hunyinnanfangzenmewanhui,fenkaitongchangbingfeiyicuerjiu,fanershishuciweihuajiemaodunmanmanjileixialaidejielun。zaibicizuoxiatanpanshi,kansishitaolun“shifouyoubiyaozheiduanganqing”,ershijishang,qishishiduibicishifoutongguoyouxiaodegoutonglaihuajieyiwangchongtudeyanjunxingshi。zheiyiguochengjiuyourushutongdusaiguanlu,jiandandixiadaliqijiashuitongchangyushiwubu,bixuzhaodaobingqingchuzhenzhengyiyishangdezusaidian。xiamian,womenjiangcongxinlixueheshizhanyanlianshijiao,shenrufenxiwanhuiaiqingtanpanzhongdehexinluoji。
▲tansuogenbenyuanyin(goutongjiaoliushixiao)

zaihenduofenkaideqingjingzhong,biaocengyuanyinru“sanguanbuhe”huo“meiganjuele”tongchangbunengjielunantidequanjing。xiangxifenxifajue,chaochu80%defenqidoulaiyuanyugoutongjiaoliudeyiwei。zheileiyiweihenyoukenengtixianwei:
yifangguoyutouruquehushilingyifangzhenzhengdexuqiu,biru,nanxingyingongzuojiabanzhishenye,nvxingsuiyisongkuaicandefangshibiaodaguanzhu,quebingweifajuelingyifangzhenzhengxiangyaodeshijingmidexiuxihuanjing;
yichenmojiejuezhengchao,jisuowei“lengbaoli”,zheizhongfangfasuiduanzanxingfangzhilemaodun,quelingwuhuimanmanleiji,zuihouyanbianchengwufapojiexinjie;
jiangmaiyuanzuoweigoutongjiaoliudeweiyifangshi,biruchangshuo“niconglaibuzaihuwo”,queconglaibushijilunshucunzaidewenti。
jinrudaoshangtanyiqian,dajiabixuyaoxiansikaoyiwangsangeyuedexiangchuzhidao,shibushijingchangshenxian“nishuowocai”dejiongjing?biru,renjiashuo“nizongmangzhegongzuo”,qizhenshiyituyoukenengshixiwangninenggouduohuaxieshijianpeizheta/ta。zheizhong“fanyicuowu”rubuduofangmiangaizheng,shangtanquanguochengjianghenyoukenengyicuozaicuo。
02
供需对接技巧
▲ 1.谈判实质
zaiwanhuiaiqingdetanpanzhong,henduorentongchangjiqiebaozhenghezhiqian,quehushilexianlejieduifangdexuqiu。zhongdianzaiyu,womenyinggaitingdedonglingyifangzhenzhengxiangyaodeshishenme,bingzaicijichushangfuzhuxingdong。biru,zhiyaoduifangxiwangdedaozhongshi,neizaitanpanshi,womenjiuyaofangzhijiqiebianbo,fanershiqingtingbingquedingduifangjianjie,biruyong“ng,dajiajuedeni?”laikaiqihuihua;ruolingyifangbixuguishugan,neiyangchuncuidedaoqiankenengbugou,womenyinggaijijitichujiejuefangan,ru“zaiyudaofenqi,womennengfouchengnuodangrichuli,buguoye?”;dandanglingyifangqidaiyiqichengzhangshi,womenbuyingjinjinkonghuajianglai,ershiyinggaijutiguihua,rulingyifangxiailvyou,womennengjianyi“meiyiniankaisheyibi‘gongtongjijin’,quyigewomendouxiangqudedifang”。

▲ 2.zhidingjiejuefangfa
zaitanpanzhong,guanjianxingdehuashumobanshi:“wozhiqianhenyoukenengmeiyouyishidao,nizhenzhengxiangyaodeqishijiushi……(zhuanshulingyifangyaoqiu)。xianzaiwoxiangshuo,ruguozaiyoujiyu,wonengneiyanggai……(jutixingdong)。”zheiyangjinengbiaoxianledajiaduilingyibanshichangxuqiudelejie,yechengnuolewomenjiangyaocaiyongdejutixingdonglaimanzuzheixieyaoqiu。yucitongshi,dajiayidingyaozhuyi,zaitichujiejuefanganshi,yaojiehezijideshijiqingkuang,baozhengkeyirenzhenlvxingfuwuchengnuo。
03
feibaoligoutongyujianshoudixian
▲化解冲突及难堪
zaitanpanzhong,dangbicishenxianduizhishi,zuizhongyaodeshiyaoyishidaolexintaihaosihedan,ershishinaishixiaofangmiehuoqi。weilefangzhichongtushengji,womenkeyichangshigenggaibiaodaxingshi,biru:
jiangchizezhuanhuachengtihui:“nizonggongzuomangliu,woyoushijuedebeihulve。”
fangzhijinxingduibi:“kanyixiabierendebanlv,tamenyoushineimetiexin。”

gechuweisheliyanyu:“jiarubufuhexing,wojiuzaiyebuhuihuodao。”
suizhierlaideshi,xuanyong“guancha+tihui+yaoqiu”degouzaojinxingjiaoliu,biru:
hunyinnanfangzenmewanhui,“zuijinwomenhenshaoyoujihuihudongjiaoliu(guancha),zheirangwoganjuedaoguduyushiwang(tihui)。woxiwangwomennengmeixingqifenpeiertianyiqigongjinwancan,bianyunenggenghaodelejiebicizhijian(yaoqiu)。”
neiyangdebiaodafangshigengyouliyubicifangxiaxinfang,goujianqilijieyuzunzhongdechuangkou,bingfeikaiqiduifangfangyuxinli。
▲坚守底线标准
zaitanpanhuanjiezhong,renmenchangchangzaoyuerzhongbuliangjiduanhuaquxiang:yishimeiyoudixiandedirangbu,tongyilingyifangsuotichudequanbubiaozhun,jinerdaozhineixindebumanyihenanguo;ershiguoduqiangshi,wubinengrangduifangchengrencuowucaikenbaxiu,buranjiuhuiyinqijuliedemaodun。danshi,zuihaodebanfashimingquezijijibenxuqiu,birunikeyijienajianshaolianluodecishu,danbunengrongrenduifangqipianxingwei。zaiyinmoushi,zhiyaoduifangmingquetichu“buyaozaitiguoqu”,ninengfanwendao“neininengxianbaozhengbuduozhewoma?”。jiusuanshangtanzuihouliekai,yidingyaobaochiwenminglimaoyuzunzhong,shuoyiju“ganxienixiangyaotanchengditantaogezhongwenti。buguanjieguoruhe,wodouyaozunzhongnidejueding。”neiyangdebiaodafangshijitixianlenidedixianluojisiwei,yezhanshilenichengshuyukeguan。
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