四招让你成为谈判高手

技巧四招让你成为谈判高手

在商务英语一对一谈判中，技巧可能是你成功的唯一关键。作为外企，你经常需要和外国合作伙伴或者竞争者进行商务谈判，除了一口流利的商务英语，一些不容忽视的小细节能为你的商务谈判加分。这里小编给大家分享一些关于四招让你成为谈判高手，方便大家学习了解。

四招让你成为谈判高手

一、以积极态度商谈

和竞争者进行商务谈判的是积极的语气，以及建立互相能克服差别的信心。比如商务英语一对一谈判中你可以说"The United States and Russia, England and France, and Germany and France are all former competitors who became allies. If they could do it, so can we."

二、应付不道德的应聘者

当你遭遇各种丑陋的'商谈技巧的人，你必须正面表达自己的反感，例如，如果你感到别人一直在撒谎或是在欺骗你，你就可以说，"I've come to trust you completely, but on this issue I sense some holding back."

三、从得罪别人恢复过来

当商谈过程中，因为一些事情发生了一定的冲突，一定要懂得如何从这样的事件中恢复关系。毕竟做不成生意，还是能做朋友的。所以在商务英语谈判过程中要使用一种积极的语气。例如，"If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work."

四、商务英语的措辞

1、商务英语里说“人”的概念。还常常说：I am a team player. 我是个有团队合作精神的人!team player指有团队精神的人，这个词一度很火，直到现在还非常流行，不仅要求足球运动员如此，对任何在职的人这个词都有积极的警示意义。每个人都做team player, 办公室政治(office politics)就不再嚣张。

2、表示出谦卑

商谈是双向的交流，因此能避免卡在一连串的"I'm right, you're wrong,"处境中为佳。对你正在谈判的人表现出谦恭和尊重，不要假装你有所有的答案，公开让他们也控制一些问题的决定权。例如，"That's more your area of expertise than mine, so I'd like to hear more."

总而言之，在商务英语一对一进行谈判过程中，得体的商务谈判礼仪，灵活的商务谈判技巧，足以令您把握商务谈判的主动权。掌握了以上四招谈判技巧，让你轻轻松松地成为商务谈判高手。

怎样让你成为谈判专家

No matter how much you may hate to negotiate yourself into a deal—or even out of one—negotiating is a very legitimate business skill to acquire.

It's even more crucial if you're a smaller business trying to get off the ground. You will have to make your arguments against much bigger, more powerful entities so it's essential that you know the science behind negotiation skills and how they affect the other party's psyche.

Based on psychological research, here are some negotiation tips that will help you to get what you want.

1. Focus on the first 5 minutes. In a study published in the Journal of Applied Sciences, the first 5 minutes of a negotiation can predict the negotiated outcome.

In these minutes, the study says you need to focus on "conversational engagement, prosodic emphasis—which basically means you should copy the emotional state of the speaker—and vocal mirroring" to help the negotiations end well on your side.

These first minutes are important because the other party is evaluating you most intensely during this time. They are "sizing you up" and trying to figure out if you actually mean what you say or if you're merely trying to get more than what you know you're worth.

Either way, start out likable so that the other person doesn't shut down on you. If you are able to open him up during these first few minutes, he will listen to your arguments throughout the negotiation. If not, you're basically wasting your time.

2. Start higher than what you'd feel satisfied with. In an article inCurrent Directions in Psychological Science, researchers say you should always start high in negotiations. These starting prices will eventually "form an anchor," which will come to affect every other number that follows it.

This means that you need to start high because it will lead the individuals involved to "selectively focus on information consistent with, and make valuations similar to, the starting value. Thus, starting high will often lead to ending high in negotiations."

Even if you know the number is ridiculously more than what you would be satisfied with, you are the only person who knows this. The other party doesn't know; they can only assume it.

3. You should make your arguments first. According to this study published by the Harvard Business School, you should always consider going first during a negotiation. What are the benefits of making the first offer rather than waiting to hear what the other side is going to say?

It all comes back to that "anchor" number we discussed earlier. If you are the first to go, you are able to set the anchor number, and every number that follows this number will be compared or related to it.

The study says that by "making the first offer, you will anchor the negotiation in your favor."

Making the first offer will also show the other party that you are a confident individual since it's very rare that someone who lacks confidence and power ever makes the first offer.

4. Show that you're passionate. If you're satisfied, show that you're happy by smiling. If you don't like what you're hearing, make sure the other party knows this by showing your emotions.

In a study published in the European Journal of Social Psychology, researchers say that "the social signal value of anger enhances the credibility of the complainant and hence leads to better compensation, but only when the complaint itself presents room for doubt."

These emotional signs will signal to the other party that you care about what you're arguing about, that you have done your research on the topic and understand the numbers that you're arguing for.

5. Drink coffee. The more caffeine you consume, the less likely you'll budge in an argument, according to a study published in the European Journal of Social Psychology.

The study says that "attitudes formed after caffeine consumption resisted counter-persuasion and led to indirect attitude change."

The means that you won't budge much during your negotiation and this will probably lead to "greater agreement" during the interaction.

6. Convince the other party that time is running out. The more you make it seem as though things will be unavailable after a certain amount of time, the more other people are going to want it.

In an article published in ScienceDaily, researchers say that "sold-out products create a sense of immediacy for customers; they feel that if one product is gone, the next item could also sell out."

This is because people think that if a product is sold out or if there's a limited time offer to it, then it must mean that it's good. If they don't make the move now, someone else will.

7. Provide them with as much data as possible. If you want to influence someone, just provide them with as much information as possible. In this scenario, quantity is better than quality.

Gita Johar, a professor at Columbia Business School, says that when you "provide a lot of information, some of it is bound to stick."

This will make the other party "open to persuasion." When you provide people with as much information as possible, it enables them to "resolve ambivalent feelings" toward what they're hearing.

There's a good chance the other party will be influenced by all this data without even realizing it.

商务谈判的提问与辩论一、提问的方式要适当

在洽谈中提问的方式多种多样，有封闭式提问、开放式提问、婉转式提问、澄清式提问、探索式提问、引导式提问、协商式提问、强迫选择式提问等。但不管采取哪种提问方式都得符合礼仪要求。

① 问话的方式要委婉，语气要亲切平和，用词要斟酌，不能把提问、查问变成审问或责问，咄咄逼人的提问，容易给对方以居高临下的感觉。使之产生防范心理而不利于洽商。

② 提问的内容和角度要慎重选择，既要有针对

性又不要使对方为难。不要尽提对方难于应答的问题。如提出的问题使对方面有难色或露出不悦的神情，就不必追问而要及时变换话题。

③ 对需要向对方提问或查问的问题，应事前列好提纲，而且越详细越好。如果不作准备，贸然提问，是不尊重对方的表现。

二、提问的时机要适当

问题即使提得再好，但不合时机，也同样起不到应有的作用。有经验的谈判者认为，提问以选择如下时机为宜：

① 在对方发言完毕之后提问。当对方发言时，要认真倾听。即使发现了问题，很想提问，也不要打断对方，可先把发现的.和想到的问题记下来，待对方发言完毕再提问。这样,不仅反映了自己的修养,而且能全面地、完整地了解对方的观点和意图,避免操之过急,曲解或误解了对方的意图。

② 在对方发言停顿、间歇时提问。在洽谈中如果对方发言冗长，或不得要领，或纠缠细节，或离题太远，影响洽谈进程，可在对方停顿时借机提问：“细节问题我们以后再谈，请谈谈你的主要观点好吗?”“第一个问题我们听明白了，那第二个问题呢?”

③ 在自己发言前后提问。当轮到自己发言时，可在谈自己的观点之前，对对方的发言进行自问自答。例如：“您刚才的发言说明什么问题呢? 我的理解是… … 对这个问题，我谈几点看法。”在充分表达了自己的观点之后，为了使洽谈沿着自己的思路发展，可以这样提问：“我们的基本立场和观点就是这样，您对此有何看法呢?”

④ 在议程规定的辩论时间提问。聪明的谈判者，在辩论前的几轮洽谈中，总是细心记录，深入思索，抓住谈判桌上的分歧进行提问;不问则已，一问就要问到要害处。此外，还要注意问话的速度应快慢适中，选择对方心境好的时候，并给对方以足够的答复时间等。

三、注意正确使用语言

商务洽谈是谈判者运用语言表达意见、交流观点的过程，语言的运用往往决定洽谈的成败。谈判人员在运用语言的过程中除要注意谈判语言的客观性、逻辑性、针对性以外，尤其要注意用语的规范性和灵活性。

① 洽谈语言必须坚持文明礼貌的原则，符合商界的特点和职业道德的要求。无论洽谈中出现何种情况都不能使用粗鲁、污秽的语言或攻击性的语言。

② 洽谈用语必须清晰易懂，口语尽可能标准化，不用地方方言或黑话、俗语等与人交谈。

③ 洽谈语言应注意抑扬顿挫、轻重缓急，避免吐舌挤眼、语不断句、嗓音微弱或大吼大叫等。谈判者应通过语调的变化显示自己的信心、决心、不满、疑虑和遗憾等思想感情。同时，也要善于通过对方不同的语调来洞察对方的感情变化。

④洽谈语言应当准确、严谨，特别是在磋商的关键时刻，更要用严谨、精当的语言准确地表述自己的观点和意见。

⑤ 有时如确需使用某些专业术语，则应以简明易懂的惯用语加以解释。一切语言均要以达到双方沟通、保证洽谈顺利进行为前提。

⑥ 洽谈过程中所使用的语言,应当丰富、灵活，富有弹性。对于不同的谈判对手，应使用不同的语言。如果对方谈吐优雅,很有修养,己方语言也应十分讲究,做到出语不凡;如果对方语言朴实无华,那么己方用语也不必过多修饰;如果对方语言爽快、直露，那么己方语言也不必迂回曲折。

总之，要根据对方的学识、气质、性格、修养和语言特点及时调整己方的洽谈用语。这是迅速缩短洽谈双方距离，实现平等商讨的有效方法。

四、坦诚回答与耐心倾听

一个谈判者水平的高低，很大程度上取决于其答复问题的水平。被提问者答话时，要本着真诚合作的态度，针对提问者的真实心理，实事求是地回答对方提出的问题，不应闪烁其词，态度暧昧，“顾左右而言他” 。如果对方对某个问题不甚了解，应以浅显易懂的语言进行解释，不可流露不耐烦的神情。如有些问题涉及商业秘密和技术机密，则应委婉说明，避免出现令人尴尬或僵持的局面。当对方回答问题时，提问的一方人员应耐心倾听。不能因为对方的回答没有使自己满意，就随便插话或任意打断对方的话。在商务交际中，任意打断对方的话是很不礼貌的，这样往往会削弱对方商洽的兴趣。在一般情况下，插话必须借助于一些特定的套话来实现，如“对不起，我能打断您一会儿吗?”或“请停一下” 。

在商务洽谈中特别是进入讨价还价的磋商阶段，洽谈双方从各自代表的利益出发，对一系列问题进行磋商，或据理力争，或直言反驳，都希望洽谈朝着有利于自己的方面发展。但不管双方观点如何对立，意见分歧多大，都应在相互尊重、相互理解的基础上进行友好的辩论与磋商。磋商阶段是商务洽谈的关键阶段，也是最应注意洽谈礼仪的时候。商务洽谈中失礼的言行，大都发生在这个阶段。因此，谈判人员要把握好“利益”与“礼仪”的辩证关系，既要维护自身利益，又要不失礼仪。

(1)理智争辩，以“和”为贵。商务洽谈是“谈”出来的。一切洽谈都得经过双方谈判人员智慧的角逐、话语的较量方能达成妥协。洽谈的辩论阶段，双方人员为了各自的经济利益，唇枪舌战，很容易感情冲动，稍不留神，就会由不同观点的交锋酿成谈判人员的个人冲突，生意可能因此而告吹。因此，在辩论中应坚持“和”为贵、坚持“就事论事，对事不对人”的原则，防止感情用事。

(2)事理交融，举证有力。在辩论中，必须条理清楚，表达严密，言词简洁，以据论理，善用逻辑，突出主题，不缠枝节。为此，在辩论前，谈判者应在思想上、资料上和语言表达上做必要的准备。“九备一说”乃洽谈者的经验之谈。

(3)体态端庄，用语谨慎。在洽谈中除前面已讲的“注意正确使用语言”以外，还要注意九忌：忌鼓动性和煽动性;忌无理纠缠;忌抓辫子、戴帽子和打棍子;忌挖苦讽刺;忌已知的不说，新知的穷说，不知的瞎说;忌手舞足蹈，动作不检点;忌尖音喊叫;忌不顾事实狡辩或诡辩;忌鲁莽轻率。应举止庄重，不伤大雅。如仪态端庄，彬彬有礼，宾主分明，则是有修养、有信心和有力量的表现;双腿合拢，双手前合，上体微前俯、头微低、目视对方，则表示谦虚有礼，并愿意听取对方的意见;向对方方向挪挪椅子，或走过去和对方凑近一些，对方会认为你很有诚意，想尽快成交，不再绕圈子等。

(4)絮语软言，紧扣“死线” 。洽谈结束的时间称之为“死线” 。“死线”对洽谈的成败具有重大意义，因为让步往往在这个时刻发生。在交易达成阶段，谈判者往往采用软磨硬拖的战术，使一些谈判对手拱手就范。紧扣“死线”的招术主要有两点：一是强忍等待。一位美国石油商曾这样叙述沙特阿拉伯一位石油大亨的谈判艺术：“他最厉害的一招是心平气和地重复一个又一个问题，最后把你搞得精疲力竭，不得不把自己的祖奶奶拱手让出去。”当通过调查得知，把握住对方急于达成协议的心理时，就可采用这种“疲劳战” ，以迫使对方让步。二是假装糊涂。格言说：“糊涂产生智慧。”在谈判之初，应多听少说，“明白”也说“不明白” ，“懂”也装“不懂” ，一而再再而三地让对方层层让步，以满足己方需要。对于谈判对手某些不合理要求的拒绝，通常宜曲不宜直，即以委婉的口气拒绝。如洽谈出现僵局，可先避开僵持问题而言他;或插入几句幽默诙谐的话，使双方忘情一笑，以缓和气氛。如大型谈判，作为东道主，还可提议暂时休会或稍事休息，组织双方人员去游览观光或进行娱乐活动，在“闲暇”中商谈等。总之，在磋商和成交阶段，是最需要礼仪保驾护航的阶段，如在较量中伤了和气，伤害了对方的自尊，失礼带来的损失将是难以弥补的。洽谈结束，不论己方收益如何，都应有礼貌地与对方握手、话别。有时即使不欢，也不能无礼而散。