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摹根麦肯立揭秘职场人士谈判的四大技巧

(2015-09-24 18:21:15)
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摹根麦肯立

hroot

人力资源

morganmckinley

谈判

分类: 行业新闻
(2015年9月24日,/HRoot.com/)知名猎头公司摹根麦肯立指出,谈判在工作中、生活中无处不在,在猎头的工作中,谈项目,谈合同、谈薪资,协调面试,无时无刻不在谈判。猎头日常谈判中有四大实用的技巧:

1. 情绪控制
谁先动怒,谁就在谈判中输掉一半,动怒的一方通常对谈判结果更加在乎,而且容易在激烈的言辞中亮出自己的底线。所以在谈判中控制情绪非常重要,也注意别让对方激起自己的负面情绪,保持高姿态也能赢得谈判对象的尊重和信任。

2. 问、听、记
谈判并不是比拼谁比较能说,而是比谁比较会问、听、记。通过一连串相关的问题刨根问底,抓住对方自相矛盾的点反复追问,才能知道谈判对象的真实想法和底线,记录下这些点进行简单梳理过后,再按照重要顺序排列,各个击破,有时候解决掉主要矛盾,其它的问题迎刃而解。

3. 根据性格来谈判
谈判技巧有很多,用什么技巧要因人而异,谈判前如果对对方的性格有所了解和分析,对于谈判结果成败有极大帮助。对于强硬型,就要让对方知道一些客观事实,有理有据,以及自己有退路,不是非你不可。对于感性优柔寡断型,就要让对方知道彼此的利益是一致的,以及用自己的努力打动对方,打感情牌。

4. 礼尚往来
在谈判当中,让对方觉得是完全胜利者的情况是比较少的,普遍的情况是一方让步稍微多一些或者双方各让一步。在谈判中,提出各让一步的原则,主动让对方做出提议,再在这个基础上进行提议会让对方觉得是你妥协更多。

Morgan McKinley reveals the negotiation skills of workplace professionals

(Sep. 24, 2015,/HRoot.com/) Negotiation is an unavoidable part of work and everyday life. Throughout their work, headhunters constantly make great use of negotiation skills, according to Morgan McKinley, which also reveals four negotiation skills of workplace professionals.

1. Control your emotions
Whoever gets angry first, loses half of the negotiation. Often, the party who gets angry during a negotiation is the party that cares the most about the results of the negotiation and may state their bottom line in an indignant or emotional manner. It's therefore extremely important to control your emotions during a negotiation, while making sure not to put your interlocutor in a negative mood. By maintaining your composure, you can also earn the respect and trust of your interlocutor.

2. Ask, listen and take notes
Negotiating is not about competing to see who is the better talker, but rather about who is the best at asking, listening and taking notes. By posing a series of pertinent questions, getting to the bottom of the matter and seizing the paradoxes in your interlocutor's arguments, you can discover how they truly feel and what their bottom line is. Then, after summarizing the main points of the opposing person’s arguments in note form, you can address each of those points in the order of their importance. Sometimes, if you resolve the main conflict, resolving the other problems becomes a piece of cake.

3. Adapt your technique to the personality of your interlocutor
There is a diverse range of negotiation techniques that you must choose from based on the personality of your interlocutor. Analyzing and developing an understanding of your interlocutor's personality prior to conducting negotiations will have an extremely positive influence on the outcome of the negotiations. If you are dealing with an obstinate interlocutor, you need to communicate hard facts backed by data and evidence. You also need to let them know that you have a Plan B — they aren't essential to your plan. Should you encounter an irresolute and indecisive partner, you must let them know that you both share the same fundamental interests. You should also make an effort to appeal to their emotions.

4. Understand the importance of mutual compromise
It is quite rare for a party to feel as though they are the absolute winner of a negotiation. Generally, either one party will compromise slightly more than the other, or both parties will compromise to an equal degree. During negotiations, propose the principle of mutual comprise. By allowing your interlocutor to make an initial proposal and then using that proposal as the basis for a second proposal, you can convince your interlocutor that you're getting the harder end of the bargain.

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