Part 1 Five Key Steps in Principled Negotiation談判的五個關鍵步驟
1 Separate the people from the problem 將人和事區(qū)分開來
2 Focus on the interests behind the positions 關注立場背后的利益
3 Invent options for mutual gain 創(chuàng)造雙贏的選擇
4 Use independent standards 使用獨立的標準
5 Consider best alternative if negotiation doesn’t reach agreement無望達成協議時考慮最佳備選方案Part 2 Four Negotiation Skills to Master 談判的四個重要技巧
6 Don’t negotiate against yourself 別為難自己
7 Offering a choice 給對方提供選擇
8 Never prove the other person wrong 不要試圖證明別人的錯誤
9 Don’t give a concession away without receiving one inreturn沒有回饋就不要做出讓步
10 Establishing limits before you start yournegotiation談判開始前設好限制條件Part 3 Most Common Mistakes in Negotiation — How to AvoidThem談判中的常見錯誤及防范策略
11 Beginning your negotiation too soon 過早開始談判
12 Not negotiating with the right person 沒有找對談判對象
13 Not being flexible on a position — locking on 固執(zhí)己見，不會變通
14 Feeling helpless or powerless 感到無助或無能為力
15 Worrying about losing control of the negotiation 擔心喪失主動權
16 Forgetting your goals or losing track of getting to them遺忘目標或偏離方向
17 Too much worrying about the other party’s feelings or goals過多考慮對方的感受和目的
18 Mind going blank — brain freeze 大腦一片空白
19 Falling for physical manipulations 受物質因素干擾
20 Losing sight of closing the deal 忽略了收尾Part 4 Building Relationships of Trust 建立信任關系
21 Meeting and Receiving 會面和迎接
22 Introductions 相互介紹
23 Attending conventions參加會議
24 Small talk — breaking the ice 通過聊天打破陌生
25 Finding out more — how to let the other party know you’reinterested 了解更深讓對方知道你感興趣Part 5 Trade Negotiation 貿易談判
26 Starting inquiry negotiation 開始詢盤
27 Agreement on price 價格協議
28 Discussing transportation issues and shipping options討論運輸和貨運
29 Discussing payment options 討論支付選擇
30 Checking on shipment status 核實貨運狀態(tài)Part 6 Sealing the Deal 成交
31 Making concessions 作出讓步
32 Discussing the bottom line 討論底線
33 Accepting and confirming the terms 確認并接受條件
34 Closing the deal 成交
35 Quality control issues 質量監(jiān)控事宜Part 7 Joint Venture 合資
36 Finding a partner 尋找合伙人
37 Showing interest 表示有興趣
38 Discussing terms 談條件
39 Establishing a foreign office 設立駐外辦事處Part 8 Real Estate 房地產
40 Getting started 初步洽談
41 Property evaluation and selection 房產評估和篩選
42 Making an offer 出價
43 Closing the deal 成交Part 9 Stock Market 股市
44 Buying / selling stocks 買賣股票
45 Short selling賣空
46 International markets 國際市場Part 10 Other Negotiation Topics 其他談判
47 Technology transfer 技術轉讓談判
48 Copyright and patents 版權和專利談判
49 Employment negotiation 雇用談判
50 Negotiating salary and benefits 工資和福利談判
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