第1页共38页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第1页共38页目录引言................................................................................................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..............................................................................................................313.5借助调解人......................................................................................................................323.6申请仲裁......................................................
