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美国国际管理顾问公司总经理麦克马科,是著名的推销和谈判专家。他的谈判原则和技巧是: 一、弄清谈判要点。做一名有效的谈判者的先决条件,就是要弄清谈判目的,并在谈判中时刻不忘。在谈判过程中必须回答五个问题:1.销售什么;2.销售期有多久;3.销售地区有多少;4.独立程度如何,即是否排斥具有竞争关系的客户;5.售价多少。随着谈判的发展,这五个问题有的需要深入讨论,有的只要一带而过,有的可能要折衷一下。
McMean, general manager of American International Management Consultants, is a well-known marketing and negotiation expert. His negotiation principles and techniques are: First, make it clear that the negotiations. The precondition for being an effective negotiator is to understand the purpose of the negotiations and to keep it in mind. Five questions have to be answered during the negotiation: 1. What is the sale? 2. How long is the sales period? 3. What is the sales area? 4. What is the degree of independence, that is, whether to exclude competitive customers? With the development of the negotiations, some of these five issues need to be discussed in depth. Some may only be bypassed and some may have to be compromised.