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任何谈判,如果没有双方的让步、谅解和妥协,要想达成协议或共识,那是不可能的。怎样才能迫使对方作出最大限度的让步呢? 一、示以豪气,前倨后让 谈判中除了必不可少的“火力侦察”以外,有时候还可辅以某种自傲之情,即让自己的语言流泻出一定的豪气和胆气,借以攻破对方的心理底线,迫使其作出最大限度的让步。20世纪80年代,蛇口招商局负责人袁庚,同美国PPC集团签订合资生产浮法玻璃的协议。谈判时,在蛇口方面每年所付给美方的知识产权费
It is impossible for any negotiation to reach an agreement or consensus without the concessions, understandings and compromises of both sides. How can we force the other party to make the maximum concession? First, show pride, let the negotiations make the negotiations in addition to indispensable “fire reconnaissance”, sometimes supplemented by some kind of pride, that is, let their own Language flow out of a certain pride and courage, in order to break each other’s psychological bottom line, forcing it to make the maximum concessions. In the 1980s, Yuan Geng, head of China Merchants Shekou, signed a joint venture with PPC Group of the United States to produce float glass. During the negotiations, the intellectual property fee paid by the United States to Shekou in Shekou was paid annually