The Negotiation Process/谈判过程：

It's time to negotiate! Here are a few golden rules to successful negotiations:

现在是谈判的时间了！下面是成功谈判的黄金原则：

1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely that either party has had enough time to fairly consider the other side. Generally, the size or seriousness of the negotiation determines the amount of time needed to negotiate it. Setting a time limit is a good idea. Approximately 90% of negotiations get settled in the last 10% of the discussion.

至少让谈判持续15分钟。少于这个时间的话谈判的一方是不会有足够的时间去考虑另一方的观点的。一般来说谈判的规格或严肃性决定了它所需要的时间。设置一个时间限是一个好主意。大约90%的谈判是在最后10%的讨论过程中建立的。

2) Always offer to let the other party speak first. This is especially important if you are the one making a request for something such as a raise. The other party may have overestimated what you are going to ask for and may actually offer more than what you were going to request.

总是让对方先说，这点尤为重要特别当你是提要求的一方比如要求加薪时。对方可能会高估你所要求的或者实际上打算提供的超出你想要的。

3) Always respect and listen to what your opponent has to say. This is important even if he or she does not extend the same courtesy to you. Do your best to remain calm and pleasant even if the other party is displaying frustration or anger. Remember some people will do anything to intimidate you.

认真听对方在讲什么。这点很重要，即使对方并没有表现出相同的礼貌。如果对方表现出沮丧或愤怒，也要保持冷静和愉悦。记住一些人可能会恐吓你。

4) Acknowledge what the other party says. Everyone likes to know that what they say is important. If the other party opens first, use it to your advantage, by paraphrasing what you have heard. Repeat their important ideas before you introduce your own stronger ones.

回应对方所说的。每个人喜欢看到自己所说的是重要的。如果对方先开始，那么重新阐述一下你所听到的。在你介绍你自己的观点之前重复他们的重要想法。

5) Pay attention to your own and your counterpartner's body language. Review the chart below to learn how to interpret body language during the negotiations. Make sure that you aren't conveying any negative body language.

注意你所拥有的和对手的身体语言。看看下面的表，学习怎样在谈判中使用和解读肢体语言。确保你没有使用任何负面的身体语言。

Language to use to show understanding/agreement on a point/表达理解程度或同意程度的语言：:

? I agree with you on that point. 我在那一点上赞同你。

? That's a fair suggestion. 那是一个公平的建议。

? So what you're saying is that you... 所以你所说的是……

? In other words, you feel that... 换句话说，你觉得…..

? You have a strong point there. 你很强调这一点。

? I think we can both agree that... 我想我们都能同意…..

? I don't see any problem with/harm in that. 我在…上没有看到任何问题…

Language to use for objection on a point or offer:/表明反对某一观点或提案的语言：

? I understand where you're coming from; however,... 我明白你得道理，但是尽管如此…

? I'm prepared to compromise, but... 我做好了妥协的准备，但是…

? The way I look at it... 我看待它的方式….

? The way I see things... 我看待这些事的方式…

? If you look at it from my point of view... 如果你站在我的立场上看…

? I'm afraid I had something different in mind. 我恐怕有些不同意见。

? That's not exactly how I look at it. 确切地说我不是那样看的.

? From my perspective... 在我的方面…

? I'd have to disagree with you there. 在那点上我不能赞同你。

? I'm afraid that doesn't work for me. 我恐怕那对我行不通。

? Is that your best offer?这是你给我的最好选择么？

Body Language/肢体语言 Possible meaning/可能含义

Avoiding Eye Contact

避免眼神接触 ? Lying 说谎

? Not interested 不感兴趣

? Not telling the whole truth没有说出整个真相

Serious Eye Contact严肃的眼神接触

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