最新熱門關鍵字:  管理  創意    成功  
單期簡介
從「不」說起!
專家私房談判術
營造「雙贏」交易是最常見的談判典範,但也只在雙方勢均力敵時,才有可能發生。談判老手會利用對方想營造「雙贏」的心態,使對手逐步退讓。可別掉入這種圈套中,即使會因為說「不」而損低條件,也要專心一致盡可能取得最好的交易。
2002-10-31 /  8413  8
輕鬆聽大師
媒體創意人 俞國定導讀
收藏本期
 網路版長訂優惠



5分鐘摘要

「不」:成功談判的開端

感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。


感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。

MAIN IDEA

感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。


感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
長久以來,「雙贏」是所有談判推崇的理想目標,可能因為「雙贏」一直被視為是最公平的做生意方式。但一心想達成「雙贏」的企圖,往往會被談判對手利用,致使我方無謂地妥協。結果,談判經常以「一贏一輸」收場,而且「輸」的一定是我們自己。感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
For many years now, "win-win" has been held up as the ideal toaim for in any negotiation. Why? Probably because win-win has always been considered to be the fairest way to do business. But what happens if the other party in a negotiation are simply using our desire to think win-win to get us to agree to unnecessary compromises? In those circumstances, the negotiation often ends up as win-lose, with us on the wrong side of the ledger. 感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
2
明白這個道理後,如果想獲得較好的談判結果,就是先分辨出「可控制」與「不可控制」要素。「雙贏」是一種談判結果,因為許多不同因素,你通常無法直接掌控非要這種結局不可。在所有談判中,唯一可控制的是為了達成協議而採取的種種方法。因此,談判時要專注於行為舉止和行動,讓結局順其自然產生,不要沈迷「雙贏」的情境。 感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
2
With that in mind, the way to become better at negotiating is to distinguish between what you can control and what you can't. Win-win is an outcome, and the outcome is beyond your direct control for a host of various reasons. In any negotiation, the only thing you can control is the means by which the outcome is decided. So focus on your behavior and actions, and let the end result take care of itself instead of endlessly obsessing over win-win scenarios. 感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
談判好手會做些看似違背常理的事;他們以「不」為開端,也就是說,一旦出招就給對方說「不」的機會。如此不但能紓解談判壓力,也讓對方更理性思考,使結果更具建設性。談判高手會不斷提醒對方,無論何時,他們絕對有否決交易的權利。讓對手明顯、刻意地感到有較多的掌控,那麼獲致有利結果的機會也越高。 感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
Good negotiators also do something that appears counterintuitive at first glance. They begin with "no". In other words, they start out by giving the other person an opportunity to say no right at the outset. Doing that relieves the pressure and allows the other person to think more rationally which, in turn, increases the chances something worthwhile will result from the negotiation. And professional negotiators constantly remind the other party they have the absolute right to veto the deal at any point. By consciously and deliberately allowing the other party to feel more in control, the chances of a favorable outcome increase. 感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
4
請謹記「談判之所以複雜,是因為參與的『人』」。由於每一次談判都很不同,要成為更拿手的談判者並非一蹴可幾,且得時時迂迴前行,更重要的是必須嚴守紀律。一旦談判上手了,所得報酬是值得如此辛苦的。只要不斷努力,談判可以成為手到擒來的技術,走到這個境地,即可展現真正的商業潛質。 感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
4
Always keep in mind negotiations are complicated simply because humans are involved. Every negotiation will be different. The path to becoming a better negotiator is rarely straight and will often require many detours and most certainly loads of discipline on your part. Fortunately, however, the rewards which come with being a more competent negotiator are well worth the effort. As long as you keep working at it, eventually you'll reach a stage where negotiation becomes easy to do. And at that point, you can start approaching your true potential in business. 感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。

第1章

「追求雙贏」為什麼是錯誤談判法?

感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。

營造「雙贏」交易是最常見的談判典範,但也只在雙方勢均力敵時(這種情形頗罕見),才有可能發生。談判老手會利用對方想營造「雙贏」的心態,使對手逐步退讓。可別掉入這種圈套中,即使會因為說「不」而損低條件,也要專心一致盡可能取得最好的交易。


感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。

Chapter 1

Why "Win-Win" is the Wrong Approach in Negotiations

感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。

The prevailing paradigm in negotiations is to structure "Win-Win" deals. Yet these are only possible when both parties are equal which is very rare. Instead, experienced negotiators use the context of structuring a win-win deal to get the other party to make more and more concessions. Don't fall for it. Instead, stay focused on getting the best deal you can, even if it means saying no to lesser deals and offers.


感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
在一開始即採取「雙贏理論」的實際案例,多以「一贏一輸」收場。為什麼會這樣? 感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。
In most real world negotiations, deals that start out as win-win in theory end up becoming win-lose in reality. Why? 感謝您對大師輕鬆讀的愛護,並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。



以下內容僅限《大師輕鬆讀》網路版訂戶瀏覽。
若您已購買方案,請登入瀏覽。