论文部分内容阅读
谈判双方的目的是为了各自的利益,谈判的结果意味着双方利益的平衡,因此,在市场经济条件下,我们要掌握——商业谈判的模式有两种:一是合作的模式,即双赢;二是竞争的模式,即只有一方赢。合作式的双赢谈判,基本上是根据事实来取得协议,而不是各执一词的讨价还价方式。具体地说,合作式的双赢谈判的基本要素体现于以下方面:1.将谈判对方视为问题解决者;2.发掘对方的真正需要;
The purpose of the negotiating parties is for their own interests. The outcome of the negotiations means that the interests of the two sides are balanced. Therefore, under the conditions of the market economy, we must grasp - there are two modes of commercial negotiation: First, the mode of cooperation, that is, a win-win situation; The second is the mode of competition, that is, only one side wins. Collaborative win-win negotiations are basically agreements based on facts, not bargaining methods. Specifically, the basic elements of cooperative win-win negotiations are embodied in the following aspects: 1. Treating the negotiating partner as a problem solver; 2. Exploring the real needs of the other party;