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    談判中如何處理不同類型的反對意見

    2009-10-05 08:00 tag:演講稿  點擊:
    內容摘要:借口不是真正的反對意見,它是對方出于某種原因不想說明,但又拒絕對方要求的理由;惡意的反對意見的目的是給對方出難題,有意攪亂視聽,甚至對個人進行身攻擊。
      1、一般性的不同意見
      這是談判中最常見的反對意見。每當一項提議拿到談判桌上來,另一方就可能會提出不同意見或疑問。有些是由于提議帶有明顯的偏頗性,但即使是對雙方都有利的提議,也會遭到反對。這是出于提的問題越多,越能發現問題的逆反心理。所以,有時會出現一方把提議的好處介紹得越多,越容易引起對方的疑心,遭到對方的反對的情況。
      2、偏見與成見
      這是帶有較強感情色彩的主觀性反對意見,也是最難處理的反對意見。對方可能出于先入為主的印象,片面強調某一點,如購進機器設備,必須包括零配件;產品包裝,只能統一規格;交易一定是強者勝,弱者敗;通過中間商作生產不好等等。那么,你用擺事實、講道理則很難改變他的看法,因為對方的看法帶有一定的感情成分,有些則是由于不同文化背景形成的根深蒂固的觀念。要在不影響磋商合同條款的前提下,盡可能避免討論由偏見引起的分歧。
      3、借口
      借口不是真正的反對意見。它是對方出于某種原因不想說明,但又拒絕對方要求的理由。在有些情況下,對方代表受有限權力的約束,可能對商品價格、購買數量或支付能力不能作最后決策,但又不便公開申明,便尋找種種借口。這時,我方不必過多地周旋這一問題,因為即使你消除了這些借口,對方也不會與你達成最終協議,弄不好以倒使感到有必要對他的借口進行辨護,使借口轉化為真正的反對意見。比較好的處理方法是采取回避的方式,可裝作沒聽見,也可建議對方回頭再討論,隨業務洽談的進展,對方很可能就不再堅持了。
      4、了解情況的要求
      提出這種反對意見,目的是要了解更多的詳細情況,一般是以問話的形式提出的。如“這種材料的質量為什么比價格貴的還好呢?”“我們不能同意你們更換這部分材料的作法,除非你們能做出恰當的解釋。”這類反對意見是建立在對方誠意或善意的基礎上,比較容易處理。反駁這種意見一定要舉出令人信服的、以事實為根據的證據。表達也應婉轉客要讓對方明白我方不同意的理由。有時對方的要求不太高,但卻需要我方付出很大代價。這樣,對方也不會過于堅持自己的意見。
      5、自我表現式的不同意見
      談判一方為表明自己掌握某些情況,或說明他有獨立見解,不易被對方說服,喜歡找機會表達他自己的某些看法,提出不同意見,并例舉他認為是正確的有說服力的事例。遇到這種情況,我方最好不要急于駁斥,要讓對方把意見講完,必要時也應予以肯定,并注意一定不能傷其自尊心,但也不能怕失去交易盲目迎合。可以用事實去說服,間接指出或暗示他講的不正確、不全面。 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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