職場英語：和老板談加薪時的談判技巧

　　《談判專家》是曾經(jīng)風靡一時的香港警匪片，你是否對劇中資深談判專家成功說服犯罪分子的場面崇拜不已?在現(xiàn)實的商業(yè)活動中，怎樣提高職場談判技巧，爭取利益最大化呢?EF英孚教育職場發(fā)展部導師Annie精心總結(jié)了3種有效方法，幫助你提高談判技巧，說不定還能在和老板談升職加薪的時候派上用場。

　　1) Prepare well before the negotiation. Try to analyse your opponent’s possible strategy and estimate his/her target and baseline. Consider the old Chinese saying: “Know yourself and know your enemy, and you will win every war.” The more you can learn about your opponent, the more initiative you can seize in a negotiation to achieve satisfactory goals.

　　談判前做好充分的準備，分析對方的方案，預估對方的談判目標和底線。知己知彼，百戰(zhàn)不殆，對對方了解得越多，越能夠在談判中掌握主動權(quán)，以達到更好的談判效果。

　　For example, David, a Senior Trading Manager will ensure he adequately prepares ahead of each and every negotiation. First of all, he will gather a wide-range of information about the other company and its project leader. Then he will analyse the company’s advantages, disadvantages, possible plans and expected goals. After that, David will analyse and summarize all the information. This habit ensures that David maintains an advantage during negotiation.

　　范例：作為公司資深的企業(yè)培訓經(jīng)理，David在每一次談判前期都會做好充足的準備。他首先會全方位收集對方公司和項目負責人的資料，然后著手了解對方公司的優(yōu)勢和劣勢，以及對方可能給出的方案、預期目標，將到手的信息進行分析和匯總。這個習慣讓David總是在談判中保持主動和優(yōu)勢。

　　2)Create detailed plans and alternative solutions to ensure there is some flexibility during negotiation, with some variables being able to be changed during the negotiation process. Many negotiations contain stages of consultation, compromise and concession. Therefore, it is particularly important to prepare alternative plans.

　　制定詳細的.計劃與方案，并設(shè)計可替代性的解決方案，來創(chuàng)造談判時的可變化因素。在談判的過程中一定會出現(xiàn)協(xié)商、妥協(xié)、讓步的情況，多準備幾套方案就顯得尤為重要了。

　　For example, Anna, a real-estate representative, couldn’t persuade suppliers to come to an agreement because of a pricing issue. When considering this problem, she analysed the multiple alternative options that she had prepared before the negotiation. Based on the opponent’s intention, she was able to offer an alternative plan which extended the delivery dates by slightly lowering the price. The second plan was acceptable to all parties and a deal was made.

　　范例：Anna作為地產(chǎn)公司代表與供應(yīng)商談判時因為價格方面而遲遲不能達成合作，她迅速在腦中針對自己準備的多個備選方案做了一個簡短的分析，然后根據(jù)對方的意向和需求給出了另外一個方案，即在價格稍微降低的情況下可以適當延長交貨日期，這一方案得到了對方的認可。

　　3)Try to create win-win situations. All negotiating parties wish to maximize their interests. A successful negotiation should meet the needs of both sides and promote long-term development and cooperation.

　　創(chuàng)造雙贏的互動模式。談判雙方都希望為自己爭取最大的利益，而成功的商務(wù)談判最終應(yīng)該滿足雙方的需求，并促進長期的發(fā)展與合作。

　　For example, Alex is the manager of a foreign trade company. As a supplier, he must negotiate a purchasing order with a new client. Alex thinks logically and has a deep understanding of the company’s product. During the negotiation, he strikes first, gaining the initiative and stating his stance. He lists his company’s advantages and competitiveness in comparison to other suppliers. When encountering a deadlock, he tries to think from his opponent’s perspective and is able to compromise within an acceptable limits. Finally, they come to an agreement where everyone is achieves an acceptable outcome.

　　某外貿(mào)公司的經(jīng)理Alex作為供應(yīng)商與初次接觸的客戶進行一場采購談判。Alex思維縝密邏輯清晰且對自己公司的產(chǎn)品非常了解。他在談判中先發(fā)制人地說出自身的立場和觀點，羅列出與其他供應(yīng)商相比較自身的優(yōu)勢和競爭力。在遇到僵局時會采取迂回戰(zhàn)術(shù)，盡量站在對方的角度思考問題并作出可接受范圍內(nèi)的讓步，最終達到雙贏的局面。

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