6缓解心理压力以退为进利用矛盾针锋相对黑白脸送礼.ppt

Unit 6The Use of Language in Negotiation 在谈判中使用的语言 Some strategies and tactics in Negotiation在谈判中的一些战略和战术 Vice Technique 施压法 Higher authority 求助上级法 Flinching 大惊失色法 Reluctant buyer or seller 不情愿的买家和卖家 Three Pressure Points 三种压力法 (Time, information, walk-away) Conditional Offer 提供条件 Ask more than you expect to get 要得更多 Never say “Yes” to first offer 第一次都要拒绝 Objectives目的 Theory Input理论输入 The Use of language in Business Negotiation. 商务谈判中的语言使用。 Communication skill沟通技巧 Bargaining谈判 Culture and tactics文化与战术 Tactical Expressions in Business Negotiation 商务谈判中的战术表达 Good Guy and Bad Guy黑脸和白脸 Negotiating Practice and case study 谈判实践和案例研究 Euphemistic Presentations(委婉语) Euphemistic language refers to people can not say directly then and there by adopting polite words and expressions to avoid shocking or upsetting people . they can : relieve the tension of negotiating climate break the deadlock when a negotiator expresses his different opinions, or get the negotiation to be stuck. Softened Wordage Passive Voice Passive Voice A passive voice is often vague by way of the omission of the agent. The passive voice seems more polite especially when the speaker thinks the opponent gets wrong in some regards. 往往是一个被动语态含糊遗漏代理的方式。被动语态，特别是当发言者认为对手得到错误的，在某些方面似乎更礼貌。 a) Obviously, you made a very careless mistake here. b) A very careless mistake was made here. Furnish Appropriate Examples（适当举例） Unleash Psychological Attacks （缓解心理压力） Retreat in Order to Advance （以退为进） Take Advantage of Contradictions （利用竞争或矛盾） Give Tit for Tat （争锋相对） Polemic Statements（争论时的措辞） Polemic statements play a powerful role in business negotiation. The key of polemics lies in “speak”, and “state”. Polemic statements should be definite; the grounds of arguments should be sufficient and logical 论战的陈述在商务谈判中发挥了强大的作用。争论的关键在于“说话” ， “状态” 。论战的陈述应该明确;参数的理由应该是足够的和逻辑。 1. We appreciate your products very much, and we really need them, too. But it’s too