The negotiating Table 談判桌
You can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers, called in by companies to negotiate on their behalf. He approaches the art of negotiation as a game because, as the is usually negotiating for somebody else, he says this helps him drain the emotional content from his conversation. He is working in a competitive field and needs to avoid being to adversarial. Whether he succeeds or not, it is important to him to make a good impression so that people will recommend him.
你幾乎能談判任何東西。工程，資源，期望和截止日期都是談判的結(jié)果。有一些人靠談判為生。Dr.Herb Cohen就是職業(yè)談判人中的一員，經(jīng)常代表這些談判。他深諳談判的藝術(shù)并把視為游戲，因?yàn)樗?jīng)常為一些人去談判，他說這有助于他把感情因素拋之交談之外。他正工作在一個(gè)競(jìng)爭(zhēng)的領(lǐng)域，同時(shí)需要避免太過于敵對(duì)。無論是否他談判的成功與否，給別人留下一個(gè)好印象非常重要， 因?yàn)閯e人會(huì)在今后推薦他。
The starting point for any deal, he believes is to identify exactly what you want from each other. More often than not, one party will be trying to persuade the other round to their point of view. Negotiation requires two people at the end saying ‘yes’. This can be a problem because one of them usually begins by saying ‘no’ . However, although this can make talks more difficult, this is often just a starting point in the negotiation game. Top management may well reject the idea initially because it is the safer option but they would not be there if they were not interested.
任何交易的起始點(diǎn)，他相信是完全確認(rèn)你想從中得到什么。常常一方總是盡力嘗試讓另一方接受他們的觀點(diǎn)。談判要求雙方在最后達(dá)成一致。這可能是一個(gè)問題，因?yàn)檎勁须p發(fā)在開始時(shí)總是彼此不同意。然后，盡管這可能讓談判更加困難，但是這經(jīng)常是談判這一游戲的起始點(diǎn)。高級(jí)的管理層可能對(duì)開始的觀點(diǎn)表達(dá)反對(duì)意見是因?yàn)檫@是一個(gè)安全的選擇，但是如果他們不感興趣，他們就不可能出現(xiàn)在談判桌旁。
It is a misconception that skilled negotiators are smooth operators in smart suits. Dr. Cohen says that one of his strategies is to dress down so that the other side can relate to you. Pitch your look to suite your customer. You do not need to make them feel better than you, but, for example, dressing in a style that is not overtly expensive or successful will make you more approachable. People will generally feel more comfortable with somebody who appears to be like them rather then superior to them. They may not like you but they will feel they can trust you.
這是一個(gè)錯(cuò)誤的觀點(diǎn)，那就是有技巧的談判者是穿著精致西服的家伙。Dr. Cohen說他談判的策略之一是穿著隨便輕松，因此對(duì)方能夠認(rèn)同。讓你的穿著迎合你的客戶。你不需要讓他們比你感覺到舒服，但是，比如說，不穿著過于昂貴和過于成功的風(fēng)格會(huì)使得你更容易接近。人們通常對(duì)一些和自己穿著相似的人感到舒服，而不是看上去高高在上的人。 他們可能不喜歡你，但是他們感到他們能信任你。
Dr. Cohen suggest that the best way to sell your proposal is by getting into the world of the other side. Ask questions rather than give answers and take an interest in what the other person is saying , even if you think what they are saying is silly. You do not need to become their best friend but being too clever will alienate them. A lot of deals are made on impressions. Do not rush what you are saying-put a few hesitations in, do not try to blind them with your verbal dexterity. Also , you should repeat back to them. What they have said to show you take them seriously.
Dr.Cohen建議最好的推銷的提議的方法是站在對(duì)方的位置思考問題。問問題而不是提供答案或是對(duì)對(duì)方說的感興趣，甚至認(rèn)為對(duì)方說的很可笑。你不需要變成他們最好的朋友，但是顯得過于聰明將疏遠(yuǎn)對(duì)方。很多生意都是得益與留下的印象。不要對(duì)于你說的追的過于太緊，給對(duì)方留一下一點(diǎn)猶豫的時(shí)間，不要通過華麗的詞匯來蒙蔽他們。你需要重復(fù)他們說的，那就顯得你對(duì)他們非常重視。
Inevitably some deals will not succeed. Generally the longer the negotiations go on, the better chance they have because people do not want to think their investment and energies have gone to waste. However, joint venture can means joint risk and sometimes, if this becomes too great, neither party may be prepared to see the deal through. More common is a corporate culture clash between companies, which can put paid to any deal. Even having agreed a deal, things may not be tied up quickly because when the lawyers get involved, everything gets slowed down as they argue about small details.
不可避免的是一些生意將不會(huì)成功。通常來說，談判的時(shí)間越長(zhǎng)，談成功的機(jī)會(huì)就越大。因?yàn)樗麄兌疾幌肜速M(fèi)他們付出的投資和精力。然而，聯(lián)合經(jīng)營意為著聯(lián)合風(fēng)險(xiǎn)，如果這種風(fēng)險(xiǎn)變得特別大，沒有任何一方打算看到這樣的交易能夠談成。更常見的是雙發(fā)公司的企業(yè)文化沖突，這可能要斷送任何一個(gè)談判。甚至一些已經(jīng)達(dá)成一致的談判中，當(dāng)律師介入時(shí)，事情可能就不會(huì)這么快結(jié)束，每件事都進(jìn)展的非常緩慢，是因?yàn)樗麄兌荚跔?zhēng)論一些小細(xì)節(jié)。
Dr. Cohen thinks that children are the masters of negotiation. They goals are totally selfish. They understand the decision-making process within families perfectly. If Mum refuses their request, they will troop along to Dad and pressurise him. If all else fails,they will try the grandparents, using some emotional blackmail. They can also be very single-minded and have an inexhaustible supply of energy for the cause they are
pursuing. So there are lessons to be learned from watching and listening to children.
Dr. Cohen認(rèn)為孩子是談判的大師。他們的目標(biāo)是完全自私的。他們對(duì)家庭做決定的過程非常了解。如果媽媽拒絕了他們的要求，他們將會(huì)跑到爸爸那邊去給他施壓。如果所有這些都失敗的話，他們將會(huì)去找祖父母，使用情感勒索。他們也非常專一并且有著耗不完的的精力，因此從觀察傾聽孩子，我們能從他們尋到很多談判的技能。
