川總提出的談判，十有八九是志在必得的。在《交易的藝術》里已經(jīng)說的很多了：
談判的四個階段：
- 是提出驚人的目標；
- 是大肆宣傳；
- 是決策反復搖擺；
- 是獲得直觀的結果。
他寫道：一個遠高于預期的條件讓對手無從下手——反復無常的變化給對手施加壓力——給出次優(yōu)條件讓對手急于接受了事——達到最初想要的結果。
在這本書里，他又講了一些談判技巧。
- It’s all about persuasion, not power.
- Study the art of persuasion. Practice it.
- There’s a fine line between acceptance and resignation.
- Let then think the decision is theirs. It will give them a feeling of control.
- The person who has the gold makes the rules.
- The best negotiators are chameleons. Their attitude, demeanor, approach, and posture in a negotiation will depend on the person on the other side of the table.
- Learn the value of saying no. View any conflicts as an opportunity.
- Most important, know the party on the other side of the table before sitting down with them. Research who you’re dealing with, how they negotiate, and what they want from you.
