解析商务谈判之“双赢”途径.pdf

经营有道 解析商务谈判之 “双赢 ”途径 【摘要 】　“双赢 ”谈判理念是把谈判当作一个合作的过程 ,视谈判对手如伙伴 ,与对方共同寻找满足双方利益的 方案 ,真正实现共好双赢 。从发展趋势来看 , “双赢 ”谈判无疑有巨大的发展空间。但是 ,在实际工作中 ,尤其在 处理商务谈判中的利益关系时 ,却存在着过分重视立场 ,对关系 、利益重视不够 、对潜在利益挖掘不充分等诸多问 题 。文章就商务谈判在把握利益时容易处理失当的几种关系进行了论述 ,从中探讨出实现 “双赢 ”的谈判思路 。 【关键词 】　商务谈判 　双赢 　利益 Ana ly sis of bu siness negotia tion s a “W in - w in ”approach. ZHA O S u - j ie (H enan E conom y and Trade Voca tiona l Colleg e, Z hengzhou 450053) 【Ab stract】　 “W in - w in ”the negotiation s idea is treats as the negotiation s a coop eration the p rocess, regard s the negotiation sm atch like p artner, seek s together w ith opposite p arty satisfies the b ilateral benefit the p lan , realizeswell tru ly altogether w in - w in. Look ing from the trend of developm ent, “w in - w in ”the negotiation s has the huge developm ent opportun ities w ithou t doub t. Bu t, in p ractical work , esp e cially in tim e p rocessing comm erce negotiation s interest relation s, actually exists takes the standpoint excessively, to relates, the benefit to take seriou sly, not to be sufficient in sufficiently to the latent benefit excavation classifies m any question s. The article when grasp ed the benefit easy to deal w ith the imp rop er several k ind of relation s on the comm ercial negotiation s to carry on the elaboration , discu ssed realized “w in - w in ”the negotiation s m entality. 【Key words】　comm ercial negotiation s; “w in - w in ”; benefit 　　中国自古以来虽有和气生财的思想 ,却没有形成双赢谈判的 见 ,盲 目坚守自己的立场 ,其实 ,坚持立场和坚守利益不同 ,虽然坚 战略理论体系 。谈判历来被看成是斗智斗勇的博弈游戏 。但随着 持立场的出发点是为了维护利益 ,但实际结果却并非如此 。同时 社会的发展 ,人们的思维方式发生了很大变化 ,损人利己的谈判原 一些谈判者又不注重与对方的沟通 ,看不