![点击分享此内容可以赚币 分享](/master/images/share_but.png)
谈判中带翻译的作用.doc
《谈判中带翻译的作用.doc》由会员分享,可在线阅读,更多相关《谈判中带翻译的作用.doc(7页珍藏版)》请在咨信网上搜索。
1、谈判秘诀(1) 充分准备 be prepared充分准备是谈判成功最为重要的因素。谈判中,信息就是力量。掌握的相关信息越多,处境就越有利。谈判准备工作越充分越好,在进入任何谈判之前都要给自己留有足够的时间做好准备。preparation is the single most important element in successful negotiations. in negotiations, information is power. the more relevant information you have, the better your position is. preparat
2、ion for your negotiations can not be overdone. allow yourself adequate time to prepare prior entering any negotiation.(2) 了解对手的要求 understand the needs of your adversary此语境中的“对手”是指谈判的另一方。自己和对方的关系通常不可以被描述为对抗性的,但是为了这里的讨论的目的,谈判将被看作是一种对抗关系。站在对方的位置想一想,对方想从谈判中得到什么?把你能够想出来的对方谈判目标尽量多地写下来,按照你认为对手可能使用的排序方法,把所列
3、的项目区分优先顺序,以此确定自己愿意协商的项目和不可协商的项目。your “adversary” in this context is the other party in the negotiation. your relationship with this party may not normally be described as adversarial, but for the purposes of this discussion we will view the negotiation as an adversarial relationship. put yourself in
4、 your adversarys shoes. what would they like to gain from the negotiation? write down as many possible goals as you can think of. prioritize your list in the order that you believe your adversary would. identify the items you are willing to negotiate and those items which are non-negotiable.(3) 明白己方
5、的需求 know what your needs are.你需要从谈判中得到什么,更多的钱?更多的灵活性?刚好的机遇?进入更广阔的市场?把自己想从谈判中得到的结果逐项列单,在谈判之前把自己所列的项目进行精选和区分优先顺序。这张清单和上面已列好的那张清单可使自己知道自己真正的“底线”。what do you need out of the negotiations? more money? more flexibility? betteropportunities? access to broader markets? make a list of those things you would
6、like to receive as a result of the negotiations. refine and prioritize your lost before starting the negotiation. this list and the one created above will allow you to know what your true “bottom line” is.(4) 谈判着眼长远关系 negotiations involve on going relationships.除了大宗的买卖,大多数谈判涉及到有长远关系的谈判各方。不论这种关系是家庭关系
7、,朋友关系还是生意合伙人关系,在谈判情景之外,还必须继续和“对手”打交道,请时刻注意:谈判对这些关系生产的潜在影响。with the exception of large purchases, most negotiations involve parties involved in a long term relationship. whether the relationship is family, friends or business associates, it will be necessary to continue to deal with your “adversary”
8、outside the context of the negotiation. always be sensitive to the potential impact of your negotiations on these relationships.(5) 谈判不能千篇一律 every negotiation is different(6) 讲究诚实 never lie很少有谈判仅仅涉及到单一的合同事件,除了大宗购货的可能例外,多数介入某次谈判的各方在谈判结束后都会继续保持联系。如果对方发现你不讲究诚实,而且认为你肯定还会不讲究诚实,那么你未来的可信度就不复存在。在需要撒谎又可能被人觉察
9、的环节上,预先做好处理是可以办到的。仔细检查自己的弱点所在,着手加强薄弱环节。在仍需要防御的薄弱之处,必须做好薄弱环节暴露时的应对准备。(7) 讲究公平 be fair谈判并非“我赢你输”的计划。韦伯斯特辞典将谈判定义为“通过双方努力协商达成?”谈判高手们在每一次谈判中都能创造“双赢”的局面。negotiation is not an “i win, you lose” proposition. websters dictionary defines negotiation as “to bring abunt ? by mutual agreement.” the best negotiat
10、ors create “win-win” situations in every negotiation.(8) 不需要摊牌 dont tip your hand在大部分谈判中,让人捉摸不定是你的重要优势。假如对手了解到你最想得到什么,你在谈判中的地位就没什么强势了,所以要守口如瓶。uncertainty is your key advantage in most negotiations. if your adversary knows what you desire most, your negotiating position is not as strong. play it clos
11、e to the vest.(9) 随机应变 be flexible要知道谈判常常需要妥协。对于在谈判中提出的问题,要寻找创造性的解决方案,采取折中的办法去赢取最想得到的那些组合条件。(10) 赢不是唯一目的 winning isnt everything人们很容易受到谈判竞争精神的困扰。请记住,谈判的重点是对今后的发展方向达成共识。尽管有可能强迫你的对手同意你提出的条件,这并不能达成有利于真正成功的“共识”。(11) 见好就收 quit while you are ahead需要弄清自己能够在多大程度上操纵谈判的人实在太多了,他们只想到,再多获得一次让步,这种态度可以使交易失败。最佳谈判都有
12、时间短,要点明确的特色,在你的重大问题上达成一致就要暂停,在随后的各次商谈中再提出附加项目。too many people have to see just how far they can push a negotiation. they have to try to get just one more concession. this attitude can be a deal breaker. the best negotiations are brief and to the point. get agreement on your major points and stop. ad
13、ditional items can be addressed in subsequent negotiations.(12) 学会诧异 learn to be surprised这个策略的目的就是使对方为自己开出的报价感到不安。比如说,当供货商为一项服务报价时,你感到诧异就意味着你表现出惊讶的反应。“你要多少?”你务必显出震惊的样子,此次表明供货商怎么会如此大胆索要如此高额价款。除非供货商是一个谈判高手,否则他做出的反应不外乎以下两种:即要么感觉很难为情且尽力说明要价的合理性,要么就立刻做出让步。(13) 多询问客户 ask your customers more questions像了解自
14、己一样,要尽可能多地了解对方的情况,这对于销售人员来说尤其重要。多询问客户的购物行为,了解他们都有哪些重要的需求和想法,养成问下面这类问题的习惯:“是什么原因使你买这种产品的?”“你的工作有什么时间限制?”“这种产品对你来说最重要的是什么?”you need to learn as much about the other persons situation as you know about your own. this is particularly important for salespeople. ask your customers more questions about the
15、ir purchasing behavior. learn what is important to them, their needs and wants. develop the habit of asking questions such as, “what made you consider a purchase of this nature?” “what time frames are you working with?” “what is most important to you about this?”(14) 保留退出谈判的权利 maintainwalk awaypower
16、与其做出太大的让步或者给过多的折扣,倒不如退出谈判。在与顾客打交道时这种特别的策略对他们影响最大。在销售淡季,销售工作的确很难做,但要记住一点,那就是总有人要买东西。it is better to walk away from a sale than to make too large a concession or give too deep a discount. this particular strategy gives salespeople the most leverage when dealing with customers. it might be challenging
17、to do when you are in the midst of a slow sales period, but remember there will always be someone to sell to.(15) 不失时机练谈判 negotiate at every opportunity绝大多数人谈判时犹豫不决,因为他们缺乏信心。可通过频繁的谈判来培养自己的自信心,如要求供货商打折扣。当你从零售店买东西时,养成要求降价的习惯。most people hesitate to negotiate because they lack the confidence. develop t
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 谈判 翻译 作用
![提示](https://www.zixin.com.cn/images/bang_tan.gif)
1、咨信平台为文档C2C交易模式,即用户上传的文档直接被用户下载,收益归上传人(含作者)所有;本站仅是提供信息存储空间和展示预览,仅对用户上传内容的表现方式做保护处理,对上载内容不做任何修改或编辑。所展示的作品文档包括内容和图片全部来源于网络用户和作者上传投稿,我们不确定上传用户享有完全著作权,根据《信息网络传播权保护条例》,如果侵犯了您的版权、权益或隐私,请联系我们,核实后会尽快下架及时删除,并可随时和客服了解处理情况,尊重保护知识产权我们共同努力。
2、文档的总页数、文档格式和文档大小以系统显示为准(内容中显示的页数不一定正确),网站客服只以系统显示的页数、文件格式、文档大小作为仲裁依据,平台无法对文档的真实性、完整性、权威性、准确性、专业性及其观点立场做任何保证或承诺,下载前须认真查看,确认无误后再购买,务必慎重购买;若有违法违纪将进行移交司法处理,若涉侵权平台将进行基本处罚并下架。
3、本站所有内容均由用户上传,付费前请自行鉴别,如您付费,意味着您已接受本站规则且自行承担风险,本站不进行额外附加服务,虚拟产品一经售出概不退款(未进行购买下载可退充值款),文档一经付费(服务费)、不意味着购买了该文档的版权,仅供个人/单位学习、研究之用,不得用于商业用途,未经授权,严禁复制、发行、汇编、翻译或者网络传播等,侵权必究。
4、如你看到网页展示的文档有www.zixin.com.cn水印,是因预览和防盗链等技术需要对页面进行转换压缩成图而已,我们并不对上传的文档进行任何编辑或修改,文档下载后都不会有水印标识(原文档上传前个别存留的除外),下载后原文更清晰;试题试卷类文档,如果标题没有明确说明有答案则都视为没有答案,请知晓;PPT和DOC文档可被视为“模板”,允许上传人保留章节、目录结构的情况下删减部份的内容;PDF文档不管是原文档转换或图片扫描而得,本站不作要求视为允许,下载前自行私信或留言给上传者【可****】。
5、本文档所展示的图片、画像、字体、音乐的版权可能需版权方额外授权,请谨慎使用;网站提供的党政主题相关内容(国旗、国徽、党徽--等)目的在于配合国家政策宣传,仅限个人学习分享使用,禁止用于任何广告和商用目的。
6、文档遇到问题,请及时私信或留言给本站上传会员【可****】,需本站解决可联系【 微信客服】、【 QQ客服】,若有其他问题请点击或扫码反馈【 服务填表】;文档侵犯商业秘密、侵犯著作权、侵犯人身权等,请点击“【 版权申诉】”(推荐),意见反馈和侵权处理邮箱:1219186828@qq.com;也可以拔打客服电话:4008-655-100;投诉/维权电话:4009-655-100。