沟通谈判与说服ppt课件

1、沟通谈判战略与压服技巧Negotiation Strategies and Persuasion Skills .一. 沟通的理念与功能1.沟通的定义“Human communication is the process through which individuals in relationships, groups, organizations and societies create, transmit and use information to organize with the environment and one another.2.完好的沟通口头书面/视听/网络非言语3.沟

2、通的功能：建立共识，为谈判与压服做好预备.二.谈判的理念与功能 1.谈判的定义It is a process of bargaining, which entails two or more interdependent parties who perceive incompatible goals and engage in the social interaction to reach a mutually satisfactory outcome.2.谈判的目的利益(interest)与立场(position)3.零和游戏(zero-sum game)与双赢(win-win)4. 谈判者

3、与调停者的建构5. 谈判修辞(negotiation rhetoric)6. 谈判技巧(negotiation skillsstrategy and tactic) .三.谈判的过程八阶分析法的谈判架构与战略1. 预备阶段(Preparing)A good result of a negotiation can be seen as involvingsevenelements. The better we handle each element, the better the outcome will be:1)利益 (Interests) Whatever our demand or “p

4、osition may be, we and others involved in the negotiation would like an outcome that meets our underlying intereststhe things we need or care about. 2)能够达成的协议 (Options)By options we mean possible agreements or pieces of a possible agreement. The more options we are able to put on the table, the more

5、 likely we are to have one that will well reconcile our interests. 3) 最正确退路 (Alternative) Another choice. Before we sign a dealor turn one downwe should have a good idea of what else we might do. . 4)公平合理性 (Legitimacy)We do not want to be unfairly treated, nor do others. It will help to find externa

6、l standards that we can use as a sword to persuade others that they are being treated fairly and as a shield to protect us from being ripped off.5)沟通 (Communication) Other things being equal, an outcome is better if it is reachedefficiently. That requires good two-way communication as each side seek

7、s to influence the other. We want to think in advance about what to listen forand what to say.6)关系 (Relationship)Preparation can help us think about the human interactionabout the people at the table. We should have some idea about how to build a relationship that facilitates, rather than hinders, a

8、greement.7)承诺 (Commitment)Those commitments are likely to be better if we have thought in advance about specific promises that we realistically can expect, or make, during or at the conclusion of a negotiation. 2.争辩阶段(Arguing)明智而建立性心情而破坏性 要挟，承诺，既要挟又承诺 利益摆中间，立场摆两旁3. 暗示阶段(Signaling)用暗示跳开争辩多听少说接纳与修正双方的

9、暗示4. 提议阶段(Proposing)用比较一定的语气和用字提议 掌握好原那么，在细节上要有弹性 刚开场的退让要小，条件要多 .5.配套阶段(Packaging)用不同的变量加以组合 运用创意整合双方的利益，制造各种配套 随时寻觅新的变量 在主议题上追求双赢，在次议题可以零和6. 议价阶段(Bargaining)一定的提议 一切议题一同谈 每一个交换都要有代价，每一个退让都要有条件7. 终了阶段(Closing)总结式，要挟式，选择式，退让式，休会式8. 签署阶段(Agreeing)各种协议文件方式 .四. 谈判实务之技巧 1. Patience(耐心).2. Slow agony(慢性苦楚

10、).3. Apathy(冷静).4. Empathy/sympathy(同理心/同情心).5. Sudden shifts(忽然转移).6. Faking(佯装).7. Walking(分开现场).8. Fait accompli(既成现实).9. Salami(蚕食法).10. Limits(画地自限).11. Deadlines(截止时间).12. Antagonism(敌对法). .五. 压服技巧1.压服的心智源头(The Mental Source of Persuasion) A.信素(Ethos): “the distinguishing character, sentiment,

11、 moral nature, or guiding beliefs of a person, group, or institutionB.情素(Pathos): “an element in experience or in artistic representation evoking pity or compassion; an emotion of sympathetic pityC.理素(Logos): “reason that is the controlling principle in the universe-Aristotle2.当代压服的定义(A Contemporary

12、 Definition of Persuasion)“Persuasion is an activity or process in which a communicator attempts to induce a change in the belief, attitude, or behavior of another person or group of persons through the transmission of a message in a context in which the persuadee has some degree of free choice.-Ric

13、hard M. Perloff.六. 压服技巧在沟通与谈判上的运用 1. interest position2. win-win zero-sum3.respectful forceful.七. 结语 参考书目1.蔡宗扬 译谈判技巧手册。台北：远流出版公司，1993年.2.罗竹茜 译。本质利益谈判法。台北：远流出版公司，1994年.3.Chayes, Abram & Antonia H. Chayes.The New Sovereignty：Compliance with International Regulatory Agreements. Cambridge：Harvard Univer

14、sity Press, 1995. 4.Fisher, Roger. et al.Coping with International Conflicts: A Systematic Approach to Influence in International Negotiation. Upper Saddle River, NJ: Prentice Hall, 1997. 5. Fisher, Roger. & Ertel, Danny.Getting Ready to Negotiate. New York:Penguin Books, 1995. 6. Trenholm, Sara & Authur Jensen.Interpersonal Comm