促進(jìn)談判成功的三個(gè)技巧
[ 2007-01-19 09:37 ]
商務(wù)談判中需要用語(yǔ)言和對(duì)方交流，交流中有些技巧是可以促進(jìn)談判成功的，下面為大家介紹常用的三條技巧。
一. 會(huì)聽
要盡量鼓勵(lì)對(duì)方多說(shuō)，向?qū)Ψ秸f(shuō)：yes，please go on，并提問(wèn)題請(qǐng)對(duì)方回答，使對(duì)方多談他們的情況。
二. 巧提問(wèn)題
用開放式的問(wèn)題來(lái)了解進(jìn)口商的需求，使進(jìn)口商自由暢談："Can you tell me more about your campany?"，"What do
you think of our proposal?"
將外商的回答中的重點(diǎn)和關(guān)鍵問(wèn)題記下來(lái)以備后用。
進(jìn)口商常常會(huì)問(wèn)：Can you not do better than that?
對(duì)此不要讓步，而應(yīng)反問(wèn)："What is meant by better?"或 "better than
what?"使進(jìn)口商說(shuō)明他們究竟在哪些方面不滿意。
三. 使用條件問(wèn)句
用更具試探性的條件問(wèn)句進(jìn)一步了解對(duì)方的具體情況，以修改己方的發(fā)盤。
典型的條件問(wèn)句有"What...if"，和"If...then"這兩個(gè)句型。
如："What would you do if we agree to a two-year contract?"及"If we modify your
specifications, would you consider a larger order?"
（來(lái)源：競(jìng)學(xué)網(wǎng) 英語(yǔ)點(diǎn)津 Annabel 編輯）
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