成為談判高手——關(guān)注立場(chǎng)背后的利益 Focusing on the Interests Behind the Positions

關(guān)注立場(chǎng)背后的利益　Focusing on the Interests Behind the Positions

洞察對(duì)方觀點(diǎn)背后的利益和需求（interests behind the positions），可以避免走很多彎路。如果在談判中混淆立場(chǎng)（你說你想要的）和利益（你實(shí)際需要的），雙方就很可能糾纏不清，難以達(dá)成共識(shí)。

變換不同的提問方式，從各個(gè)側(cè)面了解對(duì)方的利益所在。

☉Can you tell me why it is that（position）is so important to you?

您能否告訴我為什么那（立場(chǎng)）對(duì)您那么重要？

☉What is it about（position）that is so vital to your business?

為什么（立場(chǎng)）對(duì)您的生意那樣重要？

☉I sense you are very concerned about（position），can you tell me why?

我感覺您對(duì)（立場(chǎng)）非常擔(dān)憂，能告訴我是為什么嗎？

☉What’s your reasoning about（position）?

您堅(jiān)持（立場(chǎng)）是出于什么原因？

☉Help me understand more about（position）and why it’s important to you.

能否讓我更多地了解您的（立場(chǎng)），能告訴我為什么它對(duì)您那么重要嗎？

☉What can I do to make（position）work for both of us?

我怎么才能夠讓（立場(chǎng)）對(duì)你我都行得通？

避免矛盾

在談判中產(chǎn)生一些摩擦（conflicts arise）很有可能源于雙方截然相反的觀點(diǎn)（direct opposition）。只要找到立場(chǎng)背后的利益，這些不必要的分歧是完全可以避免的，而且還能發(fā)現(xiàn)一些創(chuàng)造性的解決方案（creative solutions）。

☉I understand that you have a different opinion.Help me understand why you feel that way. Let's see if we can make this work.

我理解您有不同的想法。讓我了解一下您為什么那么想。讓我們看看該如何處理。

☉Is there a way to make this work for both of us?

有沒有對(duì)你我都行得通的辦法？

☉I can see that we have a conflict here.Maybe we can find a way around it.

我明白我們的癥結(jié)所在了。也許我們可以圍繞著它想想辦法。

☉What if we attacked the problem by……?

如果我們通過……來解決問題怎么樣？

避免偏激

當(dāng)談判者專注于自己的立場(chǎng)時(shí)，會(huì)對(duì)已定義的條件孤注一擲（all-or-nothing terms），把自己的立場(chǎng)和要求作為解決分歧的唯一標(biāo)準(zhǔn)（conform），而不考慮對(duì)方的觀點(diǎn)。

A：Either you accept the price we have offered or we will have to abandon this deal. We can't give you any more of a discount.That's the best wecan do！

B：Can you tell me why it is that you can't offer a lower price?I know you say there isn't any room to negotiation on the price, but what is the reason?

A：要么接受我們提的這個(gè)價(jià)格，要么我們就放棄這筆交易。我們無法給出再大的折扣了。我們最多能做到這個(gè)地步。

B：能否告訴我為什么您不能給出更低的價(jià)格了？我知道您說沒有任何討價(jià)還價(jià)的余地了，但是為什么？

A：The payment must be received in 60 days. It's mandatory！We really can't go for less. You either accept that, or the deal is off.

B：Can you tell me why it is that you can't extend a longer payment grace period?What concerns do you have about a 90-day grace period?

A：付款必須在60天內(nèi)到賬，不必商量了！我們真的不能再少了。如果您不接受的話，這筆交易就取消吧。

B：您能告訴我為什么不可以延長(zhǎng)付款時(shí)間嗎？對(duì)于90天的額外付款時(shí)間您的擔(dān)憂是什么？

化干戈為玉帛

切勿被一維空間的立場(chǎng)所誘惑（one-dimensional positions）（通常表現(xiàn)為“我就是要這個(gè)”或者“我就不要那樣”），而要和談判伙伴共同努力澄清“為什么”。當(dāng)態(tài)度背后的利益被明朗化后，往往發(fā)現(xiàn)其實(shí)雙方的利益是可以兼容（compatible）的。

A：I want an increase of our profit share by 20%. I don't want to have to cover the insurance fees, and we must have our delivery by March 15th .

B：Well, it is clear where you stand. But let's explore some options thatmight work best for us both.Can you tell me why it is you have to have your order so soon?What is it about the insurance fees that are so important to you?What is your reasoning for an increase in the profit share?

A：我想把我們的利潤(rùn)份額增加20%。我不想承擔(dān)保險(xiǎn)費(fèi)用，而且必須在3月15日前到貨。

B：嗯，您的立場(chǎng)非常明確了。但是讓我們?cè)囍綄ひ恍?duì)彼此都合適的選擇。

您能否告訴我為什么您那么著急要貨？保險(xiǎn)的費(fèi)用為什么對(duì)您那樣重要？又是什么原因您要增加您的利潤(rùn)份額呢？

總結(jié)

如果談判者一意孤行地堅(jiān)持他帶到談判桌上的那個(gè)方案的話，談判一開始就失敗了。談判很大程度上是在交流中找到折中的方案，讓雙方的利益都得到最大限度的滿足。遇到“一根筋”的談判伙伴就應(yīng)當(dāng)多問個(gè)“為什么”，待雙方都說明情況，表完“苦衷”的時(shí)候就一定可以找到“魚和熊掌兼得”的解決方案。

Words　單詞表

accept接受

authority權(quán)威，當(dāng)局

buffer緩沖

discount折扣

economical經(jīng)濟(jì)的，節(jié)約的

exemption免除

extend延長(zhǎng)

grace period寬限期，額外時(shí)間

increase增加

insurance保險(xiǎn)

mandatory強(qiáng)制的，命令的

policy政策

possible可能的

reasoning推理

Phrases　短語(yǔ)表

at this time此時(shí)，此刻

cover（fees）負(fù)擔(dān)（費(fèi)）

explore options探索可能性

extend a deadline延長(zhǎng)時(shí)限

figure cost into your/our end將費(fèi)用算入你們∕我們賬上

find a way around（a problem）圍繞（某問題）找到一個(gè)方法

worth a try值得一試

have in mind在腦海里，想到

have to（do sth）必須做（某事）

just in case以防萬一

my hands are tied束手無策，無能為力

profit share利潤(rùn)分成

set in stone一成不變的，無法更改的

be important（to sb）（對(duì)某人）很重要

where（sb）stands立場(chǎng)，觀點(diǎn)

實(shí)景對(duì)話1

A：I want an increase of our profit share by 20%. I don't want to have to cover the insurance fees, and we must have our delivery by March 15th .

B：Well, it is clear where you stand. But let's explore some options that might work best for us both. Can you tell me why it is you have to have your order so soon?What is it about the insurance fees that are so important to you?What is your reasoning for an increase in the profit share?

A：The delivery date of March 15th is set in stone. We can't accept anything later.

B：What is it about receiving your shipment by March 15th that is so vital to your business?

A：We are due to give the product to our distributors by March 20th . We need a few extra days buffer just in case.

B：Okay. Well, what concerns do you have about covering the insurance fees?Certainly, if we give you a deeper discount, this shouldn't be anissue……

A：Actually it is an issue because our company has a policy regarding insurance coverage. It is not economical to do it from our end.

B：Unfortunately, we cannot offer insurance at this time. We just don't have the service. Let's see if we can make this work.What if we attacked the problem by contacting a third-party insurance company and figuring the insurance cost into your end?

A：That might be possible.

A：我想把我們的利潤(rùn)份額增加20%。我不想承擔(dān)保險(xiǎn)費(fèi)用，而且必須在3月15日前到貨。

B：嗯，您的立場(chǎng)非常明確了。但是讓我們?cè)囍綄ひ恍?duì)彼此都合適的選擇。

您能否告訴我為什么您那么著急要貨？保險(xiǎn)的費(fèi)用為什么對(duì)您那樣重要？又是什么原因您要增加您的利潤(rùn)份額呢？

A：3月15日到貨是板上釘釘?shù)氖铝?。我們無法接受更晚的時(shí)間了。

B：3月15日到貨對(duì)您的生意那樣至關(guān)重要嗎？

A：我們得在3月20日前把貨交到批發(fā)商手里，我們得有一些緩沖時(shí)間以防萬一。

B：好的。那您為什么那么擔(dān)憂由您來負(fù)擔(dān)保險(xiǎn)的費(fèi)用呢?當(dāng)然，如果再給您一些優(yōu)惠，那這個(gè)就不是問題了……

A：實(shí)際上還是個(gè)問題，因?yàn)槲覀児緦?duì)負(fù)擔(dān)保險(xiǎn)有相應(yīng)的政策。由我們來做的話就不劃算了。

B：不好意思，這次我們不能承擔(dān)保險(xiǎn)費(fèi)用，我們沒有這個(gè)服務(wù)。我們看看怎么解決這個(gè)問題。那如果我們聯(lián)系第三方保險(xiǎn)公司然后把保險(xiǎn)費(fèi)用再算到你們的賬上呢？

A：那倒可能行得通。

實(shí)景對(duì)話2

A：The payment must be received in 60 days. It's mandatory！We really can't go for less. You either accept that, or the deal is off.

B：Can you tell me why it is that you can't extend a longer payment grace period?What concerns do you have about a 90-day grace period?

A：It's company policy. I am not authorized to offer anything more than 60

days. I sense you are concerned about not having 90 days.Can you tell me why?

B：For one thing, it takes 30 days for the wire transfers to be completed from all of our distributing agents. We can't make the payment before we have received the funds in our own accounts.I worry if there is any delay, it would affect our credit.

B：Hmm……I can understand your concern. However, there isn't much I can do. My hands are tied.

A：I can see that we have a conflict here. Maybe we can find a way around it.

B：What did you have in mind?

A：You mentioned you don't have the authority to extend a longer deadline.

Would your supervisor perhaps have the executive ability to make a special exception to company policy?

B：Maybe. It's worth a try anyway.

A：付款必須在60天內(nèi)到賬，不必再商量了！我們真的不能再少了。如果您不接受的話，這筆交易就取消吧。

B：您能告訴我為什么不可以延長(zhǎng)付款時(shí)間嗎？對(duì)于90天的額外付款時(shí)間您的擔(dān)憂是什么？

A：這是公司的政策。我的權(quán)限內(nèi)，最多60天。我感覺你對(duì)少于90天付款表現(xiàn)出很多的擔(dān)心，能告訴我為什么嗎？

B：只因?yàn)橐患虑?，我們的分銷商要30天才能完全把錢匯入，在匯款到我們的賬上之前，我沒有辦法支付。我擔(dān)心如果有什么延誤，會(huì)有損我們的信譽(yù)。

B：嗯……我能理解您的擔(dān)憂，但是，我不能再讓步了。我無能為力。

A：我明白我們的癥結(jié)所在了。也許我們可以圍繞著它想想辦法。

B：您有什么想法？

A：您說您沒有權(quán)限來延長(zhǎng)時(shí)限。也許您的上級(jí)有能力來獲取公司政策的特例？

B：也許。無論如何，值得一試。