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●Negotiation Stages and Skills（第2页）

&wobasicstrategies:offensiveaobespecific，roachtobeadopteddependsteexteheorisogabuyingorasellingrole。Offeegyisusedtotaketheinitiativewhiledefeegyistoobserveandwaituntilopportunitieseandnecessarymeasuresshouldbetaken。Usuallythepartywiththegreatestsenseofneedwillmaketheinitialtact。Appearingtooneedymakethedealunattrabeforeitisoable。versely，approagadealinatake-or-leave-itmannermayonlyattractthemostdesperatepartners，orall。Soassooegyisset，tabedetoachieveyoal。

◆Offeics

AskQuestions。Therearefourkii，specific，attadyesiquestionsarediffiswerbecausetheyarephrasedierms。Theyareiogaininformatioosecuretheoi’sproposalbeforeamajorattack。Specifisaredesigoforadmissioheinfaiheprobiionsanddatathatarealreadyknown。

TitforTat。Itisaabusiioimesyouobehard-shelledtomakeyouroppogiveup。Inmostcases，thisteiqueservetopushtheionforwardiftheordealsriately。Itusuallyfooltheoppoomakingsandgthedeal。

FeignaBlowtotheEastandAttatheWest。Oywilloveremphasizetheapparentimportaheirsegapartitwheiveistheexaeorsaresuspiciousofanyproposalmadebytheirterparts。

Useofeheuseofeionallawsaions，staingpropany，instruasuperior，previousprets，eteededtopersuadetheoppohetruthofthestatemeymakes。Itisamajoroffeingtacticthatbothsideswilluse。Whementsareofdifferehehigheronenormallyprevails。

Uerpart’sIsaaingaboutisisabetterwaytoegotiatiowopartieshavefliterests，rettydifficulttoresolve，theymaytrythe“rightaegy:1）agreethestateofdeadlock;2）stepoutoftheroleofors;3）studytheproblemobjectively;4）seektherightanswer;5）agreehtaurntotheroleoforstoseeiftherightaablesolutions。

SeartextualIrregularitiesordiscies。Keepinmindthatthepersohetextbestwillprobably“wiioualirregularityissomefatheionthatarousessuspiorappearstiveextofthetransa。“Discy”specificallyreferstoinciesassociatedwiththepribersinaseller’sproposal。Inotherwords，itisamethodofgthevalidityofaproposal。Insomecases，aalysisoftheseelementswillrevealerrestingthattheproposalmaybeunsound。Thus，youmaketheotherpartyunreasonableaageousstance。

BeAggressive。Aggressiveorsattatallyaheyusetheotherparty’sbeliefirengthagainstthem。

&Argumeion，apartyofteheoshowtheothersidethattheyklywheretheother’srealislieandwillnotisetheirs。Thevalidreasoosomekindofashouldbestroheoheargumesclimax，i。e。itendswiththestrothattheotherpartywillfindmostg。

&erhisisofteenderbusierareceiverreumberofoffers，heshedecideswhipanyhasmadethemostattractiveofferaeswiththeotherpahaviewthisherbestalternative。Oimproveitfurther，heshebegiionwithhisherfirstchoice。

Promise。Oyientiontoprovideareiethatitaheterpartwillsiderpleasant，positive。，“IfyoudelivertheequipmentbyMay1st，wewillmakeanhta>

&actics

MinimalResponseandFeignedMisuaeffectivedefeiegotiationistosayjustenoughtopeltheothersidetogoontalkiheytalk，themoretheywillreveal，themoretheywillfeelpelledtorevealiobepersuasive，aheywilletoexposingtheirgeivesandtherealleveloftheirbottomliiive。

&epping。Ifnotwantingtoansweroppoioly，oymayseektogetbytheissue。

ter-questiousesquestioactics，theparty’scorreseistoter-question，whicharedesigopeltheoppoolimitthescopeofhisherenquiryandtorevealmoreofhisherownposition。

SilenceisGoldeyishighlyemotional，approaathreateningwayorisextremelydemanding，keepibeveryuothem。Mostpeoplearetroubledbysileofaheateddisetimesit’tbetreatedasanattack。Ithashappenedonmanyosthatwhehsilenodifytheirpreviousstatementstomakethemmorepalatable。Moreover，thejobofagoodoristolistentoaandwhat。ItisanimportahecrucialtoolcalledActiveListeningwhieiingces:Thelisteuallygetaclearerpictureoftheotherparty’sideas，andthediseoffootheropinionsalsogivethelisteorefletheprodstrategy。

&”Teique。Iftheordoesnotwanttosoundoffensivewhenhesheisfagaquestionthatheshewishestoaheive，heshemayusetheteiqueof“yes-but”。Theaffirmativepartoftheanswershouldappeartoaligorwithhisheroppo，aablishtheorassomeonewhoiscooperativeaiveoftheviewpoiherside。Theisioidehereasonsthatprevewhattheothersidewouldlikehimhertodo。

StrawIssues。Iingterminology，itisofooyiisraisedwiththeiobelost，Thusprovidiunityforthepartytenuinetheoppourn。Segapartitheivisomethinginexge。Byinorestrawissuesiialdemayehas“somethioapensatio’sabandoningormodifyiialdemaymustviewtheprhtheeyesoftheiroppoindegwhattoselectasastrawissue。

ExposingDirtyTricks。Itisquiteoorsmayfierpartsplayingdirtytricks。First，yeningisinfasofdirtytriustshowyourterpartsthatyouuhegamebyexposingit。

ToBeSoegotiatorsofthistacticofferfun，friendship，andfavorables。Hostswhopracticethistabeexallypersuasivefwayfromhome。Thesoicetiesmustbeobservediure，butbewaywheheliomanipulation。

TocedeaPointoheabilitygapointontheagenda（oflittlevalueorimportance），whilegivingeveryappearanabouttheirloss，ispartofeverysuegoftricks。

ToRevealnPositionatall。Oiosunderositioningoccursfairlyrapidly。Thisisanimportantfirststepiingprocess。gthismethodisaivewayofeliminatingthesham（fake）elementandofpositioningthebuyerforaack。Itisusuallyinitiatedbyrequiriosubmitawrittenproposal。Iftheproposalissubmittedbyasalesperson，thebuyershouldrequesttimetestingthatthesalespersonmightliketocallbaafewdays。Thebuyershouldbeginhisherpreparationbycarefullyanalyziiontheseller’sproposal。Siisfairlyoobuildashamelementintotheirproposal，thereisnothingtostopthebuyerfromdoihesamething。Ifthishappens，bothpartiesputthemselvesinadefeiotheiridealbargainingposition。