孙子兵法与商务谈判 [推广有奖]

<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><b><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">浅谈《孙子兵法》在商务谈判中的应用</span></b><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>&nbsp; &nbsp;&nbsp; &nbsp;</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">《孙子兵法》第三篇，谋攻篇中有这样一句话：</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">“</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">故曰：知己知彼者，百战不殆。不知彼而知己者，一胜一负。不知彼不知己，每战必败。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">”</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">这段话的意思是：既要了解敌人，也要了解自己，便能百战百胜；不了解敌人，只了解自己，便有时会胜利，有时会失败；既不了解敌人，也不了解自己的，那就每战必败。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/></span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">孙武提出的</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"> “</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">知己知彼者，百战不殆</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">”</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">，这个极富辩证法智慧的军事思想，直到今天，仍被大家所称道和运用。联系到商务谈判活动，这种军事思想也是可以灵活使用的。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>&nbsp; &nbsp;&nbsp; &nbsp;&nbsp;&nbsp;</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">什么是谈判，所谓谈判是指有关各方为了自身的目的，在一项涉及各方利益的事务中进行磋商，并通过调整各自提出的条件，最终达成一项各方较为满意的协议这样一个不断协调的过程。商务谈判的一个重要过程，即谈判前的准备环节就可以充分利用这一军事思想。如何做谈判前的准备？谈判前的准备工作的核心内容就是：知己知彼。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>&nbsp; &nbsp;&nbsp; &nbsp;&nbsp;&nbsp;</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">在实际商业谈判过程开始前，所谓</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">“</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">知彼</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">”</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">是要了解对方什么？我认为包括两个大的方面：一方面是了解对方通过谈判需要达到的目标。另外一个方面是了解自己的谈判对手相关情况。了解对方的谈判目标还包括两个方面：一是了解对方的谈判底线，判断双方是否有重合的利益区间；二是了解在对方谈判底线背后的真正目的和利益所在，从而思考有无其他的手段可以满足对方的目的。因为双方觉得有合作的意愿，才走到谈判桌上来，所以在商讨每一项事宜时，都要表现出对对方的极大尊重，带着解决问题的思路找出合适的解决途径。另外了解自己的谈判对手情况也很重要，诸如了解谈判对手的职业及教育经历，文化背景，个人喜好，性格特征等。如果能充分收集到谈判对手上述信息，并做针对性的准备工作，</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">“</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">看人下菜</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">”</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">充分做到</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">“</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">知己知彼</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">”</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">，充分利用对手的弱点，我想在谈判过程中牵着对方鼻子按自己的思路走，达到自己的目的不是一件难事。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>&nbsp; &nbsp;&nbsp; &nbsp;&nbsp;&nbsp;</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">由此想到跨国商务谈判，一系列铁的事实告诉我们，在谈判之前务必要做充分的准备，知己知彼，否则无法成功。例如：中海油收购尤尼科的失败，就是一个很典型的案例。这么大的一个国家公司，花了如此之多的时间、精力和努力在这项谈判上，最后竟不了了之，叫人无比费解。这不仅说明在谈判之前中国对美国各方面的情况事先没有做好充分的准备，比如美国国会中有一部分人提出的</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">“</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">中国威胁论</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">”</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">，以及像这种重大收购案涉及政治因素等等，因为一涉及政治，就变成集团利益之间的争斗，而不是纯粹经济利益的权衡，事情就要复杂许多。同时也反映了中方对自己究竟通过收购想达到的目的、能够获取的战略和经济利益没有足够的深入分析，因为中海油一开始自己提出的价位到后来自己都觉得不妥当而撤回收购要约。这个案例几乎有讽刺意味：一向注重政治的中方一开始竟完全从经济理性眼光来作判断，认为收购一个美国石油公司完全是商业行为；没想到在人们眼里一贯只追求经济利益最大化的美方反而将政治因素掺杂到此项谈判中来，一下使中方不知所措。知己知彼从何谈起！</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>&nbsp; &nbsp;&nbsp; &nbsp; </span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">如果把这些谈判的失败作为未来成功谈判所交的学费，那么为了使这些学费交得值得，也到了中国的商界人士好好静下心来学习研究外国文化的时候了。互相学习互相了解应该是在全球化经济时代取得成功的最佳途径。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/></span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">总之，在谈判前充分做到知己知彼，方能百战百胜。只有当你做到知己知彼的时候，才会在谈判过程中会感觉到</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">“</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">游刃有余</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">”</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">“</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">江湖争胜，难求一败</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">”</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">是每个谈判高手毕生追求的伟大境界。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;">1 </span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">谈判资料准备第一重要，包括了解对方谈判人员。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>2 </span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">谈判目标与底线要清晰。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>3 </span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">一定要倾听，全神贯注地聆听。找出突破点并记录，一起反驳。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>4 </span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">注意现场气氛，不要气急败坏，急是没有用的。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>5 </span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">有理有据，不卑不亢，张驰有度。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><br/>6 </span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Tahoma; mso-hansi-font-family: Tahoma; mso-bidi-font-family: Tahoma;">适当妥协，谈判就是妥协的艺术。一味强硬，容易折短，且容易引起反感。</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Tahoma; mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">合作原则谈判法的特征：通过强调各方的利益和价值，而非讨价还价本身。通过强调事物的原则来确定事物的性质，而不是在各方曾经表示他要做什么或不做什么的问题上讨价还价，争论不休。</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/><br/><br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">合作原则谈判法的四个组成部分</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">对待谈判对手：对事不对人</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">对待各方利益：着眼于利益而非立场</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">对待利益获取：制定双赢方案</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">对待评判标准：引入客观评判标准</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">对事不对人</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">谈判气氛是决定谈判各方关系的一个重要因素，在较友好的气氛下，各方心态比较平和，容易解决谈判中的难题。对事不对人可以缓和谈判中紧张的气氛，主要以以下三点来解决：</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>1</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、发展移情法</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">1) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">从对方的立场看待问题</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">2) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">避免因自己的问题而责备对方</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">3) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">协助对方参与到解决问题中去</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>2</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、正确看待情绪</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">1) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">允许对方发火</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">2) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">恰当看待情绪的爆发</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>3</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、加强沟通</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">1) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">注意倾听并总结听到的情况</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">2) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">避免给对方打分并将对方当作辩论的对手</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">3) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">不严厉指责对方的错误</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">着眼于利益而非立场</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">谈判各方终究是为了实现各方的利益，维护利益或是取得更多的利益是他们各自关注的。所有有时过分注重自己的立场，以此来达到上述的目的，这种做法是相当低级的，只会带来更多的矛盾。</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>1</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、利益获得满足的方式多样</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">着眼于利益而非立场就是为了克服各方一味坚持自己的立场而使谈判陷入僵局的行为。着眼于利益不仅是指协调各方的不同利益，更为重要的是指寻求各方的共同利益。谈判各方如果可以做到着眼于利益，就不会只坚持一种解决问题的方法，事实上也使各方利益得到均衡满足。</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>2</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、明确利益</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">1) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">探寻妨碍我方的对方利益</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">2) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">从不同的角度审视对方的不同利益</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">3) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">透过对方的立场看到对方的人性需求</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US"><br/>3</span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、讨论利益</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">1) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">总结并接受对方的利益</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">2) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">在提出解决方案前表达自己的见解或提出问题</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">3) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">在解决问题时尽量不追究过去的矛盾而应向前看</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">制定双赢的方案</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>1</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、讨价还价的原因</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>1) </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">谈判内容非赢即输型</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US">2) </span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">认为解决的方法只有一种</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>2</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、阻碍人们寻找建设性方案的原因</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">认为分配方案一成不变</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">只寻求一种答案</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span style="mso-spacerun: yes;">&nbsp;</span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">只考虑自己的利益和需求的解决方案</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>3</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、原则谈判法的做法</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span style="mso-spacerun: yes;">&nbsp;</span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">诊断</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span style="mso-spacerun: yes;">&nbsp;</span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">提出创建性方案</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span style="mso-spacerun: yes;">&nbsp;</span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">引入客观评判标准</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>1</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、客观标准的建立要考虑的因素</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">客观标准应当独立于所有各方的主管意志之外</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">客观标准应当具有合法性并且切合实际</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">客观标准应当具有科学性和权威性</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/>2</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、衡量客观标准公平与否的手段</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">从实质利益上看</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">从处理程序上看</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <span lang="EN-US"><br/>3</span></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、对达成协议的成功与失败的判断</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                        <br/></span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">可最大限度地满足各方的合法利益</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">协议应当是高效的</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">
                </span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">协议应当改善，或至少不伤害各方的关系</span><span lang="EN-US" style="mso-bidi-font-size: 10.5pt;"><p></p></span></p>