谈判: 日常实践及工具

1.认识自己的工作谈判风格以灵活运用
掌握谈判关系中的心理学
把谈判视为一个调整与差异化过程
认识到谈判行为中自己的长短处
培养在谈判情境中展现主见的能力

2.准备谈判：一个策略和战术阶段
识别谈判的成立条件、促使它成功的关键因素
为每位参与者定义谈判中的利害关系和目标
从无谈判余地的要素中，区分出可谈判空间
清晰界定目标，准备有利论据
识别直接和间接的的参与者
分析对话者的特点
根据具体情境选取匹配的策略，并研究各种可能性

3.掌控谈判的各个关键阶段
在谈判中开个好头
明确在场各方的目标
时刻不忘各阶段的目标及自由度
取得阶段性成果，在每一步确认共识

4.总结，达成共识及安排谈判的后续工作
使谈判达成的共识生效，并总结进步点
加强各方在落实阶段的投入
总结交互意见，确认所做决定
把决定付诸于实践
跟进谈判结果并从中吸取经验教训

5.应对出现的困难及冲突情境
识别自己面对局势中的长短板，以突破僵局
对可能出现的困难做好思想准备
力争稳定阵脚，彰示论据价值
积极倾听，维持自己的反应力和适应力
掌握应对谈判高手的沟通方式
有效摆脱紧张情境的技巧
在博弈中要维护积极的人际关系氛围

6.积极练习，以更好地谈判
从较量的阶段获取心得
妥善处理让步与让步条件
掌握重述，应对异议及敢于总结的技巧

1. Identifying our style to become more flexible
The psychological aspects of a bargaining relationship
Considering the negotiation as a process of adaptation and differentiation
Identifying behaviors in negotiation and becoming aware of our strengths and weaknesses
Developing our ability to claim in a situation of negotiation

2. Preparing negotiations: a strategic and tactical stage
Identifying conditions for the existence of negotiation and key factors for its success
Defining stakes and objectives of negotiation for each stakeholder
Distinguishing negotiable space in non-negotiable elements
Clearly defining objectives and preparing arguments to value
Identifying direct and indirect actors
Analyzing profile of each interlocutor
Deciding on a strategy adapted to the situation and considering all assumptions

3. Managing key stages of negotiation
Successful start-up phase
Clarifying the objectives of the parties involved
Always keeping in mind your objectives and degree of freedom
Validating each stage

4. Concluding, reaching agreement and arranging follow-ups
Validating the agreements and make the points of progress
Strengthening the commitments in the implementation phase
The synthesis of exchanges and validating decisions
Organizing the implementation of decisions
Following the outcome of negotiations and drawing lessons for the future

5. Dealing with difficult and conflict situation
Identifying your constraints and advantages encountered in this situation to get over obstacles
Anticipating to better prepare for delicate negotiations
Keeping standing on the point of view steadily and proving its value
Practicing active listening to keep responsiveness and adaptability
Controlling your mode of communication face difficult partners
Effective techniques to get out of stressful situations
Sustaining a positive relationship regardless of the issues

6. Active pratice for better negotiation
Developing necessary reflexes during confrontation
Dealing with concessions and counterparties
The techniques of rephrasing, handle objections, dare to conclude