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    淺議建筑工程合同預算中的談判技巧

    2009-06-28 08:00 tag:演講稿  點擊:
    內容摘要:一個優秀的合同預算人員,應具備良好的心理素質和豐富的基礎知識,在以往的工程合同,預算談判實例中,一般來說誰的知識面寬,誰的談判策略運用得當。
            當一項工程,經過激烈的競爭終于獲得中標資格后,接下來便是極為艱苦的合同談判階段,許多在招標、投標時不想說清或無法定量的內容和價格,都要在合同談判時,準確陳述。因此工程承包合同的談判,預算的核對談判,是企業取得理想經濟效益的關鍵一環。 
         第一,掌握多方面知識,提高應變能力。
         一個優秀的合同預算人員,應具備良好的心理素質和豐富的基礎知識,應在合同及預算談判技巧上,提高自身應變能力,在掌握各種學科知識上下功夫,以爭取在談判中核對自如、思路敏捷、反映機智,立于談判先手。對對方提出的質疑,做到心中有數,能給以滿意的解釋,給人以說服力。因此,要努力學習各種知識,充實自身,提高水平。不論從口才、心理學、洞察能力上,都應該有一定的能力。當然,建筑施工、技術材料、各種法規、內外部環境,也應充分了解。做到準備充足,有備而來,才能掌握合同、預算談判的主動權。
      第二,熟悉談判技巧,掌握談判策略。
         在以往的工程合同,預算談判實例中,一般來說誰的知識面寬,誰的談判策略運用得當,誰就能在工程合同及預結算中,做到游刃有余,掌握主動權。
         (一)先讓對方開口的策略。讓對方先表明所有要求,你可以做到心中有數,并隱藏住自己的觀點,拿對方提出的重要問題做交涉,爭取他讓步。如果愿意也可以在較少的問題,做一些讓步,以獲得對方心理上的平衡,但不能輕易讓對方獲得,不要讓步太快,因為他等得愈久,就愈加珍惜,也不要做無謂的讓步,每次讓步都要從對方那兒獲得更多的益處。有時不妨作些對你沒有任何損失的讓步,如\"這件事我會考慮一下的\"這也是一種讓步,讓對方從心理上有所緩解,或給對方留下余念。
         (二)要好意思說\"不\"。在談判桌上,雙方各自代表本公司的利益。如果感覺有必要說\"不\",就應該勇敢地提出來,只要你說的有道理,會使對方相信你說\"不\"是認真。必須始終保持全局有利的總體觀念。記住自己的每個讓步都是你利潤的組成部分,如果有些讓步想反悔,也不要不好意思,因為那樣也會給對方造成一種到底線的印象,一切談判在沒有簽字之前,都可以重新再來。
         第三,說服對方,自己要有譜。
         誘導對方,說服對方的方法技巧,要抓住對方的心理動態,先說什么,再說什么,該說什么,不該說什么,要心里有譜。不要因為說錯一句話,而前功盡棄,在談判的開始階段,一般盡量先討論些容易解決的問題,不要一開始氣氛緊張,不利于解決問題。  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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