在企業(yè)里，純熟的談判可以有兩種不同效果，獲得百萬(wàn)美元的合同或是合同泡湯。這里有一些有效的指示，可以讓你成為頂尖談判高手。

In business, skilled negotiation can be the difference between making a million dollar contract and being fired. Here are some effective pointers to help you come out on top in the negotiation process.

以正面的方式來(lái)開頭

正與你談判的或許就是你的競(jìng)爭(zhēng)對(duì)手。為了與競(jìng)爭(zhēng)對(duì)手能有一個(gè)有效的談判，關(guān)鍵就是早些采用正面的方式，達(dá)成共識(shí)，共同克服分歧。例如："The United States and Russia, England and France, and Germany and France are all former competitors who became allies. If they could do it, so can we."

Starting on a positive

The people who you are negotiating with may be business competitors. To have productive negotiations with competitors it's important to set a positive tone early on, establishing that you can both overcome your differences. For example, "The United States and Russia, England and France, and Germany and France are all former competitors who became allies. If they could do it, so can we."

對(duì)付沒有道德感的談判者

很有可能你會(huì)遇到一些反對(duì)你的人，他們會(huì)使用書本上寫的會(huì)一些骯臟的伎倆。要對(duì)付像這些不道德的行為不要使用一些強(qiáng)烈的激進(jìn)舉動(dòng)，而是保持紳士風(fēng)度。例如：如果你感覺到別人在說(shuō)謊或是欺騙你了，你可以這樣說(shuō)：「I've come to trust you completely, but on this issue I sense some holding back.」

Dealing with unethical negotiators

It's possible that you'll come up against people who will try every nasty negotiation trick in the book. Deal with such unethical behavior not by aggressive confrontation, but in a dignified manner. For example, if you feel that you are being lied to or deceived, you could say, "I've come to trust you completely, but on this issue I sense some holding back."

問一些有效的問題

有效的提問是成功談判的基礎(chǔ)。這不僅給了雙方一個(gè)了解彼此對(duì)關(guān)鍵問題看法的機(jī)會(huì)，同樣也是一個(gè)設(shè)立目標(biāo)和期望的契機(jī)。問那些開放式的問題，可以給雙方收集信息的機(jī)會(huì)。例如：你可以這樣問：「What are you hoping to achieve today?」

Using effective questioning

Effective questioning forms the backbone of successful negotiations. They give both sides an opportunity to gauge each other's attitudes on key issues as well as set goals and expectations. Asking open-ended questions will give both sides an opportunity to gather this information. For example, you could ask, "What are you hoping to achieve today?"

化干戈為玉帛

談判過(guò)程中會(huì)造成一些不愉快，了解化如何干戈為玉帛是重要的。一種方法就是從積極的方面看待那些冒犯性的言論。例如：「If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work.」

Recovering from offending someone

Causing offense will happen at certain stages of the negotiation process, so it's important to know how to recover from such incidents. One way to do so is to take the offensive comment and put it in a positive light. For example, "If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work."

展現(xiàn)謙遜

談判是雙向的溝通，所以要避免陷于一連串的「I'm right, you're wrong,」這種情況。尊重您的談判對(duì)手，展現(xiàn)您的謙遜，千萬(wàn)不要裝做自己知道所有的答案，允許對(duì)方在某些議題擁有控制權(quán)。例如：「That's more your area of expertise than mine, so I'd like to hear more.」

Showing humility

Negotiations are a two-way communication, so it's a good idea to avoid getting stuck in a series of, "I'm right, you're wrong," situations. Show humility and respect to the people you are negotiating with, do not pretend to have all the answers, and openly allow them to take control of some issues. For example, "That's more your area of expertise than mine, so I'd like to hear more."

重回談判桌

當(dāng)談判者因憤怒、怨恨或不愿意聆聽而使得雙方關(guān)系決裂的時(shí)候，在重回有建設(shè)性對(duì)話的時(shí)候要特別注意。承認(rèn)錯(cuò)誤并表示你愿意繼續(xù)談判有助于恢復(fù)友好的氣氛。例如：你可以這樣說(shuō)："What happened last week was unacceptable as it was unintentional. Shall we move on?"

Recovering from negotiation breakdown

When negotiations break down due to anger, resentment or simple unwillingness to listen, pay careful attention when getting back to productive dialogue. Admitting mistakes and showing that you are still willing to proceed will help the negotiations regain a more civil atmosphere. For example, you could say, "What happened last week was unacceptable as it was unintentional. Shall we move on?"