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Question

杰出的能力素质。商务谈判的过程，也是人性表现的过程。在这个过程中，仅仅拥有知识是远远不够的。知识与能力密切相关，如果说知识是一个人的内涵，那么能力则是一个人的外在表现。知识只有在实践过程中有效地加以应用，才能转化为能力。一个成熟的谈判者必须以能力作保证。 首先，谈判人员要具有机智灵活的语言表达和驾驭能力。谈判贵在“谈”。谈判者的“谈”贯穿于谈判的整个过程，从谈判的开局陈述，到激烈的讨价还价，再到最后的签字画押，都需要较强的口头语言的表达和文字语言的正确恰当运用能力。通过“谈”，与对方沟通；通过“谈”，力争说服对方。因此，谈判者口头语言表达不仅要做到清楚明白、准确得体，还要讲究说话的艺术，语言既要温文尔雅又要恰到好处，既要不伤和气又要切中要害。语言既是一门艺术，也是一门学问，谈判人员只有在平时用心积累，刻苦学习，细心领会语言的奥妙，才能在谈判桌上随机应变、妙语连珠。 其次，谈判人员应具有敏锐的观察能力。谈判人员的一举一动，可能都是在有意无意的传达着某种信息。能够察言观色，捕获有用信息。广东有这样一句谚语：“当一个人笑的时候腹部不动就要提防他了。”伯明翰大学的艾文·格兰博士也说：“要留心椭圆形的笑容。”这是因为这种笑不是发白内心的，即皮笑肉不笑。手势、动作等无声语言传递的某种信息，其信息的发出者有时是难以控制的，但它们更多地是人们无意地流露，或是下意识之中进行的。这种无声语言所传递出的信息比用有声的语言传递出的信息更为敏感。因此，谈判者必须是一位目光敏锐，“眼观六路、耳听八方”，善于发现问题的观察家。 第三，谈判人员应具有良好的心理素质。自制力是谈判者在环境发生巨大变化时克服心理障碍的能力。由于谈判涉及到各自的经济利益，双方都希望获得己方有利的结果，因此，紧张激烈的唇枪舌战往往不可避免，僵持局面也常常出现，这必然使谈判者心理承受很大的压力。如果没有良好的心理素质，就必然导致情绪波动，使自己处于被动的弱势地位。而一个成熟的谈判者应善于在激烈的论辩中与对手周旋，在随时变化的局势中驾驭自己的情绪，控制自己的行为。处难不乱，遇暴不怒； 不因顺利而喜形于色，不因挫折而心灰意懒；沉着镇定地应对一切，显示出岿然不动的英雄本色。 第四，谈判人员应当具有较强的社会交际能力。谈判是一种社会交往活动，需要和不同的人发生联系，良好的人际关系，优雅的气质， 潇洒的风度有助于树立起良好的形象，有利于谈判的顺利进行。在谈判桌上，要举止温文尔雅，言谈诙谐幽默，表情沉着冷静，使谈判始终能够保持在一种轻松愉快、耐心和谐的气氛中进行

Answer 1

杰出的能力素质。商务谈判的过程，也是人性表现的过程。在这个过程中，仅仅拥有知识是远远不够的。知识与能力密切相关，如果说知识是一个人的内涵，那么能力则是一个人的外在表现。知识只有在实践过程中有效地加以应用，才能转化为能力。一个成熟的谈判者必须以能力作保证。 首先，谈判人员要具有机智灵活的语言表达和驾驭能力。谈判贵在“谈”。谈判者的“谈”贯穿于谈判的整个过程，从谈判的开局陈述，到激烈的讨价还价，再到最后的签字画押，都需要较强的口头语言的表达和文字语言的正确恰当运用能力。通过“谈”，与对方沟通；通过“谈”，力争说服对方。因此，谈判者口头语言表达不仅要做到清楚明白、准确得体，还要讲究说话的艺术，语言既要温文尔雅又要恰到好处，既要不伤和气又要切中要害。语言既是一门艺术，也是一门学问，谈判人员只有在平时用心积累，刻苦学习，细心领会语言的奥妙，才能在谈判桌上随机应变、妙语连珠。 其次，谈判人员应具有敏锐的观察能力。谈判人员的一举一动，可能都是在有意无意的传达着某种信息。能够察言观色，捕获有用信息。广东有这样一句谚语：“当一个人笑的时候腹部不动就要提防他了。”伯明翰大学的艾文·格兰博士也说：“要留心椭圆形的笑容。”这是因为这种笑不是发白内心的，即皮笑肉不笑。手势、动作等无声语言传递的某种信息，其信息的发出者有时是难以控制的，但它们更多地是人们无意地流露，或是下意识之中进行的。这种无声语言所传递出的信息比用有声的语言传递出的信息更为敏感。因此，谈判者必须是一位目光敏锐，“眼观六路、耳听八方”，善于发现问题的观察家。 第三，谈判人员应具有良好的心理素质。自制力是谈判者在环境发生巨大变化时克服心理障碍的能力。由于谈判涉及到各自的经济利益，双方都希望获得己方有利的结果，因此，紧张激烈的唇枪舌战往往不可避免，僵持局面也常常出现，这必然使谈判者心理承受很大的压力。如果没有良好的心理素质，就必然导致情绪波动，使自己处于被动的弱势地位。而一个成熟的谈判者应善于在激烈的论辩中与对手周旋，在随时变化的局势中驾驭自己的情绪，控制自己的行为。处难不乱，遇暴不怒； 不因顺利而喜形于色，不因挫折而心灰意懒；沉着镇定地应对一切，显示出岿然不动的英雄本色。 第四，谈判人员应当具有较强的社会交际能力。谈判是一种社会交往活动，需要和不同的人发生联系，良好的人际关系，优雅的气质， 潇洒的风度有助于树立起良好的形象，有利于谈判的顺利进行。在谈判桌上，要举止温文尔雅，言谈诙谐幽默，表情沉着冷静，使谈判始终能够保持在一种轻松愉快、耐心和谐的气氛中进行

Answer 2

Distinguished ability quality. Business affairs negotiation process, is also the process that human nature shows. Owning knowledge in the process of this , only is over insufficient. Knowledge and the ability go hand in hand, if knowledge is one personal connotation , the ability is one personal external behaviour then then. Knowledge gives application only when in the process of practice effective , ability changes into the ability. A mature negotiation person must assume guarantee with the ability. First, the negotiation personnel needs to have quick-witted nimble language express and control an ability. Negotiation is valuable in "talking". "Talk" of negotiation person runs through the entire process in negotiation , state , arrive at fierce higgling from the negotiation opening, sign again to final signing , requiring that stronger oral language expressing and characters language rightness are proper wielding an ability. Communicate with by "talking" , with the other party; Persuade the other party by "talking" , arguing strongly. Therefore, negotiation person oral language express not only should be clear clearly achieving , accurate befitting one's position or suited to the occasion , want to be particular about the art speaking too, language will be just perfect again now that essential points is cultured in manners, now that being going to hit the mark again if not hurting the friendship. Language is both one art and one door knowledge , the negotiation personnel accumulates attentively , studies assiduously only when on the ordinary time, subtlety understanding language's carefully, ability acts according to circumstances on the conference table , full of witty remarks. Secondly, the negotiation personnel should have the acute observation ability. Every act , possibility of negotiation personnel are all that some grow information in the janitor who does sth. naturally or half unconsciously. Be able to watch the expression and weigh the words , capture useful information. There is such one sentence proverb in Guangdong: "While one people laughs at abdomen does not move will be him on guard against. Dr. Aiwen of Birmingham university · Gelan also says: "Need to notice the ellipse smiling expression ". This is inward because of this laughs at fault for turning white , is a foxy smile. Certain silent language such as hand signal , action is transferred grows information , whose the information effluence person is to be difficult to control sometimes , they are that people reveals accidentally but more , is in progress or in the subconsciousness. Information transferred to out by this silent language is more sensitive ratio the information transferring out with language having sound. Therefore, negotiation person must be that one sight is acute ", the eye observes six roads , quick-eared ", be expert in the observer who discovers a problem. Thirdly, the negotiation personnel should have fine psychological quality. The self-restraint is negotiation person ability overcoming a block when enormous change happened in environment strenuously. Since negotiation deals with respective economy benefit, both sides all hopes result beneficial to acquisition one's own side, therefore, the strained fierce lip gun is argued heatedly with sometimes inevitable, deadlock aspect appears also often , this surely makes negotiation person mentality bear very big pressure. If not having fine psychological quality, lead to right away surely mood fluctuation , make self be in passive weak power position. A mature negotiation person should be good at middle moving about among fierce debating with with the opponent but , control self mood in the situation changing at any time, behavior controlling self. Violence of place difficult not to messy , meet is not angry; The reason is not smooth but does not beam with undisguised happiness, be not disheartened because of setback; Calm answers everything composedly , has demonstrated the true quality of a hero remaining firm. Fourthly, the negotiation personnel ought to have stronger society social intercourse ability. Negotiation is one kind of social interaction activity , connection , fine human relations , elegant qualities happened in the need and different people, bearing elegant and unconventional helps set up up the fine image , beneficial to the negotiation smooth is in progress. On the conference table, essential points habit is gentle and quiet of disposition , the talk is humorous the calm humorous , expressing feelings is calm , is in progress in making negotiation be able to keep the be light of heart in a kind of , patient harmonious atmosphere all the time

参考资料：百度词典

Answer 3

Outstanding ability quality. Business negotiation process, is also the process of human performance. In this process, only have knowledge is not enough. The knowledge and ability, if knowledge is closely related to a person's connotation, so is a person of ability. Knowledge is only in the process of practice, and can be effectively applied into ability. A mature negotiator must be guaranteed by ability. First, the negotiators have wit flexible and language expression ability. Negotiation is "talk". "Talk" negotiators throughout the whole process of negotiations, from the start, to negotiate statement of bargaining, again until the end of the chaldaeans, need to sign strong oral language expression and properly use of language ability. Through the "talk", and other communication, Through the "talk", and strive to convince them. Therefore, the negotiators verbal expression is not only to achieve clear, accurate, even speak language art, attention to proper and soft-spoken, or injury and will hit the mark. Language is an art, but also an art, only in peacetime attentively accumulation, study hard, careful, can grasp the secrets of the language at the negotiating table resourceful, intimidating serious smack-talking. Secondly, the negotiators should have keen observation capacity. Negotiators movements, intentionally or unintentionally may be in the convey a message. Silently, can capture the useful information. Guangdong is such a proverb: "when a person laugh when you move to guard his belly. The university of Birmingham elvin, dr said: "take heed of the oval smile." This is not the white of the heart, namely mouth-only smile can. Gestures, movements as silent language of certain information transmission, its information senders of sometimes is difficult to control, but they are more people mindlessly reveal, or among the subconscious. The silent language than to deliver information with audio language to deliver more sensitive information. Therefore, the negotiators must is an acute observer, "all eyes, all ears", to discover problem observers. Third, the negotiators should have good psychological quality. Self-control is the great changes in the environment of the negotiator's ability to overcome psychological barriers. Because each negotiating involves the economic interests, both hope to obtain alternatives, therefore, tight would often unavoidable standoff, often also appeared, which will make the negotiator psychological stress. If there is no good psychological quality, it will lead to emotional fluctuations, make yourself in a passive vulnerable position. But a mature negotiator should be good at fierce argument and the rivals in the kidnappers, change in the situation of your emotions and control your behavior. Place to meet not violent, anger, Don't say, not because of smooth and discouragement burnout, Poised to all calmly, showing the fat. Fourth, negotiators should have strong ability of social communication. The negotiation is a kind of social activities, needs and different people, good interpersonal skills, elegant temperament, natural and unrestrained manner helps to establish good image, the negotiation process. At the negotiating table manners, manners, gentle humor, expression, calm negotiations can always keep in a relaxed, harmonious atmosphere patience

参考资料：有道词典

Answer 4

55

Answer 5

200