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在改革开放的今天,谈判确实是人与人之间交流信息、调整利益的重要工具之一。在此,我们想通过对一实例的分析来说明谈判双方利益分布的一种逻辑类型。一顾客到某个体商店买一件连衣裙。卖方要价48元。买方说“太贵了!”转身欲走。卖方连忙说:“你不如穿上试一试,如果合适的话,我可以考虑便宜一些。”买方试完衣服后,卖方又说:“这衣服你穿上太合适了,你说个价吧!”买方思索了半天说:“45元。”卖方爽快地说:“45元,我卖定了!”于是双方以45元达成协议,彼此都很满意。从这个例子中可以看出,买卖双方就价格问题,有各自的立场,买方希望价格越低越好,卖方则相反。在交易中,
In today’s reform and opening up, negotiations are indeed one of the important tools for the exchange of information and adjustment of interests among people. Here, we want to illustrate a logical type of distribution of interest between negotiating parties through analysis of an example. A customer goes to a solo store to buy a dress. The seller’s asking price is 48 yuan. The buyer said “too expensive!” and turned to go. The seller quickly said: “You might as well put on a try, if appropriate, I can consider a little cheaper.” After the buyer tried the clothes, the seller said: “This dress is too suitable for you to wear, you say a price! ”The buyer thought for a long time and said:“ 45 yuan. ”The seller readily said: “45 yuan, I sold!” So the two sides reached an agreement with 45 yuan, each is very satisfied. From this example, it can be seen that buyers and sellers have their respective positions on the issue of price. Buyers hope that the lower the price, the better, and the opposite is true for sellers. In the transaction,