谈判策略技巧培训

谈判策略技巧培训

谈判策略技巧培训 篇1

企业培训：步步为赢销售谈判技巧及双赢谈判策略培训

【培训背景】

销售分为很多种，产品分类又非常广泛，怎样让客户不流失？怎样把自己的产品高价销售出去？怎样转换地位，取得谈判的优势？怎样让销售人员占上风，如何扭转客户的思维？这些营销的技巧您是否能运用，怎样才能如果您或您的销售人员遇到以上问题得到一个满意的解决方法？

中房商学院培训网特邀实战渠道营销专家马坚行老师，一同和学员分享销售中遇到的实战问题。【培训收益】

1、从市场竞争环境和特点出发，提升营销能力；

2、掌握客户选择产品的思维地图，并设计与之匹配的销售模型；

3、掌握顾问式销售的原则和技巧，深入挖掘客户的需求，激发合作或购买意愿； 【培训对象】

总经理、营销总监、销售经理、区域经理、销售人员 【培训讲师】

马坚行：实战渠道营销专家，终端运营管理专家，MSS销售训练系统创始人，马坚行老师先后就职于跨国企业与民营集团，具备双重视角看待国内渠道营销问题。从一线业务做起，到担任营销管理中高层，丰富的销售与管理经历为他从事销售培训工作打下了扎实的基础。马坚行老师长期致力于成长性企业品牌渠道营销问题研究与营销管理工具的推广应用；最喜欢讲授“渔夫撒网”纲举目张的故事，提出了营销渠道二批“支点原则”和零售终端“集中原则”。在销售技巧方面，马坚行老师提出的“MSS销售训练系统”在国内实战销售训练领域处于领先水平。特别是在销售心理解剖、销售动作分解、销售工具应用与销售教练程序等方面独树一帜，得到了许多民营企业的大力赞同。并与中山大学等著名学府建立了销售技能模型研究合作关系。马坚行老师的课程是销售人员战斗能力快速提升的最佳选择，他实现了销售理念与销售工具之间的有效结合，完成了销售技能从“理念化”向“工具化”的完美落地，对于快速制造与武装合格销售人员起到了非常重要的作用。【培训内容】

第一单元：步步为赢销售模型

一、客户凭什么选择你？

1、这是什么？为什么成交？为什么现在成交？

2、由卖到买转化：如何帮客户一起买东西？

二、步步为赢的课程体系：

1、源于客户选择产品的心理地图

2、步步为赢销售六步骤是快速促成的销售模型 第二单元：步步为赢销售六步骤动作分解 第一步：三军未动，“准备”先行

一、销售计划的制订

二、收集客户信息

1、信息收集的3大核心要素

2、信息收集关键四步

三、个人准备

四、小工具，大作用：《客户资料卡》 讨论：谈判不是靠口才，而是靠准备 第二步：如何赢得客户的信任

一、赢得信任，让彼此卸下盔甲

1、信任是成交客户的敲门砖

2、如何创造轻松、和谐交流环境？

3、设计轻松愉快的开场白

4、十招建立信任感

二、不同类型客户的接触技巧

1、四种典型的人际风格的沟通特点

2、不同风格客户的应对策略

第三步：打钉子：套牢客户的需求与问题

一、客户的需求心理

1、客户的心理剖析：他真不需要吗？

2、小问题不着急，大问题要立即

二、需求是锁，问是钥匙 1、60%销售失败的主要原因：问得不透，说得太多

2、如何有效发问，将简单的问题点引向深处？

3、如何有效的倾听？说者无意，听者用心。

三、连环四问法技能解析

1、让客户要“买”的四种提问技法

2、问题诊断 – 调查客户难点与不满

3、需求发掘 – 引导解决方案与购买

4、角色演练：连环四问法策划运用

四、“内部向导”的利用

讨论：客户非常强势，未等你安营扎寨站稳脚跟，就连珠炮式发问怎么办？ 第四步：双赢方案推介与异议处理

一、方案推介

1、先需求，后方案

2、如何做好价值呈现与强化？

3、个性化方案介绍的重要方法：FABE销售法

4、方案推荐四策略：卖方案法/树标准法/围点打援法/声东击西法 二、三三五制双赢谈判策略

1、三步骤创造谈判双赢

2、三筹码：情报、权势、时间的灵活运用

3、五个有效的谈判策略

4、绝对对你有用的谈判思维

①谈判不仅是分蛋糕，还可以把蛋糕做大 ②不要轻易说不可以，谈判是条件交换条件 ③切割法、挂钩法、找交集法、增加资源法

四、典型异议问题处理度 第五步：解决方案的促成

一、有效促成签约的方法

1、把握促成时机

2、感性促成与理性促成

3、六种有效的促成技巧

二、与客户签合同时要注意的问题 讨论：如何策反竞争对手的客户？ 第六步：忠诚关系培养

1、卖产品就是卖人品

2、兑现你的承诺

3、口碑传递

4、激活VIP客户

5、长期客户关系的维护与发展 详情查看中房商学院房地产培训网

中房商学院是中国房地产智业高端品牌。以“唯有实战，方有实效”的服务理念，服务4000多家房企，培养6万

谈判策略技巧培训 篇2

关键词：设备采购,采购谈判,谈判策略

高校采购政策的实施给高校设备采购提供了一个广阔的市场, 使高校能在更大范围内以更灵活的方式, 选择、比较、谈判、择优进行高校设备的采购。但同时也给设备采购人员提出了更高的要求。高校设备采购谈判策略的引入正着眼于帮助设备采购谈判人员在可以预见和可能发生的某种情况下采取的一系列相应行动方式、措施、技巧、战术和手段, 保证设备采购谈判的顺利进行。

由于谈判策略涉及到多方面知识的整合和多阶段分方式实施, 仅凭一种单一的谈判策略, 设备采购谈判不可能获得完全成功, 有时甚至会落入商家的圈套。因此, 一个优秀的高校设备采购谈判人员必须熟悉和掌握各种谈判策略与技巧, 学会在谈判中灵活运用谈判策略, 以达到通过谈判使采购设备充分满足高校装备条件和教学设施的改进, 并保证学校利益的最大化。

一、因人而异, 充分了解谈判对手的谈判风格

设备采购商务谈判要面对的谈判对象来自不同的地区和企业。由于各个企业都从属不同的地区并有各自的企业文化和销售理念, 各企业的商业服务意识也或多或少受到的所在地域文化和传统观念的影响, 由于各地区的文化背景和价值观念存在着明显的差异, 企业谈判者的谈判方式也不尽相同。如果高校设备采购谈判人员想在商务谈判中不辱使命、稳操胜券, 就必须熟悉各地区、各企业不同的文化背景和企业理念, 针对不同的谈判对手, 采用不同的谈判方式。

中国企业谈判者的特点:中国企业谈判者主要从人的因素和事的因素分析进行谈判, 而在谈判过程中, 往往会先“人”后“事”, 即先重视人的因素, 然后再考虑事的因素。所谓“人的因素”是指主要考虑谈判对方的地位和人际关系这两个方面, 对方如果社会地位或职位比较高, 就会让谈判者产生敬畏心理, 从而影响到谈判对策;其次, 中华民族讲求群体观念, 所以, 在谈判中, 企业谈判者会尽可能维护人际关系的和谐有序。所谓“事的因素”是指谈判者也会考虑事的因素, 事的因素包含利益和风险两大内容, 即谈判者所考虑的经济交易潜在价值是由“社会关系”和“风险规避”决定的。总之, 中国企业谈判者在谈判时, 主要采取行为导向决策 (因人而异) 和谈判价格决策 (成本考量) , 这两者是相互纠结而不可分的。

西方企业谈判者的特点:由于中西方语言和文化的差别, 其谈判风格有所不同。例如, 美国商客性格开朗, 自信果断, 办事利落, 在谈判中他们干脆直爽, 重视效率, 追求实利, 同美国人谈判, 就要避免转弯抹角的表达方式, 是非必须清楚。如有疑问, 要毫不客气地问清楚, 否则极易引发双方的利益冲突, 甚至使谈判陷人僵局。日本商人工作认真, 事事考虑长远影响, 他们讲究礼节, 彬彬有礼地讨价还价, 注重建立和谐的人际关系, 重视商品的质量, 所以在同日本人打交道时, 在客人抵达时到机场接机、在谈判后与客人共进晚餐、交朋友, 都是非常必要的, 这些都可以在一定程度上避免冲突的出现。

当然, 随着当今世界经济一体化和通讯的高速发展以及各地区企业之间频繁的交往, 相互影响, 取长补短, 地区和企业风格已不十分明显。因此, 高校设备采购谈判人员既应了解和熟悉不同地区及企业的谈判风格, 更应根据临时出现的情况在实际设备采购谈判中随机应变, 适当地应用一些谈判策略和技巧, 以达到预期设备采购的目的, 取得采购谈判的成功。

二、拟定目标, 充分调研, 做好谈判前的准备工作

谈判过程其实就是一个杠杆过程, 如图1所示, 谈判双方比较的是彼此的筹码, 谁的筹码大, 杠杆就倾向谁。暂时的输赢说明不了问题, 因为筹码可以随时改变。因此, 变化性和趣味性就成为谈判的魅力所在, 对于谈判的双方来说, 谁更懂得收集创造筹码, 谁就更有可能成为胜利者。由于高校设备采购面广, 谈判的对象也千差万别, 因此, 要准备的筹码也非常充分:主要包括精心拟定谈判目标与策略、谈判小组成员的组成、谈判者自身的分析以及对谈判对手的分析, 必要时还要进行事先模拟谈判。

1、拟订谈判目标, 明确谈利最终目的

准备工作的一个重要部分就是设定你让步的限度。设备采购谈判中经常遇到的问题就是价格问题, 这也是谈判利益冲突的焦点问题。在谈判前, 双方都要确定一个底线, 超越这个底线, 谈判将无法进行。这个底线的确定必须有一定的合理性和科学性, 要充分进行兄弟院校及其他途径的调研了解, 所指定的价格底线, 必须要建立在调查研究和实际情况的基础之上。在对高校急需设备的采购谈判中, 如果提供商把价格底线确定得过高或高校谈判小组把价格底线确定的得过低, 都会使谈判中出现激烈冲突, 导致谈判失败, 从而影响高校正常的教学和科研秩序。

2、提前沙盘推演, 制定详细谈判策略

每一次谈判都有其特点, 因此必须制订特殊策略和相应战术。在某些情况下首先让步的谈判者可能被认为处于软弱地位, 致使对方施加压力以得到更多的让步;然而在另一种环境下, 同样的举动可能被看作是一种要求回报的合作信号。在设备采购中, 采取合作的策略, 可以使双方在交易中建立融洽的供求关系, 使谈判成功, 各方都能受益。但纯粹的合作关系也是不切实际的。当对方寻求最大利益时, 将会采取各种各样的竞争策略。因此, 在谈判中采取合作与竞争相结合的策略会促使谈判顺利结束。这就要求我们在谈判前制定多种策略方案, 以便随机应变。首先, 需要事先计划好, 如果必要时可以做出哪些让步;还要核算成本, 并确定怎样让步和何时让步。重要的是在谈判之前要考虑几种可供选择的竞争策略, 万一对方认为你的合作愿望是软弱的表示, 或者对方不合情理、咄咄逼人, 这时可以改变谈判的策略, 做出适当的让步, 保证设备采购的顺利完成。

3、优化谈判成员, 组建高素质谈判团队

高校设备采购谈判在某种程度上是双方谈判人员的实力较量, 由于高校的特殊性, 双方都或多或少地进行过接触, 甚至有部分是高校的长期供货单位。谈判的成效如何, 往往取决于谈判小组成员的知识面和心理素质。由于高校设备采购谈判所涉及的面广泛而又复杂, 因此, 提前通晓采购设备的相关知识十分重要。一般来说, 除了具备市场营销、经济管理、行政管理这些必备的专业知识外, 谈判者还应了解心理学、财务知识、企业背景、有关地区的商务习俗以及与谈判项目相关的工程技术等方面的知识, 构建较为全面的知识结构有助于构筑谈判者的自信。

此外, 作为一个高校设备采购的谈判者, 还应具备一种自信、果断、富于冒险精神的心理状态。只有这样才能在困难面前不低头, 风险面前不退缩;才能正视挫折与失败, 取得成功与胜利。因为设备采购谈判常常是一场群体间的交锋, 单凭谈判者个人的丰富知识和熟练技能, 并不一定就能达到圆满的结局, 所以更要设备采购谈判小组的团结。谈判小组成员各自的知识结构要具有互补性, 从而在解决各种专业问题时能驾轻就熟, 提高谈判效率, 在一定程度上减轻主谈人员的压力, 保证学校利益的最大化。

三、刚柔并济、以退为进, 充分应用谈判技巧

高校设备采购谈判的目的是为了达成各方面都满意的协议或合同。谈判双方确有为争取自身利益最大化的对抗关系, 但更重要的还是合作关系, 是为了合作才有暂时的对抗。所以在谈判中, 要恰当地使用一些谈判技巧, 尽力避免激烈冲突的出现, 谈判陷入僵局对谈判双方来说都是失败。

1、刚柔相济

在谈判过程中, 设备采购谈判人员的态度既不可过分强硬, 也不可过于软弱。前者容易刺伤对方, 导致双方关系破裂, 后者则容易受制于人, 采取“刚柔相济”的谈判技巧, 将能使谈判达到比较满意的结果。谈判中有人充当“红脸”角色, 持强硬立场;有人扮演“白脸”角色, 取温和态度。“红脸”是狮子大开口, 大刀阔斧地直捅对方敏感部位, 不留情面, 争得面红耳赤也不让步。“白脸”则态度和蔼, 语言温和, 处处留有余地, 一旦出现僵局, 便于从中斡旋, 挽回局面。

2、拖延周旋

在设备采购谈判中, 有时会遇到一种态度强硬、咄咄逼人的谈判对手, 他们以各种方式表现其居高临下。对于这类谈判者, 采取拖延周旋的策略往往十分有效。通过许多回合的拉锯战甚至可以考虑进行多回合竞争性谈判, 使趾高气扬的谈判者感到疲劳生厌, 逐渐丧失锐气, 同时使自己的谈判地位从被动中扭转过来, 等对手精疲力竭的时候再反守为攻。

3、留有余地

在设备采购谈判中, 如果对方向谈判小组成员提出某项要求, 即使你能全部满足, 也不能马上完全答应, 而应先答应其大部分要求, 留有余地, 以备讨价还价之用。

4、以退为进

让对方先开口说话, 让对方充分表明所有的要求并耐心听完对方的话以后, 再迅速抓住其言语中存在的破绽, 发起进攻, 迫其就范。有时设备采购谈判小组可以在局部问题上可首先做出让步, 以换取谈判对方在重大问题上的让步。

5、相互体谅

设备采购谈判中最忌索取无度、漫天要价或胡乱杀价, 使谈判充满火药味和敌对态势。谈判双方应将心比心, 互相体谅, 才能使谈判顺利进行并取得双方满意的结果。

四、换位思考、创造双赢, 合理解决谈判中出现的问题

由于在设备采购谈判中, 涉及到双方各自的利益, 双方都想获得自身利益的最大化, 利益的冲突就难以避免。此时, 只有采取有效措施解决谈判过程中临时出现的问题, 才能使采购谈判顺利完成, 满足双方的需求。

1、注重换位思考

设备采购谈判双方的利益冲突往往不在于客观事实, 而在于人们的想法不同。谈判双方各执己见, 都是按照自己的思维方式考虑间题, 这时谈判往往出现僵局。在谈判中, 如果出现双方意见不一致的情况, 可以尝试以下几种措施来处理问题: (1) 不妨站在对方的立场上考虑问题; (2) 不要以自己为中心推测对方的意图; (3) 相互交流彼此的见解和看法; (4) 寻找机会采取行动化解冲突; (5) 要让对方感觉到自己希望达成协议的诚意; (6) 在协议达成时, 一定要给对方留面子, 尊重对方人格。

2、创造双赢的解决方案

设备采购谈判的目的并不是“你赢我输”或“你输我烹”, 谈判双方首先要树立双赢的概念。一场谈判的结局应该使谈判的双方都有“赢”的感觉。采取什么样的谈判手段、谈判方法和谈判原则使谈判的结局对谈判各方都有利, 这是设备采购谈判的实质追求。因此, 面对谈判双方的利益冲突, 谈判者应重视并设法找出双方实质利益之所在, 在此基础上应用一些双方都认可的方法来寻求最大利益的实现。谈判双方应该能够识别其共同的利益所在, 而共同利益就意味着商业机会, 强调共同利益可以使谈判更顺利。

3、借助价值标准, 最终解决谈判中的利益冲突问题

在设备采购谈判过程中, 有时双方会就某一个利益问题争执不下, 互不让步, 即使强调“双赢”也无济于事。此时, 价值标准的引入在设备采购谈判中就能起到了非常重要的作用。对于谈判中经常遇到的价格问题, 当双方无法达成协议时, 可以参照一 (下转第16页) (上接第13页) 些价值标准, 如兄弟院校采购价格、市场实际价值、替代成本、账面价值等等。此种方式在实际谈判中非常有效, 可以不伤和气地快速取得谈判成果。在价格问题上的利益冲突可以这样解决, 其他问题同样也可以运用价值标准来解决。但是, 在谈判中有一点一定要把握, 就是坚持设备采购的以下基本原则:公平有效的原则、科学的原则和先例原则。

总之, 高校设备采购种类繁杂, 谈判对象多种多样、谈判对手层次复杂, 因此, 高校设备采购谈判人员只有不断总结和提炼谈判技巧和谈判策略, 灵活、适当地运用各种谈判技巧与应对策略, 巧妙解决设备采购谈判中出现的各种问题, 就能化解各种冲突, 达到设备采购的预期的谈判目的, 确保高校在有限的资金下, 大幅度提升高校教学设备和条件装备的水平, 为高校教学科研的深入和学科建设的进一步发展提供良好的设备保障。

参考文献

[1]彭正, 周元香.高校物资采购中的商务谈判[J].管理观察, 2009, (06) .

[2]董华平.浅谈企业采购中商务谈判策略[J].科技情报开发与经济, 2007, (22) .

[3]宋贤卓.商务谈判[M].北京:科学出版社, 2004.

[4]蒋春堂, 蒋冬梅.谈判学 (新版) [M].武汉大学出版社, 2004.

[5]王曰贵, 吴彩香.运用商务谈判降采购成本[J].中国石化, 2003, (05) .

[6]曾莉, 辛学刚, 曹旭.我校实验室物资采购的做法与体会[J].第一军医大学分校学报, 2003, (01) .

[7]周忠兴.商务谈判原理与技巧[M].南京:东南大学出版社, 2003.

法律谈判的技巧分析 篇3

关键词：法律谈判；纠纷解决；策略技巧；心理技巧分析

一、法律谈判概述

法律谈判是在遵循法律的基础上，确认相关的法律事实，寻求双方的利益均衡点，排除当事人超越法律范畴的自由合意。法律谈判的当事人是案件的当事人，律师只是当事人的代理人，为当事人提供法律咨询服务，在当事人的委托或授权范围内，为了当事人的利益与对方进行谈判。法律谈判的当事人关注的是权利或利益而非立场，因此，法律谈判不是双方律师关于法律条文和案件事实的辩论，而是针对争议事项讨论各种可能的解决方案。

二、法律談判的策略技巧

弗拉斯科纳说过“谈判就是一场游戏”，那么，法律谈判策略在谈判中就是一种争取有利优势和主动权去赢得这场游戏的胜利的手段。因此，在具体的谈判中，法律谈判的策略的制定就显得尤为重要，能够将法律谈判策略灵活的运用到谈判的各个阶段或者各个环节当中将会使谈判者更为轻松的达到自己的目的，能更大的维护当事人的利益，对于谈判策略的运用应该注意以下几个方面：

（1）对双方的优劣进行分析，在谈判过程中突出自己的优势规避自己的劣势，这是制定谈判策略的前提条件。正所谓，知己知彼百战百胜，在进行法律谈判之前首先要做的就是了解具体案情和当事人需要达到的目的，界清己方的底线，然后对案情进行具体的分析找出双方的优势与劣势，这样才能更好的制定谈判方案。不仅如此，进行谈判前还应该充分了解谈判对手的个性特质和谈判方式，这对谈判策略的制定也是大有裨益的。

（2）法律谈判者应步步为营，稳扎稳打。法律谈判者应该有层次的推进自己的诉求，采取先易后难的策略，给予对方充足的时间来接受。为避免谈判进入僵局，应暂时把棘手的问题搁置，先就其他略显简易的问题加以磋商。谈判目标的实现，不要期望于一蹴而就，一步到位，而应采取步步为营的原则，逐步实现谈判目标。通过讲事实讲法律，将整个谈判过程纳入到自己设想的轨道上来。

（3）掌握谈判的主动权，控制好谈判的每一个阶段。要想掌握谈判的主动权，掌控开局是至关重要的，谈判的开局是优势的最初利用，一个良好的开局能给谈判者带来很多有用的信息，反之，开局也很容易陷入对手的陷阱之中，虽然陷入陷阱并不意味着谈判的失败，但是这会给这场谈判带来不必要的曲折和阻碍。此外，谈判过程中对心理分析的技能的运用可以打破僵局从而找到突破点，可以在关键时候变被动为主动，从而获得整个谈判活动的胜利。

（4）制定好应急策略。谈判的过程是双方进行磋商找到利益平衡点的过程，在谈判过程中往往会发生一些突发状况，而且每次谈判都不能保证一次就能成功，为了预防这样的情况发生，必须提前制定好应急策略。

三、法律谈判的心理技巧分析

谈判实为沟通，沟通是一种意识的交流。在谈判过程中，各方参与者其实就是在谈判过程中使用各种沟通方式来传达讯息，因此在谈判过程中对各方参与者的一举一动都有必要加以注意并予以分析，借此获得有助于谈判进行的各式信息。这其实就是一种对对方心理分析的一种表现，主要有以下几个方面：

（1）信息保护。众所周知，除了尽量在谈判前及谈判中收集对方相关信息外，保护自己的信息不被对手知悉是相当重要的。让对手不知道己方手中握有什么底牌会给对方造成一定的心理压力，在谈判中为己方建立起有利基础。

（2）谈判地点安排。在谈判地点的安排上尽量选择己方作为主场进行安排；或者在座位安排时展现较强势的作风，一般人在心理上就会有像去别人家做客的感觉，相比之下己方在地位上就在心理上取得了一定的优势。

（3）确定谈判主题的基调，以保证谈判程序能够顺利的朝着有利于己方的方向进行。以合作为目标的谈判，可以双方情感交流为主线，表现出互相理解、乐于配合的意愿，拉近彼此关系、形成情感共鸣，开局气氛则会较为融洽，有利于双方达成一致的协议方向。对于竞争性的谈判，谈判刚一接触时，双方往往十分谨慎，目的在于彼此试探。此时若抛出直接指向对方核心利益的诉求时，会使得对方猝不及防，己方则会较之对方赢得心理优势，使得谈判整体处于主动地位。采取保守策略的情况下，关键在于要认真听取对方陈述，抓住对方问题点，进而制定详细战略予以突破。谈判策略在法律谈判过程中的运用是相对的，而不是绝对的，应根据内容的需要有侧重的选择谈判策略。

（4）减少犯错。即使是经验丰富的律师，也无法保证自己在谈判场上绝不会犯错。若是犯错，谈判可能难以按自己既定的方案进行，也可能给自己造成心理压力，给对方以喘息的机会，使得对手从中抓到有利于其翻盘的机会。所以，减少犯错的机会不只是对自己专业能力的要求，更是谈判中使自己在心理战上取得优势的关键。

（5）注意身体语言。事实上，眼神、手势或者姿势可能比言语传达更多的信息。因此，留意并研究对手的身体语言对探析对手当前的心理状态是极有价值的。在谈判场上，每个人都须相对伪装，不能让对手洞悉自己内心真实想法。但出于人的本能，在举手投足间都会表现出一定的心理活动，所以要有极大的耐心观察细节和行为的细微差别，关心对手，注意其行为举止，如果事情稍有不顺就要有所警觉，并对此进行分析了解对手当前心理状态，采取相应对策，使得谈判按己方步调进行。

在法律谈判中有很多实用技巧，心理分析至关重要，掌握这一技巧可以使谈判更顺利的进行，甚至可以通过利用对方心理状况扭转整个局面。毕竟谈判是人与人之间的沟通活动，双方律师可能都拥有掌握并熟练运用其他谈判技巧的能力，这时心理分析技能就可能帮助打破僵局，从而取得整个谈判活动的最终胜利。

综上所述，谈判的技巧是多种多样的，不同的谈判策略和技巧的组合都会有不同的效果，对于不同的人和不同的案件运用不同的谈判策略和技巧的组合都将会达到意想不到的效果。在谈判的过程中，谈判者要以自信的心态灵活运用谈判策略，使自己在谈判的这场“游戏”中立于不败之地。

参考文献：

[1]黄婷.《纠纷解决新视角——法律谈判的初步探究》[J]，载《法制与社会》，2010年6月（上），第254页.

作者简介：

采购谈判技巧培训的心得 篇4

例如此句：We prepared a variety of training projects and we plan complete it in 100 days. The cost of this project will depend on the types of training， the manage training will cost 600 ponds per day and the sale training will cost 500 pond per day. If you don’t have any questions， we would like start this agreement at any time you like.这是一个简单介绍自己项目的句子，清晰的表达了己方在项目的时间和金钱方面的计划，最后以一个虚拟条件句结束，表达了对对方的尊重。这时对方给予了这样的回答：we truly consider your company will do a good work and have no question on the training project， but I am a little worried about the prices you are asking.开始先给予了对方肯定，相信对方公司的能力，之后委婉了述说了己方在价格方面的不满，然后顺利的进行下一步谈判。

谈判过程中，技巧很是重要，首先是要端正自己的态度，然后充分了解谈判对手，要准备多套谈判方案，争取建立融洽的谈判氛围，设定好谈判禁区，谈判中语言尽量精准简练。英语中有一类特殊的句型，叫条件句，中学时期我们就学过什么是条件句，由if就可以引出各种条件句，以下列出几个特色不同的条件句：

I will be in NewYork for two weeks and I should be grateful if you could let me know that what time would suit you best，and then I can go ahead and fit in my scheduling.

这个句子委婉的要求让对方订见面时间，并且是在满足自己要求时间范围内，且也让对方可以根据自己的行程来安排。

Your suggestion seems to be good.Let’s assume that we agree with it，only if we find any dissent，okay?

这个句子认同了对方的建议，并答应按其执行，但也给自己和对方留有了余地。

What if we agree to a 14-year contract?

双赢谈判策略与技巧.专题 篇5

一、什么是谈判 1.谈判的核心要义是什么 2.如何判断什么是一次成功的谈判

二、谈判的六个阶段

三、谈判的五项原则

四、谈判的四个种类 第二单元 谈判就是一场心理大战

一、谈判的需要和动机

二、谈判者的气质和性格是如何影响谈判进程与结果的

三、谈判者的心理特征都有哪些？如何在谈判中识别和应用

四、为什么会有谈判的心理挫折？如何来应对 第三单元 谈判的武器就是语言

一、谈判的语言都有哪些？使用这些语言的技巧又是什么？ 1.书面语、口语、电子语 2.外交语言、法律语言、军事语言、文学语言、商务语言 3.有声语言、无声语言

二、谈判语言使用必须掌握的策略和禁忌

三、如何锤炼和综合应用自己的谈判语言，使其成为自己在谈判中的巧实力

四、谈判中的提问和回答技巧

五、学会谈判的空间语言和物质语言的使用技巧 第四单元

谈判开局阶段的策略和技巧

一、收集信息对谈判至关重要 1.谈判对手的信息重点要关注哪些？ 2.如何研判对方公司的技巧 3.对手信息的收集途径与收集技巧 4.研究对手信息的四个办法

二、组建谈判班子的要点有哪些

三、如何进行谈判班子的分工与合作更有效

四、如何唱好“红”“白”脸的技巧

五、谈判场地的选择技巧 1.主场谈判的有利因素 2.客场谈判并非一无是处 3.中立场地的选择门道

六、如何开局是谈判开始阶段的首要重点 1.良好开局的四个秘密 2.开局话题的选择技巧 3.营造开局气氛的技巧 4.开局时要把握的四个策略 第五单元 谈判磋商阶段的策略和技巧

一、在谈判中应该怎样正确报价 1.报价时要严守的原则 2.到底是先报价还是后报价 3.先报价的利弊和技巧 4.后报价的利弊和技巧

二、报价都有哪些模式可以遵循 1.西欧式报价的适用场合 2.采用日本式报价的技巧

三、使用报价的六个策略维护自身利益

四、如何做出恰当的讨价 1.巧妙的讨价方式一定要掌握 2.讨价的三大策略 3.讨价的技巧

五、怎么来还价 1.还价都有哪些有利方式 2.掌握确定还价起点的技巧

六、在讨价还价的交锋中感受谈判的魅力 1.讨价还价的8大计谋 2.化解谈判僵局的7大策略

七、在让步中获得利益的诀窍 1.让步的8条原则 2.使让步成为以退为进的方法 3.可以选择的6种让步方式 4.必须掌握迫使对方让步的5大策略 5.必须领悟如何阻止对方迫使我方让步的5大策略 第六单元 谈判成交后不要忽视的地方

一、完成谈判合同的签订要仔细审视的地方

二、合同的履行要加强管理

三、合同的纠纷要做好处理的预案 第七单元 谈判的礼仪

一、良好的谈判礼仪是谈判素质的综合体现

二、谈判礼仪的主要方面 1.会面、会见 2.宴会、接待 3.会谈场地布置

三、各国谈判风格 ● 授课专家：刘大洋老师 经济学学士，传播学硕士，管理学博士。国学领导智慧的开拓者，中国式双赢谈判理论的创始人，中国特色危机管理的开拓者，中国职业商数理论与实践的领导者。中山大学管理学院EDP特邀讲师，广州市市政府培训中心特邀讲师，长期从事新闻媒体采编及管理工作，曾担任深圳市知名商会专职副会长兼秘书长，并担任央企高管，在内地与香港从事管理工作。完善的学历结构，丰富的职业历练，深入的独立观察，广泛的社会交往，丰沛的知识积累，宏观的战略眼光，造就了不可多得的管理理念与素养，培养了难能可贵的培训方法与技巧。幽默诙谐的谈吐，深

商务谈判策略与技巧案例1 篇6

答（1、背景）：日本一家大型技术公司参加美国在中东的某一项工厂设备的招标。日本认为自己比其他竞争对手更具有优势，经过双方的谈判，美国代表希望日本公司的报价还应该再减少5%。

（2、细节展现）：在谈判中，日本代表故意答非所问的说已经将规格明细表按照美国方面的要求重新写了，美国方面一看不对，急忙说明，他们不是要求日本方面修改规格明细表，而是„„，日本人则说：“你的再加点”。便不在作声。美国人沉不住气便说：“这规格明细表„„” 于是双方变围绕这规格明细表谈判，降价的事被放到了一边。过了一个多小时，日本要求结束谈判变问美国方面：“你们希望减价多少？”美国方面说：“规格明细表不要改动，希望你们能减价5%”日本方面说：“你得再加点。然后继续不作声。”美国方面在沉默后说：“那就是2.5%。”日本人仍是不作声。美国方面则说:“2%。”日本人说:“你得再加点。”这样，经过谈判，日本人没有降价而只是做了一些额外的工作，交易成功，美国方面得到了希望的 利益，而日本方面几乎没有做什么让步。

商务谈判的口译技巧(英文) 篇7

With the rapid development of our national economy and deepening of the reform and opening up policy to the outside, communication with foreign countries and multinational companies becomes frequent, which makes cross-cultural business negotiation more and more popular.“Win-win”is the ideal aim of everyone.The language arts play the most important role in the life.In order to reach an agreement which will benefit two parties or even more sides, the negotiator should be good at language skills.Language is a great source of power, whether every negotiation is large or small, important or trivial;it is your spoken words-language arts that will ultimately be the factor that determines whether or not you accomplish your negotiation with success.There are some skills in language arts that should be paid attention.People would like to discuss some important aspects of using language in business negotiation.The arguments are as follows:using language arts on business negotiation makes the negotiation successful.This article will mainly focus on three parts regarding language arts on business negotiation, that is, the use of humor words, euphemism and proverbs.Humor words will help the negotiator create a peaceful climate and break“dead lock”;Euphemism is the key point to establish good relationship with the business partner.And Proverb, which not only shows the generosity of negotiator, but also attracts others’attention.Proverb works in every business negotiation, and negotiation always benefits those who is accomplished in using language arts.

2 Role of Language in Negotiations

The role of language is very important in business negotia tions.Clear-organized narrative, clear-cut proposition, sufficien argument language expression can help to gain the convince so a to reach the consensus of both parties.

2.1 Completion and accuracy

The first thing of both sides of negotiation is to speak clearly accurately and objectively.Negotiators must be accord with the truth when talking about the enterprise’s products, financial statu and so on.Negotiators do not exaggerate so that the other party may feel the sincerity.Negotiators have to present the intention and pur pose briefly and to the point, and have a definite object at the same time.Generally, business negotiations always last for a long time Negotiators just discuss about three to five projects and issues a the meeting because the human brain memory is limited.They need a few meetings to discuss about all the issues and projects People can only remember some key discussion content in a limit ed period of negotiation time.Negotiator is required to have excel lent logical expressive ability and careful thinking.In the proces of communication with the other party, negotiators have to be objec tive.If the negotiators do not speak around the main issue, and use a windbag, vague language to express his attention and purpose in the process of business negotiation, the other side would feel lost and confused.And the negotiator will leave an impression of speaking big words to them.The insincerity performance will cause an obstacle to the negotiation.

2.2 Persuasions to the other party

People often say that business negotiation is actually hardship war.But even the most powerful opponent will have his own weakness.In fact business negotiation is a process of persuading each other to reach an agreement.It is a kind of very effective means to get a favorable result in the process of negotiation.The opponent persuades and convinces the other party through art language expression.To get a satisfied result is the wish of both sides and wants to achieve in the process of negotiations, and it is also very hard to reach such kind of results in the negotiation at the same time.If the negotiators want to persuade the rivals in business negotiations have to listen to the other parties’requirements and ideas in the first place.It is necessary to find the point which both sides can accept.The negotiator has to describe the opinion and put forward questions and explain each other’s doubts.The negotiators have to find the reasonable arguments to communicate with the other party when the two sides have different points of view.Only through these various kinds of use of language that could change the other party’s original opinion and the other party could accept views and opinions whole-heartedly.In the process of negotiations, both sides always conflict with each other for their own respective interests and sakes.But it is an ever-changing situation in the process of negotiations.So it requires people to analyze the function of using the art of language according to different kind of particular case.Only by using different kind of language skills correctly, can the two parties reach agreement in the process of negotiations.Sometimes one also has to consider other party’s interest so as to get a win-win situation in the end.

2.3 Great atmospheres under control

Almost all business negotiations are carried out in a certain kind of atmosphere so the negotiation atmosphere will affect the negotiator's emotions and behavior.A good negotiator should be able to control the atmosphere of negotiations.Reasonable and proper use of language skills could help to ease the atmosphere of negotiations.It is a very important means to ease the tension between the two sides.It is a very important means to use language skills reasonable and proper to adjust and ease the atmosphere of negotiations.At the beginning of commercial negotiations, negotiators should use language skills actively to create harmonious and heated atmosphere in the process of negotiations.A good negotiator will find some interesting things to talk about to eliminate the other party’s tension, and also win each other's favor at the beginning of the negotiation at the same time.It is helpful for the negotiator to relieve the atmosphere of negotiations timely in the process of negotiation.The negotiator could tell some jokes to eliminate the tension so as to get closer to the other party.The negotiator needs to use some appropriate language to dissolve the problem when negotiations cross into a crisis.The negotiator has to ease the tension in negotiations for both sides to go back to the negotiations.

3 The Principles of Applying the Language Skills in Negotiations

Any kind of successful negotiations are the result of using splendid language in the process of negotiations.The art of using language could help both sides to reach an agreement which benefit them all.The negotiator can take advantage of language to win the initiative in the process of negotiation if grasps the principle of using language skills in negotiations.

3.1 Targeted languages in negotiations

The negotiators need to express their wishes and requirements accurately.The language of negotiations should be targeted.When faced with different kind of negotiation content, occasion and negotiation opponent, and negotiator has to use the specific language to improve the chance of success in negotiations.Negotiator should fully consider his opponents’character, emotion, habits, culture and their special interests in negotiate process.Negotiator is required to make use of the targeted language properly and have a definite object.Negotiator has to avoid using ambiguity, blurring and repeating language in their expressions, which may probably cause offence and misunderstanding.And even worse, it will degrade the speaker’s status and lose dignity at the same time.

3.2 Mild and indirect expression in negotiations

Euphemism is defined as:"Euphemism is a good or favorable interpretation of a bad word".Stokes and Hartman compiled the"Language and Linguistics Dictionary"to the Euphemism is defined as:"Euphemism:with a not-ming, and be able to make people happy, or ambiguous statement, instead of with the unpleasant meaning or lack of respect for the way of expression."Euphemism literally means"use of pleasant, mild or indirect words or phrases in place of more accurate or direct ones.The Random House College Dictionary (1979) the euphemism is defined as:the substitution of a mild, indirect, or vague expression for one thought to be offensive, harsh or blunt, American scholar Hugh Rawson said:Euphemism so deeply infiltrated our language, as well as no one among us—even those self-proclaimed straight people—can not use euphemisms the case had finished a day.It is hard for a person to accept the stiff way of expression of their opinions and feeling.So negotiators should try to use tactful language with the acceptable manner to put forward their views so as to be accepted easily by the other party in negotiations.In addition, negotiators have to try to put their own opinions with tactful way to transfer into the other side’s opinions in the process of negotiation.This can increase the persuasive power of party by oneself.At the same time, the other party will feel the sense of being respected;hence it is more likely to reach an agreement.British writer George Blunt was during the century from sixteenth to eighteenth.

3.3 Flexible expression in negotiations

Sometimes negotiations are always changeable and unpredictable.Negotiators have to make calmly and scientific decision to handle some unexpected circumstances in the process of negotiations by using flexible expressions.It is very important to grasp the flexibility of language and improve the negotiation strain capacity in negotiations.This kind of flexible language strains capacity general associated with the emergency means of dealing with the situation.It can help negotiators out of the difficult situation and turn the crisis into opportunities in the process of negotiations cleverly.For instance, when the opponent forces to make a choice right away, if responses:"let us think again"or“it is difficult to settle down temporary“such kind of sentence and so on.Then the one side will give the other side an image of lacking own dependent ideas to our performance.And people also could choose another way to deal with this situation.At this time, the other party negotiators can look at the clock and then politely tell the other side of party:"I'm terribly sorry, it is ten o'clock right now, but I agreed with a friend on the phone, please give me five minutes to talk with him."We have won five minutes of thinking through this method.So it is very important to grasp the flexibility of language in the negotiations.

4 The Using of Language Skills in Negotiations

4.1 Ask and answer skills in negotiation

First of all, the questions which required paying attention to the following points:first, the questioner has to be prepared for the problems beforehand.The questioner has to summarize and put forward for the problems with the most refined language.The questioner should take account of the other party’s reaction.Second, the negotiator has to select the appropriate way to ask questions.The negotiator has to choose the suitable manners according to the atmosphere of negotiations.People who are good at negotiation can lead the other side to change their ideas so as to control the direction of negotiations.Third, master the appropriate time to ask question could help negotiations to go on smoothly.Fourth, grasp of the attitude of putting forward the questions.Negotiator has to ask questions with a gentle and polite attitude, and that will make the other side, feel the sincerity of the speaker.Negotiator has to wait for the other side to answer.Always avoid arguments with the other party.Sometimes answering questions is more important than asking question.Therefore, the"answer"should be particular with the skills in the process of negotiations.It mainly has the following points:first, master the speed of answering questions.Negotiators have to leave some time for the other party.Negotiators determine their own mode and range to answer questions only after understanding the real intention of each other.To answer the other side’s doubts after careful consider and forecast the other party's attitude and reaction after knowing our own answers.Second, to answer the question to be reserved and do not answer it completely.Third, if you did not have a very clear map in your mind not to answer the question right away.Negotiators can not answer the other side’s problems in a rush without understand the other side’s problem completely.It is very easy to fall into the trap of other party if the answer the other side’s problems in a rush.The party answer the other side’s problems with rush may say things that should not speak about to cause needless loss.The fourth, don’t give the exact answer to other side’s problem.People often encounter with some problems which are not convenient to give a definite reply at once.At last, be careful not to answer the question if no one mentions it.It is unwise to leave the opportunity for the other side to go on asking for the answers.Don't abuse the words of"no comment"and so on.

4.2 The using of other language skills

In the process of different negotiations, it needs great attention to the using of other skills of language to take the advantage and function of language in the process of negotiations better.

4.2.1 Feasibility and accelerating

Our side could put forward to our claim or offer in the formal negotiations if we are well-prepared for talks.Smart use of proposal can play a valuable role in the process.Generally speaking, proposals and suggestions should use the declarative and interrogative sentences to express.They do not allow using self-centered sentence and have to notice that the tone of sentence should take other party’s interest into consideration.There are two ways to make a suggestion.They are exploratory proposal and conditional offer.Exploratory proposal can induce the other party's reaction.It can determine the purpose of the other’s attitude through further expressions.But conditional offer is easy to win the initiative in negotiations.It should keep in mind that the first proposal not has the using of conditional offer better.The wise way is to use exploratory proposal at first to understand the other party’s real attention.Then put forward to the conditions or proposal which is benefit to the side to accelerate the essence of negotiations.A feasibility study is an evaluation and analysis of the potential of the proposed project which is based on extensive investigation and research to give full comfort to the decisions makers.Feasibility studies aim to objectively and rationally uncover the strengths and weaknesses of an existing business or proposed venture, opportunities and threats as presented by the environment, the resources required to carry through, and ultimately the prospects for success.In its simplest terms, the two criteria to judge feasibility are cost required and value to be attained.As such, a well-designed feasibility study should provide a historical background of the business or project, description of the product or service, accounting statements, details of the operations and management, marketing research and policies, financial data, legal requirements and tax obligations.Generally, feasibility studies precede technical development and project implementation.

4.2.2 The Fuzziness of language

Fuzziness as well as accuracy is the objective attributes of human natural language and natural phenomena.The British philosopher Russell said that every word more or less had a vague semantics.And American philosopher Black has a similar assertion:"fuzziness clearly refers to the fuzzy symbol represented by this series of objective nature.”And vagueness of the language is borrowed from mathematics, which refers to language unit does not have a well defined border.For example, it is difficult to define boundary between"stone"and"rock"in English.The situation of gradual change from A to B has been referred to as"gradient slope"or"grandniece”.The so-called fuzzy language does not mean the language is vague and ambiguous, which causes misleading language.On the contrary, it takes advantage of the vagueness of semantics to accurately reflect the vague concept of life. (丁建忠, 2003)

There is no absolute invariable thing in the world.So it is very important to learn to use fuzzy language.Negotiators proceed or step back freely and handle a butcher's cleaver skill fully by using the fuzzy language in the process of negotiations.The use of fuzzy language can also avoid premature exposure our side’s will and strength.Sometimes the negotiators could not make an accurate judgment immediately for some complicated or unexpected situation.The negotiators can also use fuzzy language to give more elastic answer at this time so as to win more time to make the counter measures for the next step.Using fuzzy language is considerable flexibility.The style of fuzzy language will not make the other side unhappy;instead, it can occupy the initiative in some sudden cases.

4.2.3 Humorous language

Humor, as a part of our life, is a complex dynamic system.In a boarder sense, humor is reflected in all aspects of our social life.In a narrower sense, humor often reveals the general weaknesses of the ordinary person but, with humor, what would offend or cause pity in real life can be ridiculous without harm, since the audience laugh not at a real person but a character who typifies ugliness or baseness.Moreover, humor has its soothing power.It instantly takes us away even if for moments from our troubles and makes them easier to bear and it gives us power and a new perspective.This way we gain a chance to relax our nerves, to readjust our attitudes towards our life and even to ourselves.The close relation between language and logic forms the root of the interaction between humor and logic.The question of the relationship between language and thought has haunted the philosophers ever since the time of ancient Greece and has been a challenge to linguists, psychologists and anthropologists alike.The view that language is the material appearance of thought and thoughts are expressed in a mental language dates back to the time of Plato.It is commonly acknowledged that a speaker's real intention can be known through his own language.There must be some logical principles to guide the expression in each discourse.Logical inconsistency is a key element of humor leading to a laugh. (张国良, 2009)

In the process of negotiations, it is hard to avoid the controversy and deadlock situation.In the heated time, humorous language can often make the strange atmosphere relief down in a moment.Therefore, humorous language could make people relaxed, trailing in low pressure in tension full of fatigue working environment.In the negotiation, if negotiators can use humorous language to break the deadlock or suggestions, then both sides of negotiations can think about each other's advice in a cheerful state of mind.It is good for the both side to reach an agreement. (Stephen Ashcroft, 2004:229-233.)

4.2.4 Silent in the language

The reasonably and properly using of the silent language can often produce a very good effect during the negotiations.The negotiator could use silent language such as posture, gestures, body language, eye-contact, the expression, pronunciation organs and so on to express their opinions and ideas.Sometimes silence and body language is one of the most powerful means of communication, and even more powerful than verbal language.Non-verbal language is quite common is people’s daily communications, as well as in business communications.With cultural differences being considered, it is great to have some similarities in the silence and body language.People can often be wrong about each other, so it is an amazing thing that we should understand each other as well as we do.Not all cultures greet with each other in the same way, nor are they comfortable in the same way with touching or distance between others.Using silence and body language can always get unexpected good results during the negotiations.Noticing the signals that people send out with their language of silence is a very useful social skill.Some people can read it naturally and some of us are notoriously oblivious.Fortunately, you can learn to read body language with a little extra attentiveness, , and with enough practice it'll become second nature.And it is very helpful to know other party’s attention so as to reach an agreement in the negotiation.

5 Conclusion

As it is previously illustrated, apart from professional knowledge demanded by negotiations, the art and principles of language strategy determine the success of a negotiation.In different stages of negotiating, negotiator has to use different kind of language to grasp the rhythm of negotiations and the effect of progress.Business negotiations are fierce competition which both sides fully display their wisdom and skills to gain more interest and benefits.The result of negotiation directly affects the mutual development and economic benefits of enterprises.Therefore, the result of negotiation is particularly important for both parties.For each negotiator, the basic win-win principle is the ultimate goal.

摘要：As the global economy communication become more and more frequent, business negotiation also become more fre quent than before and the role of business negotiation is becoming more and more prominent.The global business communica tion becomes more and more frequent which attaches great importance to business negotiation. (People who engaged in business trade or business cooperation are familiar with the business negotiation.) That requires interpreters in the business world to be re ally skillful in their business communications.The commercial trade and the commercial cooperation are mostly reached through different kinds of negotiations.In the process of negotiations, the participants communicate with language to clarify their own in terests, thus come to an agreement at last.Language is the link of several parties in negotiations, which may play an important role in the success of negotiations.It will make us get twice the result with half the effort if we are able to size up the situation and to use it reasonable.The language directly affects the success of business negotiations.So it is necessary for business people to study and master the language skills.The decision-making of enterprise is not only have to master the professional knowledge which re lated with negotiation, but also have to possess a solid language foundation and good basic language skills if want to obtain the success in the business negotiations.Interpreters’successful commercial negotiations are the art result of both sides splendid utili zation language in the process of business negotiations.Enterprise executives should not only have a good command of profession al knowledge, but also need to be equipped with good communicative ability, because no successful negotiations can be done without positive attitudes and favorable intercommunications.

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美国人房贷讲谈判技巧 篇8

虽然美国的房地产市场尚未走出低迷，但是对于正想购房的人来说，现在倒是个贷款买房的好时机，不仅贷款利率到了历史的低点，许多房屋的价格因为业主无力还贷而大降特降。

新泽西州抵押贷款研究公司HSH As—sociates Inc，的副总裁嘉彬葛(KeithGumbinger)称，只有1961年的时候才有像现在这样低的30年期抵押贷款利率。据了解，近期的30年期固定抵押贷款利率为5.39％，差不多是自1971年开始统计以来的最低点。

获得贷款不再容易

前几年楼市繁荣时，因为流动性泛滥，住房抵押贷款轻而易举，几乎人人都可以通过各种渠道获得大量的抵押贷款。随着次贷危机的发生，美国人的信用也受到了挑战。不仅许多银行都收紧了贷款标准，缩减了贷款产品，一些银行甚至已不再与抵押贷款经纪人发生业务关系，因为这些人在楼市疯狂时给银行带来了许多不良贷款。而那些声称可以提供一站式服务的在线贷款网站，大家也都渐渐知道，他们大多玩的是变相提高贷款利率和隐瞒一些费用的手法。

所有这些都增加了买房人的烦恼。如今，美国人要想获得一份抵押贷款，尤其是想要获得最佳的贷款利率，不仅首先要确保没有不良的信用记录，个人信用评估(FI-CO)分数足够高，债务负担较轻，收入来源稳定，还必须得讲究一些技巧，来切实解决购房资金的难题。

贷款前先搜寻网络

在美国，各种抵押贷款网络由来已久了。在一些网站，包括Barrkrate.com，Mort—gageMarvel.com和Zillow.com，详细地列出了各种贷款利率，还有各种贷款计算器。一些贷款机构打出颇为吸引人的低利率贷款服务的广告。人们只要登录后，就可以精确地掌握各种利率信息。此外，由于各家贷款机构提供的服务不同，人们可以通过网络很方便地进行贷款比较。36岁的本·杰斯最近打算在加州的旧金山市购买一幢房屋，在申请房贷前，他先登录Bankrate.com，在查询旧金山市的30年期固定利率抵押贷款，网站上清楚地列出几十家银行或贷款机构的不同利率和费用等，内容十分详尽。购房人不仅一目了然，而且还十分容易进行比较。当然，所有这些网站都是作为中介服务，贷款人最终还是要直接和银行或抵押贷款经纪人来办理具体的贷款业务。

在美国，住房抵押贷款的类型非常多，较为普遍的是30年期、15年期固定利率抵押贷款(Fixed Mortgage)和3年期、5年期、7年期浮动利率贷款(ARM)。此外，还要按照贷款额的高低分为高额贷款(Jumboloan)和符合条件的低额贷款(confomingloan)，大部分地区规定的两者区分界限是41.70万美元，高额贷款的利率要高一些。此外，还有固定和浮动利率相结合的贷款产品等。

所以对购房人而言，如果已经清楚地知道自己想要寻找哪种类型的贷款，那么在线抵押贷款网站是最佳出发点。当坐下来与贷款经纪人或银行业务人员具体地谈论贷款事宜之前，购房人已经对可能获得的贷款利率和相关费用了然于胸，谈判起来自然能掌握更大的主动权。当然，如果事先还不能确定什么样的贷款才能满足需要，那就只能通过一个具体的人如律师或贷款经纪人来获得建议和帮助。

需要提醒的是，一般这类网站会首先要求提供社会安全号和地址。有些人在向网站的在线抵押贷款计算器输入数据时，喜欢乱填收入、信用评分或其他主要数据资料。而事实上，如果提交的是不正确的信息，所获得的贷款利率可能将与实际可能获得的大不相同。

直接与银行谈判

尽管受到美国人信用危机的影响，直接向银行申请按揭贷款似乎变得越来越难了。但是要知道，任何时候银行其实都是很愿意放贷的，因为他们就是靠这个来赚钱的，只不过在最近这段时期添了几分谨慎而已。所以直接与银行谈判，仍是最行之有效的办法。

由于一些银行已停止高额贷款(Jumbo Loan)业务，所以借款者要尽量寻找符合条件的低额贷款(conforming Loan)。另外，如果是第二次贷款，最好还是向以前贷款的银行提出申请。作为他们的老客户，如果之前没有什么不良记录，申请起来会更容易些。 理财专家提醒说，尽量不要与办理贷款业务的新手打交道。为什么呢?前按揭经纪人史蒂芬-科纳特说：“在房地产市场鼎盛时期，放个贷款就像揿个按钮一样容易。而现在就没有那么简单了，需要层层把关。”为了防止贷款计划半途而废，最好与至少有5年以上贷款工作经验的人来谈判，或者在楼市繁荣期就开始做贷款工作的业务人员。这些人在房贷时曾经“口子开得很大”，现在即使收缩了一些，相比较那些小心谨慎的新手来说，还是更容易松动。

此外，最好寻找本地的银行或贷款机构，他们熟悉当地情况，在提供优惠贷款方面有更大的可能性。试着去找知名银行的地方分支机构以及社区银行和信用合作社等，他们可能觉得这是一个从其他银行那里争夺客户和业务的一个好机会。

寻找一个好的经纪人

在楼市繁荣期，抵押贷款经纪人曾经办理大量并不合规的业务，导致银行的不良贷款。但不可否认的是，一个好的经纪人还是可以提供很多有用的帮助，远比自己仅仅通过网络了解的信息多。他们对市场的情况掌握远比个人到处打听更全面。

尤其是对于一些寻找大额抵押贷款或投资型贷款融资，或者并不符合低额贷款条件的人来说，经纪人往往能找到一些非传统的特色贷款。“贷款需求越特殊，可供选择的贷款品种就越少。”抵押贷款信息网HSH的副总裁嘉彬葛说，“而能够寻找到那个特殊产品的经纪人就是最好的。”

当然，好的经纪人往往就意味着相对高额的收费。通常贷款经纪人赚钱都是通过购房人所支付的利率和本来可以获得的利率之间的差额，实际上就是他们“截留”了一部分，至于截留了多少，购房人却难以知道。这里面的“水很深”，最好还是通过抵押经纪人协会网站(upfrontmortgagebrokers.org)在所在地区寻找到一个有资质的经纪人。还有，在和贷款经纪人交谈之前，首先从银行或相关网站获得有关利率和收费的信息。毕竟一个好的经纪人如果能比自己找到更优惠的利率，他收点费用也是值得的。但如果他不能，自然还有更多的经纪人可以选择。

贷款费用可谈判