某科技公司预购进一台大型电子设备,半年来一直与 A 公司接洽,但双方就价格问题迟迟未能达成一致。在最后一次谈判中,该科技公司公关营销代表认为, A 公司设备技术性能在国内并不处于领先地位,而且在交货日期上,科技公司也可以延展期限。 A 公司谈判代表认真考虑了科技公司代表的意见后,终于提出合理的价格,僵持半年的问题终于圆满解决。
该科技公司的谈判代表采取了什么公关技巧?这一技巧主要有哪些办法?
该科技公司的谈判代表采取了谈判活动的公关技巧——追求双赢。
这一技巧主要有以下方法:
(1)货比三家
谈判最重要的、最基础的工作,就是了解信息,知己知彼,从而对己方谈判的目标、报价、让步及其策略都做到心中有数、胸有成竹。“货比三家”,便通俗地表明了对谈判关键信息了解掌握的重要性。
(2)追求双赢
因为谈判的目的是为了双方进行愉快的、互惠互利的合作,且增进了解,建立友谊。如此,谈判追求的便是“双赢”,即双方均得到满足。
(3)缓兵之计
在谈判中,双方在交锋中难免会遇到矛盾一时无法解决,这时最忌讳的就是意气用事,过于针锋相对,以至伤了和气却依然解决不了问题。这种时候,最好的选择就是运用“缓兵之计”,在缓和气氛后双方再试图进行靠拢。
(4)梯度让步
几乎所有的谈判实践均表明,平等的谈判几乎没有不互相妥协、让步的。如此,让步就是谈判中必不可少的正常手段。
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Whataniceday!Howaboutthethreeofus_____awalkintheparknearby.
Ifyou_____insuchahurry,you_____sugarintothesauceinsteadofsalt.
翻译:
几千年的中国文化充实着中国梦,同时,过去三十几年的改革开放也激励着中国梦。中国梦最显著的特征是包容性和双赢合作。这些也是使中国梦扩大它的全球影响范围和被其他国家的人民认可的基本特征。中国梦是民族复兴的梦。它是建设一个强大繁荣的国家,给中国人民带来幸福生活的梦。中国梦需要维持稳定健康的经济发展,科学管理社会,以及有效应对外部发展的风险和挑战。
Scatteredthroughtheseasoftheworldarebillionsoftonsofsmallplantsandanimalscalledplankton.Mostoftheseplantsandanimalsaretoosmallforthehumaneyetosee.Theydriftaboutlazilywiththecurrents,providingabasicfoodformanylargeranimals.Planktonhasbeendescribedastheequivalentofthegrassesthatgrowonthedrylandcontinents,andthecomparisonisanappropriateone.Inpotentialfoodvaluehowever,planktonfaroutweighsthatofthelandgrasses.Onescientisthasestimatedthatwhilegrassesoftheworldproduceabout49billiontonsofvaluablecarbohydrateseachyear.Thesea’splanktongeneratesmorethantwiceasmuch.
Despiteitsenormousfoodpotential,littleeffortwasmadeuntilrecentlytofarmplanktonaswefarmgrassesonland.Nowmarinescientistshaveatlastbeguntostudythispossibility,especiallyasthesea’sresourcesloomevenmoreimportantasameansoffeedinganexpandingworldpopulation.
Nooneyethasseriouslysuggestedthat“planktonburgers”maysoonbecomepopulararoundtheworld.Asapossiblefarmedsupplementaryfoodsource,however,planktonisgainingconsiderableinterestamongmarinescientists.
Onetypeofplanktonthatseemstohavegreatharvestpossibilitiesisatinyshrimplikecreaturecalledkrill.Growingtotwoorthreeincheslong,krillprovidethemajorfoodforthegiantbluewhale,thelargestanimalevertoinhabittheEarth.Realizingthatthiswhalemaygrow100feetandweigh150tonsatmaturity,itisnotsurprisingthateachonedevoursmorethanonetonofkrilldaily.
Krillswimaboutjustbelowthesurfaceinhugeschoolssometimesmileswide,mainlyinthecoldAntarctic.Becauseoftheirpinkcolor,theyoftenappearasasolidreddishmasswhenviewedfromashiporfromtheair.Krillareveryhighinfoodvalue.Apoundofthesecrustaceanscontainsabout460calories—aboutthesameasshrimporlobster,towhichtheyarerelated.
Ifthekrillcanfeedsuchhugecreaturesaswhales,manyscientistsreason,theymustcertainlybecontendersasnewfoodsourceforhumans.
1.Whichofthefollowingbestportraystheorganizationofthepassage?
A.Theauthorpresentstheadvantagesanddisadvantagesofplanktonasafoodsource.
B.Theauthorquotespublicopiniontosupporttheargumentforfarmingplankton.
C.Theauthorclassifiesthedifferentfoodsourcesaccordingtoamountofcarbohydrate.
D.Theauthormakesageneralstatementaboutplanktonasafoodsourceandthenmovestoaspecificexample.
2.Accordingtothepassage,whyisplanktonregardedtobemorevaluablethanlandgrasses?
A.Itiseasiertocultivate.
B.Itproducesmorecarbohydrates.
C.Itdoesnotrequiresoil.
D.Itismorepalatable.
3.Whydoestheauthormention“planktonburgers”?
A.Todescribetheappearanceofonetypeofplankton.
B.Toillustratehowmuchplanktonawhaleconsumes.
C.Tosuggestplanktonasapossiblefoodsources.
D.Tocomparethefoodvaluesofbeefandplankton.
4.Whatismentionedasoneconspicuousfeatureofkrill?
A.Theyarethesmallestmarineanimals.
B.Theyarepinkincolor.
C.Theyaresimilarinsizetolobsters.
D.Theyhavegrasslikebodies.
5.Theauthormentionsallofthefollowingasreasonswhyplanktoncouldbeconsideredahumanfoodsourceexceptthatitis___.
A.highinfoodvalue.
B.inabundantsupplyintheoceans.
C.anappropriatefoodforotheranimals.
D.freeofchemicalsandpollutants.