Section 1第一部分 Negotiation Skills and Principles談判的技巧和原則 Five Key Steps in Principled Negotiation談判的五個關(guān)鍵步驟 1 Separate the people from the problem將人和事區(qū)分開來 2 Focus on the interests behind the positions關(guān)注立場背后的利益 3 Invent options for mutual gain創(chuàng)造雙贏的選擇 4 Use independent standards使用獨立的標準 5 Consider best alternative if negotiation doesn’t reach agreement無望達成協(xié)議時考慮最佳備選方案 Four Negotiation Skills to Master談判的四個重要技巧 6 Don’t negotiate against yourself別為難自己 7 Offering a choice給對方提供選擇 8 Never prove the other person wrong不要試圖證明別人的錯誤 9 Don’t give a concession away without receiving one in return沒有回饋就不要做出讓步 10 Establishing limits before you start your negotiation談判開始前設(shè)好限制條件 Most Common Mistakes in Negotiation--How to Avoid Them談判中的常見錯誤及防范策略 11 Beginning your negotiation too soon過早開始談判 12 Not negotiating with the right person沒有找對談判對象 13 Not being flexible on a position--locking on固執(zhí)己見，不會變通 14 Feeling helpless or powerless感到無助或無能為力 15 Worrying about losing control of the negotiation擔心喪失主動權(quán) 16 Forgetting your goals or loosing track of getting to them遺忘目標或偏離方向 17 Toomuchworrying aboutthe otherparty’Sfeelings orgoals過多考慮對方的感受和目的 18 Mind going blank--brain freeze大腦一片空白 19 Falling for physical manipulations受物質(zhì)因素干擾 20 Losing sight of closing the deal忽略了收尾 Section 2第二部分 Trade Negotiation貿(mào)易談判 Building Relationships of Trust建立信任關(guān)系 21 Greeting(meeting and receiving)問候(會面和迎接) 22 Introductions介紹 23 Conventions集會 24 Small talk--breaking the ice聊天——打破陌生 25 Finding out more--how to let the other party know you’re interested了解更深——讓別人知道你感興趣 Inquiry詢盤 26 Starting inquiry negotiation開始詢盤 27 Agreement on price價格協(xié)議 28 Discussing transportation issues and shipping options討論運輸和貨運 29 Discussing payment options討論支付選擇 30 Checking on shipment status核實貨運狀態(tài) Sealing the Deal成交 31 Making concessions作出讓步 32 Discussing the bottom line討論底線 33 Accepting and confirming the terms接受并確認條件 34 Closing the deal成交 35 Quality control issues質(zhì)量監(jiān)控事宜 Section 3第三部分 Investment Negotiation投資談判 JointVenture合資 36 Finding a partner尋找合伙人 37 Showing interest表示有興趣 38 Discussing terms談條件 39 Establishing a foreign office設(shè)立駐外辦事處 Real Estate房地產(chǎn) 40 Getting started開始 41 Property evaluation and selection房產(chǎn)評估和篩選 42 Making an offer出價 43 Closingthe deal成交 Stock Market股市 44 Buying/Selling Stocks買賣股票 45 Short Selling賣空 46 International Markets國際市場 Other Negotiation Topics其他談判 47 Technology Transfer技術(shù)轉(zhuǎn)讓談判 48 Copyright and Patents版權(quán)和專利談判 49 Employment Negotiation雇用談判 50 Negotiating Salary and Benefits工資和福利判斷
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