目 录引言.............................................................................................2第 1 章 准备谈判..................................................................21.1 谈判概要.........................................................................21.2 理解交易原则.................................................................41.3 确定目标.........................................................................61.4 精心准备.........................................................................71.5 评估对手..........................................................................81.6 选择战略.......................................................................101.7 拟定议程.......................................................................121.8 营造良好氛围...............................................................13第 2 章 正式谈判................................................................152.1 判别气氛.......................................................................162.2 提出建议.......................................................................162.3 回应提议.......................................................................182.4 对付计谋.......................................................................192.5 领会身体语言...............................................................212.6 建立优势.......................................................................222.7 强化优势.......................................................................232.8 削弱对方优势...............................................................24第 3 章 结束谈判................................................................253.1 适度让步.......................................................................253.2 选择结束谈判的方式...................................................273.3 结束谈判.......................................................................283.4 挽回破裂的谈判.......
