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任何一项工作都有一个艺术和技巧问题,谈判也不例外。领导者要在一场谈判中为自己的单位在付出最小代价的前提下求得最大的利益,是需要恰当地运用谈判技巧的。谈判的艺术和技巧,并不仅仅存在于谈判的某一个阶段或某一个环节,而是贯穿于谈判的整个过程。怎样准备更好?怎样开局更妙?怎样交锋更高明?怎样妥协更有利?其中都有个“巧”的问题,有个“术”的问题。自本期起,在本栏中分《准备》、《开局》、《交锋》三篇,对谈判技巧问题一一介绍。
There is a matter of art and skill at any one job, and the negotiation is no exception. It is the proper application of negotiation skills for leaders to seek the maximum benefit from their own units at the lowest possible price in a negotiation. Negotiation art and skills, not only exist in the negotiation of a particular stage or a link, but throughout the entire process of negotiation. How to prepare better? How to start a better? How confrontation taller? How to compromise more favorable? There is a “clever” problem, there is a “surgery” problem. Starting from this issue, there are three sections in this column, “Preparation,” “Start-up,” and “Confrontation.” We will discuss the negotiation skills one by one.