谈判中巧用白脸——黑脸策略

• 作 者: 罗杰·道森 刘祥亚
• 出 处: 领导文萃
• 发表日期: 2004年期
• 关键词: 谈判策略 听着 警察局 我能 这个世界 做些 那家 在你 副总裁 对你说

白脸—黑脸策略是最有名的谈判策略之一。我们经常会在老套的警匪片中看到这种策略。警察把一名嫌疑人带到警察局,第一个出场的警察通常是一个看起来很凶的家伙,他使用各种办法威胁嫌疑人,告诉他“如果你不合作,我们就对你不客气了”。过了一会儿,这名警察突然被一个神秘电话叫走,然后第二个警察出现了。他简直是这个世界上最温和最善良的人,只见他坐了下来,开始与嫌疑人交朋友。他一边递烟给嫌疑人,一边说道:“听着,孩子,情况并没有那么糟。我很喜欢你,我知道你现在的处境非常艰难。为什么不让我来帮你呢?看看我能为你做些什么。”

White face - black face strategy is one of the most famous negotiation strategy. We often see this tactic in the old gangster films. The police took a suspect to the police station. The first police officer to appear was usually a seemingly fierce guy who threatened the suspects in various ways and told him that “if you do not cooperate, we will not treat you You're welcome”. After a while, the police officer was suddenly called by a mysterious phone and a second police officer appeared. He was simply the most gentle and kind-hearted man in the world, and saw him sit down and start making friends with the suspects. He handed the cigarette to the suspect and said: “Listen, boy, the situation is not so bad. I really like you and I know you are in a very difficult situation now. Why not let me help you? Look at me What can I do for you? ”