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　　古代作戰(zhàn)都講究策略，商場如戰(zhàn)場，銷售也需要講究策略。在和客戶銷售時，銷售人員只有熟練的掌握了各種<a href='http://lpo831.com/chuangyee/xiaoshou/' target='_blank'><u>銷售技巧</u></a>，才能對成功穩(wěn)操勝券。那么適當(dāng)?shù)?a href='http://lpo831.com/speech/tanpan/' target='_blank'><u>談判技巧</u></a>是什么呢?下面，就隨學(xué)習(xí)啦小編一起去看看吧，希望您能滿意，謝謝。</p><h2> 　　十個適當(dāng)?shù)恼勁屑记桑?/h2><p> 　　適當(dāng)?shù)恼勁屑记?、不要談判。是有點(diǎn)矛盾，但請想想，談判幾乎總是與妥協(xié)聯(lián)系在一起的，而妥協(xié)就意味著要付出代價，犧牲利益。</p><p> 　　適當(dāng)?shù)恼勁屑记?、起點(diǎn)要高，讓步要慢。保持較高的期望值。不要先自己與自己談判，這樣做的結(jié)果是自降預(yù)期。所以，請誠實(shí)地評估自己的預(yù)期，并在一開始就直言不諱地告訴對方，然后再與對方談判。</p><p> 　　適當(dāng)?shù)恼勁屑记?、認(rèn)清底線。做好談判前的準(zhǔn)備，認(rèn)清自己所能接受的底線，并多創(chuàng)造些可資利用的籌碼。價格不是惟一，付款方式、售后服務(wù)等都可以是談判的話題，關(guān)鍵是讓價格的價值體現(xiàn)出來。掌握的籌碼越多，成功的概率就越大。但切記，不要向?qū)Ψ奖┞冻瞿愕牡拙€，不論是談判開始前，還是談判過程中，甚至是買賣達(dá)成后。</p><p> 　　適當(dāng)?shù)恼勁屑记?、多聽少說。盡可能地讓對方來說，即使對方咄咄逼人，也要關(guān)緊你的嘴巴。沉默，能讓對方緊張，并付之以更多的解釋，從中你或許能發(fā)現(xiàn)他無意透露出來的重要信息。</p><p> 　　適當(dāng)?shù)恼勁屑记?、反復(fù)確認(rèn)。為了減少失誤，并且讓對方感覺你在認(rèn)真聽他說話，你要時常停下來，<a href='http://lpo831.com/zjzongjie/' target='_blank'><u>總結(jié)</u></a>一下之前的結(jié)論，取得對方的認(rèn)同。</p><p> 　　適當(dāng)?shù)恼勁屑记?、力求雙贏。有三種價值，一種是產(chǎn)品的成本，一種是賣方希望得到的價格，還有一種是買方希望從產(chǎn)品中得到的使用價值。要在這三種價值中找到一個平衡點(diǎn)，力求使買賣雙方都能受益。</p><p> 　　適當(dāng)?shù)恼勁屑记?、不要接受第一個offer。通常后面總會有更好的出現(xiàn)。而且你太快地答應(yīng)，會讓對方會覺得自己失敗了——他本該可以要求得更多。</p><p> 　　適當(dāng)?shù)恼勁屑记?、不要給出第一個offer。此舉會將你的底線徹底暴露給對方。要不斷地詢問對方的預(yù)期。但萬一對方反過來問你的預(yù)期，請參見技巧2。</p><p> 　　適當(dāng)?shù)恼勁屑记?、警惕“切臘腸戰(zhàn)術(shù)”。除非對方要求，不要一項一項地列出價格。否則，對方會逐項地“貨比三家”。也不要試圖向?qū)Ψ绞褂?ldquo;切臘腸戰(zhàn)術(shù)”，以免對方以牙還牙。</p><p> 　　適當(dāng)?shù)恼勁屑记?0、把最棘手的問題留在最后。</p><h2> 　　常用的談判技巧：</h2><p> 　　技巧1、敘述技巧</p><p> 　　敘述就是介紹己方的情況，闡述己方對某問題的具體看法，使對方了解己方的觀點(diǎn)、方案和立場。談判過程中的敘述大體包括入題、闡述兩個部分。采用恰當(dāng)?shù)娜腩}<a href='http://lpo831.com/way/' target='_blank'><u>方法</u></a>，先談細(xì)節(jié)，后談原則性問題，或先談原則，后談細(xì)節(jié)問題，從具體議題人手。</p><p> 　　技巧2、提問技巧</p><p> 　　提問在談判中占有明顯地位，目的是為了獲取信息，或是為了回避答復(fù)問題，也可以是為了緩和氣氛。談判時，有目的的向?qū)Ψ教岢龈鞣N問題，是為了摸清對方的情況，掌握對方的意圖。只有如此，才能定出自己的策略。提問可以引導(dǎo)對方的思考方向。同樣對方也會采取提問的方法，這時己方就要巧妙地回答，</p><p> 　　技巧3、答復(fù)技巧</p><p> 　　回答問題時，才不使自己處于被動的地位。需要注意回答對方提出的問題之前，自己要留有一定的思考時間?？梢砸再Y料不全或不清楚對方的意圖為借口，暫時拖延回答。在沒有完全了解對方提問的意圖時，最好不要回答。有些問題不值得回答，可以一笑了之。對不宜正面做出回答的問題，要迂回回答。</p><p> 　　可以讓對方再闡明提出的問題，以爭取思考的時間。以守為攻，學(xué)會反問。</p><p> 　　技巧4、說服技巧</p><p> 　　作為一名談判人員，不僅應(yīng)是一位<a href='http://lpo831.com/zixun/wenhua/' target='_blank'><u>文化</u></a>方面的多面手，而且應(yīng)是一位具有表演才能的語言大師。作為一個談判班子，語言上的默契配合也是相當(dāng)重要的。因?yàn)樯虅?wù)談判成功的關(guān)鍵不僅在于談判人員能夠熟練運(yùn)用各種談判語言，更重要的還在于能做到各種談判語言的協(xié)調(diào)配合。</p><p> 　　技巧5、態(tài)度技巧</p><p> 　　在談判過程中，談判者的態(tài)度對協(xié)議的達(dá)成有著十分重要的影響，直接影響著談判的成敗。大多數(shù)談判者都愿意與頭腦清晰，言之有物，為人謙虛，態(tài)度誠懇，儀表整潔，出口定釘?shù)膶κ诌M(jìn)行商談。良好的印象會促使對方認(rèn)真坦誠地與己方交換談判意見，共同促進(jìn)交易。如果擁有誠懇的態(tài)度、耐心的說服，就會避免產(chǎn)生對抗情緒，保證談判的順利進(jìn)行。</p> </div> <div id="vuheeri" class="y_ju"></div> <div id="e3u8azg" class="pnum"> <ul id="page_slice"> <div 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