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商务谈判中四种探测技巧
2014/3/18 9:50:02  来源:meimeixz.com  作者:上海众基拓展  人气:3797
摘要:在商务谈判中,对方的底价、时限、权限及最基本的交易条件等内容,均属机密。 谁掌握了对方的这些底牌,制定出策略,谁就会赢得谈判的主动。因此,在谈判初期,双方都会围绕这些内容施展各自的探测技巧,下面就有关技巧做一些介绍。。

ZAISHANGWUTANPANZHONG,DUIFANGDEDIJIA、SHIXIAN、QUANXIANJIZUIJIBENDEJIAOYITIAOJIANDENGNEIRONG,JUNSHUJIMI。 SHEIZHANGWOLEDUIFANGDEZHEIXIEDIPAI,ZHIDINGCHUCELVE,SHEIJIUHUIYINGDETANPANDEZHUDONG。YINCI,ZAITANPANCHUQI,SHUANGFANGDOUHUIWEIRAOZHEIXIENEIRONGSHIZHANGEZIDETANCEJIQIAO,XIAMIANJIUYOUGUANJIQIAOZUOYIXIEJIESHAO

一、火力侦察法。

ZHUDONGPAOCHUYIXIEDAIYOUTIAOXINXINGDEHUATI,CIJIDUIFANGBIAOTAI,RANHOU,ZAIGEN JUDUIFANGDEFANYING,PANDUANQIXUSHI。BIRU,JIAMAIYIMAI,JIAXIANGYITICHULEJIZHONGBUTONGDEJIAOYIPINZHONG ,BINGXUNWENZHEIXIEPINZHONGGEZIDEJIAGE。YIYISHIGAOBUQINGCHUDUIFANGDEZHENSHIYITU,JIAZHEIYANGWEN,JIXIANG SHIDATINGXINGQING,YOUXIANGSHIZAITANJIAOYITIAOJIAN;JIXIANGSHIGEDAMAIZHU,YOUBUGANKENDING。MIANDUIJIADEQIDAI ,YIXINLIHENMAODUN,RUGUOJUSHIHUIDA,WANYIDUIFANGGUOZHENSHILAIMOZIJIDIDE,NEIZIJIQIBUBEI DONG?DANSHIZIJIRUGUOFUYANYINGFU,YOUKENENGHUICUOGUOYIBIHAODEMAIMAI,SHUOBUDINGDUIFANGHAIKENENGSHIWEI KEYIZHANGQIHEZUODEHUOBANNI。ZAIQINGJIZHIZHONG,YIXIANG:WOHEBUTANTANDUIFANGDEXUSHINI?YUSHI,TAJI ZHONGSHENGZHIDISHUO:“WOSHIHUOZHENJIASHI,JIUPANIYIWEITANTUBIANYI。”WOMENZHIDAO,SHANGJIEZHONGFENGXING ZHEZHEIYANGDEZHUNZE:“YIFENQIANYIFENHUO”、“BIANYIWUHAOHUO”。YIDEHUIDA,ANHANZHEDUIJIADETIAO XINYIWEI。CHUCIERWAI,ZHEIGEHUIDADEMIAOCHUHAIZAIYU,ZHIYAOJIAYIJIEHUA,YIJIUHUIHENRONGYIDIBAWO JIADESHILIQINGKUANG,RUGUOJIAZAIHUHUODEZHILIANG,JIUBUPACHUGAOJIA,HUIDASHIDEKOUQIYEJIUDA;RUGUO JIAZAIHUHUOYUANDEJINQIAO,JIUJIYUCHENGJIAO,KOUQIYEJIUXIANDEJIAOWEIPOQIE。ZAICIJICHUSHANG,YIJIUHUIHEN RONGYIQUEDINGCHUZIJIDEFANGANHECELVELE。

二、迂回询问法。

TONGGUOYUHUI,SHIDUIFANGSONGXIE,RANHOUCHENGQIBUBEI,QIAOMIAOTANDEDUIFANGDEDIPAI。 ZAIZHUKECHANGTANPANZHONG,DONGDAOZHUWANGWANGLIYONGZIJIZAIZHUCHANGDEYOUSHI,SHISHIZHEIZHONGJIQIAO。DONGDAOFANGWEILE TANDEDUIFANGDESHIXIAN,JIUJILIBIAOXIANCHUZIJIDEREQINGHAOKE,CHULEJIANGDUIFANGDESHENGHUOZUOZHOUDAODEANPAI WAI,HAISHENGQINGDIYAOQINGKERENCANGUANBENDIDESHANSHUIFENGGUANG,LINGLVEFENGTURENQING、MINSUWENHUA,WANGWANGHUIZAI KERENGANDAOSHIFENQIEYIZHISHI,JIUHUIYOURENTICHUBANGNIDINGGOUFANCHENGJIPIAOHUOCHECHUANPIAO。ZHEISHIKEFANG WANGWANGHUISUIKOUJIUJIANGZIJIDEFANCHENGRIQIGAOSUDUIFANG,ZAIBUZHIBUJUEZHONGLUORULEDUIFANGDEQUANTAOLI。ZHI YUDUIFANGDESHIXIAN,TAQUEYIWUSUOZHI,ZHEIYANG,ZAIZHENGSHIDETANPANZHONG,ZIJISHOUZHIYUTARENYEJIUBUZU WEIGUAILE。

三、聚焦深入法。

XIANSHIJIUMOUFANGMIANDEWENTIZUOSAOMIAODETIWEN,ZAITANZHIDUIFANGDEYINQINGSUOZAIZHIHOU ,RANHOUZAIJINXINGSHENRU,CONGERBAWOWENTIDEZHENGJIESUOZAI。LIRU,YIBIJIAOYI(JIAMAIYIMAI)SHUANGFANG TANDEDOUBIJIAOMANYI,DANYIHAISHICHICHIBUKENQIANYUE,JIAGANDAOBUJIE,YUSHITAJIUCAIYONGZHEIZHONGFANGFADA DAOLEMUDE。SHOUXIAN,JIAZHENGSHILEYIDEGOUMAIYITU。ZAICIJICHUSHANG,JIAFENBIEJIUDUIFANGDUIZIJIDEXIN YU、DUIJIABENREN、DUIJIADECHANPINZHILIANG、BAOZHUANGZHUANGHUANG、JIAOHUOQI、SHIXIAOQIDENGZHUXIANGJINXINGTANWEN,YI DEHUIDABIAOMING,SHANGSHUFANGMIANDOUBUCUNZAIWENTI。ZUIHOU,JIAYOUWENDAOHUOKUANDEZHIFUFANGMIAN,YIBIAOSHIMU QIANDEDAIKUANLILVJIAOGAO。JIADEZHIDUIFANGZHEIYIZHENGJIESUOZAIZHIHOU,SUIJIYOUJINXINGSHENRU,TACONGDANGQIANSHI CHANGDEXIAOSHIFENXI,ZHICHUYIZHAOMUQIANDEJINJIACHENGBEN,ZAISHICHANGSHANGXIAOSHOU,JISHIKOUCHUDAIKUANLILV,YE HAIYOUJIAODADELIRUN。ZHEIYIFENXIDEDAOLEYIDEKENDING,DANSHIYIYOUDANXIN,XIAOSHOUQITAIZHANG,LIXIFU DANKENENGGUOZHONG,ZHEIJIANGHUIYINGXIANGZUIZHONGDELIRUN。ZHENDUIYIDEZHEIDIANYINYOU,JIAYOUCONGFENGXIANDEDAXIAOFANGMIAN JINXINGFENXI,ZHICHUJISHINEIYANG,FENGXIANYIRANHENXIAO,ZUIZHONGCUCHENGLEQIANYUE。

四、示错印证法。

TANCEFANGYOUYITONGGUOFANYIXIECUOWU,BIRUNIANCUO ZI、YONGCUOCIYU,HUOBAJIAGEBAO CUODENGZHONGZHONGSHICUODEFANGFA,YOUDAODUIFANGBIAOTAI,RANHOUTANCEFANGZAIJIETIFAHUI,ZUIHOUDADAOMUDE。LI RU,ZAIMOUSHIZHUANGQU,DANGMOUYIWEIGUKEZAITANQIANZHUZU,BINGDUIMOUJIANSHANGPINDUOKANSHANGJIYANSHI,ZAOYIJIANG ZHEIYIQIEKANZAIYANLIDETANZHUJIUHUIQIANLAIDAHUASHUO:“KANDECHUNISHICHENGXINLAIMAIDE,ZHEIJIANYIFUHENHE NIDEYI,SHIBUSHI?”CHAJUEDAOGUKEWURENHEFANDUIYIJIANSHI,TAYOUHUIJIXUSHUO:“ZHEIYIFUBIAOJIA150YUAN,DUINIYOUHUI,120YUAN,YAOBUYAO?”RUGUODUIFANGMEIYOUBIAOTAI,TAKENENGYOUSHUO:“NIJINTIANSHENSHANGDAIDEQIANKENENGBUDUO,WO YEXIANGKAIGEZHANG,DABENMAIJINI,100YUAN,ZENMEYANG?”GUKECISHIHUIYOUXIEYOUYU,TANZHUYOUHUI JIEZHESHUO:“HAOLA,NIBUYAODUIBIERENSHUO,WOJIUYI120YUANMAIJINI。”ZAOYILIUXINDEGUKEWANG WANGHUIPOBUJIDAIDISHUO:“NIGANGCAIBUSHISHUOMAI100YUANMA?ZENMEYOUZHANGLE?”CISHI,TANZHU TONGCHANGHUISHAYOUJIESHIDISHUO:“SHIMA?WOGANGCAISHUOLEZHEIGEJIAMA?A,ZHEIGEJIAWOKEMEISHENMEZHUANLA 。”SHAOZUOTINGDUN,YOUSHUO,“HAOBA,JIUSUANSHIWOCUOLE,NEIWOYEJIANGGEXINYONG,CHULENIYIWAI,BUHUIZAIYOUZHEIGEJIALE,NIYEBUYAOGAOSUBIEREN,100YUAN,NINAQUHAOLE!”HUASHUODAOCI,JUEDA DUOSHUGUKEDOUHUICHENGJIAO。ZHEILI,TANZHUJIAZHUANGKOUWUJIANGJIAZHANGLESHANGQU,YOUSHIGUKEZUOCHUFANYING,QIAOMIAO DITANCEBINGYANZHENGLEGUKEDEGOUMAIXUQIU,SHOUDAOYINSHECHUDONGDEXIAOGUO。ZAICIZHIHOU,TANZHUZAIJIANGZHANGSHANGLAIDEJIARANGCHUQU,JIUHUIHENRONGYIDICUCHENGJIAOYI。

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