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●Negotiation Stages and Skills（第2页）

&wobasicstrategies:offensiveaobespecific，roachtobeadopteddependsteexteheorisogabuyingorasellingrole.Offeegyisusedtotaketheinitiativewhiledefeegyistoobserveandwaituntilopportunitieseandnecessarymeasuresshouldbetaken.Usuallythepartywiththegreatestsenseofneedwillmaketheinitialtact.Appearingtooneedymakethedealunattrabeforeitisoable.versely，approagadealinatake-or-leave-itmannermayonlyattractthemostdesperatepartners，orall.Soassooegyisset，tabedetoachieveyoal.

◆Offeics

AskQuestions.Therearefourkii，specific，attadyesiquestionsarediffiswerbecausetheyarephrasedierms.Theyareiogaininformatioosecuretheoi’sproposalbeforeamajorattack.Specifisaredesigoforadmissioheinfaiheprobiionsanddatathatarealreadyknown.

TitforTat.Itisaabusiioimesyouobehard-shelledtomakeyouroppogiveup.Inmostcases，thisteiqueservetopushtheionforwardiftheordealsriately.Itusuallyfooltheoppoomakingsandgthedeal.

FeignaBlowtotheEastandAttatheWest.Oywilloveremphasizetheapparentimportaheirsegapartitwheiveistheexaeorsaresuspiciousofanyproposalmadebytheirterparts.

Useofeheuseofeionallawsaions，staingpropany，instruasuperior，previousprets，eteededtopersuadetheoppohetruthofthestatemeymakes.Itisamajoroffeingtacticthatbothsideswilluse.Whementsareofdifferehehigheronenormallyprevails.

Uerpart’sIsaaingaboutisisabetterwaytoegotiatiowopartieshavefliterests，rettydifficulttoresolve，theymaytrythe“rightaegy:1）agreethestateofdeadlock;2）stepoutoftheroleofors;3）studytheproblemobjectively;4）seektherightanswer;5）agreehtaurntotheroleoforstoseeiftherightaablesolutions.

SeartextualIrregularitiesordiscies.Keepinmindthatthepersohetextbestwillprobably“wiioualirregularityissomefatheionthatarousessuspiorappearstiveextofthetransa.“Discy”

specificallyreferstoinciesassociatedwiththepribersinaseller’sproposal.Inotherwords，itisamethodofgthevalidityofaproposal.Insomecases，aalysisoftheseelementswillrevealerrestingthattheproposalmaybeunsound.Thus，youmaketheotherpartyunreasonableaageousstance.

BeAggressive.Aggressiveorsattatallyaheyusetheotherparty’sbeliefirengthagainstthem.

&Argumeion，apartyofteheoshowtheothersidethattheyklywheretheother’srealislieandwillnotisetheirs.Thevalidreasoosomekindofashouldbestroheoheargumesclimax，i.e.itendswiththestrothattheotherpartywillfindmostg.

&erhisisofteenderbusierareceiverreumberofoffers，heshedecideswhipanyhasmadethemostattractiveofferaeswiththeotherpahaviewthisherbestalternative.Oimproveitfurther，heshebegiionwithhisherfirstchoice.

Promise.Oyientiontoprovideareiethatitaheterpartwillsiderpleasant，positive.，“IfyoudelivertheequipmentbyMay1st，wewillmakeanhta>

&actics

MinimalResponseandFeignedMisuaeffectivedefeiegotiationistosayjustenoughtopeltheothersidetogoontalkiheytalk，themoretheywillreveal，themoretheywillfeelpelledtorevealiobepersuasive，aheywilletoexposingtheirgeivesandtherealleveloftheirbottomliiive.

&epping.Ifnotwantingtoansweroppoioly，oymayseektogetbytheissue.

ter-questiousesquestioactics，theparty’scorreseistoter-question，whicharedesigopeltheoppoolimitthescopeofhisherenquiryandtorevealmoreofhisherownposition.

SilenceisGoldeyishighlyemotional，approaathreateningwayorisextremelydemanding，keepibeveryuothem.Mostpeoplearetroubledbysileofaheateddisetimesit’tbetreatedasanattack.Ithashappenedonmanyosthatwhehsilenodifytheirpreviousstatementstomakethemmorepalatable.Moreover，thejobofagoodoristolistentoaandwhat.ItisanimportahecrucialtoolcalledActiveListeningwhieiingces:Thelisteuallygetaclearerpictureoftheotherparty’sideas，andthediseoffootheropinionsalsogivethelisteorefletheprodstrategy.

&”

Teique.Iftheordoesnotwanttosoundoffensivewhenhesheisfagaquestionthatheshewishestoaheive，heshemayusetheteiqueof“yes-but”

.Theaffirmativepartoftheanswershouldappeartoaligorwithhisheroppo，aablishtheorassomeonewhoiscooperativeaiveoftheviewpoiherside.Theisioidehereasonsthatprevewhattheothersidewouldlikehimhertodo.

StrawIssues.Iingterminology，itisofooyiisraisedwiththeiobelost，Thusprovidiunityforthepartytenuinetheoppourn.Segapartitheivisomethinginexge.Byinorestrawissuesiialdemayehas“somethioapensatio’sabandoningormodifyiialdemaymustviewtheprhtheeyesoftheiroppoindegwhattoselectasastrawissue.

ExposingDirtyTricks.Itisquiteoorsmayfierpartsplayingdirtytricks.First，yeningisinfasofdirtytriustshowyourterpartsthatyouuhegamebyexposingit.

ToBeSoegotiatorsofthistacticofferfun，friendship，andfavorables.Hostswhopracticethistabeexallypersuasivefwayfromhome.Thesoicetiesmustbeobservediure，butbewaywheheliomanipulation.

TocedeaPointoheabilitygapointontheagenda（oflittlevalueorimportance），whilegivingeveryappearanabouttheirloss，ispartofeverysuegoftricks.

ToRevealnPositionatall.Oiosunderositioningoccursfairlyrapidly.Thisisanimportantfirststepiingprocess.gthismethodisaivewayofeliminatingthesham（fake）elementandofpositioningthebuyerforaack.Itisusuallyinitiatedbyrequiriosubmitawrittenproposal.Iftheproposalissubmittedbyasalesperson，thebuyershouldrequesttimetestingthatthesalespersonmightliketocallbaafewdays.Thebuyershouldbeginhisherpreparationbycarefullyanalyziiontheseller’sproposal.Siisfairlyoobuildashamelementintotheirproposal，thereisnothingtostopthebuyerfromdoihesamething.Ifthishappens，bothpartiesputthemselvesinadefeiotheiridealbargainingposition.