谈生意五谈五不谈？英文双语对照

01“要谈需求，不谈要求”

谈生意，首先要明确你是在跟谁谈，是在谈谁的需求

要先找到最终需要满足需求的人，这个人未必是跟你谈生意的人

也要考虑，这种需求被传递的是否准确，来谈生意的人是否清楚了解

当对方提出某些明确要求时，要通过这些要求，找到背后的需求

举个典型的例子：

一位老太太买苹果问“苹果酸不酸”，第一位商家说“不酸，可甜了”，老太太转身离去；

第二位商家说“有酸的、有甜的，您要哪一种”，老太太又转身离去；

第三位商家说“您是自己吃，还是买给谁”，老太太说“买给怀孕的儿媳妇儿”；

谈生意，不怕对方有要求，就怕对方没要求；有要求意味着有需求，没要求意味着对方要么没需求，要么没看上。

但是，当对方有要求，不要直接去谈这个要求，而是要透过要求谈需求。

如果谈要求，会把谈生意引到谈产品、谈价格的方向，这很容易过早进入价格谈判阶段，谈生意会很快走入谈判僵局。

而谈需求，是把生意引到需求方身上，展开对方现状、深入现状问题，这方便我们验证对方的需求，以及找到对方的痛点。

02 要谈价值，不谈价格：谈生意要谈出价值，不要在价值不明确的时候空谈价格

谈生意要注意的第二点，是“要谈价值，不谈价格”，这包括：

在明确对方需求以后，对方会急切地想知道能否满足需求，以及满足需求需要多少代价

这时候，要谈的重点是“满足需求的价值”，而不是满足需求的产品和价格

如果谈产品，客户不可避免地要进行横向价格比较，这是极为不利的

所以，要在客户去拿产品做横向比较、考虑决策之前，先行塑造产品的价值

要谈价值，不谈价格，是要把价值塑造好，产品本身是没有价值的，只有产品应用到客户身上，才会产生一系列的价值，比如满足需求、节省时间、有面子等等

谈生意，不是价格谈判，不是摆明车马给定价格，然后等对方给自己个痛快。

谈生意，是要明确需求、明确价值，塑造我方价值的优势，甚至是不可替代性，如此才能让对方做出倾向于我们的选择。

谈生意要谈出价值，要以帮助对方解决问题、满足需求为目标，塑造出我们对对方的价值，这是谈生意的主旋律。

03 要谈做法，不谈想法：谈生意要谈具体的做法和措施，不要去空谈想法和规划

谈生意要注意的第三点，是“要谈做法，不谈想法”，这包括：

大谈想法，是谈生意里较为常见的误区，

再好的想法，也不值钱，没有落地的想法，都是空想

唯有谈出具体落地、实施的做法，让人可度量、可计算、可推演，才是有效地谈生意

举例来说，几个人商量合伙开饭店，如果有人总是大谈特谈各种想法，则很容易被其他人排除在合伙之外。

因为现实的开饭店要真金白银，地址要怎么选、人要怎么招、店要怎么做宣传，菜单要怎么做，这些都和成败息息相关。

而空有想法，落实不到具体做法上的内容，都会是无效的垃圾信息，不仅会消耗大家的精力，还可能让生意误入歧途。

谈生意，不怕有想法，就怕没做法；有做法的想法可实践、可止损；没有做法的想法，会让谈生意落入不停地做计划、沟通、改计划、再沟通的死循环。

要谈做法，不谈想法，是要以做法为主，不要单纯的谈想法；这要把尊重对方的想法区分开。

04 要谈利益，不谈感情：谈生意要照顾和谈定各方的利益，不要空谈无关的感情

谈生意要注意的第四点，是“要谈利益，不谈感情”，这包括：

谈生意切忌一上来就开门见山，总要有些寒暄，做一些双方情感、氛围上的铺垫

我们是情理法的社会，待人接物、为人处事的功夫在谈生意上是需要做到位的

但本质上这种铺垫并不是与对方建立感情，而是要消除陌生人之间的尴尬，以及试探对方的深浅，如素质、品味、购买力、眼界、见识等等

本质上，谈生意的目的是利益，不是感情，只是我们的人情社会忌讳过于直白的谈利益

所以，在谈生意上，我们既要照顾和谈定各方的利益，也要照顾场面上的情感氛围

切忌的是，不要陷入情感氛围的误区，把请客吃饭、喝酒唱K、谈感情当做谈生意的本质

现实的真相是：

越是大生意，越是简单直白、开门见山，谈起来越不掺杂情感；

越是小生意，越复杂、越纠缠、绕来绕去，谈起来上天入地、相逢恨晚。

直接谈利益，是破解谈生意困局的利器，虽然有让谈生意陷入僵局无法再谈的风险，但越是不能快刀斩乱麻，就越是麻烦。

05 要谈规则，不谈交情：谈生意要商议和协定合作的规则，不要绑架曾经的交情。

谈交情，不谈规则，或者规则都是口头约定，这是谈生意最大的误区

谈生意，要用共同的规则谋求共同的利益，不要用共同的情感谋求共同的利益

谈生意，要把丑话说到前头，所谓丑话，就是先要立规矩

谈生意的核心目的是利益，而规则是利益的保障

谈生意，要商议和协定合作的规则，不要用曾经的交情绑架生意，更不要被谁的交情绑架生意

谈定的规则不能只是口头上的，要签订有效的协议，至少要立好有效的字据

仅就合伙做生意而言，要敲定的规则就有出钱规则、出力规则、决策规则、罢免规则、进入和退出规则等等。

谈生意，如果不谈规则，等于没谈；如果不签订规则相关的协议，等于给自己埋雷。

谈生意是门学问，也是一门艺术，既要让对方被重视、有面子，又要让各自都有利益，且有保障。

真正到了艺术境界的谈生意，不会让人感觉到在谈生意，因为谈的都是各方想要的、大家都担心的。

我们讨厌“一副谈生意嘴脸”的人，我们欢迎开诚布公、丑话在前、有理有据、规则明确的谈生意。

因为这符合我们各方的利益，这样的谈生意，应该多多益善。

01 " should talk about demand, do not talk about a requirement "

Talk about the business, should making clear you above all is talking with who, it is the demand that who talking about

Want to find the person that needs contented requirement finally first, this person may not is the person that talks about the business with you

Also want a consideration, what this kind of demand is delivered is accurate, whether is the person that will talk about the business clear about understanding

When the other side raises certain and specific requirement, want to adopt these requirements, find the demand of backside

Cite a typical case:

Mai Ping of an old lady asks if really " the apple is acerbity " , the first businessman says " not acerbity, but sweet " , old lady face about leaves;

The 2nd businessman says " those who have sick at heart, have sweet, you want which kind of " , old lady face about leaves;

The 3rd businessman says " you are you eat, who to still buy " , the old lady says " buy pregnant daughter-in-law " ;

Talk about the business, do not be afraid that the other side has a demand, be afraid that the other side does not have a requirement; The requirement is meant have demand, did not ask to mean or of the other side to do not have demand, or does not have settle on.

But, have a demand when the other side, do not talk about this requirement directly, want to talk about demand through the requirement however.

If talk about a requirement, meeting talk about the business to be brought talk about the product, direction that talks about the price, this is very easy and premature enter price negotiation phase, talk about raw sense to walk along negotiation deadlock very quickly.

And talk about demand, be make the trade to demand just go up personally, launch issue of current situation of the other side, thorough current situation, this is convenient the demand of the other side of our test and verify, and the pain spot that finds opposite party.

02 should talk about value, do not talk about the price: Talk about the business to want to talk about bade to be worth, do not want theoretic when value is uncertain price

Talk about the business to want to notice at 2 o'clock, be " should talk about value, do not talk about the price " , this includes:

It is after demand of clear the other side, the other side can want agog to know whether contented demand, and contented demand needs how many price

At that time, wanting the focal point that talk is " the value of contented demand " , is not the product of contented demand and price

If talk about a product, the client should undertake transverse price is compared inevitably, this is very adverse

So, should take a product to do in the client transverse quite, before the consideration is decision-making, go ahead of the rest shapes the value of the product

Want to talk about value, do not talk about the price, it is to want to had shaped value, product itself does not have value, only product application arrives on client body, just can arise a series of value, satisfy demand, economic time for instance, face is waited a moment

Talk about the business, not be price negotiation, not be to place bright car horse to give the value, wait for the other side to give his delighted next.

Talk about the business, it is to should make clear demand, tangible value, model the advantage of our value, it is to cannot replace a gender even, such ability lets the other side make apt our choice.

Talk about the business to want to talk about bade to be worth, want to solve problem, contented demand in order to help each other to be a target, model give us the value to the other side, this is those who talk about the business is thematic.

03 should talk about a practice, do not talk about idea: Talk about the business to want to talk about particular way and measure, do not go theoretic idea and program

Talk about the business to want to notice at 3 o'clock, be " should talk about a practice, do not talk about idea " , this includes:

Prate idea, it is to talk about the relatively common error in the business,

Again good idea, not costly also, without the idea of be born, it is ideal

Talk about a specific be born, method that implement only, let a person but magnanimity, calculable, can push act, just be effective ground talks about the business

E.g. , a few people talk shop of partnership serve a meal, if somebody always is prate,talk about all sorts of idea especially, be eliminated very easily to be besides partnership by someone else.

Because inn of actual serve a meal wants true gold silver, how should be the address chosen, the person wants how should action, inn make conduct propaganda, menu wants how to be done, these are mixed be closely bound up of success or failure.

And have idea for nothing, fulfil the content that is less than particular way to go up, can be invalid rubbish information, can waste everybody's energy not only, let business go astray possibly still.

Talk about the business, do not be afraid of have idea, be afraid of do not have a practice; The idea that has a way can be carried out, can stop caustic; Without the idea of the practice, can let talk about the business to fall to keep making a plan, communicate, change the plan, dead loop that communicates again.

Want to talk about a practice, do not talk about idea, it is to want to be given priority to with the practice, do not want to talk about idea purely; This should distinguish the opinion that respects the other side.

04 should talk about an interest, do not talk about feeling: Talk about the business to want to take care of peace talks to decide each square profit, not theoretic the feeling that have nothing to do

Those who talk about the business to want to notice at 4 o'clock, be " should talk about an interest, do not talk about feeling " , this includes:

Talk about business avoid by all means to come up without preamble, always want some to greet, make the bedding on a few bilateral affection, atmosphere

We are the societies of reason law, the ways one gets along with others, kongfu that plays for the person is talking is on the business need those who reach the designated position to do

But substantially this kind of matting is not build feeling with the other side, want to eliminate the awkwardness between stranger however, and explore the depth of the other side, like quality, savour, purchasing power, horizon, experience is waited a moment

Substantially, the purpose that talks about the business is an interest, not be feeling, the favor society that is us only abstains from too straight talk about an interest in vain

So, talking about the business to go up, we should take care of peace talks to decide each square profit already, also want to take care of the affection atmosphere on occasion

Of avoid by all means is, do not be immersed in the error of affection atmosphere, entertain guests have a meal, drink sing K, talk about feeling to should do the essence that talks about the business

Real truth is:

The more big business, the more simple straight white, without preamble, mention will jump over not impure affection;

The more dicker, more complex, pester more, circle will be circled, mention will go up to the sky the ground, meet hate is late.

Talk about an interest directly, it is the sharp weapon that cuts solution to talk about business predicament, although have the risk that lets can no more talk about business at a stand, but the more cannot cut the Gordian knot, bother the more.

05 should talk about regulation, do not talk about friendship: Talk about the business to want the regulation that agreement of business make peace cooperates, do not kidnap once friendship.

Talk about friendship, do not talk about regulation, regular perhaps it is oral agreement, this is to talk about the error with the biggest business

Talk about the business, want to use the profit with collective regular collective seek, do not use the profit with collective affection collective seek

Talk about the business, want a thereinbefore of ugly word respecting, alleged ugly word, want to establish rule first namely

The core purpose that talks about the business is an interest, and the safeguard that regulation is an interest

Talk about the business, want the regulation that agreement of business make peace cooperates, do not use once friendship kidnap business, should be not kidnapped by whose friendship more the business

Talking about decided regulation cannot be oral only those who go up, want to sign significant agreement, want to had established effective written pledge at least

Only with respect to partnership deal character, should knock decided regulation to have regulation giving money, exert oneself regular, decision-making regulation, unmake regulation, enter and exit regulation to wait a moment.

Talk about the business, if do not talk about regulation, be equal to did not talk; If do not sign regular and relevant agreement, be equal to oneself to bury thunder.

Talking about the business is door knowledge, also be an art, should let the other side be taken seriously already, have outer part, want to let have an interest severally again, and have safeguard.

Arrived truly of artistic state talk about the business, won't let a person feel talking about the business, because talk, is each just want, everybody is afraid.

We are fed up with " one pair talks about business features " person, we welcome frank and sincere, ugly word advanced, rational has according to, regulation talks about the business clearly.

Because this accords with us each square interest, such talking the business, should the more the better.