國(guó)際商務(wù)談判中的秘訣

　　商務(wù)談判的過(guò)程,其實(shí)就是談判各方運(yùn)用各種語(yǔ)言進(jìn)行交流、溝通和磋商的過(guò)程。能否出色地運(yùn)用語(yǔ)言的藝術(shù)是決定談判成敗的關(guān)鍵因素之一。因此,在商務(wù)談判中了解談判語(yǔ)言的特點(diǎn),掌握談判語(yǔ)言的運(yùn)用技巧,做到"四巧",對(duì)促成談判的成功有重要作用。

　　國(guó)際商務(wù)談判中的秘訣

　　克服對(duì)方敵對(duì)意識(shí)

　　談判中往往會(huì)遇到對(duì)方強(qiáng)烈的敵對(duì)意識(shí)，這時(shí)候你必須設(shè)法克服它。通常的方法是接受對(duì)方的“排斥”，但將之轉(zhuǎn)化為正面的作用。

　　你可以說(shuō)"If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work."

　　Showing humility

　　展現(xiàn)親和力

　　談判是雙方溝通的過(guò)程，所以必須避免陷于一連串的"I' m right, you' re wrong"的情形。展現(xiàn)親和力尊重那些對(duì)象，千萬(wàn)不要裝作已有所有答案，請(qǐng)把一些議題的控制權(quán)讓給別人

　　你可以說(shuō)"That' s more your area of expertise than mine, so I' d like to hear more."

　　Recovering from negotiation breakdown

　　Using effective questioning

　　問(wèn)一些有建設(shè)性的問(wèn)題

　　問(wèn)一些有建設(shè)性的問(wèn)題是成功協(xié)商議題的基石。這是給了雙方一個(gè)機(jī)會(huì)來(lái)表明雙方各自在關(guān)鍵議題上的態(tài)度，例如目標(biāo)及期望。多問(wèn)一些開(kāi)放式的問(wèn)題將可以盡早給予彼此闡述觀點(diǎn)的機(jī)會(huì)。

　　例如，你可以這樣問(wèn)"What are you hoping to achieve today?

　　Recovering from offending someone

　　讓談判“起死回生”

　　當(dāng)對(duì)方因憤怒、怨恨或不愿意聆聽(tīng)而使得雙方關(guān)系瀕臨決裂的時(shí)候，要特別注意具有建設(shè)性的對(duì)談。承認(rèn)錯(cuò)誤并且展現(xiàn)誠(chéng)意是讓談判起死回生的好辦法。

　　你可以說(shuō)"What happened last week was unacceptable as it was unintentional. Shall we move on?"In business, skilled negotiation can be the difference between making a million dollar contract and being fired。