一看就懂的談判技巧全圖解

第一章 談判高手第一課
談判的概念.............................................................. 2
談判的目標(biāo)和步驟 ........................................................ 5
談判的技能 ............................................................ 8
雙贏是談判的最高境界. ................................................. 10
第二章 談判中的心理戰(zhàn)術(shù)
重視談判前的鋪陳   .................................................... 14
如何營(yíng)造談判氣氛  ........................................................ 16
通過(guò)肢體動(dòng)作窺破對(duì)方心理 ................................................ 19
如何讓自己占據(jù)有利地位. .................................................... 21
怎樣在談判中周旋和突破. ............................................... 23
第三章 談判的基本原則
合法原則.................................................................... 28
誠(chéng)信原則................................................................. 30
知己知彼原則.............................................................. 32
平等自愿原則................................................................ 34
互利互惠原則.............................................................. 36
靈活變通原則......................................................... 38
協(xié)商原則.............................................................. 40
時(shí)效性原則 ............................................................. 42
事人有別原則.......................................................... 43
第四章 談判手常犯的七大禁忌
七大禁忌......................................................... 46
第五章 談判準(zhǔn)備：不打無(wú)準(zhǔn)備的仗
SWOT 分析，做好自我評(píng)估.................................. 52
信息最多者得天下......................................... 54
確定談判目標(biāo)，區(qū)分談判類(lèi)型....................................... 57
選擇有利的談判時(shí)間和地點(diǎn).................................... 60
組建談判小組，合理安排布局..................................... 63

第六章 談判開(kāi)場(chǎng)：要“贏”在開(kāi)始
獅子大開(kāi)口.......................................................... 68
永遠(yuǎn)不要接受第一次報(bào)價(jià).............................................. 70
避免對(duì)抗性談判........................................................ 72
建立優(yōu)勢(shì)和契合感.................................................... 75
第七章 談判中場(chǎng)：巧用策略，步步為營(yíng)
深度了解談判對(duì)手.................................................... 80
如何讓步與化解僵局.................................................. 83
如何應(yīng)對(duì)沒(méi)有決定權(quán)的對(duì)手.............................................. 86
千萬(wàn)別折中............................................................ 89
找到關(guān)鍵的“第三方”................................................... 92
給予適當(dāng)?shù)臅r(shí)間壓力....................................................... 94
第八章 談判收?qǐng)觯鹤プ∫I(lǐng)，決勝談判
終局談判...................................................... 98
“白臉—黑臉”策略........................................... 101
在最后環(huán)節(jié)爭(zhēng)取更多利益............................................. 104
適度讓步....................................................... 107
識(shí)破對(duì)手的談判伎倆............................................. 110
懂得如何結(jié)束談判.................................................. 115
第九章 談判中的策略與戰(zhàn)術(shù)
有效傾聽(tīng)..................................................... 120
巧妙提問(wèn)......................................................... 123
完美答復(fù)..................................................... 126
正確闡述......................................................... 129
觀察技巧.......................................................... 132
設(shè)法說(shuō)服..................................................... 135
談判中的十大兵法戰(zhàn)術(shù)........................................... 138
談判高手的八大秘訣............................................... 154
人生中的五大談判.............................................. 158
第十章 破解談判中的陷阱
欺騙............................................................ 162
威脅.......................................................... 165
強(qiáng)硬........................................................... 168
假出價(jià).......................................................... 172
價(jià)格誘惑.......................................................... 175
百般刁難......................................................... 177
車(chē)輪戰(zhàn)術(shù)....................................................... 180
人身攻擊............................................................ 182
“暗盤(pán)”交易........................................................ 185
“人質(zhì)”戰(zhàn)略....................................................... 188
如何應(yīng)對(duì)談判沖突....................................................... 191
第十一章 各國(guó)文化差異與談判風(fēng)格
國(guó)際談判中常出現(xiàn)的文化差異.............................................. 196
文化差異對(duì)國(guó)際商務(wù)談判的影響..................................... 203
如何應(yīng)對(duì)國(guó)際談判中的文化差異...................................... 210