流利说商务英语Level5-Unit1-Part5-Negotiating-Techniques.docx

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1、流利说商务英语Level5Unit1Part5NegotiatingTechniquesYoucanusevarioustechniquestohelpimproveyourchancesofhavingasuccessfulnegotiation.vListenactivelyListenactivelytoyourcounterparttounderstandtheirneedsandpointofview.Thisshowsthemthatyouareinterestedintheirneeds,whichhelp

2、sbuildtrust.vBuild rapportWhenpeoplehaverapport,theyunderstandeachotherandcommunicatewell.Buildingrapportincreasesthechanceofreachinganagreementduringanegotiation.Rapportcanbebuiltbylisteningactively,sharinginformationandfindingcommoninterests.vAskopen-endedquest

3、ionsAskingopen-endedquestionsallowsyoutogathermoreinformationfromtheotherside.Itencouragesyourcounterpartstogivelongeranswers,whichhelpsyouunderstandtheirpositionandneeds.Peoplemaytrytocontrolthenegotiationsbyfocusingontheirinterests,butlisteninghelpsbothsidesfin

4、dcommonground.Webelievethatbuildingrapportwithourclientsisessentialtoestablishingalong-termrelationship.Askingopen-endedquestionsencouragespeopletogivelongeranswers,whichhelpsyouunderstandtheirpositionandneeds.Buildingrapportcreatesacomfortablenegotiatingenvironm

5、ent.vSetahighanchorSettingahighanchorpointincreasesyourchancesforagooddeal.Bysettingahighanchorpoint,yourcounterpartmaymakeconcessionsthatareclosertowhatyouwant.However,ifyouranchoristoohigh,youmaybeseenasunreasonableorunrealistic.vEmphasizeurgencyCreatingasenseo

6、furgencycanleadtoaquickagreement.Ifnegotiationsaremovingslowly,youcouldsetadeadlineorstopthetalks.Butifyoupushtooaggressively,theothersidemaybecomeuncomfortableandwalkaway.Whatisonewaytocreateurgencyduringthenegotiation?SettingadeadlineIftheanchoryousetistoohigh,

7、yourcounterpartmaythinkyouarebeingunreasonable.Tocreateurgency,hesaidhewouldgivethemuntilFridaytoaccepthistermsorhewouldpulloutofthenegotiations.Creatingasenseofurgencycanhelpyoureachaquickagreement.