-
1
红白脸
(1)
“Good cop, bad cop”
2
开
局
发
言
九
药
店
The
most
important
parts
of
your
presentation
are
the
opening
and
closing
statements.
The
beginning
is
important
because
your
listeners are fresh and
easy to impress. The
end is
important
because people
remember
what they hear
last. It is therefore advisable
to
give
much
thought
to
your
introduction
and conclusion.
There are a number of
approaches
you
can
use
to
attract
immediate attention.
（
1
）
Arouse curiosity by asking a question
related to your talk.
（
2
）
Say something humorous
（
3
）
Start
off
with
an
interesting
news
item.
（
4
）
Begin with specific illustration, which
tends to lend
增加
an air of seriousness and
reality to your talk.
（
5
）
Open with the
impact
of a profound
quotation.
（
6
）
Show a visual illustration of your main
points,
which can
be either a chart, picture
or item related to your
talk.
（
7
）
Open with a simple explanation of how
your
topic
affects
the
common
interests
of
the listeners.
（
8
）
Start with a shocking
statement.
（
9
）
Casually comment on sth. that has just
happened
or
been
said
at
the
meeting
if
it
ties into your presentation.
3
谈判一
What is
Negotiation
Here
is
a
story
presented
by
Dr
.
Gerard
Nierenberg,
a
universally
acknowledged
professor in the field of
negotiation.
“Recently
two
of
my
sons
were
squabbling
over
some
apple
pie,
each
insisting
that
he
should
have
the
larger
slice.
Neither
would
agree
to
an
even
split.
So
I
suggested
that
one
boy
cut
the
pie
any
way
he
liked,
and
the
other
boy
could
choose
the
piece
he
wanted. This sounded
fair to both of them,
and
they
accepted.
Each
felt
that
he
had
gotten the square
deal.”
This,
according
to
Dr.
Nierenberg,
was
an
example
of
“perfect”
negotiation,
which
vividly
manifests
the
following
“fundamental
principles” of negotiation:
4
谈
判
二
First.
“negotiation”
is
an
element
of
human
behavior
.
It
depends
on
communication,
that
is,
it
occurs
between
individuals. A man
doesn’t have to negotiate
to himself.
Whenever people exchange ideas
with the
intention of changing relationships,
and
whenever they consider
for
agreement,
they
are
negotiating.
Secondly,
“negotiation”
takes
place
only
over
issues
that
are
“negotiable”.
Thirdly,
“negotiation”
takes
place
only
between
people who have the
same interest. Fourthly,
“negotiation”
takes
place
on
ly
when
negotiators are
interested not only in taking
but also
in giving; and finally, “negotiation”
takes
place
only
when
negotiating
parties
trust each other to
some extent.
?
In
short,
negotiation
is
to
talk
with
another person or group
in order to try
to
come
to
an
agreement
or
settle
an
argument.
?
5
需要层次论
The need
theory:
One
of
the
key
theories
about
“people
at
work”
is
Maslow’s
“hierarchy
of
human
needs”.
Maslow
suggests
that
human
beings
take
actions
in
order
to
satisfy
essential
needs.
He
classifies
human
needs
under
five main headings:
1.
Physical
or
survival
needs
(PHYSIOLOGICAL
NEEDS:
FOOD
&
DRINK)
生理需要
Our
most
important
need
is
to
survive.
To
remain
alive,
a
man must have food,
water
,
shelter
and
rest.
His
thoughts
and
energies
will
be
directed
toward
satisfying
the
survival
needs
and
shows
little
interest
in
the
other four types of needs.
2.
Security
and
safety
needs
(
NEED
FOR
SHELTER)
住所需要
Once
the
human
being’s
most
important
physical
needs
are
satisfied
to
at
least
a
minimum
and
continuing
degree,
the
next
need
that
becomes
dominant is the
security
or safety need. His efforts
are now aimed at
being comfortable,
safe and secure. Security
includes not
only the
physical
safety of this
person
(locked doors and barred windows),
but
also
includes
economic
safety,
a
steady
job,
life insurance, a saving account, etc.
…
6
需要层次论
3. Social
needs
社会需要
When
the
individual
is
no
longer
continually
hungry
and
has
sufficient
security
he
needs
to
belong
to
and
be
accepted
by
a
small
intimate
group,
his
family
and
a
few
close
friends
and
colleagues.
He
feels
the
need
to
be
wanted
and accepted
not
only
by his family
but by
the social
groups.
4.
Ego
and
esteem
needs
(
ESTEEM
NEEDS )
尊重需要
The individual whose physical needs,
security
and
belonging
needs
are
satisfied
becomes concerned with esteem. That is
the
need
for
self-respect
and
respect
from
the
others.
5. Self-
realization needs ( NEED FOR SELF
-
ACTUALIZATION )
实现自我价值需要
If
the
physical,
security,
belongingness
and
esteem
needs
are
satisfied,
the
individual’s
most
important
need
becomes
self-realization.
This
need
is
named
at
self-fulfillment,
his
desire
to
become
his
best
self,
to
realize
his
capabilities
to
the
fullest.
This
need
is
sometimes called the “creative” need.
…
7
需要理论与谈判
The
need
theory
and
negotiation
In
negotiation,
how
to
use
the
need
theory
to
find,
analyze
and
satisfy
each
other’s
needs
is
very
crucial
至关重要
for
any
negotiator
to
gain
over
the
most
possible
benefits.
1. Survival needs and negotiation
Negotiation is very
physical
and
mental
consuming
work
with
great
psychological
pressure.
If
the
negotiator’s
survival
needs
can
not
be
ensured,
his
spirit
and
mood
will
be
affected
and
consequently
fail
to
achieve
the
expected
negotiation
objectives. The
survival needs are embodied in
the
negotiation
as
the
negotiato
r’s
needs
for
dress,
food, accommodation, and traveling.
The
need
for
dress
is
to
dress
properly
to
match
your
identity
and
status.
It
can
not only satisfy your need for dressing, to
inspire
鼓励
yourself and your peers
同辈人
but
also
win
your
opponent’s
admiration
and
approval
so
strengthen
your
own
negotiating
power.
Contrarily
if
you
lower
your
dressing
standard,
you’ll
have
some
psychological
pressure
of
inferiority
complex
自卑感
and
be
despised
藐视，轻视
by
your
opponent,
which goes against effective
negotiation. …
8
需要理论与谈判
The
need
for
food is
to eat well, which means nutritious and
to
your
taste
as
well
as
up
to
the
healthful
requirement.
The
need
for
accommodation
means to match
your identity, status and living
habit.
It
should
be
a
place
that
is
quiet,
comfortable
and
with
convenient
living
environment,
which
will
help
get
rid
of
tiredness,
resume
energy
and
stimulate
the
negotiator’s way of thoughts and
interests.
The
need
for
traveling
indicates
convenient traffic and communication
with the
outside
world
to
improve
negotiating
efficiency
and
quality
and
fulfill
all
the
negotiating tasks.
As a host and negotiating organizer