讨价还价、谈判策略、打破僵局
2011-05-10 11:16阅读：
第五章
Quotation decision：Set the range of quotation Set
the bottom line
报价策略：（1）specific （2）decisive （3）no
explanation （4）differentiation （5）psychological pricing（6）midway
price changes
还价
Asking a price：（1）approaches
for asking a price （2）times of
a
sking price and closing indication（3）attitude
toward asking a price
Counter
offering：（1）Why
do you need to make a counter offer？ To set the bargaining range or settlement
range To avoid offending the quoter To prove one’s
sincerely in the transaction To derermine the
direction that a negotiation will take. (2)How do you make a
counter offer？ To
lower the total price by a certain percent A cost-based
counte offer Bargain item by item Bargain by
classifications Bargain as a whole
（If there is inadequate information
for reference，however，a
counter offer based on cost analysis is highly
recommended.）(3)bargaining
strategies: Strike where there is a weakness Watch
carefully and understand the other side’s thinking Be
flexible and well-prepared (4)starting point of
bargaining:it should be low but not too low(5)How many times
should you counter the asking price and how should you derermine
the bargaining range? It depends on how much room is
left fot you making concessions after you make the initial counter
offer. The bargaining range is generally determine by the
category and the ratio of performance and price of the transacted
goods.
Principles for making
concessions(1)do not make a senseless concession (2) do not
make concession blindly (3)seize the big “fish” and release the
small one(4)chose the right time (5)keep the bottom line seret
(6)do not automatically accpect a bid to match concessions by an
equal margin(7)look before you leap (8)do not make it too easy for
the other party to gain what he wants (9)take back an improper and
ill-conceived concession (10)let the other party do it first and
then follow suti (11)firmly control the times and margin of your
concession (12)dare to say “no”(13)quantify a concession (14)have
the overall situation in mind (15)there is no neeed for giving a
plum in return for a peach (16)withdraw to get the second
best
Tactics of making
concessions(1)keeping up until last
concession【0-0-0-80】(2)concessions by equal margin【20-20-20-20】(3)progressive increase in
concessions【10-15-25-30】（4）progressive
decrease of concession with a minor range【30-25-15-10】（5）progressive
decrease with a middle range【40-25-10-5】（6）progressive
decrease with a large range【50-20-8-2】（7）decreasing
progressively and increasing at the end【45-30-（-5）-10】（8）unstable
concession【55-3-20-2】
（9）showing one’s hand at the
beginning【80-0-0-0】
Typical hardball
tactics：Excessively
demanding Emotional outburst Tag-team tactic
Divide and conquer Involving competition
Red face and white face routine Reaching for a yard
after getting an inch Feint to the east and attack in the
west Taking advantage of another’s faults
The ultimatum
阻挡攻击策略：Limited authority
No precedents Fatiguing tactics
Adjournment Retreating in order to advantce Seeking
commiseration Showing one’s hand
第六章
一、五个不同程度的谈判策略
1、Collaborating（This is a cooperative approach which requires
both parties to take a “win-win”stance——it
also requires time ，energy，creativity.
(1)the issues are too important to be
compromised. (2)the objective is to integrate different points of
view (3)you need commitment to make the solution work (4) you wish
to build or maintain an impotant relationship
2、Compromising妥协
（1）issues are important but you cannot afford to be
too controlling （2）the
relationship is important but you cannot afford to
accommodate （3）Opponents
of equal power are committed to mutually exclusive goals
（4）you need to achieve temporary settlement to
complex issues （5）you need to
find an expedient solution under time pressure （6）it is the
only alternative to no solution
3、Accomodating迁就
（1）you find out you are wrong （2）you wish to
be seen reasonable （3）you wish to
build“credits”for
later issues（4）the issues
are more important to the other party （5）you wish to
minimize loss when you are in a weak position （6）harmony and
stability are more important
4、controlling 控制
（1）quick，decisive action is vital （e.g. in emergencies） (2)an important issue requires unpopular
cation（3）you know you are right（4）the other
party would take advantage of cooperative behavior
5、avoiding 躲避
（1）the issues are not important （2）there are
more pressing issues to tackle （3）there is no
chance of achieving your objectives （4）the
potential“aggravation”of negotiation outweighs the
benefits（5）people need to cool down and regain their
perspective（6）you need
time to collect more information
二、要考虑的策略：1、the repeatability of a
negotiation：if it likely to be
a repeat business，the
strategy（cooperating）mentioned beforehand can be a good option of the
negotiation 2、the strength
3、the important of the deal
4、the time scale
5、the negotiation
resource
三、“when”strategy：involves a proper sense of timing.It can be
separated into the following：forbearance，surprise，fait
accompi，bland
withdrawal，apparent
withdrawal，reversal，limits，and
feinting.
四、“how”strategy：（1）feinting：this
strategy involves an apparent move in one direction to divert
attention from the real. （2）release and
catch：let the counterparts have
the impression that you are indifferent to the first contract. The
other side ususlly uses stric condition to push the negotiation
into the deadlock.Under this condition，the other side of the negotiation can use this
tactic by firstly expressing the fake purpose of abandoning the
negotiation.
五、where to
negotiation：the use of a
neutral location may be desirable.
六、suggestion:（1）to obtain
information（2）to support
your arguments and position（3）to
undermine the arguments of the’ other party（5）to save
face or reduce tension
第七章
打破僵局的方法：try to find the underlying
cause of conflict and actively search for ways
out.Note：never give up a
negotiation for a sudden impasse.
引起僵局的原因：（1）both parties have widely divergent
objectives （2）one party
mistakes firmness for rigidity and will not make concessions
（3）one party uses impasse as a deliberate tactic
during a negotiation to force the other party to reconsider its
position and make concession.
处理僵局：（1）keeping it fluid （2）seeking
easy escape routes （3）shifting
the topic （4）adjournment strategy
其他方法：mediation：the foucs of mediation is on the future
relationship of the parties.A mediation may develop solution and
recommend them to the parties but will not impose a settlement on
the parties.
