成為談判高手——創(chuàng)造雙贏的選擇 Inventing Options for Mutual Gain

創(chuàng)造雙贏的選擇　Inventing Options for Mutual Gain

卓有成效的談判源于對各種技巧的運用，找出新的選擇從而使雙方的利益最大限度得到滿足。談判專家總是勇于創(chuàng)新、善于摸索，提出既能實現(xiàn)自身利益又能兼顧伙伴利益的方案。

通過詢問充分了解對方的立場和訴求，探索雙方都能接受的利益點。

☉What do you think if we were to……

你認(rèn)為假如我們要……怎么樣？

☉What if we solved this problem by……?

如果我們通過……來解決問題怎么樣？

☉If we……then we could make it work for both of us.

如果我們……的話，那就對你我都行得通了。

☉I know you want……，and I want……，so what can we do to get them both?

我知道你想要……而我想要……那我們看看是否能夠雙贏。

☉Would it work if we……

如果我們……能行嗎？

☉How about doing it this way?

如果這樣做的話怎么樣？

☉Look at it like this, we can try……

看看這樣子，我們可以試著……

集思廣益，慎重選擇

卓越的談判者會通過營造一個氛圍來鼓舞（encourage）大家統(tǒng)一成一個整體，集思廣益（brainstorming）共同探索有潛力的解決方法。只有符合雙方利益（mutual interests）的選擇才是可取的，而此過程并非一帆風(fēng)順。

☉Let’s brainstorm to see if we can come up with a solution for both of us.

讓我們開動腦筋看我們能否找到對你我都適用的方案。

☉If we……then it would accomplish your objective, but what about……

如果我們……的話，就可以實現(xiàn)你的目標(biāo)，那如果……會怎么樣？

☉B(tài)oth of us are looking to……so we might as well……

我們雙方都試圖……所以我們也可以……

☉That idea is a good start, but what about adding……

這個主意是個好的開端，但是如果再加上……會怎么樣？

定位與思考

正確的態(tài)度是將談判伙伴視為同盟者（allies）而不是對手（adversaries）。不要陷入對立場觀點的糾纏之中，而要洞察根本利益。無須擔(dān)憂彼此部分利益的差異，而要尋找實現(xiàn)利益互補(bǔ)的方式。

☉What you’re interested in is……，is that right?Well, I would like to see……

because……

你感興趣的是……對嗎？那我愿意看下……因為……

☉That dovetails nicely into my requirements, if we……then both our requirements will be satisfied.

那與我的要求正好吻合，如果我們……那我們雙方的要求就都滿足了。

綜合完善

當(dāng)形成雙方基本上認(rèn)可的共同利益實現(xiàn)方式時，必須將主旨明確。總之，要把初步的意向優(yōu)良化、正式化（formalized），使雙方都能夠一目了然。

A：Okay, let's review our terms once more. You are interested in a lower overall budget because your current available resources are limited. I can only offer a lower price if we limit our on-site support.We can't afford to give a lower discount if our employees are working overtime and getting paid overtime.So I think if you agree to supply your own on-site workers, we should be able to give you the discount you need.

B：Sounds like it should work for both of us！

A：好的，讓我們再回顧一下我們的條件。由于你們最近的可用資源有限，所以你所感興趣的是一個較低的總預(yù)算。如果在現(xiàn)場支持上降低要求，那我可以給出一個更低的價格。如果讓我們的員工加班工作還要額外支付加班費的話，那我沒有辦法再便宜了。所以我想如果你們提供自己的現(xiàn)場雇工的話，我們可以給出您所要求的折扣。

B：聽上去對我們雙方都適用。

總結(jié)

通常人們將談判視為唇槍舌劍的對抗性活動，或者理解為談判雙方在利益面前勢不兩立。事實上，談判是不動干戈地創(chuàng)造雙贏機(jī)會、共同努力的過程。

Words　單詞表

accept接受

anyway無論如何，不管怎樣

aspect方面

discount折扣

dovetail燕尾；吻合

economical劃算的，節(jié)約的

insurance保險

materials材料

on-site現(xiàn)場

overall全部的

practical實用的；實際的

redesign再設(shè)計

regulation規(guī)則，條例

retailer延誤

specifications規(guī)格，性能規(guī)范

workable可行的

workmanship工藝

Phrases　短語表

clear customs通關(guān)

cover（fees）負(fù)擔(dān)（費用）

cut a budget削減預(yù)算

cut corners偷工減料

have connections（with sb）與……有往來

limited resources有限資源

look into（doing sth）研究（做某事）

look to（do sth）試圖……

might as well倒不如，也可以

move up a date時間提前

no can do不可行

on-hand現(xiàn)成的，手頭有的

be worth（doing）值得……

be more likely（to do sth）更有可能（做某事）

turn around time周轉(zhuǎn)時間

實景對話1

A：It's going to be difficult to accept the price you've given us in the quotation. Is there any way you can give a better discount?

B：I know you want a lower discount, and I want to make this project economical for our company, too. So what can we do to get both?

A：Both of us are looking to save money, so we might as well look at some different options. Could you give us a better discount if we changed some of the terms?

B：Maybe. What do you think if we were to let your side cover the insurance fees?

A：No can do. It's just not practical.Your company already has the connections with the insurance companies and you can get a better rate anyway. What if we solved this problem by redesigning the project to use less expensive materials?We could cut corners by using lower quality on the less important aspects.

B：That might be worth looking into. However, we do have building regulations to adhere to. What you're interested in is cutting your budget just a little, is that right?Well, I would like to see a way we could cut costs without affecting the workmanship because the products we deliver are quality.

A：Well……What about the on-site employees?

B：Now, that sounds workable！You are interested in a lower overall budget because your current available resources are limited. I can only offer a lower price if we limit our on-site support.We can't afford to give a lower discount if our employees are working overtime and getting paid overtime.So I think if you agree to supply your own on-site workers, we should be able to give you the discount you need.

A：Sounds like it should work for both of us！

A：我們很難接受您的報價，您有什么辦法能給我們更大的折扣嗎？

B：我知道您想要的是一個較低的折扣，但我也想為我們公司做一個經(jīng)濟(jì)實惠的計劃。怎樣才能兩全其美呢？

A：我們兩個都想省錢，那我們不妨看看一些不同的選擇。如果我們改變一些條件的話，您能否給我們一個更大的折扣？

B：也許吧，如果讓您這邊來負(fù)責(zé)保險費，您覺得怎么樣？

A：不行，那不實際。你們的公司已經(jīng)和保險公司有往來而且可以得到一個特別的費率。那如果我們修改計劃并使用一種沒有那么貴重的材料怎么樣？我們可以圖省事在一些不重要的方面降低質(zhì)量。

B：那倒是值得研究一下。但是我們有建筑法規(guī)要遵守。您所感興趣的是削減一部分預(yù)算，是這樣嗎？好，我倒愿意找到一個減少費用但是不影響工藝的方法，因為我們所遞交的產(chǎn)品都是質(zhì)量上乘的。

A：那……現(xiàn)場雇工呢？

B：聽上去倒是可行！您所感興趣的是一個較低的總預(yù)算，由于你們最近的可用資源有限。如果在現(xiàn)場支持上降低要求，那我可以給出一個更低的價格。如果讓我們的員工加班工作還要額外支付加班費的話，我沒有辦法給更低的折扣了。所以我想如果你們提供自己的現(xiàn)場雇工的話，我們可以給出您所要求的折扣。

A：聽上去對我們雙方都適用。

實景對話2

A：Would it work if we moved up the production date by two weeks?I just got notice from the shipping company that our order will take 15 days to clear customs. In order to meet our deadline with retailers, we have to figure a way to get the product here sooner.

B：Uh……Moving up the deadline for production shouldn't be a terribly big issue, If we received a finalized specifications order, then it would accomplish your objective, but what about confirming the specifications?Can you do it on short notice?

A：Hmm……That might be a problem. The Artistic Department has to comeup with the design and then it has to be approved by the executive committee.That takes about a month.It wouldn't give you enough time for production.Let's brainstorm to see if we can come up with a solution for both of us.

B：How about doing it this way?We can give you a catalog of the standard product molds we already have on hand. You can show that to your executive people, and have them make a decision.That would bypass the designers and save us some valuable time.

A：That idea is a good start, but how about adding more than just your standard molds. I think if they were offered more choices, they might be more likely to find something they like.

B：Look at it like this, we can try with the standard catalog first, then if they aren't satisfied, they can give us a holler, we'll get our own designing team to throw something together. Their turn around time is only about a day or so……

A：That dovetails nicely into my time requirements, if we use your standard catalog items, then have your designers make the minor adjustments we need then both our requirements will be satisfied.

A：我們把生產(chǎn)時間提前兩個星期能行嗎？我剛從船運公司得到消息說，我們的訂貨可能將在15天內(nèi)通關(guān)。為了使零售商趕得上我們的時限，我們得盡快把貨物弄到這兒來。

B：嗯……如果我們能夠收到訂單生產(chǎn)規(guī)格的話，提前生產(chǎn)時限也不是什么大不了的事情，你也可以實現(xiàn)你的目標(biāo)了。那關(guān)于確認(rèn)的規(guī)格怎么辦？你能在短時間內(nèi)做成嗎？

A：嗯……那可能是個問題。藝術(shù)部必須拿出方案，然后要董事會通過。那需要一個月的時間。那你就沒有足夠的生產(chǎn)時間了。我們開動腦筋看看能不能找到對你我都通用的方案。

B：這樣行不行？我可以把我們手頭上有的標(biāo)準(zhǔn)產(chǎn)品類型的目錄給你，你可以拿給領(lǐng)導(dǎo)層看，然后由他們做決定。這樣我們可以跨過設(shè)計人員而爭取更多寶貴的時間。

A：這個想法倒是一個很好的開始，但是在里面增加更多的標(biāo)準(zhǔn)規(guī)格會怎么樣？

我想他們的選擇越多，他們找到喜歡的東西的可能性就越大。

B：你看這樣子，我們先用標(biāo)準(zhǔn)目錄，到時候如果他們不滿意，發(fā)一些牢騷，我們就讓自己的設(shè)計團(tuán)隊再調(diào)整，他們的周轉(zhuǎn)時間只不過一天左右……

A：那正好和我的時間要求相吻合，如果我們用你的標(biāo)準(zhǔn)目錄，那設(shè)計者們就可以做最小范圍的修改，這樣我們的要求就都能滿足了。