全通翻譯/翻譯社

The Art of Negotiating

Whether it’s haggling over price or thrashing out the details of a contract, getting the best deal is no piece of cake. Here are some time-honored tactics to employ in negotiations:

Failing to Prepare Is Preparing to Fail
Learn about the other side. In addition to the requirements of your own organization, take into account the other party’s wants and needs. In sales, in particular, the best-informed person comes out on top. Armed with facts about competitors, you can overcome objections over price and attempts to use the competition as leverage. Listening and showing empathy with the other side will help you overcome any stumbling blocks.

Ask and You Shall Receive 
If you want something, you have to make it clear. Don’t be afraid to speak up. Many people don’t get what they want because they assume they have little chance of success, and therefore don’t broach the subject. Seasoned negotiators ask for everything they want and ensure they don’t end up saddled with something they didn’t ask for.

Patience Is a Virtue
Never negotiate against yourself. Make an offer and then wait for a response. Don’t revise an initial figure before you’ve received an answer, otherwise the other party will learn to hold off in hope of a better deal. Waiting for a response also teaches you what kind of negotiator you are dealing with.

完美談判 7 守則

無論是議價或研討合約細節，敲定最佳交易決非易事。這裡有一些確立已久的策略能應用在談判中：

沒準備就是準備失敗 
了解你的談判對手。除了自己公司的條件，也將對方的希望與需求考慮進去。特別是業務銷售部分，消息最靈通的人通常都能成為最後贏家。掌握有關競爭對手的資訊，你就能克服價格上的異議以及想利用競爭來當作手段的企圖。聆聽並表現出對另一方的同理心能助你排除任何阻礙。

有問就有得 
如果你想要什麼，你就必須表達清楚。別害怕大聲說出口。很多人沒得到想要的是因為他們假定成功機會渺茫，所以他們也就不點出主題。經驗豐富的談判者會要求所有他們想要的，並確保他們最後不會被強加他們並未要求的。

耐心是美德 
別進行對自己不利的談判。報價然後等待回覆。別在你收到答案前修改最初的數字，否則對方就會知道要拖延以期盼換取更好的成交金額。等待回覆也能教導你自己在對付的是什麼樣的談判者

資料來源：biz 互動英語電子報