1、會計(jì)學(xué)1NegotiationStrategiesandTacticsII第1頁/共37頁reflectSummarize progress第2頁/共37頁第3頁/共37頁There are number of problems on the table. It seems that we still have a long way to go before the agreement.第4頁/共37頁 We are your regular buyers, but the discount you offered to us is the same with all the other bu

2、yers including those new ones. I dont think its fair for us and therefore we demand a 5% discount.Practicing Handling Conflicts第5頁/共37頁 The investment in the area of information technology is very essential to the development of a company. The upgrading of the system has just been started and in my

3、opinion it would be disastrous if we cut the budget.第6頁/共37頁 The price you are asking is rather high, much higher than what we expected.Practicing Handling Conflicts第7頁/共37頁Karen Karen is beginning to get frustrated with Sean and even sometimes with Andrew. Francoise Francoise is the current IT Mana

4、ger at Levien. She wants to make sure a positive atmosphere is maintainedAndrewSean Sean thinks the negotiation is getting stuck and plans to shake it up. Andrew from Okus starts to feel his position is under threat. 第8頁/共37頁第9頁/共37頁第10頁/共37頁第11頁/共37頁第12頁/共37頁第13頁/共37頁第14頁/共37頁第15頁/共37頁第16頁/共37頁第17頁

5、/共37頁第18頁/共37頁價格差距大時，只需要拒絕或中止談判（必要時），勿還價了解信息分析對方報價的虛實(shí) 傾聽對方解釋，少加評論 還價勿越過合理界線Negotiation strategies and tactics第19頁/共37頁第20頁/共37頁第21頁/共37頁第22頁/共37頁第23頁/共37頁第24頁/共37頁讓步方法第一次讓步第二次讓步第三次讓步第四次讓步1234561005025105040050252030300025302520002540-510第25頁/共37頁第26頁/共37頁第27頁/共37頁讓步的類型讓步的類型第一步第一步第二步第二步第三步第三步第四步第四步1堅(jiān)

6、定冒險型堅(jiān)定冒險型0001002強(qiáng)硬態(tài)度型強(qiáng)硬態(tài)度型5553刺激欲望型刺激欲望型252525254誘發(fā)幻想型誘發(fā)幻想型132228375希望成交型希望成交型372822136妥協(xié)成交型妥協(xié)成交型43332047或冷或熱型或冷或熱型8018028虛偽報價型虛偽報價型8317119愚蠢繳槍型愚蠢繳槍型100000第28頁/共37頁第29頁/共37頁 適合成適合成交的時刻交的時刻對方興趣程度對方興趣程度a錯錯 誤誤 的的 假假 設(shè)設(shè)第30頁/共37頁b正正 確確 的的 假假 設(shè)設(shè)對方興趣程度對方興趣程度適合成交的時刻適合成交的時刻 由兩圖可見，成交不是雙方接觸到最熟悉兩圖可見，成交不是雙方接觸到最熟

7、悉或融洽狀態(tài)時，才提出達(dá)成合約的要求，它可或融洽狀態(tài)時，才提出達(dá)成合約的要求，它可能在交易中隨時出現(xiàn)，需要你發(fā)掘和判定。能在交易中隨時出現(xiàn)，需要你發(fā)掘和判定。第31頁/共37頁第32頁/共37頁第33頁/共37頁Karen Karen feels there are still some issues which need discussion.Francoise Francoise has a dinner engagement and having achieved most of their objectives, wants to end the meetings quickly.AndrewSean Sean feels Levien have