谈判中实施策略所使用的各种手法就是谈判的技巧。灵活而恰当地使用这些技巧,能使自己处在有利地位。 1 取信的技巧 取得谈判对于信任的技巧有烘托术、“公允”法、“求实”技巧。 1.1 烘托术 一是用物烘托。谈判者衣着要得体,装扮不俗而清洁,随身携带的东西,例如公文包、文件夹、资料装订、自来水笔等要和单位的地位相称。谈判者最好有名片,这要比口头介绍更容易让对方相信。谈判中如果需要交通工具也要尽量使之雅致、整洁,这不是强装门面,而是通过这让对手感到他们在和一个颇有实力的单位打交道。二是用人烘托。谈判时我方代表彼此合协、尽心尽力,主动为首席代表承担过错,自觉帮他说话,会使对方感到这是一个有经验、高效率谈判团体。当要推翻某件事情时,让助手出面而保全首席代表的体面。有些话不好说,由助手 The various tactics used in implementing the strategy in the negotiation are the negotiation skills. Using these tips in a flexible and appropriate manner can put yourself in a good position. 1 Fiduciary skills to obtain negotiation Demonstration skills for trust, “fair” law, “realistic” skills. 1.1 heighten one is the use of goods contrast. The negotiators are well-dressed, well-dressed and clean, carry things, such as briefcases, folders, data binding, fountain pen and so on and the commensurate with the position of the unit. The negotiator is best to have a business card, which is easier to believe than the verbal introduction. If you need to negotiate the transport but also try to make it elegant and tidy, this is not pretentious, but through this let opponents feel that they are dealing with a fairly powerful unit. Second, the use of contrast. During the negotiation, our representatives, acting in concert with each other, tried our best to take the initiative to bear the fault for the chief representative and conscientiously help him with his speech, which would make the other party feel that this is an experienced and highly efficient negotiating body. When something is to be overthrown, let the assistant come forward and preserve the demeanor of the chief representative. Some words are not good to say, by the assistant