沟通谈判策略和说服技巧.ppt

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1、沟通谈判策略与说服技巧NegotiationStrategiesandPersuasionSkills1一.沟通的理念与功能1.沟通的定义“Humancommunicationistheprocessthroughwhichindividualsinrelationships,groups,organizationsandsocietiescreate,transmitanduseinformationtoorganizewiththeenvironmentandoneanother.”2.完整的沟通＝口头＋书面/视听/网络＋非语言3.沟通的功能：建立共识，为谈判与说服做

2、好准备2二.谈判的理念与功能1.谈判的定义Itisaprocessofbargaining,whichentailstwoormoreinterdependentpartieswhoperceiveincompatiblegoalsandengageinthesocialinteractiontoreachamutuallysatisfactoryoutcome.2.谈判的目标－利益(interest)与立场(position)3.零和游戏(zero-sumgame)与双赢(win-win)4.谈判者与调停者的建构5.谈判修辞(negotiationrhetoric)6.谈判

3、技巧(negotiationskills—strategyandtactic)3三.谈判的过程－八阶分析法的谈判架构与策略1.准备阶段(Preparing)Agoodresultofanegotiationcanbeseenasinvolvingsevenelements.Thebetterwehandleeachelement,thebettertheoutcomewillbe:1)利益(Interests)Whateverourdemandor“position”maybe,weandothersinvolvedinthenegotiationwouldlikeanout

4、comethatmeetsourunderlyinginterests—thethingsweneedorcareabout.42)可能达成的协议(Options)Byoptionswemeanpossibleagreementsorpiecesofapossibleagreement.Themoreoptionsweareabletoputonthetable,themorelikelywearetohaveonethatwillwellreconcileourinterests.3)最佳退路(Alternative)Anotherchoice.Beforewesignad

5、eal—orturnonedown—weshouldhaveagoodideaofwhatelsewemightdo.54)公平合理性(Legitimacy)Wedonotwanttobeunfairlytreated,nordoothers.Itwillhelptofindexternalstandardsthatwecanuseasaswordtopersuadeothersthattheyarebeingtreatedfairlyandasashieldtoprotectusfrombeingrippedoff.5)沟通(Communication)Otherthing

6、sbeingequal,anoutcomeisbetterifitisreachedefficiently.Thatrequiresgoodtwo-waycommunicationaseachsideseekstoinfluencetheother.Wewanttothinkinadvanceaboutwhattolistenfor—andwhattosay.66)关系(Relationship)Preparationcanhelpusthinkaboutthehumaninteraction—aboutthepeopleatthetable.Weshouldhavesome

7、ideaabouthowtobuildarelationshipthatfacilitates,ratherthanhinders,agreement.7)承诺(Commitment)Thosecommitmentsarelikelytobebetterifwehavethoughtinadvanceaboutspecificpromisesthatwerealisticallycanexpect,ormake,duringorattheconclusionofanegotiation.72.辩论阶段(