判的參與者你，我，第三者誰有決定權誰有影響力談判的規則常見的其他架構遊戲理論理性假設談判的基本原則什麼是雙贏？目標實際，長短期變與不變冷靜交換/找出交換的標的找出對方的標準以他們為中心漸進面對情緒每個情境都不同不斷溝通（問，明確指出，換角度）找出並轉化真正的困難，成為轉機掌握不同完全準備，實際演練 Quadrant 1-Problems Goals Goals: short/long term. Problem(s): in reaching goals. Parties: Decision-maker. 3rd parties. What if No Deal? Worst case? Preparation: Time. Who has more info? Quadrant II-Situation Analysis Needs/Interests: rational, emotional, shared, conflicting, unequally valued. Perceptions: Pix in the head of each party. role reversal, culture, conflicts, trust. Communication: style, relationship? Standards: Theirs, norms. Re-examine Goals: still realistic? Quadrant III-Options/Risk Reduction Brainstorm: options to meet goals, needs. What to trade or link? Incremental: steps to reduce risk. 3rd parties: common enemies, influencers. Framing: create a vision, develop questions. Alternatives: To improve/affect deal, if necessary. Quadrant IV-Actions Best options/priorities: Deal breakers. Giveaways. Who presents: How and to whom? Process: Agenda, deadlines, time mgmt Commitments/incentives: Especially for them. Next steps: Who does what? Quadrant 1-Problems Goals Goals: short/long term. Problem(s): in reaching goals. Parties: Decision-maker. 3rd parties. What if No Deal? Worst case? Preparation: Time. Who has more info? Quadrant II-Situation Analysis Needs/Interests: rational, emotional, shared, conflicting, unequally valued. Perceptions: Pix in the head of each party. role reversal, culture, conflicts, trust. Communication: style, relationship? Standards: Theirs, norms. Re-examine Goals: still realistic? Quadrant III-Options/Risk Reduction Brainstorm: options to meet goals, needs. What to trade or link? Incremental: steps to reduce risk. 3rd parties: common enemies, influencers. Framing: create a vision, develop questions. Alternatives: To improve/affect deal, if necessary. Quadrant IV-Actions Best options/priorities: Deal breakers. Giveaways. Who pre