郭汉尧博客论坛支招：经销商在商务谈判中的策略应用（一）
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">郭汉尧博客论坛支招：经销商在商务谈判中的策略应用（一）</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></B></P><P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo1; tab-stops: list 18.0pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-fareast-font-family: 'Times New Roman'"><SPAN style="mso-list: Ignore"><FONT face="Times New Roman">1.<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></FONT></SPAN></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">投石问路策略</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman"> <o:p></o:p></FONT></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 20.6pt; mso-para-margin-left: 1.96gd"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">又称假设条件策略，是指在商务谈判过程中，一方提出一些假设条件以探测对方意向，抓住有利时机达成交易的一种策略。</SPAN><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo1; tab-stops: list 18.0pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-fareast-font-family: 'Times New Roman'"><SPAN style="mso-list: Ignore"><FONT face="Times New Roman">2.<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></FONT></SPAN></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">沉默寡言策略</SPAN></B><SPAN style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman"> <B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US><o:p></o:p></SPAN></B></FONT></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 21pt; mso-para-margin-left: 2.0gd"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">在谈判中先不开口，保持沉默，让对方尽情表演，以此暴露对方真实的动机和最低的谈判目标的策略。</SPAN><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo1; tab-stops: list 18.0pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-fareast-font-family: 'Times New Roman'"><SPAN style="mso-list: Ignore"><FONT face="Times New Roman">3.<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></FONT></SPAN></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">声东击西策略</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman"> <o:p></o:p></FONT></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 20.6pt; mso-para-margin-left: 1.96gd"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">己方为达到某种目的和需要，有意识地将洽谈的议题引导到无关紧要的问题上，从而给对方造成一种错觉，使其做出错误的或违反事实本来面目的判断。</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo1; tab-stops: list 18.0pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-fareast-font-family: 'Times New Roman'"><SPAN style="mso-list: Ignore"><FONT face="Times New Roman">4.<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></FONT></SPAN></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">欲擒故纵策略</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 21pt; mso-para-margin-left: 2.0gd"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">对于志在必得的交易谈判，故意通过各种措施，让对方感到自己是满不在乎的态度，从而压制对手开价，确保己方成功。</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></P>
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