如何谈判以双赢(英文版)

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1、TheMutualGainsApproachtoNegotiationNegotiationisaFactofLifeWhatisnegotiation?Itisnotjusttheformalizedprocessoftradinggoods,servicesandmoney.谈判是一个双方求取共识、集结共同利益、心和心互动的过程Weallnegotiateallthetime:WithourfamilyandfriendsWithourco-workersWithoursupervisorsandmanagersWithourclientsWhatissuccessfulnegotia

2、tion?Satisfyingoutcome:WorksforallthepartiesLongtermcommitmentEfficiencyreached:TimenotwastedNothingleftonthetableAmicably/Friendlyended:RelationshipenhancedFuturedealingseasierConventionalwisdomaboutnegotiationBidhighUnderthempsychologically—dirtytricksUnderminethelegitimacyoftheirclaims…Assumpti

3、onswithconventionalapproachWin/losewithassumptionofafixed"pie"Theirgainismyloss.Thesizeofthepieisfixed.Negotiationisatestofwill.Thismodelappliesto(maybe):StrangersPeopleyouhopenevertoseeagain.SeparatethePEOPLEfromtheProblem3basicsortsofpeopleproblems:(1)differentperceptionsamongtheparties(2)emotio

4、nssuchasfearandanger(3)communicationproblems.SeparatethePEOPLEfromtheProblemPerceptions:Trytounderstandtheotherperson'sviewpointbyputtingyourselfintheother'splace.Donotassumethatyourworstfearswillbecometheactionsoftheotherparty.Donotblameorattacktheotherpartyfortheproblem.Trytocreateproposalswhich

5、shouldbeappealingtotheotherparty.Emotions:Acknowledgeemotionsandtrytounderstandtheirsource(understandthatallfeelingsarevalidevenifyoudonotagreeorunderstandthem).Allowtheothersidetoexpresstheiremotions.Trynottoreactemotionallytoanother'semotionaloutbursts.Symbolicgesturessuchasapologiesorexpression

6、sofsympathycanhelptodefusestrongemotions.Communication:Activelylistentotheotherparty(givethespeakeryourfullattention,occasionallysummarizingthespeaker'spointstoconfirmyourunderstanding).Whenspeakingdirectyourspeechtowardtheotherpartyandkeepfocusedonwhatyouaretryingtocommunicate.Youshouldavoidblami

7、ngorattackingtheotherperson,speakingonlyaboutyourself.Tryusing"I"statements,suchas"Ifeel"or"Ithink."FocusonINTERESTS,notpositionsorangestory3Typesofinterests:Mutualinterests:Differentialinterests:Conflictedintere