There has been a great deal of research into the art of negotiation, and, in particular, into what makes a “good” negotiator.
有很多關(guān)于談判藝術(shù)的研究，尤其是對(duì)如何成為一名優(yōu)秀的談判者的研究。
One point most researchers seem to agree on is that good negotiators try to create a harmonious atmosphere at the start of a negotiation. They make an effort to establish a good rapport with their counterpart, so that there will be a willingness to----on both sides---to make concessions, if this should prove necessary.
很多研究人員都認(rèn)同的是：優(yōu)秀的談判者在談判一開(kāi)始就試圖建立一種和諧的氛圍。他們怒努力同談判的對(duì)手建立融洽的關(guān)系，以便在需要的時(shí)候使雙方都能做出妥協(xié)。
Good negotiators generally wish to reach an agreement which meets the interests of both sides. They therefore tend to take a long-term view, ensuring that the agreement will improve, or at least not harm, their relation with the other party. On the other hand, a poor negotiator tends to look for immediate gains, forgetting that the real benefits of a deal may come much later.
優(yōu)秀的談判者總是希望能夠達(dá)成滿足雙方利益的協(xié)議。因此，他們趨向于以長(zhǎng)遠(yuǎn)的眼光看待問(wèn)題，以確保談判結(jié)果有利于雙方的關(guān)系，至少要對(duì)雙方的關(guān)系無(wú)害。換句話說(shuō)，拙劣的談判者只看到眼前的利益，他們不會(huì)知道一個(gè)交易的真正利益可能來(lái)的非常的晚。
Skillful negotiators are flexible. They do not “l(fā)ock themselves” into a position so that they will not lose face if they have to compromise. They have a range of objectives, so thus allowing themselves to make concessions, for example, “ I aim to buy this machine for 2000$ “ and not “ I must buy it for 2000$. Poor negotiators have limited objectives, and may not even work out a “fall –back” position.
嫻熟的談判者都是比較靈活的。他們不會(huì)把自己局限于某一問(wèn)位置。因此，在他們需要做出妥協(xié)的時(shí)候，他們也不會(huì)覺(jué)得嗎沒(méi)有面子。他們有著一系列的目標(biāo)，這就使得他們能夠做出讓步。例如：“我希望能夠以2000美元的價(jià)格購(gòu)買(mǎi)這臺(tái)機(jī)器”而不是“我一定要以2000美元的價(jià)格買(mǎi)到這臺(tái)機(jī)器”。拙劣的談判者只有有限的目標(biāo)，他們不會(huì)為自己留下后路。
Successful negotiators don’t want a negotiation to break down. If problems arise, they suggest ways of resolving them. The best negotiators are persuasive, articulate people, who select a few key arguments and repeat them. This suggests that tenacity is an important quality.
成功的談判者不希望談判破裂。當(dāng)問(wèn)題出現(xiàn)的時(shí)候，他們會(huì)去提出解決問(wèn)題的辦法。的談判者總是能言善辯的，他們具有說(shuō)服他人的能力。這說(shuō)明忍耐是一種非常重要的品質(zhì)。
Finally, it is essential to be a good listener and check frequently that everything has been understood by both sides.
最后，成為一名出色的聽(tīng)眾，并且時(shí)常檢驗(yàn)每一點(diǎn)都被雙方所理解是至關(guān)重要的。
There are some hints on negotiating below, which may be helpful to you.
下面的一些關(guān)于談判的要點(diǎn)可能會(huì)對(duì)你有所幫助。
Research Try to find as much as you can about your counterpart and make sure you prepare properly. Taking into consideration the personality and position of him/her, as well as your own strengths and weakness. The less you prepare, the more you will be at a disadvantage and the less likely you will be to achieve a satisfactory outcome.
調(diào)查 盡可能多地尋找關(guān)于談判對(duì)手的信息，并確保自己已經(jīng)有了最充分的準(zhǔn)備。要考慮到談判對(duì)手的個(gè)性和地位，以及自己的優(yōu)勢(shì)和劣勢(shì)。你準(zhǔn)備的越是充分，你的優(yōu)勢(shì)就會(huì)更大，這樣你就會(huì)獲得更加滿意的結(jié)果。
Objective Try to take a long term-view and decide on a range ofobjectives so that you can be more flexible and offer more alternatives during the negotiation itself. Remember you are looking for a win-win situation of benefit to both parties, thus paving way for further deals in the future.
目標(biāo) 以長(zhǎng)遠(yuǎn)的眼光看問(wèn)題，并且制定一系列的目標(biāo)。這樣，在談判的過(guò)程中你才會(huì)更加的靈活，才可能有更多的選擇。記住，你是要新招一種對(duì)雙方都有利的狀況，從而為將來(lái)的進(jìn)一步合作鋪平道路。
Limits Decide what your sticking point(s) must be and why. Knowing your negotiating limits and their reasons will help you negotiate more confidently and comfortably.
底限 確定你應(yīng)該堅(jiān)持的觀點(diǎn)以及為什么要堅(jiān)持。了解你的談判底限和原因會(huì)使你在談判中更加自信和輕松。
Rapport Try to establish a good rapport with your counterpart from the moment you first meet, whether or not you already know each other. Some general “social talk” is a good ice-breaker and bridge-builder in this respect.
和諧 不管你是否認(rèn)識(shí)對(duì)方，在第一次見(jiàn)面的是后繼牡蠣創(chuàng)造一種和諧。一些普遍的“社會(huì)談話”是很好的打破僵局和建立橋梁的工具。
Attitude Be constructive not destructive ---- treat your counterpart with respect ,sensitivity and tact, and try to avoid an atmosphere of conflict. This will create a feeling of harmony and goodwill, which should encourage a willingness to compromise and ultimately lead to a productive negotiation.
態(tài)度 要有建設(shè)性，而不是破壞性。對(duì)你的談判對(duì)手要尊重，敏感，靈或，并且避免沖突。這樣就會(huì)建立一種和諧的環(huán)境，醋精合作的意愿，從而有助于折中，并且最終會(huì)達(dá)成有效的談判。
Approach Keep your objectives in mind and try to keep a clear head. This will help you to concentrate on your key points. Listening attentively at every stage of your negotiation and try to resist the temptation to introduce new arguments all the time.
方法 牢記心中的目標(biāo)，保持頭腦的清醒。這樣會(huì)使你集中精力于自己的重點(diǎn)問(wèn)題。在談判的每一個(gè)階段都要認(rèn)真的聽(tīng)，并要盡力抵制新的爭(zhēng)論焦點(diǎn)的引入。
Flexibility Be prepared to consider a range of alternatives and try to make creative suggestions for resolving any problems. Be prepared to make concessions and compromise, if necessary, to avoid deadlock but don’t be pushed beyond your sticking point.
靈活性 準(zhǔn)備好一系列的選擇，盡力提出解決問(wèn)題的創(chuàng)造性的意見(jiàn)。在需要的時(shí)候，做好妥協(xié)和折中的準(zhǔn)備，以避免陷入僵局。不要脫離自己應(yīng)該堅(jiān)持的底限。
Language Be simple and clear. There is no point complicating a difficult task with difficult language. Don’t be afraid to ask questions if there is anything you don’t understand. It is vital to avoid any misunderstanding that might harm to the success of your negotiation.
語(yǔ)言 用語(yǔ)要簡(jiǎn)單清楚。沒(méi)有必要使用復(fù)雜的語(yǔ)言，那樣會(huì)使復(fù)雜的問(wèn)題更加的復(fù)雜。盡量避免不利于談判成功的誤解是至關(guān)重要的。
Confirmation Summarize and review your progress at regular internals during the negotiation . write a follow-up letter to confirm in writing the points agreed during your negotiation and clarify any outstanding matters, if necessary, clarify any misunderstanding.
確認(rèn) 在在談判中斷的時(shí)候要回顧檢驗(yàn)談判的進(jìn)展。寫(xiě)下一份總結(jié)以，確認(rèn)談判中雙發(fā)達(dá)成的共識(shí)，明確一些重要的問(wèn)題，并在必要的時(shí)候明確雙方的誤解。
有很多關(guān)于談判藝術(shù)的研究，尤其是對(duì)如何成為一名優(yōu)秀的談判者的研究。
One point most researchers seem to agree on is that good negotiators try to create a harmonious atmosphere at the start of a negotiation. They make an effort to establish a good rapport with their counterpart, so that there will be a willingness to----on both sides---to make concessions, if this should prove necessary.
很多研究人員都認(rèn)同的是：優(yōu)秀的談判者在談判一開(kāi)始就試圖建立一種和諧的氛圍。他們怒努力同談判的對(duì)手建立融洽的關(guān)系，以便在需要的時(shí)候使雙方都能做出妥協(xié)。
Good negotiators generally wish to reach an agreement which meets the interests of both sides. They therefore tend to take a long-term view, ensuring that the agreement will improve, or at least not harm, their relation with the other party. On the other hand, a poor negotiator tends to look for immediate gains, forgetting that the real benefits of a deal may come much later.
優(yōu)秀的談判者總是希望能夠達(dá)成滿足雙方利益的協(xié)議。因此，他們趨向于以長(zhǎng)遠(yuǎn)的眼光看待問(wèn)題，以確保談判結(jié)果有利于雙方的關(guān)系，至少要對(duì)雙方的關(guān)系無(wú)害。換句話說(shuō)，拙劣的談判者只看到眼前的利益，他們不會(huì)知道一個(gè)交易的真正利益可能來(lái)的非常的晚。
Skillful negotiators are flexible. They do not “l(fā)ock themselves” into a position so that they will not lose face if they have to compromise. They have a range of objectives, so thus allowing themselves to make concessions, for example, “ I aim to buy this machine for 2000$ “ and not “ I must buy it for 2000$. Poor negotiators have limited objectives, and may not even work out a “fall –back” position.
嫻熟的談判者都是比較靈活的。他們不會(huì)把自己局限于某一問(wèn)位置。因此，在他們需要做出妥協(xié)的時(shí)候，他們也不會(huì)覺(jué)得嗎沒(méi)有面子。他們有著一系列的目標(biāo)，這就使得他們能夠做出讓步。例如：“我希望能夠以2000美元的價(jià)格購(gòu)買(mǎi)這臺(tái)機(jī)器”而不是“我一定要以2000美元的價(jià)格買(mǎi)到這臺(tái)機(jī)器”。拙劣的談判者只有有限的目標(biāo)，他們不會(huì)為自己留下后路。
Successful negotiators don’t want a negotiation to break down. If problems arise, they suggest ways of resolving them. The best negotiators are persuasive, articulate people, who select a few key arguments and repeat them. This suggests that tenacity is an important quality.
成功的談判者不希望談判破裂。當(dāng)問(wèn)題出現(xiàn)的時(shí)候，他們會(huì)去提出解決問(wèn)題的辦法。的談判者總是能言善辯的，他們具有說(shuō)服他人的能力。這說(shuō)明忍耐是一種非常重要的品質(zhì)。
Finally, it is essential to be a good listener and check frequently that everything has been understood by both sides.
最后，成為一名出色的聽(tīng)眾，并且時(shí)常檢驗(yàn)每一點(diǎn)都被雙方所理解是至關(guān)重要的。
There are some hints on negotiating below, which may be helpful to you.
下面的一些關(guān)于談判的要點(diǎn)可能會(huì)對(duì)你有所幫助。
Research Try to find as much as you can about your counterpart and make sure you prepare properly. Taking into consideration the personality and position of him/her, as well as your own strengths and weakness. The less you prepare, the more you will be at a disadvantage and the less likely you will be to achieve a satisfactory outcome.
調(diào)查 盡可能多地尋找關(guān)于談判對(duì)手的信息，并確保自己已經(jīng)有了最充分的準(zhǔn)備。要考慮到談判對(duì)手的個(gè)性和地位，以及自己的優(yōu)勢(shì)和劣勢(shì)。你準(zhǔn)備的越是充分，你的優(yōu)勢(shì)就會(huì)更大，這樣你就會(huì)獲得更加滿意的結(jié)果。
Objective Try to take a long term-view and decide on a range ofobjectives so that you can be more flexible and offer more alternatives during the negotiation itself. Remember you are looking for a win-win situation of benefit to both parties, thus paving way for further deals in the future.
目標(biāo) 以長(zhǎng)遠(yuǎn)的眼光看問(wèn)題，并且制定一系列的目標(biāo)。這樣，在談判的過(guò)程中你才會(huì)更加的靈活，才可能有更多的選擇。記住，你是要新招一種對(duì)雙方都有利的狀況，從而為將來(lái)的進(jìn)一步合作鋪平道路。
Limits Decide what your sticking point(s) must be and why. Knowing your negotiating limits and their reasons will help you negotiate more confidently and comfortably.
底限 確定你應(yīng)該堅(jiān)持的觀點(diǎn)以及為什么要堅(jiān)持。了解你的談判底限和原因會(huì)使你在談判中更加自信和輕松。
Rapport Try to establish a good rapport with your counterpart from the moment you first meet, whether or not you already know each other. Some general “social talk” is a good ice-breaker and bridge-builder in this respect.
和諧 不管你是否認(rèn)識(shí)對(duì)方，在第一次見(jiàn)面的是后繼牡蠣創(chuàng)造一種和諧。一些普遍的“社會(huì)談話”是很好的打破僵局和建立橋梁的工具。
Attitude Be constructive not destructive ---- treat your counterpart with respect ,sensitivity and tact, and try to avoid an atmosphere of conflict. This will create a feeling of harmony and goodwill, which should encourage a willingness to compromise and ultimately lead to a productive negotiation.
態(tài)度 要有建設(shè)性，而不是破壞性。對(duì)你的談判對(duì)手要尊重，敏感，靈或，并且避免沖突。這樣就會(huì)建立一種和諧的環(huán)境，醋精合作的意愿，從而有助于折中，并且最終會(huì)達(dá)成有效的談判。
Approach Keep your objectives in mind and try to keep a clear head. This will help you to concentrate on your key points. Listening attentively at every stage of your negotiation and try to resist the temptation to introduce new arguments all the time.
方法 牢記心中的目標(biāo)，保持頭腦的清醒。這樣會(huì)使你集中精力于自己的重點(diǎn)問(wèn)題。在談判的每一個(gè)階段都要認(rèn)真的聽(tīng)，并要盡力抵制新的爭(zhēng)論焦點(diǎn)的引入。
Flexibility Be prepared to consider a range of alternatives and try to make creative suggestions for resolving any problems. Be prepared to make concessions and compromise, if necessary, to avoid deadlock but don’t be pushed beyond your sticking point.
靈活性 準(zhǔn)備好一系列的選擇，盡力提出解決問(wèn)題的創(chuàng)造性的意見(jiàn)。在需要的時(shí)候，做好妥協(xié)和折中的準(zhǔn)備，以避免陷入僵局。不要脫離自己應(yīng)該堅(jiān)持的底限。
Language Be simple and clear. There is no point complicating a difficult task with difficult language. Don’t be afraid to ask questions if there is anything you don’t understand. It is vital to avoid any misunderstanding that might harm to the success of your negotiation.
語(yǔ)言 用語(yǔ)要簡(jiǎn)單清楚。沒(méi)有必要使用復(fù)雜的語(yǔ)言，那樣會(huì)使復(fù)雜的問(wèn)題更加的復(fù)雜。盡量避免不利于談判成功的誤解是至關(guān)重要的。
Confirmation Summarize and review your progress at regular internals during the negotiation . write a follow-up letter to confirm in writing the points agreed during your negotiation and clarify any outstanding matters, if necessary, clarify any misunderstanding.
確認(rèn) 在在談判中斷的時(shí)候要回顧檢驗(yàn)談判的進(jìn)展。寫(xiě)下一份總結(jié)以，確認(rèn)談判中雙發(fā)達(dá)成的共識(shí)，明確一些重要的問(wèn)題，并在必要的時(shí)候明確雙方的誤解。