Negotiation Skills —— Hard Approach【精简3篇】

Negotiation Skills —— Hard Approach 篇一

在谈判中采用强硬方法的重要性

谈判是商业环境中不可或缺的一部分。无论是为了达成协议、解决争议还是促成合作，谈判技巧都是至关重要的。在谈判中采用强硬方法是一种被广泛讨论和使用的策略。本文将探讨在谈判中采用强硬方法的重要性，并提供一些有效的技巧来应对各种情况。

首先，采用强硬方法可以有效地维护自己的利益。在商业谈判中，各方都追求最大的利益。如果你过于妥协或退让，可能会导致自己遭受损失。通过采用强硬方法，你可以坚定地捍卫自己的利益，并确保达成一个公平的协议。强硬方法可以表明你对自己的要求有信心，并且不会轻易妥协。

其次，采用强硬方法可以增加你的谈判力量。在谈判中，展示出坚定的立场往往会赢得对方的尊重和认可。如果你在谈判开始阶段就表现出软弱或退让的姿态，对方可能会认为你容易被压制，从而对你施加更大的压力。通过采用强硬方法，你可以展示出自己的实力和决心，让对方认识到与你进行谈判不会轻而易举。

此外，采用强硬方法可以提高你的自信心。在谈判中，自信是取得成功的关键。如果你缺乏自信心，可能会被对方的言辞和行为所动摇，导致做出不利的决策。通过采用强硬方法，你可以表明自己的立场，并坚信自己的观点和要求是合理的。这种自信心将帮助你在谈判中保持冷静和集中，更好地应对各种挑战。

然而，要注意在采用强硬方法时保持合适的平衡。过分强硬可能导致谈判破裂或关系恶化。因此，在采用强硬方法时，要注意控制情绪，避免过度的攻击性言辞。同时，要保持开放的心态，愿意倾听对方的意见和需求。通过积极的沟通和合作，你可以找到一个双方都可以接受的解决方案。

总的来说，采用强硬方法在谈判中具有重要的作用。它可以维护自己的利益，增加谈判力量，并提高自信心。然而，要注意在使用强硬方法时保持适度，并与对方保持积极的沟通和合作。通过运用这些技巧，你将能够在谈判中取得更好的结果。

Negotiation Skills —— Hard Approach 篇二

在谈判中采用强硬方法的风险与应对策略

谈判是一项复杂的活动，涉及到各种利益和观点的冲突。在谈判中采用强硬方法可能带来一些风险，本文将探讨这些风险，并提供一些应对策略。

首先，采用强硬方法可能导致谈判破裂。如果你过于强硬，对方可能会认为你不愿意妥协或合作，从而选择退出谈判。这将使双方都无法达成自己的目标。因此，在谈判中，要注意在表达自己的立场和要求时保持适度，并展示出对合作和妥协的积极态度。

其次，采用强硬方法可能破坏与对方的关系。在商业谈判中，建立良好的关系是非常重要的。如果你过于强硬，可能会引起对方的不满和敌对情绪，影响到双方的合作和信任。因此，在采用强硬方法时，要注意控制情绪，避免使用攻击性言辞，以免伤害对方的感情。

此外，采用强硬方法可能使对方对你采取更加强硬的回应。如果你对对方施加压力或威胁，对方可能会采取同样的策略作为回应。这可能导致谈判陷入僵局，无法达成任何协议。因此，在采用强硬方法时，要注意避免过度使用威胁或压力，以免激化对方的反应。

针对这些风险，有一些应对策略可以帮助你在谈判中更好地应对和调整。

首先，要保持冷静和理性。在谈判中，情绪和冲动可能导致不理智的决策和言辞。通过保持冷静和理性，你可以更好地评估局势，并做出更明智的决策。此外，要注意控制自己的情绪，并避免对对方使用攻击性言辞。

其次，要灵活调整策略。在谈判中，没有一种策略适用于所有情况。根据对方的反应和变化的情况，你可能需要调整自己的策略。灵活性和适应能力是成功谈判的关键。

最后，要保持开放的沟通和合作。即使你采用强硬方法，也要愿意倾听对方的意见和需求。通过积极的沟通和合作，你可以找到一个双方都可以接受的解决方案。

总的来说，在谈判中采用强硬方法可能带来一些风险，但通过合适的应对策略，这些风险可以被有效地化解。保持适度和灵活性，并注重与对方的沟通和合作，将有助于在谈判中取得更好的结果。

Negotiation Skills —— Hard Approach 篇三

Negotiation Skills —— Hard Approach and Soft Approach

A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us.

Negotiation means the process of bargaining in order to arrive at an agreement or compromise on a matter of importance. It pertains to business as well as interpersonal communications. Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible.

“Hard approach” means in the negotiations we use some relatively intense language or our topic concerns some provoking things which may excite the other side. This is "hard bargaining" in which you give nothing and demand everything. You apply pressure to get your way. This approach is important when you absolutely must win, even if other persons will lose. The approach works well when you face weak or confused negotiators. It is less appropriate when a long-term relationship has to be maintained, or when your opponents are well prepared. Using this hard approach usually aims at winning the initiative in the negotiations or by exciting the other side to let them make the quick response, but if we use hard approach in an unsuitable situation, it may trigger the conflict between the two sides. And what is worse,the misusage of approach may destroy the negotiation plan.

In the negotiation，usually one occupies the superior position by their absolute advantages, and get the initiative. First, the adequate professional knowledge is necessary，

Negotiation Skills —— Hard Approach and Soft Approach

。For example, when the other side points out that the price is too high, they may take the advantage of jargons or the professional knowledge about the quality, technique, cost of purchasing, the wastage efficiency, for the purpose of occupying the superior position. Second, one must firmly control of the whole situation.

“Soft approach” means we use the soft and modest words to inquire of the other side or to make Concessions for alleviating the intense atmosphere in the process of negotiating. This is also called the "soft bargaining" approach. It minimizes the degree of conflict by generating trust and kindness. Using the soft approach, we can break the iceberg between the negotiators, as well as let the opponent to be slack which just like making a feint to the east and attacking in the west. You are looking for common ground and joint interests, and you want everyone to benefit. You compromise, and you expect other people to do the same. The approach is at its best when other inpiduals similarly cooperate. Although it is a good strategy, it also has its defect. It may force us into the Passive state or even fall into a trap designed by the opponent. And it does not work when others regard your "soft" approach as a weakness that they can exploit.

Soft approach is widely used in the i

nquiring with the host. Taking advantage of his own predominance in negotiation, the host can use this strategy efficiently. for instance4, if the host want to get the other side’s deadline, they can go to great lengths to show their Hospitality. A competent negotiator knows what kind of image he or she projects. Good negotiators also recognize and respond to the negotiating styles on the opposite side of an argument. For example, is your conflict with someone who generally needs social approval, and who therefore will favor cooperative negotiation? Or is your conflict with an aggressive personality who enjoys defeating an opponent? Other styles include negotiators who are intuitive, naive, deceptive, hostile, sarcastic, and so on. In each situation, you try to understand your negotiating personality in relation to others. This increases the prospects for your negotiation to succeed. To ease the stress of negotiating and improve the chances for a successful result, establish rapport with your opponent, and build on that foundation. This is especially important in cases where the parties will have a long-term relationship after closure.

Negotiation is a problem-solving exercise to create options that benefit everyone. A successful negotiator should use both of these two methods appropriately. Before you decide to negotiate, it is a good idea to prepare. What is it exactly that you want to negotiate? Set out your objective which is very useful. And we should try to first separate the people from the problem; then focus on interests, not positions and generate options for mutual gain; lastly use objective criteria to make decisions. According to different situation we should response properly and to the point. It is necessary to accurately identify each other's leaders and to take the initiative to attack. And at the same time, in some certain situation we also need to make Concessions. When you make a concession, the other party will usually respond with one. Indeed, he will feel compelled to do so. The flip side of this rule is that when you do someone a favor, they will feel indebted to you for it. There are Five basic principles in negotiations: Be hard on the problem and soft on the person; Focus on needs, not positions; Emphasise common ground; be inventive about options; Make clear agreements. Master Negotiators are always on the look-out for an acceptable compromise, especially as the gap between the parties’ narrows. Making concessions triggers the law of reciprocity.

The experienced negotiators know how to make some compromise. They will use some chips that are not as important as others to exchange some other chips which they consider more important while the opponents may consider it inessential for achieving the win-win negotiation.

There are different styles of negotiation, depending on circumstances. Neither of these approaches which include the hard approach and soft approach is usually much good for resolving disputes with people with whom you have an ongoing relationship: If one person plays hardball, then this disadvantages the other person – this may, quite fairly, lead to reprisal later. Similarly, using tricks and manipulation during a negotiation can undermine trust and damage teamwork. While a manipulative person may not get caught out if negotiation is infrequent, this is not the case when people work together routinely. Here, honesty and openness are almost always the best policies. To sum up, we should prepare well and use those strategies efficiently and properly.