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    6. 完美的談判是不講道理的

    完美的談判是不講道理的

    5.0分,1 ratings
    Highlight(4)
    Author 張潛
    Publisher 彙通物流部 /智言館
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    Released
    2018/09/19
    Language
    Traditional Chinese
    File format
    EPUB Reflowable (414KB), fit in all devices and Pubook
    Pages
    259
    ID
    178148
    ISBN
    9789865899417
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    除了商場和司法的談判桌外,人生其實處處也都是在談判,只是少了一張桌子而己。
    找工作,要求加薪,情人分手或婚姻經營,每次談判都是命運的轉折點。
    你的人生可以在驚慌失措和悔恨中虛度,也可以在胸有成竹和自信沈穩中,從對方身上,得到你要的東西,讓你減少奮鬥三十年。

    然而,很多人都不瞭解,談判桌上,公平和道理不是籌碼,千萬不要用道理強壓對方,這是最差勁的談判策略。
    談判更不是辯論賽,談判的目的是解決衝突,而不是要獲得獎牌,咄咄逼人的結果,只是加深彼此的傷害罷了。

    本書前半部先點出外行人都會犯的錯,像是:
    情緒會失控,是因為你還沒準備好
    百分之九十八的「意外」,都是你自找的
    不知道何時該喊停,就不該談判

    完美的談判不是要摧毀對方,反而應該幫助對手生存,以後才有繼續來往的可能。世上沒有雙嬴這回事,雙嬴只是話術,想辦法讓對方活得健康,以後才有油水可榨。


    總之,談判是雙方死穴間的對話,是爾虞我詐的權益之戰,如果你仍傻傻地以為談判是一場公平競爭,或是以為相信對方的話術是彼此信任的開始,那麼不需對方的一兵一卒,你就已經敗下陣來!
    因為一上談判桌,比拼的不是明刀明槍,而是如何避開看不見的地雷,直攻對方的死穴。很多人敗在過於老實,以為設身處地為人著想,對方就會體恤你,結果卻被對手反咬一口。
    本書作者擁有豐富的公關、商場談判經驗,在書中生動巧妙的點出一般人在談判時,最容易犯的禁忌。
    例如,摸不清對方底線過度貪婪、面對無法斡旋的時刻勉強擠出微笑來、談判時頻頻喝水、擔心遺漏重點而帶一堆資料上場、訊息不足時衝動做出決定……這些無疑都是自曝死穴的做法。
    此外,作者還披露公關專家不為人知的談判策略,教你透過現場狀況與氛圍,如何善加運用軟談判、硬談判、八虛買二實,甚至引誘對方陷入「刺蝟困境」,讓你直擊對方死穴等等。
    談判技巧,是一門永遠不受環境限制,不因時間而褪色的技能。這本書絕對幫助你練就這一身功夫,掌握精髓,讓你不管在溝通、談判、行銷、人際公關,甚至是業務說服,或是面對家人情人和朋友時,都夠輕鬆面對、無往不利。
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    書前語:
    【Chapter1】外行人常犯的談判禁忌
    01.未戰先降,主動露出自己死穴
    「老實」本身就是最大的死穴
    貶低自己得不到同情票
    談判最忌自貶身價
    小心不自覺犯下的談判禁忌
    02.急著要有談判結果
    做事要積極,但千萬別焦急
    焦急,反而會讓自己沒有思考「緩衝區」
    限時特價的陷阱
    凡事都有另一種可能
    03.情緒失控是談判雙方最大的損失
    千萬別把談判當成私人恩怨
    情緒會失控,是因為你還沒準備好
    「意外」都是自找的
    鎮定平靜才是致勝金律
    04.訊息不足時,別衝動做出決定
    搞清楚[意見]與[事實]的距離有多遠
    不知道何時該喊停,就不該談判
    別派「豬隊友」幫對方得分
    05.讓對方看出你的膽怯和懦弱
    當一個稱職的「談判桌演員」
    小心[語尾詞]讓你變[逆轉敗]
    該說「不」時就別客氣
    說「不」的藝術
    06.摸不清對方底線,過度貪婪
    談判是一種競賽合作
    這是談判,不是情緒性的賭注
    凡事要留後路開後門
    07.相信對方話術,替對方感到委屈
    為達目的,不惜腳斷
    老實慈悲是「砲灰」的同義詞
    不要讓對方有不切實際的期待
    別忘了,談判是權益和利益之爭
    08.掉入對方「以退為進」的戰術陷阱
    【Chapter2】談判高手的兵法和戰術
    01.軟談判-當你處於劣勢時
    「硬詞彙」與「軟詞彙」
    學著把問題丟進荊棘裡
    摩西開海
    02.硬談判-當你站在強勢位置時
    03.軟夾硬-七分軟中夾著三分硬
    標價愈低,成交價愈高
    降低敵意的另類做法
    04.一真掩九假
    05.硬藏軟-三分硬中藏著七分軟
    06.八虛買二實
    07.讓對方陷入「刺蝟困境」
    可怕的「機長症候群」
    08.警察要不要開單的關鍵
    09.集中火力,先攻談判者的死穴
    10.給對方一個故事的框架
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    暢銷書作家 張潛

      行銷管理專業顧問

      曾任企管公司業務經理、公關室對外發言人,現任國際管理顧問公司特約企畫,對公共關係及人際心理有深入的研究,以獨特的「讀心術」、「識人術」累積了眾多人脈和財富,並藉由豐富的業務、公關經驗,歸納發展出獨門的【讀心術】,讓更多人了解如何在與陌生客戶初次見面的短短幾秒鐘內,掌握他的個性、喜好與需要,準確命中死穴,圓滿成交。

      著作:《客戶沒說出口的,才是成交關鍵》、《公關專家不教你的談判術》、《圖解公關專家不告訴你的識人術》、《絕對成交的關鍵字話術》、《TOP SALES 不會踩的話術地雷》、《公關專家不告訴你的讀心術II》、《公關專家不告訴你的識人術》、《公關專家不告訴你的M型人脈厚黑法則》、《公關專家不告訴你的讀心術》、《說話致富》、《公關專家不告訴你的AIDA銷售話術》。

    讀者來信請寄:sdn@3eyeintegrated.com
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    Details

    Released
    2018/09/19
    Language
    Traditional Chinese
    File format
    EPUB: Fit in all devices
    Provide Adobe DRM
    Provide EPUB
    Offer DRM free license
    No
    ID
    178148
    ISBN
    9789865899417

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    jason.pang
    2021-12-21 10:34
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