开局与报价 谈判各阶段基本策略（Opening and bidding negotiation stages, basic strategies）.doc

开局与报价 谈判各阶段基本策略（Opening and bidding negotiation stages, basic strategies） The process of commercial negotiation can be divided into non substantive negotiation stage and substantive negotiation stage. It is divided into the opening stage, the quotation stage, the negotiation stage and the closing stage. The first section of the opening stage and its basic strategies Opening stage 1 concept: the negotiation, reception, greeting, and conversation of topics other than the negotiations before negotiations are entered into the discussion of specific transactions. 2 goals and tasks (1) to create a suitable atmosphere for negotiations Atmosphere refers to the way in which the negotiating personnel enter the negotiating place, and a series of sound and silent messages, such as sight, gesture, action and language, are quickly received in the minds of negotiators. A lukewarm, antagonistic, tense atmosphere of negotiation A harmonious, relaxed, natural atmosphere for negotiation A warm, active, friendly atmosphere of negotiation A calm, serious, rigorous negotiating atmosphere (2) revise the negotiation plan; Two basic strategy of opening stage 1 negotiating start strategy Refers to the negotiations, affirmative language expression, so that the other side of their own favorable impression, creating the understanding of both sides of the negotiations is full of consistency feeling, so that the two sides in a harmonious and pleasant atmosphere of negotiations. Applicable to both sides of the negotiations strength, the two sides had no business dealings. 2 prudent start strategy Express in a rigorous and dignified language, express the importance and distinctive attitude to negotiation. Applicable to both sides of the negotiating business dealings, but the other side has had less satisfactory performance, 3 Frank opening strategy Express an opponent in an open and honest manner, show the full confidence of the other person, feel very willing to cooperate, and open up the negotiat