谈判是指人们在各种纠纷中,为使双方或多方的意见趋于一致,而进行的洽谈磋商。就一般性质的谈判而言,它具有如下三个显著特征:第一,它是一个“互惠互利”的过程。第二,它是一个“相互合作”的过程。第三,它是一个“重视效率”的过程。 索赔谈判不同于一般性质的谈判。一方面,它的“互惠互利”程度最小。另一方面,它对“相互合作”要求最高。索赔谈判在经济谈判中是一种最具有竞争或对抗性质的行为。成功的索赔谈判就在于:谈判一开始就建立一些基本原则和掌握谈判的技巧。 一、索赔谈判的基本原则 Negotiation refers to people’s negotiation and negotiation in order to make the opinions of the parties or parties more consistent in various disputes. As far as the negotiations of a general nature are concerned, it has the following three salient features: First, it is a process of “reciprocity and mutual benefit”. Second, it is a process of “mutual cooperation.” Third, it is a process of “emphasizing efficiency.” Claims negotiations are different from negotiations of a general nature. On the one hand, it has the lowest degree of “mutual benefits”. On the other hand, it has the highest requirements for “mutual cooperation.” Claims negotiation is one of the most competitive or confrontational behaviors in economic negotiations. The successful negotiation of a claim lies in the following: At the beginning of the negotiation, some basic principles are established and the negotiation skills are mastered. I. Basic Principles of Claim Negotiation