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商务英语——谈判(How to negotiate)
HowtoBargain?
1. Dontbeafraidtoaskforwhatyouwant. Successfulnegotiators
areassertiveandchallengeeverything-theyknowthateverythingis
negotiable.
2. Shutupandlisten.IamamazedbyallthepeopleImeetwhocant
stoptalking.Negotiatorsaredetectives.Theyaskprobingquestions
andthenshutup.Theothernegotiatorwilltellyoueverythingyou
needtoknow-allyouhavetodoislisten.
3. Doyourhomework.Thisiswhatdetectivesdo.Gatherasmuch
pertinentinformationpriortoyournegotiation.Whataretheirneeds?
Whatpressuresdotheyfeel?Whatoptionsdotheyhave?Doingyour
homeworkisvitaltosuccessfulnegotiation.
4. Alwaysbewillingtowalkaway. Nevernegotiatewithoutoptions.If
youdependtoomuchonthepositiveoutcomeofanegotiation,you
loseyourabilitytosayNO.Whenyousaytoyourself,Iwillwalkifi
cantconcludeadealthatissatisfactory,theothersidecantellthat
youmeanbusiness.
5. Dontbeinahurry.BeingpatientisverydifficultforAmericans.We
wanttogetitoverwith.AnyonewhohasnegotiatedinAsia,South
America,ortheMiddleEastwilltellyouthatpeopleinthosecultures
lookattimedifferentlythanwedoinNorthAmericaandEurope.
1
Theyknowthatifyourush,youaremorelikelytomakemistakesand
leavemoneyonthetable.
6. Aimhighandexpectthebestoutcome. Successfulnegotiatorsare
optimists.Ifyouexpectmore,youllgetmore.Aprovenstrategyfor
achievinghigherresultsisopeningwithanextremeposition.Sellers
shouldaskformorethantheyexpecttoreceive,andbuyersshould
offerlessthantheyarepreparedtopay.Peoplewhoaimhigherdo
better.
7. Focusontheothersidespressure,notyours.Wehaveatendency
tofocusonourownpressure,onthereasonswhyweneedtomakea
deal.Itstheoldstoryaboutthegrassbeinggreenerintheother
personsbackyard.Ifyoufallintothistrap,youareworkingagainst
yourself.Theothersidewillappearmorepowerful.Whenyoufocus
onyourownlimitations,youmissthebigpicture.Instead,su
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