营销技巧-谈判技巧(doc 52页)

目  录
引言..................................................3
第1章准备谈判..................................................3
1.1谈判概要..................................................3
1.2理解交易原则..................................................6
1.3确定目标..................................................8
1.4精心准备..................................................10
1.5评估对手..................................................11
1.6选择战略..................................................15
1.7拟定议程..................................................18
1.8营造良好氛围..................................................19
第2章正式谈判..................................................22
2.1判别气氛..................................................23
2.2提出建议..................................................24
2.3回应提议..................................................26
2.4对付计谋..................................................27
2.5领会身体语言..................................................31
2.6建立优势..................................................32
2.7强化优势..................................................33
2.8削弱对方优势..................................................35
第3章结束谈判..................................................36
3.1适度让步..................................................36
3.2选择结束谈判的方式..................................................40
3.3结束谈判..................................................40
3.4挽回破裂的谈判..................................................45
3.5借助调解人..................................................46
3.6申请仲裁..................................................48
3.7实施决议..................................................49
自我能力评估..................................................51

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