文档介绍：该【尤其是偏乐观的谈判者 】是由【zhilebei】上传分享，文档一共【291】页，该文档可以免费在线阅读，需要了解更多关于【尤其是偏乐观的谈判者 】的内容，可以使用淘豆网的站内搜索功能，选择自己适合的文档，以下文字是截取该文章内的部分文字，如需要获得完整电子版，请下载此文档到您的设备，方便您编辑和打印。第一篇 谈判的基础知识
1 谈判：心灵与智慧
2 谈判流程（程序与结构）
3 谈判准备：谈判之前干什么？
4 分配式谈判：分割馅饼
5 公平的力量
6 双赢谈判：扩大馅饼
7 双赢谈判的战略与战术
8 利益分配法则
Self-Assessment
Assessment of the Other Party
Assessment of the Situation
Simulated Negotiations
3 Preparation: What to Do Before Negotiation
自我评估
对手评估
形势评估
模拟谈判
3 商务谈判准备
1) Preparation is the key to successful negotiation.
Preparation is the key to successful negotiation.
The work that you do prior to negotiation pays off
substantially
when you finally find yourself seated at the table.
The 80-20 rule applies to negotiation:
About 80% of your effort should go toward preparation;
20% should be actual work involved in the negotiation.
1）准备工作是谈判成功的关键
准备工作是谈判成功的关键。
当你最终坐在谈判桌旁的时候，就会明白谈判前的准
备工作会让你受益匪浅。
二八法则同样适用于谈判：
大约80%的努力应该用于准备工作，
20%的努力用于实际谈判。
Most people clearly realize that preparation is important,
yet they do not prepare in an effective fashion.
Faulty preparation is not due to lack of motivation;
rather, it has its roots in negotiator’s faulty perceptions
about negotiation.
尽管多数人都意识到准备工作的重要性，
但他们并没有做好有效的准备。
准备工作做得不好的根源
不在于缺乏动机，
而在于对谈判的错误认识。
2）Fixed-Pie Perceptions
We noted in Chapter 1 that most negotiators view
negotiation as a fixed-pie enterprise.
Most negotiators (about 80% of them) operate under this
perception.
Negotiators who have fixed-pie perceptions usually adopt
one of three mind-sets when preparing for negotiation.
2）定量馅饼观念
第一章提到：
多数人把谈判看作是定量馅饼。
大多数谈判者（80%）在谈判时都抱着这样的观念。
持有定量馅饼观念的谈判者在准备谈判时
常常采用以下三种姿态：
(1) They resign themselves to capitulating to the other side
(also known as a soft bargaining).
(2) They prepare themselves for an attack
(also known as a hard bargaining).
(3) They compromise in an attempt to reach a midpoint
between their opposing desires
(often regarded to be a win-win negotiation, when in fact,
it is not).