商务谈判开局阶段.

第四章商务谈判的准备与开局商务谈判的整个过程可以细分以下8个阶段：准备阶段（preparing phase），确立谈判程序的阶段(arguing phase)，探测信号的阶段(signaling phase)，报价阶段(proposing phase)，调整阶段(repackaging phase)，讨价还价阶段(bargaining phase)，收场拍板阶段(closing phase)，签约阶段(agreeing phase)。

这8个阶段可以组合成3个重要环节：准备与开局，报价与议价，收场与签约。

第一节商务谈判的准备阶段商务谈判的准备阶段是指谈判双方还没有正式碰面之前各自为这场谈判进行相应准备工作的那段时间。

谈判的准备工作主要包括思想、物质、方案、材料以及谈判成功以后如何落实谈判结果和谈判失败后如何善后这几方面。

准备得越充分，谈判成功的可能性就越大。

一、思想准备首先，谈判人员应该具有双向思维的能力。

所谓的双重或者双向思维的能力是指谈判人员在既能向对手提问同时又能及时恰当地回应对手的提问。

简而言之，就是善于提问又善于回答。

这是对谈判人员的最基本的语言要求。

谈判，顾名思义就是口舌之争，如果一个谈判人员连这点基本的语言能力都不具备，很容易就被对手问得无言以对，那他绝对不可能在谈判中赢得应有的利益。

因此，在对谈判人员的培训过程中，应该特别注意这方面能力的培养和磨练。

二、物质准备谈判的物质条件准备主要指谈判人员的吃、住、行，谈判场所以及谈判所需要设备的准备。

物质条件的精心准备能够为顺便进行谈判打下良好的基础。

在这几项工作中最重要的是谈判场所的设置。

（一）谈判地点谈判地点的选择能够体现谈判双方的心态，在一定程度上能够反映出双方对于谈判项目的相互需求强度的差异。

一般而言，主动提出到对方所在地进行谈判的一方对于谈判项目的需求较为强烈，换句话说，谈判所在地一方在相互需求方面占有一定的优势。

具体来看，在我国情况比较特殊。

商务谈判开局阶段（Opening stage of business negotiations）The opening stage of business negotiationsGreet each other, introduce some stage, we called this point start negotiations. How much time does the opening stage take? This is inconclusive. But generally speaking, from the point of view of percentage, the bigger the negotiation, the smaller the percentage of the opening, the bigger the negotiation, the bigger the percentage of the opening. It seems to be a rule, and many people say, no more than 5% of the time. That's in general. It must be a big negotiation, because the big negotiation takes a long time and the opening time must be short. To solve the small negotiations, for an hour, you always have to say say the recent situation, this accounted for a relatively long time.I want to say that the only purpose of the opening is to createa suitable atmosphere for the negotiations. That's what it's all about. Now many people say that the opening is to create a relaxed and harmonious atmosphere, which I don't think is appropriate. Because what kind of atmosphere you create is determined by the content of your negotiation. If we were to negotiate a business connection, it would be easy and sincere. If I said the talks were to collect debts, the negotiations start, I must create a suitable atmosphere, what? High pressure situation, you have to pressure, you do not pay the debt is not right. So I say, to create a suitable atmosphere. We are so easy to create from a more cooperative atmosphere should start talking about this thing, if the fight, the atmosphere is relatively easy to handle, eyes a stare, a clenched fist, this matter will be solved. We should create an atmosphere where wecan communicate with each other and compromise with each other. What should we do? It is not for the claim, but for the sake of long-term business relationship. If it is not for the claim, not for fighting, but for a kind of sincere cooperation, we must create an atmosphere of mutual trust, a relaxed atmosphere, and a serious atmosphere. That is, we must create a suitable atmosphere for the development of business relations, everything from this point of view, it is easier. A lot of people ask me, this talks as if nothing to say. Relatively difficult. Sometimes it's awkward, what to say, and what to say. I think he still has.I want to share my experience with you here. A, if you know the past, each other can talk about their recent development, including your experience, meet you, how are you recently said, you say I do not like money recently, no hair, also often lose money, this is a statement. Do you like your first day to master, arrange your travel, so naturally this tour is a good topic, you pull me on the the Great Wall, I said your this majestic the Great Wall, after that I go to, when the hero of the feeling, you can talk about this, that is to say, this kind of tourism this kind of feeling, experience can talk past each other. For example, the first night they entertain you see to the Lao She Teahouse drink tea, this to Beijing, to see the point of opera. You talked to me second days ago. It was a good thing you arranged yesterday. I learned about the culture of Beijing Opera in your country and understood the culture and the meaning of drinking tea. These are all topics.I think this topic, you thank others, say cheap words, nor effort. This is a better thing.Moderator: first time.Huang Weiping: another way, a meeting, your body is good, like when the last time saw young people want to hear it, but this thing is fake, who see me say you are young now than last time, I hate not to criticize him, is it possible? I saw three years ago, I was still young now than the original, I live, but after all, many people are willing to listen to the words, you see you are looking really good, yes, you look at your pace than last time in which to see it easily, then the words really have nothing to say. I can still say the weather, and the innocence of Beijing is good. Maybe I'll say it right away, just because you came, yesterday was special, and today it suddenly became cool. That's the reason, for example, I came here on the first day, Beijing 35 degrees, I go here, that day, Beijing 22 degrees, a drop of 10 degrees. I think so, I'm sure I told you, this is the hospitality of the people of Shandong, so the temperature in Beijing is down.Besides, there are many topics that each other would like or have. That's a good topic. The Foreign Affairs Department of the University of our people's deputy director, the man of the world as a football match. I do not understand, he said there are Premier League, Serie A, there are west super, there are Bundesliga, many, and then said Serie A, there are AC, Milan and inter Milan, where there is this person, there is that person, I do not understand. You don't see a foreign professor coming. He said three, two,Two people talk about football, he also climbed along the pole,which people like the team, he likes which team. Finally, the relationship is very harmonious, so talking about cooperation is a very good starting point, football can talk about block, and cooperation will be talking about a piece of go. Yes, he does.You, for example, our relationship is introduced by the third, we will take third people to do the topic, that person asked you how to know, that person asked you how to know, friends of friends, must be friends. So the closer it gets, the closer it gets. It would be a good condition to cooperate with us in the past. I remember when we were at the Sino American Committee on Economic Education Exchange. It was fun. In 1989 July the meeting in Beijing, the atmosphere was very tense, our president, is the president of the University of our people, can be said to have a high ability of global control, etc. to dinner, the president said, we are in the 99% party effort. As soon as the relationship is relaxed, you have to say that this is because the cooperation is very pleasant, and China has made great efforts to bring the meeting up. The United States believes that this credit must be made in china. So you can always find a topic, but anyway, what I want to remind you of is that you must have been an impression of such an opening. Confident and trustworthy, friendly and based on good faith.I am not empty head eight brain, I am based on good faith. Confident and believable, this is more appropriate, more generous and comfortable, so it's easy to start doing things like that.Of course, here to pay attention to, your clothes, back to say, when the clothes meet for the first time, can not give peoplethe impression that we have dragged on, there is such a person, he never forget what occasions, wear a bunt, vest, pants, pants plus a panties. Sports pants, small vest, I told you, he dressed in this class, I say you how old this dress, he finally told me to say that we have no money to buy clothes, I say you have no money to buy clothes, buy clothes to home loans. Now more serious, and negative responsibility on the one hand, it is more like that. I think the start is for everyone's attention.After the opening, everyone sits down. What do you do at this time? At this point, when we are going to talk business, we are not talking about the offer at first. We must talk about the procedure of negotiation. The negotiation process should be said to be very important. From your angle, I've prepared some information for what? I have to have a plan at last. As I said last time, you have to make a simple plan. This simple scheme covers four aspects, that is, the goal, the procedure, the schedule and the members. What is the minimum purpose of negotiation? What should I talk about in the process, what to talk about later, how to progress, how to grasp the rhythm, and who will go with me, who am I going to talk to?. If the general plan, and simple scheme to these four aspects, then you sit down, start and end time to sit down and talk, the first thing is to determine the negotiation procedure.So tell everyone, in this process, my experience is to speak less and listen more. Why speak less and listen more? The reason is clear, the program itself means what to talk about first and what to talk about later. What problems should be solved first, and what problems can be solved?. In fact, what people wish to talk about first is purposeful in many cases. If I put thismatter very seriously, I will talk about this thing put in a very important position, if one thing is passing, I will put it in a position of little importance, so you listen carefully and the other put out of the program, you we can grasp each other why? What's the purpose of coming? That is what we say, goals, progress, this aspect of things you can get an understanding, and at the same time after understanding, they will come up with their own set of programs and countermeasures, so this matter should pay attention to. When I hear you, you always have to say something and say something. Note that, in general textbooks, always put these issues in accordance with the help of my party, is not conducive to be arranged for us, what to talk about first, after talking about what, in general, generally speaking, the hope is to help our things stand out in the middle of the program, is not conducive to our what to avoid in the program. In fact, I want to say, you know, people also understand, so in practice, you want to, so people want to do so, crash, how to do? You can arrange more in our program to our advantage and arrange less for us.I think of it this way, you are the buyer today, tomorrow is the seller, and everyone is equal. You're in the middle of the arrangement,To those who think that both sides can easily run out of the thing, not only is good for you, but also beneficial to each other, these things put out at the same time you analyze, the other to come up with the proposal, for example, is what I can give, what is he can make the step, then you take out these things, in the easy first of this program, all the other can give, and I want to get, put in here, I agree to concessions,the other party is willing to get, is also more than before the talk, this time, each will reach a mutual harmony, mutual trust is established and then go down, this thing is relatively easy.So I said at the start of finished, we talk about in the process of the program, not fight at outrance process, I will arrange you against, I say a program, you must take me down, from the beginning, you this negotiation means not smooth. Not like what I said, because I this is some experience of my own middle talks, I wanted to give up, you can give, I will get, you are willing to get things out, to talk about this, the most difficult thing to put it behind us do not talk, take a strategy called negotiation appreciation, our heads than clever, we give the heads of talk, this thing is solved.I am in the process of Sino US economic negotiations, to take such measures, with each other's secretary general, two of us are so general, morning report, report on the work of this year, a breakfast, breakfast has been smooth down, and at noon all the members and the president to go to dinner, I from the general secretary Nong Mou, how to divide the money memo. When the dinner was over, the chief reviewed the memo and we went to dinner. When we came back for dinner, we made a suggestion and we revised it. Finally, the day was fixed. I often say, is the spirit of the easy first principle, the most simple thing you agree, I agree that you want to be, I want to get this thing, we have to say, for example, this year a student volunteer to take as many books as we is 9 - 11, a student, well, you said 9, I said 10, this thing you are not happy, I am not happy, I finally run a bit, you say 9, I must tell you, this is the 13. Take the last plus one and make 11 copies. It's done. This endhe agreed that the title I actually at home ready to see that, this is the new frontier, which represents the dynamic you can buy, he said, because the time of this book, the price is set, and then copy down, this thing is solved. Who will the teacher send? Do you have a candidate? I say Robert, Nobel Laureate in economics, he gave me the email said to me here to teach, he said I did not notice, I said, now on the phone, a phone call came, it was decided. The simple things are settled, and the last is difficult. For example, how much should a scholar go abroad? It's rather difficult. I put my data put out, even what is the state's inflation rate, your living expenses, the state's content is what, how much is the tuition, I put all the data here, you should see is how much money? The last fight down, this thing is decided by the president of the two, we write the place an imaginary number, agreed to write a certain imaginary, that level is good, the last president to discuss. Said 10% increase, 10% came up, and 10% is 1800 dollars, is not a joke. This is in accordance with the "first easy", "difficult", each other trust, this matter will be easy to handle.So I'm not saying that the textbooks say no, but in practice, many things have a starting point, even when I talked about the win, said when the Israeli occupation of the territory of Egypt, I said a win-win, at camp David, the Americans are also easy to difficult, the first objective talk clearly, everyone wants peace, as long as the affirmation of this purpose, talk easy, the last territory is the most difficult, and then look at how to solve it, look down along. So from the program, I would like to ask you to pay attention here.First of all, you have to figure out what you want, what peoplewant, and secondly, you should find out what steps you can make and what steps people can make. This is one point. Second in this process, you must listen more and talk less, listen more to the less in the process, you can be very objective understanding of the fundamental purpose to the other party involved in the negotiations in what place, you only know the fundamental purpose of the other party, you can turn to find out what people want, it is better to solve the. So, from preparation, including material,Including data, create a suitable environment and atmosphere in the opening is mainly determined from the negotiation process of this point of view, the actual is figuring out what to say, after what, books of the favorable and unfavorable, much less, avoid, these are good, but I feel, easy to to finally solve problems similar to those of walnut type, more practical and effective in practice. That's all for today.。

商务谈判的阶段划分开局阶段：是谈判双方第一次见面后，在讨论具体、实质性的谈判内容之前，相互介绍、寒暄以及就谈判具体内容以外的话题进行交谈的阶段。

开局内型：一致性开局，坦诚性开局，挑剔性开局，进攻性开局，保留式开局。

报价阶段：是谈判开局阶段结束后，谈判进入到实质性阶段的前期。

先报价之利：为谈判确定框架；先报价会打乱对方的部署和策略，影响远远大于后报价。

先报价之弊：会暴露己方意图，有时会高出对方期望值磋商阶段：也叫做讨价还价阶段，它是谈判的关键阶段，也是最紧张最艰苦的阶段。

八种常见的让步策略：1、最后一次到位（坚定冒险型）2．一次性让步（愚蠢缴枪型）3. 均衡式（刺激欲望型）4.递增式（诱发幻想型）5.递减式（希望成交型）6.有限式（妥协成交型）7.快速式（或冷或热型）8.满足式（虚伪报价型）成交阶段：谈判双方对重要交易条件已基本达成一致意见，双方的期望已经非常接近，即将签署协议的阶段。

不同的谈判风格：美国：自信、优越感、外向、热情、咄咄逼人、坦率、干脆、直截、重视效率、速战速决、法律意识强、注重大局、既重视质量又重视外包装英国：1、冷静持重2、注重礼仪3、按部就班4、常不能遵守交货时间德国：自信、保守、刻板、严谨、有计划、雷厉风行、注重效率，追求完美。

准备充分、工作细致，组织严密，讲究逻辑性、自信而固执，崇尚契约、严守信用。

法国：1、对民族文化富有自豪感；2、富有人情味，重视人际关系；3、性格开朗，幽默诙谐，讲究穿戴；4、重视文字记录；不同文件的法律效力不同；5、急于签约，但又常常要求修改合同；时间观念较淡薄。

日本：1、重视个人关系； 2、喜欢探讨中国历史、哲学； 3、注重团队精神，讲究相互配合；4、等级观念严重；女性一般不直接参与谈判；5、彬彬有礼，深藏不露；态度圆滑，善打蘑菇战；6、重视合同文本，履约信誉较好。

商务谈判的要诀：听的要诀：1专心致志，集中精力“倾听”。

2通过记笔记集中精力“倾听”。

商务谈判的流程了解商务谈判的程序，理解商务谈判各阶段的任务，掌握完成商务谈判各阶段任务的方法。

下面小编告诉你，什么是商务谈判的流程。

商务谈判流程1.：谈判准备阶段谈判准备阶段是指谈判正式开始以前的阶段，其主要任务是进行环境调查，搜集相关情报、选择谈判对象、制定谈判方案与计划、组织谈判人员、建立与对方的关系等。

准备阶段是商务谈判最重要的阶段之一，良好的谈判准备有助于增强谈判的实力，建立良好的关系，影响对方的期望，为谈判的进行和成功创造良好的条件。

商务谈判流程2：谈判开局阶段开局阶段是指谈判开始以后到实质性谈判开始之前的阶段，是谈判的前奏和铺垫。

虽然这个阶段不长，但它在整个谈判过程中起着非常关键的作用，它为谈判奠定了一个在的氛围和格局，影响和制约着以后谈判的进行。

因为这是谈判双方的首次正式亮相和谈判实力的首次较量，直接关系到谈判的主动权。

开局阶段的主要任务是建立良好的第一印象、创造合适的谈判气氛、谋求有利的谈判地位等。

商务谈判流程3：谈判摸底阶段摸底阶段是指实质性谈判开始后到报价之前的阶段。

在这个阶段，谈判双方通常会交流各自谈判的意图和想法，试探对方的需求和虚实，协商谈判的具体方程，进行谈判情况的审核与倡议，并首次对双方无争议的问题达成一致，同时评估报价和讨价还价的形势，为其做好准备。

摸底阶段，虽然不能直接决定谈判的结果，但是它却关系着双方对最关键问题(价格)谈判的成效;同时，在此过程中，双方通过互相的摸底，也在不断调整自己的谈判期望与策略。

商务谈判流程4：谈判磋商阶段磋商阶段是指一方报价以后至成交之前的阶段，是整个谈判的核心阶段，也是谈判中最艰难的，是谈判策略与技巧运用的集中体现，直接决定着谈判的结果。

它包括了报价、讨价、还价、要求、抗争、异议处理、压力与反压力、僵局处理、让步等诸多活动和任务。

磋商阶段与摸底阶段往往不是截然分开的，而是相互交织在一起的，即双方如果在价格问题上暂时谈不拢，又会回到其他问题继续洽谈，再次进行摸底，直至最后攻克价格这个堡垒。

商务谈判开局阶段策略商务谈判开局阶段策略能确定谈判的基本方式和程序。

无论选择什么样的最初议题和讨论方式，都会对以后洽谈及解决方式产生直接影响，甚至会因此左右整个谈判的格局与前景。

那么商务谈判开局阶段策略有哪些?下面店铺整理了商务谈判开局阶段策略，供你阅读参考。

商务谈判开局阶段策略1.一致式开局策略一致式开局策略，就是在谈判开始时以问询方式或者补充方式诱使对手走入你的既定安排，从而使双方达成一种共识。

所谓问询式，是指将答案设计成问题来询问对方，例如，“你看我们把价格和付款方式问题放在后面讨论怎么样?”所谓补充方式，是指借以对对方意见的补充，使自己的意见变成对方的意见。

运用这种方式应该注意的是，拿来征求对手意见的问题应该是无关紧要的问题，对手对该问题的意见不会影响己方的利益。

另外在赞成对方意见时，态度不要过于献媚，要让对方感觉到自己是出于尊重，而不是奉承。

商务谈判开局阶段策略2.保留式开局策略保留式开局策略是指在谈判开始时，对谈判对手提出的关键性问题不作彻底的、确切的回答，而是有所保留，从而给对手造成神秘感，以吸引对手步入谈判。

注意在采取保留式开局策略时不要违反商务谈判的道德原则，即以诚信为本，向对方传递的信息可以是模糊信息，但不能是虚假信息。

否则，会将自己陷于非常难堪的局面之中。

商务谈判开局阶段策略3.坦诚式开局策略坦诚式开局策略是指以开诚布公的方式向谈判对手陈述自己的观点或想法，从而为谈判打开局面。

坦诚式开局策略比较适合于有长期合作关系的双方，以往双方的合作都比较满意，彼此比较了解，不用太多的客套，减少了很多外交辞令，节省时间，直接坦率地提出自己的观点、要求，反而更能使对方对己方产生信任感。

采用这种策略时，要综合考虑多种因素，例如，自己的身份、与对方的关系、当时的谈判形势等。

商务谈判开局阶段策略4.进攻式开局策略进攻式开局策略是指通过语言或行为来表达己方强硬的姿态，从而获得对方必要的尊重，并借以制造心理优势，使得谈判顺利地进行下去。