商务谈判黄金法则第一条

GoldenRuleOne:InformationisPower-SoGetItMadeby:李培培罗婕曾俊香第1页，共20页。ContentsLeadin

GetinformationtosetyourgoalsPracticaltipsandtacticsforgoalsetting

DevelopaninformationbargainingstrategyReevaluateyourgoals第2页，共20页。Whywegetinformationtosetgoal?Thefirstthinginanynegotiationisgathersufficientinformationtosetgoals.Figureoutexactlywhatyouwant,defineyourobjectives.Setyourgoalsandtakethetimetodoitatthestart.

第3页，共20页。However,whatkindofgoalshouldyouset?Sometimesyourgoalsareclearbutsometimesnot,why?盛田昭夫

MoritaAkio26January1921–3October1999Co-founderof

Sony第4页，共20页。Setandprioritizeyourlongtermstrategicandshorttermtacticalgoals.Determineandprioritizeyourcounterpart’sgoals.Evaluatethepoweroftherelationship.Threestrategicframework:第5页，共20页。

SetandprioritizeyourlongtermstrategicandshorttermtacticalgoalsDistinguishbetweenstrategicandtacticalgoals.Strategies-longtermgoalsTactics-immediate,detailedmaneuversTosummarize:Itwillhelpyoudetermineatthebeginningwhatsuccesswilllooklikeattheend.第6页，共20页。DetermineandPrioritizeYourCounterpart’sGoalsYourabilitytoachieveyourgoalsoftendependsonwhethertheothersidealsocanachieveitsgoals.

($20-BillAuction)Tosummarize:Getintoyourcounterpart’smindandascertainhisorhergoals.Whatdoeshewant?Whatstrategiesandtacticsheusestoaccomplishgoals.Knowthyselfandthecounterpart.第7页，共20页。EvaluatethePoweroftheRelationship“Relationshipgoal”impacttheentirestrategy.(Thesaleofthesun)Abigkeytohissuccess:acleargoaltodevelopandstrengthenhislongtermrelationshipwithbusinessandothercommunityleaders.第8页，共20页。PracticalTipsandTacticsforGoal-SettingBrainstormtosetyourgoals.Brainstormgeneratesinnovativeoptionsandinsightsaboutyourgoals.Brainstormhelpsyoufocusontheshortandlongterm.Workingcollaborativelytosetgoalshelpscreatemorerealisticexpectation.第9页，共20页。SetaggressiveandSpecificGoals-Don’tjust“DoTheBestYouCan”Themoreyouexpect,themoreyouwillget.Thelessyouexpect,thelessyouwillget.Thegoal-settingprocessshouldbeacontinuousexercise.Setspecificgoals第10页，共20页。TieYourGoalstoRealisticStandardsFindanobjectivestandardorprecedentthatprovidesafairnessbaselineforyourgoal.Tosummarize:Tieyouraggressivegoaltorealisticstandard.第11页，共20页。ExpecttosucceedExpectingsuccessandvisualizingitbeforethenegotiationwillincreaseyourlikelihoodofachievingit.Themorejustifiedyourstandard,theeasieritwillbetoexpectachieveit.Brainstormtocreaterealistic,achievableexpectation.Consciouslyadoptapositiveattitude.

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CommittoitIfyoucommittoachievingyourspecificgoalyouwillbemorelikelytoachieveit.Similarly,ifyoucangetyourcounterpartstocommittowhatyouwanttheywillbemorelikelytofulfillthatcommitment.Oral,writtenandpubliccommitmentmeansthebottomline.

第13页，共20页。DevelopanInformation-BargainingStrategy

-WaystoGetandShareInformation

第14页，共20页。Findoutfacts,issues,andopinionsUncoverfundamentalinterestsunderlyingpositionsBrainstormoptionsthatmightsatisfyinterestsGetasmuchsubstantiveinformationaspossible第15页，共20页。GetasmuchstrategicinformationaspossibleNegotiatewiththerightpersonInvestigateyourcounterpart’sreputationandpasttactics第16页，共20页。TopTenInformation-GatheringTacticsLeaveyouregoatthedoorBesincereEstablishtrustListyourinformationneedsDothe“bigshmooze”Askquestions.Askquestions.Askquestions!Usethefunnel–open–toclose–endedquestionsActivelylistenandusethe“powerofsilence”Ask“why”–gettointerests,notpositionsEvaluateandusenonverbals/bodylanguage第17页，共20页。PrepareBlockingTechniques:AvoidingThoseToughQuestionsChangethesubjectand/ordelayansweringAnsweradifferentquestionRespondwithyourownquestionDiscountthequestion’srelevance,oraskforclarificationAnsweraspecificquestionbyfocusingonthegeneral,orviceversaRefusetoanswerduetopolicy,tradition,lackofauthority,etc第18页，共20页。Thanks!!第