在商場(chǎng)上，談判的結(jié)果可能是簽下幾百萬(wàn)美元的合同，也可能是一無(wú)所有。神秘的談判其實(shí)有成功的秘訣。

    Using effective questioning

    問(wèn)一些有建設(shè)性的問(wèn)題

    問(wèn)一些有建設(shè)性的問(wèn)題是成功協(xié)商議題的基石。這是給了雙方一個(gè)機(jī)會(huì)來(lái)表明雙方各自在關(guān)鍵議題上的態(tài)度，例如目標(biāo)及期望。多問(wèn)一些開(kāi)放式的問(wèn)題將可以盡早給予彼此闡述觀點(diǎn)的機(jī)會(huì)。

    例如，你可以這樣問(wèn)"What are you hoping to achieve today?

    Recovering from offending someone

    克服對(duì)方敵對(duì)意識(shí)

    談判中往往會(huì)遇到對(duì)方強(qiáng)烈的敵對(duì)意識(shí)，這時(shí)候你必須設(shè)法克服它。通常的方法是接受對(duì)方的"排斥",但將之轉(zhuǎn)化為正面的作用。

    你可以說(shuō)"If I seemed sharp a few moments ago,be assured that it was only due to my determination to make this work."

    Showing humility

    展現(xiàn)親和力

    談判是雙方溝通的過(guò)程，所以必須避免陷于一連串的"I' m right,you' re wrong"的情形。展現(xiàn)親和力尊重那些對(duì)象，千萬(wàn)不要裝做已有所有答案，請(qǐng)把一些議題的控制權(quán)讓給別人

    你可以說(shuō)"That' s more your area of expertise than mine,so I' d like to hear more."

    Recovering from negotiation breakdown

    讓談判"起死回生"

    當(dāng)對(duì)方因憤怒、怨恨或不愿意聆聽(tīng)而使得雙方關(guān)系瀕臨決裂的時(shí)候，要特別注意具有建設(shè)性的對(duì)談。承認(rèn)錯(cuò)誤并且展現(xiàn)誠(chéng)意是讓談判起死回生的好辦法。

    你可以說(shuō)"What happened last week was unacceptable as it was unintentional.Shall we move on?"In business,skilled negotiation can be the difference between making a million dollar contract and being fired.