商務談判成功四大秘訣

　Usingeffective questioning 

　　問一些有建設性的問題 
　　問一些有建設性的問題是成功協商議題的基石，

商務談判成功四大秘訣

。這是給了雙方一個機會來表明雙方各自在關鍵議題上的態度，例如目標及期望。多問一些開放式的問題將可以盡早給予彼此闡述觀點的機會。例如，你可以這樣問"What are you hoping to achieve today?" 
　　Recovering from offending someone
　　克服對方敵對意識 
　　談判中往往會遇到對方強烈的敵對意識，這時候你必須設法克服它。通常的方法是接受對方的“排斥”，但將之轉化為正面的'作用。你可以說"If I seemed sharp a fewmomentsago,be assured that it was only due to my

determination to make thiswork."Showing humility 
　　展現親和力 
　　談判是雙方溝通的過程，所以必須避免陷于一連串的"I’ m right,you’ re wrong"的情形，

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《商務談判成功四大秘訣》(http://salifelink.com)。展現親和力尊重那些對象，千萬不要裝做已有所有答案，請把一些議題的控制權讓給別人你可以說"That’ s more your area of expertise than mine,so I’ d like to hear more." 
　　Recovering from negotiation breakdown
　　讓談判“起死回生” 
　　當對方因憤怒、怨恨或不愿意聆聽而使得雙方關系瀕臨決裂的時候，要特別注意à回具有建設性的對談。承認錯誤并且展現誠意是讓談判起死回生的好辦法。你可以說"What happened last week was unacceptable as it was unintentional.Shall we

move on?"In business,skilled negotiation can be the difference between making

a million dollar contract and being fired.Here are some effective pointers to

help you come out on top in the negotiation process. 

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