技巧四招讓你成為談判高手

在商務(wù)英語(yǔ)一對(duì)一談判中，技巧可能是你成功的唯一關(guān)鍵。作為外企，你經(jīng)常需要和外國(guó)合作伙伴或者競(jìng)爭(zhēng)者進(jìn)行商務(wù)談判，除了一口流利的商務(wù)英語(yǔ)，一些不容忽視的小細(xì)節(jié)能為你的商務(wù)談判加分。這里小編給大家分享一些關(guān)于四招讓你成為談判高手，方便大家學(xué)習(xí)了解。

四招讓你成為談判高手

一、以積極態(tài)度商談

和競(jìng)爭(zhēng)者進(jìn)行商務(wù)談判的是積極的語(yǔ)氣，以及建立互相能克服差別的信心。比如商務(wù)英語(yǔ)一對(duì)一談判中你可以說(shuō)"The United States and Russia, England and France, and Germany and France are all former competitors who became allies. If they could do it, so can we."

二、應(yīng)付不道德的應(yīng)聘者

當(dāng)你遭遇各種丑陋的'商談技巧的人，你必須正面表達(dá)自己的反感，例如，如果你感到別人一直在撒謊或是在欺騙你，你就可以說(shuō)，"I've come to trust you completely, but on this issue I sense some holding back."

三、從得罪別人恢復(fù)過(guò)來(lái)

當(dāng)商談過(guò)程中，因?yàn)橐恍┦虑榘l(fā)生了一定的沖突，一定要懂得如何從這樣的事件中恢復(fù)關(guān)系。畢竟做不成生意，還是能做朋友的。所以在商務(wù)英語(yǔ)談判過(guò)程中要使用一種積極的語(yǔ)氣。例如，"If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work."

四、商務(wù)英語(yǔ)的措辭

1、商務(wù)英語(yǔ)里說(shuō)“人”的概念。還常常說(shuō)：I am a team player. 我是個(gè)有團(tuán)隊(duì)合作精神的人!team player指有團(tuán)隊(duì)精神的人，這個(gè)詞一度很火，直到現(xiàn)在還非常流行，不僅要求足球運(yùn)動(dòng)員如此，對(duì)任何在職的人這個(gè)詞都有積極的警示意義。每個(gè)人都做team player, 辦公室政治(office politics)就不再囂張。

2、表示出謙卑

商談是雙向的交流，因此能避免卡在一連串的"I'm right, you're wrong,"處境中為佳。對(duì)你正在談判的人表現(xiàn)出謙恭和尊重，不要假裝你有所有的答案，公開(kāi)讓他們也控制一些問(wèn)題的決定權(quán)。例如，"That's more your area of expertise than mine, so I'd like to hear more."

總而言之，在商務(wù)英語(yǔ)一對(duì)一進(jìn)行談判過(guò)程中，得體的商務(wù)談判禮儀，靈活的商務(wù)談判技巧，足以令您把握商務(wù)談判的主動(dòng)權(quán)。掌握了以上四招談判技巧，讓你輕輕松松地成為商務(wù)談判高手。

怎樣讓你成為談判專家

No matter how much you may hate to negotiate yourself into a deal—or even out of one—negotiating is a very legitimate business skill to acquire.

It's even more crucial if you're a smaller business trying to get off the ground. You will have to make your arguments against much bigger, more powerful entities so it's essential that you know the science behind negotiation skills and how they affect the other party's psyche.

Based on psychological research, here are some negotiation tips that will help you to get what you want.

1. Focus on the first 5 minutes. In a study published in the Journal of Applied Sciences, the first 5 minutes of a negotiation can predict the negotiated outcome.

In these minutes, the study says you need to focus on "conversational engagement, prosodic emphasis—which basically means you should copy the emotional state of the speaker—and vocal mirroring" to help the negotiations end well on your side.

These first minutes are important because the other party is evaluating you most intensely during this time. They are "sizing you up" and trying to figure out if you actually mean what you say or if you're merely trying to get more than what you know you're worth.

Either way, start out likable so that the other person doesn't shut down on you. If you are able to open him up during these first few minutes, he will listen to your arguments throughout the negotiation. If not, you're basically wasting your time.

2. Start higher than what you'd feel satisfied with. In an article inCurrent Directions in Psychological Science, researchers say you should always start high in negotiations. These starting prices will eventually "form an anchor," which will come to affect every other number that follows it.

This means that you need to start high because it will lead the individuals involved to "selectively focus on information consistent with, and make valuations similar to, the starting value. Thus, starting high will often lead to ending high in negotiations."

Even if you know the number is ridiculously more than what you would be satisfied with, you are the only person who knows this. The other party doesn't know; they can only assume it.

3. You should make your arguments first. According to this study published by the Harvard Business School, you should always consider going first during a negotiation. What are the benefits of making the first offer rather than waiting to hear what the other side is going to say?

It all comes back to that "anchor" number we discussed earlier. If you are the first to go, you are able to set the anchor number, and every number that follows this number will be compared or related to it.

The study says that by "making the first offer, you will anchor the negotiation in your favor."

Making the first offer will also show the other party that you are a confident individual since it's very rare that someone who lacks confidence and power ever makes the first offer.

4. Show that you're passionate. If you're satisfied, show that you're happy by smiling. If you don't like what you're hearing, make sure the other party knows this by showing your emotions.

In a study published in the European Journal of Social Psychology, researchers say that "the social signal value of anger enhances the credibility of the complainant and hence leads to better compensation, but only when the complaint itself presents room for doubt."

These emotional signs will signal to the other party that you care about what you're arguing about, that you have done your research on the topic and understand the numbers that you're arguing for.

5. Drink coffee. The more caffeine you consume, the less likely you'll budge in an argument, according to a study published in the European Journal of Social Psychology.

The study says that "attitudes formed after caffeine consumption resisted counter-persuasion and led to indirect attitude change."

The means that you won't budge much during your negotiation and this will probably lead to "greater agreement" during the interaction.

6. Convince the other party that time is running out. The more you make it seem as though things will be unavailable after a certain amount of time, the more other people are going to want it.

In an article published in ScienceDaily, researchers say that "sold-out products create a sense of immediacy for customers; they feel that if one product is gone, the next item could also sell out."

This is because people think that if a product is sold out or if there's a limited time offer to it, then it must mean that it's good. If they don't make the move now, someone else will.

7. Provide them with as much data as possible. If you want to influence someone, just provide them with as much information as possible. In this scenario, quantity is better than quality.

Gita Johar, a professor at Columbia Business School, says that when you "provide a lot of information, some of it is bound to stick."

This will make the other party "open to persuasion." When you provide people with as much information as possible, it enables them to "resolve ambivalent feelings" toward what they're hearing.

There's a good chance the other party will be influenced by all this data without even realizing it.

商務(wù)談判的提問(wèn)與辯論一、提問(wèn)的方式要適當(dāng)

在洽談中提問(wèn)的方式多種多樣，有封閉式提問(wèn)、開(kāi)放式提問(wèn)、婉轉(zhuǎn)式提問(wèn)、澄清式提問(wèn)、探索式提問(wèn)、引導(dǎo)式提問(wèn)、協(xié)商式提問(wèn)、強(qiáng)迫選擇式提問(wèn)等。但不管采取哪種提問(wèn)方式都得符合禮儀要求。

① 問(wèn)話的方式要委婉，語(yǔ)氣要親切平和，用詞要斟酌，不能把提問(wèn)、查問(wèn)變成審問(wèn)或責(zé)問(wèn)，咄咄逼人的提問(wèn)，容易給對(duì)方以居高臨下的感覺(jué)。使之產(chǎn)生防范心理而不利于洽商。

② 提問(wèn)的內(nèi)容和角度要慎重選擇，既要有針對(duì)

性又不要使對(duì)方為難。不要盡提對(duì)方難于應(yīng)答的問(wèn)題。如提出的問(wèn)題使對(duì)方面有難色或露出不悅的神情，就不必追問(wèn)而要及時(shí)變換話題。

③ 對(duì)需要向?qū)Ψ教釂?wèn)或查問(wèn)的問(wèn)題，應(yīng)事前列好提綱，而且越詳細(xì)越好。如果不作準(zhǔn)備，貿(mào)然提問(wèn)，是不尊重對(duì)方的表現(xiàn)。

二、提問(wèn)的時(shí)機(jī)要適當(dāng)

問(wèn)題即使提得再好，但不合時(shí)機(jī)，也同樣起不到應(yīng)有的作用。有經(jīng)驗(yàn)的談判者認(rèn)為，提問(wèn)以選擇如下時(shí)機(jī)為宜：

① 在對(duì)方發(fā)言完畢之后提問(wèn)。當(dāng)對(duì)方發(fā)言時(shí)，要認(rèn)真傾聽(tīng)。即使發(fā)現(xiàn)了問(wèn)題，很想提問(wèn)，也不要打斷對(duì)方，可先把發(fā)現(xiàn)的.和想到的問(wèn)題記下來(lái)，待對(duì)方發(fā)言完畢再提問(wèn)。這樣,不僅反映了自己的修養(yǎng),而且能全面地、完整地了解對(duì)方的觀點(diǎn)和意圖,避免操之過(guò)急,曲解或誤解了對(duì)方的意圖。

② 在對(duì)方發(fā)言停頓、間歇時(shí)提問(wèn)。在洽談中如果對(duì)方發(fā)言冗長(zhǎng)，或不得要領(lǐng)，或糾纏細(xì)節(jié)，或離題太遠(yuǎn)，影響洽談進(jìn)程，可在對(duì)方停頓時(shí)借機(jī)提問(wèn)：“細(xì)節(jié)問(wèn)題我們以后再談，請(qǐng)談?wù)勀愕闹饕^點(diǎn)好嗎?”“第一個(gè)問(wèn)題我們聽(tīng)明白了，那第二個(gè)問(wèn)題呢?”

③ 在自己發(fā)言前后提問(wèn)。當(dāng)輪到自己發(fā)言時(shí)，可在談自己的觀點(diǎn)之前，對(duì)對(duì)方的發(fā)言進(jìn)行自問(wèn)自答。例如：“您剛才的發(fā)言說(shuō)明什么問(wèn)題呢? 我的理解是… … 對(duì)這個(gè)問(wèn)題，我談幾點(diǎn)看法?！痹诔浞直磉_(dá)了自己的觀點(diǎn)之后，為了使洽談沿著自己的思路發(fā)展，可以這樣提問(wèn)：“我們的基本立場(chǎng)和觀點(diǎn)就是這樣，您對(duì)此有何看法呢?”

④ 在議程規(guī)定的辯論時(shí)間提問(wèn)。聰明的談判者，在辯論前的幾輪洽談中，總是細(xì)心記錄，深入思索，抓住談判桌上的分歧進(jìn)行提問(wèn);不問(wèn)則已，一問(wèn)就要問(wèn)到要害處。此外，還要注意問(wèn)話的速度應(yīng)快慢適中，選擇對(duì)方心境好的時(shí)候，并給對(duì)方以足夠的答復(fù)時(shí)間等。

三、注意正確使用語(yǔ)言

商務(wù)洽談是談判者運(yùn)用語(yǔ)言表達(dá)意見(jiàn)、交流觀點(diǎn)的過(guò)程，語(yǔ)言的運(yùn)用往往決定洽談的成敗。談判人員在運(yùn)用語(yǔ)言的過(guò)程中除要注意談判語(yǔ)言的客觀性、邏輯性、針對(duì)性以外，尤其要注意用語(yǔ)的規(guī)范性和靈活性。

① 洽談?wù)Z言必須堅(jiān)持文明禮貌的原則，符合商界的特點(diǎn)和職業(yè)道德的要求。無(wú)論洽談中出現(xiàn)何種情況都不能使用粗魯、污穢的語(yǔ)言或攻擊性的語(yǔ)言。

② 洽談?dòng)谜Z(yǔ)必須清晰易懂，口語(yǔ)盡可能標(biāo)準(zhǔn)化，不用地方方言或黑話、俗語(yǔ)等與人交談。

③ 洽談?wù)Z言應(yīng)注意抑揚(yáng)頓挫、輕重緩急，避免吐舌擠眼、語(yǔ)不斷句、嗓音微弱或大吼大叫等。談判者應(yīng)通過(guò)語(yǔ)調(diào)的變化顯示自己的信心、決心、不滿、疑慮和遺憾等思想感情。同時(shí)，也要善于通過(guò)對(duì)方不同的語(yǔ)調(diào)來(lái)洞察對(duì)方的感情變化。

④洽談?wù)Z言應(yīng)當(dāng)準(zhǔn)確、嚴(yán)謹(jǐn)，特別是在磋商的關(guān)鍵時(shí)刻，更要用嚴(yán)謹(jǐn)、精當(dāng)?shù)恼Z(yǔ)言準(zhǔn)確地表述自己的觀點(diǎn)和意見(jiàn)。

⑤ 有時(shí)如確需使用某些專業(yè)術(shù)語(yǔ)，則應(yīng)以簡(jiǎn)明易懂的慣用語(yǔ)加以解釋。一切語(yǔ)言均要以達(dá)到雙方溝通、保證洽談順利進(jìn)行為前提。

⑥ 洽談過(guò)程中所使用的語(yǔ)言,應(yīng)當(dāng)豐富、靈活，富有彈性。對(duì)于不同的談判對(duì)手，應(yīng)使用不同的語(yǔ)言。如果對(duì)方談吐優(yōu)雅,很有修養(yǎng),己方語(yǔ)言也應(yīng)十分講究,做到出語(yǔ)不凡;如果對(duì)方語(yǔ)言樸實(shí)無(wú)華,那么己方用語(yǔ)也不必過(guò)多修飾;如果對(duì)方語(yǔ)言爽快、直露，那么己方語(yǔ)言也不必迂回曲折。

總之，要根據(jù)對(duì)方的學(xué)識(shí)、氣質(zhì)、性格、修養(yǎng)和語(yǔ)言特點(diǎn)及時(shí)調(diào)整己方的洽談?dòng)谜Z(yǔ)。這是迅速縮短洽談雙方距離，實(shí)現(xiàn)平等商討的有效方法。

四、坦誠(chéng)回答與耐心傾聽(tīng)

一個(gè)談判者水平的高低，很大程度上取決于其答復(fù)問(wèn)題的水平。被提問(wèn)者答話時(shí)，要本著真誠(chéng)合作的態(tài)度，針對(duì)提問(wèn)者的真實(shí)心理，實(shí)事求是地回答對(duì)方提出的問(wèn)題，不應(yīng)閃爍其詞，態(tài)度曖昧，“顧左右而言他” 。如果對(duì)方對(duì)某個(gè)問(wèn)題不甚了解，應(yīng)以淺顯易懂的語(yǔ)言進(jìn)行解釋，不可流露不耐煩的神情。如有些問(wèn)題涉及商業(yè)秘密和技術(shù)機(jī)密，則應(yīng)委婉說(shuō)明，避免出現(xiàn)令人尷尬或僵持的局面。當(dāng)對(duì)方回答問(wèn)題時(shí)，提問(wèn)的一方人員應(yīng)耐心傾聽(tīng)。不能因?yàn)閷?duì)方的回答沒(méi)有使自己滿意，就隨便插話或任意打斷對(duì)方的話。在商務(wù)交際中，任意打斷對(duì)方的話是很不禮貌的，這樣往往會(huì)削弱對(duì)方商洽的興趣。在一般情況下，插話必須借助于一些特定的套話來(lái)實(shí)現(xiàn)，如“對(duì)不起，我能打斷您一會(huì)兒?jiǎn)?”或“請(qǐng)停一下” 。

在商務(wù)洽談中特別是進(jìn)入討價(jià)還價(jià)的磋商階段，洽談雙方從各自代表的利益出發(fā)，對(duì)一系列問(wèn)題進(jìn)行磋商，或據(jù)理力爭(zhēng)，或直言反駁，都希望洽談朝著有利于自己的方面發(fā)展。但不管雙方觀點(diǎn)如何對(duì)立，意見(jiàn)分歧多大，都應(yīng)在相互尊重、相互理解的基礎(chǔ)上進(jìn)行友好的辯論與磋商。磋商階段是商務(wù)洽談的關(guān)鍵階段，也是最應(yīng)注意洽談禮儀的時(shí)候。商務(wù)洽談中失禮的言行，大都發(fā)生在這個(gè)階段。因此，談判人員要把握好“利益”與“禮儀”的辯證關(guān)系，既要維護(hù)自身利益，又要不失禮儀。

(1)理智爭(zhēng)辯，以“和”為貴。商務(wù)洽談是“談”出來(lái)的。一切洽談都得經(jīng)過(guò)雙方談判人員智慧的角逐、話語(yǔ)的較量方能達(dá)成妥協(xié)。洽談的辯論階段，雙方人員為了各自的經(jīng)濟(jì)利益，唇槍舌戰(zhàn)，很容易感情沖動(dòng)，稍不留神，就會(huì)由不同觀點(diǎn)的交鋒釀成談判人員的個(gè)人沖突，生意可能因此而告吹。因此，在辯論中應(yīng)堅(jiān)持“和”為貴、堅(jiān)持“就事論事，對(duì)事不對(duì)人”的原則，防止感情用事。

(2)事理交融，舉證有力。在辯論中，必須條理清楚，表達(dá)嚴(yán)密，言詞簡(jiǎn)潔，以據(jù)論理，善用邏輯，突出主題，不纏枝節(jié)。為此，在辯論前，談判者應(yīng)在思想上、資料上和語(yǔ)言表達(dá)上做必要的準(zhǔn)備?！熬艂湟徽f(shuō)”乃洽談?wù)叩慕?jīng)驗(yàn)之談。

(3)體態(tài)端莊，用語(yǔ)謹(jǐn)慎。在洽談中除前面已講的“注意正確使用語(yǔ)言”以外，還要注意九忌：忌鼓動(dòng)性和煽動(dòng)性;忌無(wú)理糾纏;忌抓辮子、戴帽子和打棍子;忌挖苦諷刺;忌已知的不說(shuō)，新知的窮說(shuō)，不知的瞎說(shuō);忌手舞足蹈，動(dòng)作不檢點(diǎn);忌尖音喊叫;忌不顧事實(shí)狡辯或詭辯;忌魯莽輕率。應(yīng)舉止莊重，不傷大雅。如儀態(tài)端莊，彬彬有禮，賓主分明，則是有修養(yǎng)、有信心和有力量的表現(xiàn);雙腿合攏，雙手前合，上體微前俯、頭微低、目視對(duì)方，則表示謙虛有禮，并愿意聽(tīng)取對(duì)方的意見(jiàn);向?qū)Ψ椒较蚺才惨巫樱蜃哌^(guò)去和對(duì)方湊近一些，對(duì)方會(huì)認(rèn)為你很有誠(chéng)意，想盡快成交，不再繞圈子等。

(4)絮語(yǔ)軟言，緊扣“死線” 。洽談結(jié)束的時(shí)間稱之為“死線” 。“死線”對(duì)洽談的成敗具有重大意義，因?yàn)樽尣酵谶@個(gè)時(shí)刻發(fā)生。在交易達(dá)成階段，談判者往往采用軟磨硬拖的戰(zhàn)術(shù)，使一些談判對(duì)手拱手就范。緊扣“死線”的招術(shù)主要有兩點(diǎn)：一是強(qiáng)忍等待。一位美國(guó)石油商曾這樣敘述沙特阿拉伯一位石油大亨的談判藝術(shù)：“他最厲害的一招是心平氣和地重復(fù)一個(gè)又一個(gè)問(wèn)題，最后把你搞得精疲力竭，不得不把自己的祖奶奶拱手讓出去?！碑?dāng)通過(guò)調(diào)查得知，把握住對(duì)方急于達(dá)成協(xié)議的心理時(shí)，就可采用這種“疲勞戰(zhàn)” ，以迫使對(duì)方讓步。二是假裝糊涂。格言說(shuō)：“糊涂產(chǎn)生智慧。”在談判之初，應(yīng)多聽(tīng)少說(shuō)，“明白”也說(shuō)“不明白” ，“懂”也裝“不懂” ，一而再再而三地讓對(duì)方層層讓步，以滿足己方需要。對(duì)于談判對(duì)手某些不合理要求的拒絕，通常宜曲不宜直，即以委婉的口氣拒絕。如洽談出現(xiàn)僵局，可先避開(kāi)僵持問(wèn)題而言他;或插入幾句幽默詼諧的話，使雙方忘情一笑，以緩和氣氛。如大型談判，作為東道主，還可提議暫時(shí)休會(huì)或稍事休息，組織雙方人員去游覽觀光或進(jìn)行娛樂(lè)活動(dòng)，在“閑暇”中商談等。總之，在磋商和成交階段，是最需要禮儀保駕護(hù)航的階段，如在較量中傷了和氣，傷害了對(duì)方的自尊，失禮帶來(lái)的損失將是難以彌補(bǔ)的。洽談結(jié)束，不論己方收益如何，都應(yīng)有禮貌地與對(duì)方握手、話別。有時(shí)即使不歡，也不能無(wú)禮而散。