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    商務談判技巧——通過劉姥姥榮府借款看項目談判

    2009-10-06 08:00 tag:演講稿  點擊:
    內容摘要:我們看見劉姥姥前往榮府借款這個情節,其實,劉姥姥前往榮府借款應該可以看作是一種借貸行為。在進行借款前,劉姥姥一行確實破費心思,做了一番籌謀和策劃。
      翻開《紅樓夢》第六回,我們看見劉姥姥前往榮府借款這個情節。我們可以看作一個項目來理解——劉姥姥借款。
      其實,劉姥姥前往榮府借款應該可以看作是一種借貸行為。只是在這個劇情里的劉姥姥借款可能是有借不還而已。但是在進行借款前,劉姥姥一行確實破費心思,做了一番籌謀和策劃。
      項目籌謀——
      榮府背景:榮府可說是紅樓開篇的一個大家族,這里我們暫且理解為一個家族企業。一宅人合算起來,從上至下有管理人員(璉二奶奶——鳳哥類)、服務人員(丫鬟之類)、勤雜工員(護院、花匠類等)共三四百號人。可說是京城一個豪門世界。
      掌管榮府全權事務——鳳哥、璉二奶奶。日常管理事務均由她掌管、料理。
      王家背景:王家與榮府,以前可以說是曾經的合作伙伴。王家祖上曾作過小小的一個京官,昔年與鳳姐之祖王夫人之父認識。因貪王家的勢利,便連了宗認作侄兒。那時只有王夫人之大兄鳳姐之父與王夫人隨在京中的,知有此一門連宗之族,余者皆不認識。今其祖已故,只有一個兒子,名喚王成,因家業蕭條,仍搬出城外原鄉中住去了。王成新近亦因病故,只有其子,小名狗兒。狗兒亦生一子,小名板兒,嫡妻劉氏,又生一女,名喚青兒。
      王家一家四口,仍以務農為業。因狗兒白日間又作些生計,劉氏又操井臼等事,青板姊妹兩個無人看管,狗兒遂將岳母劉姥姥接來一處過活。這劉姥姥乃是個積年的老寡婦,膝下又無兒女,只靠兩畝薄田度日。今者女婿接來養活,豈不愿意,遂一心一計,幫趁著女兒女婿過活起來。女婿狗兒不太懂得生計,使家境日漸艱難,難以維系。
      借款目的:為維持王家生計。
      項目策略:
      1、目標在哪里?向哪個方向?——尋找
      尋找新的家庭經濟增長點,也可以說是業務拓展。學會找錢,才能維持生計,尋求發展。
      如何尋找商機?在劉姥姥的眼里——京城可以說是:長安城中,遍地都是錢。
      謀事在人,成事在天。這是劉姥姥的經營理念。當然,劉姥姥的意識中,還存在封建意識寄托菩薩保佑,興許能成事。但能夠有這種謀事在人的意識已經是難能可貴啦。
      因為王家和金陵王家連過宗,而且金陵王家的鳳姐正是當今榮府的管事的。經過一番思量,劉姥姥把目標鎖定在榮府上。
      2、派誰去?如何去?——實施
      侯門深似海,不做一番策劃,難以成事。
      最終通過商議——劉姥姥親自出馬,最合適。因為劉姥姥當年見過這姑太太鳳哥1次。
      如何進去?這里又找到突破口——周瑞。周瑞先時曾和狗兒父親交過一件事,關系極好的。而周瑞目前是太太的陪房,而太太的內侄女就是鳳哥,容易突破。 感謝來到無憂演講稿網站,需要代寫原創文章請聯系QQ:1367771518?    
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