商务谈判

Business owners' ability to negotiate skillfully is important because typically, whether they realize it or not, they spend hours every week negotiating with subordinates, suppliers , lenders, significant others, children, parents, in-laws, car dealers, and others. Deciding how much to pay a new office manager or where to go to lunch with a client involves negotiation. The office manager may choose to accept less money if 100 percent of health benefits are paid, while a client may agree to go for Mexican food if Chinese food will be the choice on the next occasion. Even though all business owners are experienced negotiators, they may not be skilled negotiators. Being a skillful negotiator requires patience, attentiveness, flexibility, and awareness of personal negotiation style, issues and details of the case, as well as the goals and objectives of the other party.

企业主熟练谈判的能力非常重要，因为通常情况下，无论他们是否意识到，每周都会花费数小时与下属、伴侣、孩子、父母、岳父母、汽车经销商等进行谈判。决定给新的办公室经理支付多少薪水，或者和客户去哪里吃午饭，都涉及谈判。办公室经理可能会在公司全额支付健康福利的情况下选择接受较少的工资，而客户可能会同意这次去吃墨西哥菜，如果下次选择中餐。尽管所有企业主都是经验丰富的谈判者，但他们未必都是熟练的谈判者。成为熟练的谈判者需要耐心、专注、灵活性，并且需要了解个人的谈判风格、案件的相关问题和细节，以及对方的目标和意图。

Negotiation can be described as nonviolent communication between two or more parties who may have conflicting and common interests in an attempt to reach an agreement that meets the goals of one or both parties. In simple terms, negotiation is a process for getting something you want.

谈判可以被描述为两个或更多的当事方之间的非暴力沟通交流，这些当事方可能有冲突的利益和共同的利益，目的是努力达成一个满足一方或双方目标的协议。简单来说，谈判是一个获取你想要的东西的过程。

Many people are afraid to negotiate because of all the stereotypes association. Although business owners spend up to half time at work negotiating, many still feel uncomfortable with the process. Some fear that they may come across to the other party as impolite, pushy, unfair, or even cheap.

很多人害怕谈判，因为存在各种刻板印象。尽管企业主在工作中可能有一半时间都在进行谈判，但许多人仍然对这一过程感到不适。有些人担心自己可能会给对方留下不礼貌、咄咄逼人、不公平，甚至小气的印象。

Once common misconception about negotiation is that good negotiators use tactics similar to the stereotypical deceitful, conniving used car salesman. Being a good negotiator does not mean you have to resort to being a slick, smooth talker.

关于谈判的一个常见误解是，优秀的谈判者会使用类似于刻板印象中奸诈、狡猾的二手车销售员的策略。成为一名优秀的谈判者并不意味着你必须成为一个油嘴滑舌的人。

Country to popular belief , negotiating should not be compared to game or a war in which both parties enter the process with the goal of winning and crushing the other party's spirit. The end result of war or a game is that one party comes out as the clear winner and the other as the absolute loser. Upon completion of a successful negotiation, in contrast , both parties should feel that they have won something.

与流行的看法相反，谈判不应该被比作一种游戏或战争，在这种情况下，双方以获胜并击垮对方的意志为目标进入过程。战争或游戏的最终结果是，一方成为明显的赢家，而另一方成为绝对的失败者。相比之下，成功谈判的完成应让双方都感到自己获得了某种胜利。

Another reason business owners feel uncomfortable negotiating is because they feel they have to make trade-offs between getting along with the other side and getting what they want. It is not uncommon for business owners to feel that they have to either give in to the other side's demands or play hardball in order to avoid conflict, damaging their future relationship, or being taken advantage of by the other party.

另一个让企业主在谈判中感到不舒服的原因是，他们觉得自己必须在与对方相处融洽和实现自身目标之间做出权衡。企业主常常觉得他们要么必须屈从于对方的要求，要么必须强硬应对，以避免冲突、损害未来关系或被对方占便宜，这种情况并不少见。

Many people feel more relaxed when they find out that they will be negotiating with a woman because they assume that women are not as aggressive as their male counterparts and, therefore, cannot be as effective as negotiators. This is another common misconception. While women tend to be more concerned with preserving relationships and men with arriving at an agreement as quickly as possible, this is not always the case. Some men are patient and are more interested in achieving a deal that meets the needs of all parties while some women prefer to enter the negotiation with a competitive drive to win. Whether you are negotiating with women or men, you should always do your homework. Learn as much as you can about the members of the other team, develop a relationship with them and, if necessary, alter your negotiation style so that it resonates with the other team's personality.

许多人在得知自己将与女性进行谈判时会感到更加轻松，因为他们认为女性不像男性那样具有攻击性，因此谈判能力可能不如男性。这是另一种常见的误解。虽然女性往往更关注维持关系，而男性则倾向于尽快达成协议，但情况并非总是如此。有些男性很有耐心，更关注达成满足各方需求的交易，而有些女性则希望以竞争取胜的心态进入谈判。无论你是与女性还是男性进行谈判，都应该做好充分准备。尽可能多地了解对方团队成员，与他们建立关系，如果有必要，可以调整自己的谈判风格，以契合对方团队的性格特点。

Negotiation is like neither a game nor a war. It is about cooperation and signing an agreement that makes both parties feel that they have been successful. The primary goal of effective negotiation should be to achieve a deal that both parties can live with and that accomplishes your goals without making the other party walk away from the deal or harming a valuable relationship. Basically, the whole point of negotiating with someone is to get something better than what you would get without negotiating.

谈判既不是游戏，也不是战争。它关乎合作和签署一份让双方都觉得成功的协议。有效谈判的主要目标应该是达成一个双方都能接受的交易，并在不让对方退出交易或损害宝贵关系的前提下实现你的目标。基本上，与他人谈判的整个意义在于获取比不谈判时更好的结果。