營銷技巧-談判技巧(doc 52頁)

目 錄
引言..................................................3
第1章準備談判..................................................3
1.1談判概要..................................................3
1.2理解交易原則..................................................6
1.3確定目標..................................................8
1.4精心準備..................................................10
1.5評估對手..................................................11
1.6選擇戰略..................................................15
1.7擬定議程..................................................18
1.8營造良好氛圍..................................................19
第2章正式談判..................................................22
2.1判別氣氛..................................................23
2.2提出建議..................................................24
2.3回應提議..................................................26
2.4對付計謀..................................................27
2.5領會身體語言..................................................31
2.6建立優勢..................................................32
2.7強化優勢..................................................33
2.8削弱對方優勢..................................................35
第3章結束談判..................................................36
3.1適度讓步..................................................36
3.2選擇結束談判的方式..................................................40
3.3結束談判..................................................40
3.4挽回破裂的談判..................................................45
3.5借助調解人..................................................46
3.6申請仲裁..................................................48
3.7實施決議..................................................49
自我能力評估..................................................51

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