Part 1 Five Key Steps in Principled Negotiation談判的五個(gè)關(guān)鍵步驟 1 Separate the people from the problem 將人和事區(qū)分開來 2 Focus on the interests behind the positions 關(guān)注立場(chǎng)背后的利益 3 Invent options for mutual gain 創(chuàng)造雙贏的選擇 4 Use independent standards 使用獨(dú)立的標(biāo)準(zhǔn) 5 Consider best alternative if negotiation doesn’t reach agreement無望達(dá)成協(xié)議時(shí)考慮最佳備選方案Part 2 Four Negotiation Skills to Master 談判的四個(gè)重要技巧 6 Don’t negotiate against yourself 別為難自己 7 Offering a choice 給對(duì)方提供選擇 8 Never prove the other person wrong 不要試圖證明別人的錯(cuò)誤 9 Don’t give a concession away without receiving one inreturn沒有回饋就不要做出讓步 10 Establishing limits before you start yournegotiation談判開始前設(shè)好限制條件Part 3 Most Common Mistakes in Negotiation — How to AvoidThem談判中的常見錯(cuò)誤及防范策略 11 Beginning your negotiation too soon 過早開始談判 12 Not negotiating with the right person 沒有找對(duì)談判對(duì)象 13 Not being flexible on a position — locking on 固執(zhí)己見，不會(huì)變通 14 Feeling helpless or powerless 感到無助或無能為力 15 Worrying about losing control of the negotiation 擔(dān)心喪失主動(dòng)權(quán) 16 Forgetting your goals or losing track of getting to them遺忘目標(biāo)或偏離方向 17 Too much worrying about the other party’s feelings or goals過多考慮對(duì)方的感受和目的 18 Mind going blank — brain freeze 大腦一片空白 19 Falling for physical manipulations 受物質(zhì)因素干擾 20 Losing sight of closing the deal 忽略了收尾Part 4 Building Relationships of Trust 建立信任關(guān)系 21 Meeting and Receiving 會(huì)面和迎接 22 Introductions 相互介紹 23 Attending conventions參加會(huì)議 24 Small talk — breaking the ice 通過聊天打破陌生 25 Finding out more — how to let the other party know you’reinterested 了解更深讓對(duì)方知道你感興趣Part 5 Trade Negotiation 貿(mào)易談判 26 Starting inquiry negotiation 開始詢盤 27 Agreement on price 價(jià)格協(xié)議 28 Discussing transportation issues and shipping options討論運(yùn)輸和貨運(yùn) 29 Discussing payment options 討論支付選擇 30 Checking on shipment status 核實(shí)貨運(yùn)狀態(tài)Part 6 Sealing the Deal 成交 31 Making concessions 作出讓步 32 Discussing the bottom line 討論底線 33 Accepting and confirming the terms 確認(rèn)并接受條件 34 Closing the deal 成交 35 Quality control issues 質(zhì)量監(jiān)控事宜Part 7 Joint Venture 合資 36 Finding a partner 尋找合伙人 37 Showing interest 表示有興趣 38 Discussing terms 談條件 39 Establishing a foreign office 設(shè)立駐外辦事處Part 8 Real Estate 房地產(chǎn) 40 Getting started 初步洽談 41 Property evaluation and selection 房產(chǎn)評(píng)估和篩選 42 Making an offer 出價(jià) 43 Closing the deal 成交Part 9 Stock Market 股市 44 Buying / selling stocks 買賣股票 45 Short selling賣空 46 International markets 國際市場(chǎng)Part 10 Other Negotiation Topics 其他談判 47 Technology transfer 技術(shù)轉(zhuǎn)讓談判 48 Copyright and patents 版權(quán)和專利談判 49 Employment negotiation 雇用談判 50 Negotiating salary and benefits 工資和福利談判
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