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Preparing to Negotiate
Lack of preparation in a negotiation almost always sets a person up for failure. First and foremost, each party must clearly define their own goals and objectives. Secondly, each party must anticipate the goals of the opposition. This may require doing some background research. Finally, each party must come up with various alternatives to their main objectives.
沒有準(zhǔn)備的談判人員注定是失敗的。首先，談判人員必須非常明確他們的目的和具體目標(biāo)。其次，他們要知道對(duì)手的目標(biāo)。這要求在每場(chǎng)談判前都要做大量的調(diào)查和分析。最后，也是最容易被忽視的就是，談判人員必須準(zhǔn)備大量的替代方案。
英文談判案例：
Markus Prepares to Negotiate with Louis/ Markus準(zhǔn)備和Louis談判
Markus approaches Louis after his shift on Friday afternoon and asks if he can arrange a meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the company and insists that they speak again on the subject next week. Eventually Louis, who is afraid that Markus might quit on the spot, agrees to meet on Monday during the crews lunchhour.
在星期五下午的調(diào)動(dòng)之后，Markus接觸了Louis，詢問是否能夠安排一個(gè)單獨(dú)會(huì)面時(shí)間來討論一下Markus的升職可能性。Louis提醒Markus他們已經(jīng)在去年談過著這個(gè)話題了。但是Markus提醒Louis要注意到自己對(duì)公司的忠誠，并且堅(jiān)持下周要再談一談這件事。結(jié)果害怕Markus離職的Louis同意了在周一的午餐時(shí)間談一下。
Over the weekend, Markus thinks about Mondays meeting. Last year, he was unprepared to negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and he has continued to feel undervalued ever since. Many times, after a hard day at work, Markus has considered quitting. However, it is difficult to find work in the middle of winter. Markus has a family to support and he cant afford to lose his job.
整個(gè)周末，Markus都在思考周一的私人談話。去年由于沒有準(zhǔn)備，結(jié)果那場(chǎng)談判以時(shí)薪僅上漲50cent的結(jié)果而告終。他對(duì)此非常不滿，自此后一直認(rèn)為自己的價(jià)值被低估了。許多次，當(dāng)經(jīng)過了一天的勞累之后，Markus總是想離開。盡管如此，在冬天這個(gè)時(shí)節(jié)是很難找工作的，Markus要養(yǎng)一個(gè)家庭，而他不能沒有工作。
Markus decides to do some research on negotiating. He learns the principles behind collaborative negotiating, and decides that this is the approach he will take this time. After he has understood the concept he can ask himself the preparatory questions above. Finally, he can apply the rules of collaborative negotiating to his own case.
Markus決定針對(duì)此次談判做一次調(diào)查。他學(xué)習(xí)了共同談判的原則，并且決定這就是這次他才取得當(dāng)時(shí)。他弄明白了其中的概念，問了自己幾個(gè)預(yù)先準(zhǔn)備的問題，最終，他要把