商务谈判第二单元.ppt

Thinking in business negotiation 1、谈判的泛化理解（思维定式）： （1）谈判无处不在 现实生活是巨大谈判桌，你必须参与谈判。 可以交涉谈判任何事。 若想获得对方承诺，必须采用自己的方式进行多方面交涉。 人在成长、成熟、成功的过程中都要进行交涉，交涉=谈判。 1. Extensive understanding of negotiation (fixed thinking pattern) (1)Negotiation is everywhere You have to negotiate in the real life, you can negotiate for anything, if you want get others’ promise, you have to do overall negotiation via your way. Negotiation is involved in people’s life, bargaining=negotiation . Thinking in business negotiation （2）谈判的人 性理解 三字经：”人之初、性本善；习相近、性相远。“ 俗语：”近朱者赤、近墨者黑“ 金庸笔下，《射雕英雄传》中江南七怪、黄老邪等江湖人物，《碧血剑》中的金蛇郎君都是亦正亦邪的人物。 对人的理解：人是一种可上可下的”居间性“动物，向上是有限的，而向下堕落是无限的。 (2) Humanity understanding of negotiation Three Character Primer: men at their birth, are naturally good, their natures are much the same, their habits become widely different Folksays: one who stays near vermilion gets stained red, and one who stays near ink gets stained black. understanding about human: human sometimes is in a mediacy status, there is a limitation for human to be better, but can backslide infinitely Thinking in business negotiation 正因为人性的两面性，要求我们对人的认识，必须从其可堕落性出发，要防堵和疏导相结合；而谈判就是一场真真假假的游戏。谈判过程是展示人性更是塑造人性的过程；而人们之间的交涉，互动过程导致了人性的生成。 谈判输赢不是决定一个人成功、失败的唯一要素；但对于人一生中一些重要谈判，要树立这样的理念：对方可以赢，但我不能输。” 冲突是不可避免的，但学会把挫折感放到背后，所谓“一笑泯恩仇”----《笑傲江湖》主题歌“沧海一声笑”所描述：“苍天笑 、纷纷世上潮 谁负谁胜出天知晓 江山笑、烟雨遥 涛浪淘尽红尘俗事知多少 清风笑 竟惹寂寥 豪情还剩 一襟晚照 Because of the two-side of humanity, we are required to recognize people from their corruptibility. Negotiation is a game that mixed truth and falsehood. The process of negotiation reveal humanity or even is the process of build humanity; and the bargaining among people lead to the creature of humanity. Winning and loss of a negotiation is definitely not the only factor contribute to a person’s success; but to some important negotiation in people’s lives, this concept should be set up: the other party can win, but I can not lose. 商务谈判中的思维 (3