资源描述：
《三十六计论文》由会员上传分享，免费在线阅读，更多相关内容在行业资料-天天文库。
1、Theapplicationofthirty-sixgaugesinbusinessnegotiationAstheancientclassicalmilitarystrategybook“thethirty-sixgauges“putsit,whenfightingforawar,onewantstowinshouldneverrelyonstorminghardandattackdisorderlybutshouldpaymoreattentiontothestrategies,Soitiswiththenegot
2、iationintheinternationalbusiness.Businessnegotiationstrategyisacombinationofnegotiators’managementofvariousmeans,measures,skills,andtactics,whichinfluencesthesmoothnessandtheresultsofnegotiation.AndIamgoingtofocusonthedetailedanalysisanddiscussionofthreeofthethi
3、rty-sixplans.Firstofallisbaitingapieceofjadewithabrick,whichmeans,puttingforwardafalseassumptiontodetectother’sintentionintheprocessofnegotiation.AsanoldChinesesayinggoes,gettingtoknowothersaswellasyourselfisunconquerable.Butcommercialinformationisoftennotopento
4、public,wecanoffersometentativequestionstoseekother’sweakpointandbottom-line.Astudentwantstopurchasehisbelovedcameraabout1800￥inthedigitalcitywiththeminimumofmoney,sohehastobargainwiththesaleswoman.Hefirstaskedthewomenwhetherthecameracouldbesoldatthecostof1300￥，f
5、orthesamekindofproductwas1300￥ontheinternet,butwasrefusedbythewomen,andshecomplainedthatthepricewastoolow.Thentheboysaidhowaboutaddinganother300￥，thesaleswomangladlyacceptedandsenthimamemorycardasagift,theboyfinallygothisfavoritecamera.Inthecaseabove,bothcustome
6、randclerkdon’tknowwhatistheotherside’sbottom-line,andtheyknoweachother’spsychologicalpricebyaskingquestions,whichaccountedforthesuccessfuldeal.Anotheroneistocatchsomething,firstletitgo,thatis,firstrelievethepressureontheother,andestrangefromthem,whichmakethemfee
7、luneasyandstressfulfortheunsettledissue,finallytheyhavetomanagethedealbyconfessing.CompanyAisfrustratedatthenegotiationofsellingmachinetothehospital,thentheagentaskedfordeepconsiderationbyclaimingthattheconditionsofferedbythedirectorweretooharshandhadtoenquirehi
8、sboss.buttheotherday,hecalledtotellthedirectorbytellinghimwhathewasbusyindoing,finallythedirectorwasanxiousandmadeacompromise.Aclearconclusioncanbereachedthroughtheca
