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【管理手記】如何在談判中「拖延」?(下)
29 Dec 2016

昨天談過如何在商業談判中,善用「拖延」技巧,但亦有人刻意利用拖延要達到目的,今天就跟大家談談。

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網上圖片

3. 等待時機

有人會利用拖延戰術,即是透過拖延時間,靜待行情、匯率、政策等變化,企圖要挾對方讓步。例如曾有一家內地公司跟本港商家洽談毛皮生意,可是遲遲仍未能達成協議,後來毛皮價格暴跌,這時港商再提出以低價收購,佔盡了好處。

要防止有人惡意拖延,要在談判前充分了解對方信譽和實力,以及慣用的談判手法,亦要掌握行情和政策發展等狀況。

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網上圖片

4. 贏得好感

雙方既然要談判,當然希望對方按自己的意圖行事,因此容易產生對抗性。不過大家都坐在一起了,何必事事針鋒相對,如果能得到對方好感和信任,要達成協議就更加容易。

好像有些商家喜歡在晚宴等場合商談合作,讓大家在輕鬆的氛圍下討論,心情舒暢了,僵局也更容易打破。這種「場外溝通」亦是拖延戰術的一種特殊形式,心理學家認為,人類的思維模式會隨著身份與環境不同而改變,坐在談判桌上的心理肯定和拿着酒杯時不一樣,當雙方把融洽的關係帶回到談判桌上,自然會消去很多誤解,省卻很多時間。

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網上圖片

不過任何形式的融洽,都必須遵守一個原則:私人聯誼只是公務的輔助,千萬不可為了私利,就忘記了公事。 

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