谈判 - 更容易谈判

谈判技巧

头，我赢了，你输了尾巴。

这是处理谈判的方式,不是吗?

良好的谈判

Well, no. Good negotiation isn't about winning and it isn't about someone else losing.

Good negotiations are about both sides leaving feeling they got what they wanted, or at least better off than when they went in.

不成功的谈判

不成功的谈判are when either side feels they've compromised too much, given way when they didn't want to, felt undue pressure; felt threatened; made sacrifices they didn't want to.

在这些情况下，另一方可能相信他们赢得了自己，但这并不是一个成功的谈判。

They may have won, but the other party will never trust them again and may not want to repeat the experience.

Win the Battle Not the War

As the cliche says, they may have won the battle, but they won't have won the war.

Indeed, negotiations can often feel like war (more on the differing types of negotiations below), which is why there is an inevitable expectation of win/lose in so many of them.

Well, we at Impact Factory believe that the best negotiation skills don't have to have such an inevitability about them.

Never the Same Twice

There are many good books written about negotiating.

A lot of them hold the view that there is a right or good way to run negotiations; that there is a model you can follow that will get you better solutions.

这种观点可能是一个很好的起点，但是，这种思维方式有几个缺陷。

Firstly, negotiations are never the same twice.

It's Always Different

Sometimes they are not even similar.

Even if you have to go back and deal with the same person about the same issue, it will be different.

Time will have passed, things will have shifted, something new might now be involved.

其次，谈判者从未相同两次。

Even when you get the same person they could well be in a different mood.

Different Mood

You could just be in a different mood.

您中的一个或两个可能已经重新思考您的位置，此外，您几乎肯定不是一个标准的，监管模型，没有特质和披肩。

Finally, things should change.

你知道新闻界是如何融合的关于政治u匝，好像他们是弱点的标志？

A Change of Mind

Well, they aren't.

改变你的思想是成为一种特殊的真实的人的一部分，因此谈判可以在中游改变，并变成与他们开始的地方完全不同的东西。

知道为什么你在那里

Now, not only are negotiations and negotiators different, the reasons for entering into a negotiation can differ widely as well.

There are at the very least five types of negotiation that most people will be involved with in both their personal and their working lives.

Adversarial: fight, opposite ends, polarisation

In this type of negotiation, it can feel as though you need to go in armed and armoured; well defended and prepared for a fight.

同意：团队模式

在这种类型的谈判中，感觉更像是给予和采取的，一个合作，解决战略，角色和奖励。

非对抗性：每个人都有兴趣使它工作

Here negotiation is often about what's the best way to arrive at a mutually agreed outcome.

Brainstorming: talking issues through, a 'drains-up'

通过这种类型的谈判人们围绕着想法，看看有什么在那里，需要做些什么，谁要做什么。

外交：敏感问题

Issues that need to be handled as though walking through a minefield

With diplomatic negotiations, there are usually hidden agendas and a need to be aware of the politics and ramifications of any decisions made.

Negotiations Develop

我们知道人们有时会进入一种谈判，发现他们沿着这一点是另一个。

例如，我们最近看到一个团队会议崩解成五月纪姆，因为一个人在预期斗争（并因此创造一个人）时，其他人都在预期合作。

Diplomacy

It took a lot of diplomacy to get it back on track!

The thing is, these five types of negotiation are neither right nor wrong.

没有权利或错误

谈判时，就不会有正确的或错误。

重要的是，你知道你为什么进入特定的谈判，你准备沿途所遇到的东西。

You're never going to be able to second-guess everything.

发展自己的方法

Really good negotiators are able to read the other person/people.

They are able to let go of their positions, giving up one want and choosing another.

他们可以采取客观观察者的作用，保留平静，内心的心态。

They can fight tooth and nail and yet lose with good grace when necessary.

Though this may be something you aspire to it is certainly not the place to start.

It's a Game

Start with the idea that it's a game.

And in the game, there are a few rules and some skills that you can learn. However, like all games, it's more about tactics and playing to your strengths.

Before we get into that let's say a word about "good" negotiating.

良好的谈判

Any advice that starts with "It's a good idea..." is likely to be of little help in the heat of a negotiation unless it happens by chance to fit in with your personal rules and patterns.

这是一个例子。

“这是一个好主意，在上面有一点乐于愿意满足于”

Sounds good?

Negotiating Style

Not if you're negotiating style is to stick to your guns or give way too soon it's not.

What would be a good idea is to start with what your negotiating style is and work from there.

注意我们没有说“定义你的优势和弱点”或“解决你做得好的事情并使用”。

锻炼你的规则

No. Just work out the patterns and rules you follow when negotiating.

If you realise that you habitually either fight too hard and refuse to give way or give in too easily, then you can create some additional rules of your own that will help you immensely.

For instance, you could decide to set your opening price too high and then give them anything they ask for, or you could set your price too low and then not give them anything.

Plan Around Your Natural Style

Because it suits your style you will be happy working this way.

What's more, you will be happy even if it goes wrong. In the first instance, you could get more than you thought you would; and in the second you will probably lose work from someone who doesn't value your services very highly.

如果谈判是关于你可能的那样赠送的话，没有对此感到不满意？