溝通談判策略與說(shuō)服技巧

NegotiationStrategies

andPersuasionSkills

1一.溝通的理念與功能1.溝通的定義“Humancommunicationistheprocessthroughwhichindividualsin

relationships,groups,organizationsandsocietiescreate,transmitanduseinformationtoorganizewiththeenvironmentandoneanother.”2.完整的溝通＝口頭＋書(shū)面/視聽(tīng)/網(wǎng)絡(luò)＋非語(yǔ)言3.溝通的功能：建立共識(shí)，為談判與說(shuō)服做好準(zhǔn)備2二.談判的理念與功能

1.談判的定義Itisaprocessofbargaining,whichentailstwoormoreinterdependentpartieswhoperceiveincompatiblegoalsandengageinthesocialinteractiontoreachamutuallysatisfactoryoutcome.2.談判的目標(biāo)－利益(interest)與立場(chǎng)(position)3.零和游戲(zero-sumgame)與雙贏(win-win)4.談判者與調(diào)停者的建構(gòu)5.談判修辭(negotiationrhetoric)6.談判技巧(negotiationskills—strategyandtactic)

3三.談判的過(guò)程－八階分析法的談判架構(gòu)與策略1.準(zhǔn)備階段(Preparing)Agoodresultofanegotiationcanbeseenasinvolvingsevenelements.Thebetterwehandleeachelement,thebettertheoutcomewillbe:1)利益(Interests)

Whateverourdemandor“position”maybe,weandothersinvolvedinthenegotiationwouldlikeanoutcomethatmeetsourunderlyinginterests—thethingsweneedorcareabout.4

2)可能達(dá)成的協(xié)議

(Options)

Byoptionswemeanpossibleagreementsorpiecesofapossibleagreement.Themoreoptionsweareabletoputonthetable,themorelikelywearetohaveonethatwillwellreconcileourinterests.

3)

最佳退路(Alternative)

Anotherchoice.Beforewesignadeal—orturnonedown—weshouldhaveagoodideaofwhatelsewemightdo.5

4)公平合理性(Legitimacy)Wedonotwanttobeunfairlytreated,nordoothers.Itwillhelptofindexternalstandardsthatwecanuseasaswordtopersuadeothersthattheyarebeingtreatedfairlyandasashieldtoprotectusfrombeingrippedoff.5)溝通(Communication)

Otherthingsbeingequal,anoutcomeisbetterifitisreachedefficiently.Thatrequiresgoodtwo-waycommunicationaseachsideseekstoinfluencetheother.Wewanttothinkinadvanceaboutwhattolistenfor—andwhattosay.66)關(guān)系(Relationship) Preparationcanhelpusthinkaboutthehumaninteraction—aboutthepeopleatthetable.Weshouldhavesomeideaabouthowtobuildarelationshipthatfacilitates,ratherthanhinders,agreement.7)承諾(Commitment) Thosecommitmentsarelikelytobebetterifwehavethoughtinadvanceaboutspecificpromisesthatwerealisticallycanexpect,ormake,duringorattheconclusionofanegotiation.7

2.辯論階段(Arguing)－理智而建設(shè)性＞情緒而破壞性 威脅，承諾，既威脅又承諾 利益擺中間，立場(chǎng)擺兩旁3.暗示階段(Signaling)－用暗示跳開(kāi)辯論多聽(tīng)少說(shuō)接收與修正雙方的暗示4.提議階段(Proposing)－用比較肯定的語(yǔ)氣和用字提議 掌握好原則，在細(xì)節(jié)上要有彈性 剛開(kāi)始的讓步要小，條件要多

85.配套階段(Packaging)－用不同的變量加以組合 運(yùn)用創(chuàng)意整合雙方的利益，制造各種配套 隨時(shí)尋找新的變量 在主議題上追求雙贏，在次議題可以零和6.

議價(jià)階段(Bargaining)－肯定的提議 所有議題一起談 每一個(gè)交換都要有代價(jià)，每一個(gè)讓步都要有條件7.結(jié)束階段(Closing)－總結(jié)式，威脅式，選擇式，讓步式，休會(huì)式8.簽署階段(Agreeing)－各種協(xié)議文件形式

9四.談判實(shí)務(wù)之技巧

1.Patience(耐心). 2.Slowagony(慢性痛苦). 3.Apathy(沉著). 4.Empathy/sympathy(同理心/同情心). 5.Suddenshifts(突然轉(zhuǎn)移).

6.Faking(佯裝). 7.Walking(離開(kāi)現(xiàn)場(chǎng)). 8.Faitaccompli(既成事實(shí)). 9.Salami(蠶食法). 10.Limits(畫(huà)地自限). 11.Deadlines(截止時(shí)間). 12.

Antagonism(敵對(duì)法).

10五.說(shuō)服技巧巧1.說(shuō)服的心心智源頭頭(TheMentalSourceofPersuasion)A.信素(Ethos):““thedistinguishingcharacter,sentiment,moralnature,orguidingbeliefsofaperson,group,orinstitution”B.情素(Pathos):““anelementinexperienceorinartisticrepresentationevokingpityorcompassion;anemotionofsympatheticpity”C.理素(Logos):““reasonthatisthecontrollingprincipleintheuniverse””--Aristotle2.當(dāng)代說(shuō)服服的定義義(AContemporaryDefinitionofPersuasion)“Persuasionisanactivityorprocessinwhichacommunicatorattemptstoinduceachangeinthebelief,attitude,orbehaviorofanotherpersonorgroupofpersonsthroughthetransmissionofamessageinacontextinwhichthepersuadeehassomedegreeoffreechoice.””--RichardM.Perloff11六.說(shuō)服技巧巧在溝通通與談判判上的運(yùn)運(yùn)用1.interest>position2.win-win>zero-sum3.respectful>forceful12七.結(jié)結(jié)語(yǔ)參考書(shū)目目1.蔡宗揚(yáng)譯譯﹒談判技巧巧手冊(cè)。臺(tái)北：：遠(yuǎn)流出出版公司司，1993年.2.羅竹茜譯譯。實(shí)質(zhì)利益益談判法法。臺(tái)北：：遠(yuǎn)流出出版公司司，1994年.3.Chayes,Abram&AntoniaH.Chayes.TheNewSovereignty：CompliancewithInternationalRegulatoryAgreements.Cambridge：HarvardUniversityPress,1995.4.Fisher,Roger.etal.CopingwithInternationalConflicts:ASystematicApproachtoInfluenceinInternationalNegotiation.UpperSaddleRiver,NJ:PrenticeHall,1997.5.Fisher,Roger.&Ertel,Danny.GettingReadytoNegotiate.NewYork:PenguinBooks,1995.6.Trenholm,Sara&AuthurJensen.InterpersonalCommunication.NewYork:WadsworthPublishingCompany,1996.7.Lewicki,RoyJ.etal.Negotiation..Boston:IRWIN,2006.8.Putnam,Linda&MichaelE.Roloff.Eds.CommunicationandNegotiation.London:SagePublication,Inc.,1992.139、靜夜四無(wú)無(wú)鄰，荒居居舊業(yè)貧。。。12月-2212月-22Sunday,December25,202210、雨中黃葉葉樹(shù)，燈下下白頭人。。。02:59:3402:59:3402:5912/25/20222:59:34AM11、以以我我獨(dú)獨(dú)沈沈久久，，愧愧君君相相見(jiàn)見(jiàn)頻頻。。。。12月月-2202:59:3402:59Dec-2225-Dec-2212、故故人人江江海海別別，，幾幾度度隔隔山山川川。。。。02:59:3402:59:3402:59Sunday,December25,202213、乍見(jiàn)翻疑夢(mèng)夢(mèng)，相悲各問(wèn)問(wèn)年。。12月-2212月-2202:59:3402:59:34December25,202214、他鄉(xiāng)鄉(xiāng)生白白發(fā)，，舊國(guó)國(guó)見(jiàn)青青山。。。25十十二二月20222:59:34上上午02:59:3412月月-2215、比不不了得得就不不比，，得不不到的的就不不要。。。。。十二月月222:59上上午午12月月-2202:59December25,202216、行動(dòng)出出成果，，工作出出財(cái)富。。。2022/12/252:59:3402:59:3425December202217、做前，，能夠環(huán)環(huán)視四周周；做時(shí)時(shí)，你只只能或者者最好沿沿著以腳腳為起點(diǎn)點(diǎn)的射線線向前。。。2:59:34上午午2:59上午午02:59:3412月-229、沒(méi)有失失敗，只只有暫時(shí)時(shí)停止成成功！。。12月-2212月-22Sunday,December25,202210、很多事事情努力力了未必必有結(jié)果果，但是是不努力力卻什么么改變也也沒(méi)有。。。02:59:3402:59:3402:5912/25/20222:59:34AM11、成功就是是日復(fù)一日日那一點(diǎn)點(diǎn)點(diǎn)小小努力力的積累。。。12月-2202:59:3402:59Dec-2225-Dec-2212、世間成事事，不求其其絕對(duì)圓滿(mǎn)滿(mǎn)，留一份份不足，可可得無(wú)限完完美。。02:59:3402:59:3402:59Sunday,December25,202213、不知香積積寺，數(shù)里里入云峰。。。12月-2212月-2202:59:3402:59:34December25,202214、意意志志堅(jiān)堅(jiān)強(qiáng)強(qiáng)的的人人能能把把世世界界放放在在手手中中像像泥泥塊塊一一樣樣任任意意揉揉捏捏。。25十十二二月月20222:59:34上上午午02:59:3412月月-2215、楚塞三湘接接，荊門(mén)九派派通。。。十二月222:59上上午12月-2202:59December25,202216、少年十五二二十時(shí)，步行行奪得胡馬騎騎。。2022/12/252:59:3402:59:3425December202217、空山新雨后后，天氣晚來(lái)來(lái)秋。。2:59:34上午2:59上上午02:59:3412月-229、楊柳柳散和和風(fēng)，，青山山澹吾吾慮。。。12月月-2212月月-22Sunday,December25,202210、閱讀讀一切切好書(shū)書(shū)如同同和過(guò)過(guò)去最最杰出出的人人談話(huà)話(huà)。02:59:3402:59:3402:5912/25/20222:59:34AM11、越是是沒(méi)有有本領(lǐng)領(lǐng)的就就越加加自命命不凡凡。12月月-2202:5