任何谈判都避免不了针锋相对的讨价还价,犹如战斗到了白热化的阶段。这时,谈判双方就抛开了一切虚套和客气,从各自的利益出发,唇枪舌剑,左冲右突,竭力使谈判向着有利于自己一方的方向发展。要做到在激烈的交锋中临阵不乱,在千变万化的形势面前从容镇定,心平气和地据理力争,必须注意以下问题: 一是对事不对人。每一位谈判者都想达成一项能满足自己利益需要的协议,这是完全正确的。为了达成协议, Any negotiation can not avoid tit-for-tat bargaining, just as the battle has reached a heated stage. At this moment, both sides of the negotiation have put aside all their imaginations and politeness. Starting from their respective interests, they will make irresponsible remarks and make every effort to make negotiations toward the benefit of one side. In order to be calm and fierce confrontation, we should calmly calm ourselves before the ever-changing situation, and calmly and reasonably contend for the following issues: First, we must not be right in the business. It is entirely correct that every negotiator wants to reach an agreement that meets the needs of his own interests. In order to reach an agreement,