浅论商务谈判的倾听技巧

An Analysis on the Listening Skill in Commercial Negotiation

商务谈判是企业经济活动中一项十分重要的活动。在谈判过程中,"听"是了解和把握对方观点与立场的基本手段和途径,也是人们制定谈判策略的依据。实验表明"听"存在各种障碍,这些障碍会对谈判过程中的有效倾听造成干扰,影响谈判效果。只有了解这些障碍并分析它们形成的原因,才能有效地克服倾听障碍,提高有效倾听的能力。充分认识和掌握商务谈判的有效倾听规则和倾听技巧对于谈判者来说是非常必要和有意义的。

Commercial negotiation is very important in the economical activities of ent course of negotiation, listening is the basic and essential means to comprehend and master erprises. In the the opinion and intension of the opposite side and the basis of working out negotiation strategy. Evidence shows that some barriers do exist in effective listening. Learning about and analyzing these barriers can help negotiators overcome the difficulties and essential for the negotiators improve the ability of effective listening. to know and master the regulations and Therefore, it is very significant and the skill of effective listening.