Are you a hard bargainer? Do you often win when you bargain? Winning and being tough are two traditional approaches to negotiating. These approaches do not work in today's business environment however. Here's why. 

    你是一個強悍的談判者嗎? 在協商時你總是贏家嗎? --- 必勝的決心及強硬的態(tài)度也許是傳統協商談判的致勝技巧，然而在今日商場上，這些技巧已不適用了，為什么? 分析如下。 

    Winning a negotiation means getting what you want and does not include the other person. If the other person gets what they want that's ok, but if they don't get what they want (or need) the winner doesn't care! In addition, being a winner means the other person lost something. After the negotiation then, one person feels like a looser that didn't get what they wanted. This creates resentment and bad feelings. For example, think about a situation where you were cheated. How long ago did this happen? Why have you remembered it for so long? If someone is taken advantage of they usually remember for a long time. Often people will wait to get even and the next negotiation, if there is one, will be more difficult. So why did this work in the past? 

    在商談中，贏了對方，表示你得到你想的東西，而對方可不一定得到他想要的。如果對方有受益，那情況還好，如果沒有呢? 贏的一方根本不會在乎! 可以說，有贏的一方就會有輸的一方。在協商后沒有得到合理利益的一方，會覺得自己是失敗者，感覺不愉快，而心存怨恨。舉例來說，試著回想你曾被欺騙的情況，那是多久以前發(fā)生的? 為什么這么久了，你還記得? 通常如果被占了便宜，受害一方將會牢牢記著，等著下次協商機會討回來。如果真的有機會，也將是非常僵持的協商。盡管如此，為何這方法在過去行的通呢? 

    In the past competition was limited. Companies often made agreements with only a handful of other suppliers and vendors because there simply wasn't any other competing firm. This limited competition allowed some companies to prosper, even though they were not well respected. This is no longer the case though. In today's business environment companies must compete on a global scale. If a company leaves a negotiation as a looser, they will actively seek another company to do business with. Until another trading partner is found, current agreements may be broken or argued about. The "win" negotiating style destroys on-going relationships and future profits. Because of this the old win/lose method has been updated to win/win. 

    在過去市場上，競爭有限，公司通常只能和少數供貨商及客戶做生意，因為根本沒有其它的競爭者，壟斷式的市場，造就了一些公司的蓬勃發(fā)展，盡管這些公司的名譽不好，或不被尊重。然而這些舊有的交易模式已不再，現今商場環(huán)境是全球化的競爭，如果協商后，客戶沒有得到合理利益，他一定會主動和其它的同業(yè)競爭者接洽做生意。當他找到合理的公司后，原有與你的合作契約將到此結束，或爭議原有的交易條件。那種必勝的談判方式，將破壞與客戶的長久關系，及未來的利益。因為舊有的輸贏交易方式已發(fā)展成為現代造就雙贏的協商方式。

    This means that a negotiation is approached as a joint problem where both people help each other get what they need. There are no losers, no hard feelings and no resentment. An understanding of win/win negotiation methods, creative problem solving and cross-cultural understanding are essential in modern international business environments. Approached properly, negotiations help companies build relationships over time and lead to greater long-term profits. 

    雙贏的協商技巧，就是把交易當成雙方的共同問題，互相幫忙各取所需，也就不會有輸家的產生、心存怨恨及不好的感受。了解雙贏技巧的應用、有效的問題分析決策及洞悉東西文化的交易模式是現代化商場致勝的重要關鍵。用正確的觀念及方法切入，彼此成功的協商將會為雙方建立更長久的互動關系，及得到更遠大的成就。