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    創造雙贏的談判方案

    2009-06-27 08:00 tag:演講稿  點擊:
    內容摘要:談判者往往在缺乏想象力的同時,看到對方堅持立場,也盲目不愿意放棄自己既有的立場,甚至擔心尋求更多的解決方案會泄露自己的信息,減低討價還價的力量。
      許多時候,人們在談判中不歡迎律師參加,其原因是把律師在談判中的職責想象成是從法律角度計較得失,千方百計維護談判者的利益。而實際上讓好的律師參與談判往往會取得意想不到的好處。因為,好的律師會在談判中有能力為談判雙方尋求對雙方都有利的解決方案。如果將雙方的利益比作一張餅來切,那么律師并不是僅僅注重切在什么地方,而更應注重在切分這塊餅之前,盡量使這塊餅變得更大。這就是提醒我們應該在談判中注重創造雙贏的解決方案。
      然而,在許多談判中,談判的結局并不理想。談判者更多地是注重追求單一的結果,堅持固守自己的立場,而從來也不考慮對方的實際情況。為什么談判者沒有創造性地尋找解決方案,沒有將談判雙方的利益實現最大化?有經驗的談判專家認為,導致談判者陷入上述談判誤區主要有如下四個障礙:
      其一是過早地對談判下結論。談判者往往在缺乏想象力的同時,看到對方堅持立場,也盲目不愿意放棄自己既有的立場,甚至擔心尋求更多的解決方案會泄露自己的信息,減低討價還價的力量。
      其二是只追求單一的結果。談判者往往錯誤地認為,創造并不是談判中的一部分;談判只是在雙方的立場之間達成一個雙方都能接受的點。
      其三是誤認為一方所得,即另一方所失。許多談判者錯誤認為,談判具有零和效應,給對方所作出的讓步就是我方的損失,所以沒有必要再去尋求更多的解決方案。
      其四是談判對手的問題始終該由他們自己解決。許多談判者認為,談判就是要滿足自己的利益需要,替對方想解決方案似乎是違反常規的。針對上述談判的誤區,我們認為,成功的談判應該使得雙方都有贏的感覺。雙方都是贏家的談判才能使以后的合作持續下去。雙方也會在合作中各自取得自己的利益。因此,如何創造性地尋求雙方都接受的解決方案就是談判的關鍵所在,特別是在雙方談判處于僵局的時候更是如此。為了使談判者走出誤區,我們主張談判者遵循如下的談判思路和方法:
      將方案的創造與對方案的判斷行為分開。
      談判者應該先創造方案,然后再決策,不要過早地對解決方案下結論。比較有效的方法是采用所謂的“頭腦風暴”式的小組討論,即談判小組成員彼此之間激發理想,創造出各種想法和主意,而不是考慮這些主意是好還是壞,是否能夠實現。然后再逐步對創造的想法和主意進行評估,最終決定談判的具體方案。在談判雙方是長期合作伙伴的情況下,雙方也可以共同進行這種小組討論。
      充分發揮想象力,擴大方案的選擇范圍。
      在上述小組討論中,參加者最容易犯的毛病就是,覺得大家在尋找最佳的方案。而實際上,我們在激發想象階段并不是尋找最佳方案的時候,我們要做的就是盡量擴大談判的可選擇余地。此階段,談判者應從不同的角度來分析同一個問題。甚至于可以就某些問題和合同條款達成不同的約束程度,如不能達成永久的協議,可以達成臨時的協議;不能達成無條件的,可以達成有條件的協議等。 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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