完美谈判 7 守则

The Art of Negotiating

Whether it’s haggling over price or thrashing out the details of a contract, getting the best deal is no piece of cake. Here are some time-honored tactics to employ in negotiations:

Failing to Prepare Is Preparing to Fail

Learn about the other side. In addition to the requirements of your own organization, take into account the other party’s wants and needs. In sales, in particular, the best-informed person comes out on top. Armed with facts about competitors, you can overcome objections over price and attempts to use the competition as leverage. Listening and showing empathy with the other side will help you overcome any stumbling blocks.

Ask and You Shall Receive

If you want something, you have to make it clear. Don’t be afraid to speak up. Many people don’t get what they want because they assume they have little chance of success, and therefore don’t broach the subject. Seasoned negotiators ask for everything they want and ensure they don’t end up saddled with something they didn’t ask for.

Patience Is a Virtue

Never negotiate against yourself. Make an offer and then wait for a response. Don’t revise an initial figure before you’ve received an answer, otherwise the other party will learn to hold off in hope of a better deal. Waiting for a response also teaches you what kind of negotiator you are dealing with.

完美谈判 7 守则

无论是议价或研讨合约细节，敲定最佳交易决非易事。这里有一些确立已久的策略能应用在谈判中∶

没准备就是准备失败

了解你的谈判对手。除了自己公司的条件，也将对方的希望与需求考虑进去。特别是业务销售部分，消息最灵通的人通常都能成为最後赢家。掌握有关竞争对手的资讯，你就能克服价格上的异议以及想利用竞争来当作手段的企图。聆听并表现出对另一方的同理心能助你排除任何阻碍。

有问就有得

如果你想要什麽，你就必须表达清楚。别害怕大声说出口。很多人没得到想要的是因为他们假定成功机会渺茫，所以他们也就不点出主题。经验丰富的谈判者会要求所有他们想要的，并确保他们最後不会被强加他们并未要求的。

耐心是美德

别进行对自己不利的谈判。报价然後等待回覆。别在你收到答案前修改最初的数字，否则对方就会知道要拖延以期盼换取更好的成交金额。等待回覆也能教导你自己在对付的是什麽样的谈判者

2012/05/28 (一) Our shredder is broken, so I'll tear these confidential documents up manually.

我们的碎纸机坏掉了，所以我要徒手把这些机密文件撕碎。

2012/05/29 (二) In the 1990s, smart casual became a popular dress code in white-collar workplaces.

九○年代，轻松却又兼顾仪态的穿著风格在白领上班族间蔚为风潮。

2012/05/30 (三) I see the euro has just moved to its highest level against the U.S. dollar in weeks.

我注意到欧元这几周对美元来到了新高点。

2012/05/30 (四) I plan to be here for two weeks. Here's my itinerary,with my hotels. I fly out on June 16.

我计画在这里待两星期。这是我的行程表还有住宿明细。我在六月十六日出境。

2012/06/01 (五) Magnus was an original thinker and never afraid to go against the tide.

麦格纳斯是位创新思想家，从不惧怕反对潮流。