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要想获得谈判的成功,取得谈判的主动权,就应该认清谈判的类型,掌握谈判的程序,了解谈判的结构。我们可以按照谈判的性质、内容、特点,把谈判分成不同的类型。不同类型的谈判,其准备工作、技巧各不相同。举个简单的例子,到可以讨价还价的商店购物,与到“不二价”商店购物,两者的购销谈判准备工作与技巧肯定是不同的。如果谈判者在谈判前尚不清楚将要进行的谈判是那一种类型,那么谈判的结局可想而知。
In order to gain the success of the negotiations and gain the initiative to negotiate, it is necessary to clearly understand the type of negotiation, master the negotiation procedures, and understand the structure of the negotiations. We can divide the negotiations into different types according to the nature, content and characteristics of the negotiations. Different types of negotiations have different preparations and skills. To give a simple example, shopping at a bargain shop, and shopping at a “not-for-all” store, the negotiation and preparation of the negotiation between the two are certainly different. If the negotiators are not clear before the negotiations what type of negotiations will be conducted, then the outcome of the negotiations can be imagined.