商务谈判主谈人.doc

商务谈判主谈人 篇一：主谈人对商务谈判过程的控制 摘 要 我们常处于竞争中。有时候，为了传递彼此之间的信息要用一种间接方式表达自己的意见，提出自己的要求，发表某一问题的结论。谈判是化解对抗、达成谅解、连接理想和现实的桥梁。在既分工又协作、既合作又对抗的现实社会中，人们不能单凭自己的意愿行事，要实现自己心中的愿望通常需要与其他人的意愿协调一致。单方意愿要争取到或者要换取别人的同意就需要谈判。商务谈判的魅力在于它是一种创造性的谋略和精致的社交活动，谈判者需要一定的谈判能力，想象力和创造力，应具有上下沟通的能力，有较强的判断、归纳和决断能力，必须能够把握谈判方向和谈判过程中的控制 关键词：商务谈判 谈判能力 谈判过程中的控制 Abstract We are often in competition. Sometimes, in order to transfer between each of the information in an indirect way to express their opinions, put forward their own requirements, published a problem the conclusion. Negotiation is defuse confrontational, understanding, connecting the ideal and the reality of the bridge. In both division of work and cooperation, both cooperation and confrontation in the social reality, people can not only by its own way, to realize the dream in your heart is usually required and others will coordinate. Unilateral willingness to or to exchange others agree to negotiate. Negotiation is attractive because it is a creative strategy and delicate social activities, negotiators need imagination and creativity. Should have the ability of communication, good judgment, induction and decision making ability, must be able to grasp the negotiation and negotiation process control Key words：Negotiation Negotiation skills Negotiation process control 目 录 一、商务谈判 ........................................................ 1 二、主谈人的职责 .................................................... 1 三、控制谈判的节奏 .................................................. 1 四、控制谈判的气氛 .................................................. 2 （一）掌控谈判局面 .............................................. 2 （二）弄清双方关注的问题 ........................................ 2 1.重要议题—价格 ............................................. 2 2.重要议题—回款期限 ......................................... 2 五、控制谈判的过程 .................................................. 3 （一）谈判者的控制 .............................................. 3 1.一致性 ..................................................... 4 2.保