Even if you make the decision to treat your negotiating opponent with honesty and kindness, the other party may not extend you the same respect. Be prepared to stand your ground firmly, yet cordially, especially in the last few minutes of the negotiations. This is the time when manipulative parties may employ certain tactics in order to try to fool you into losing focus or lowering goals and standards. Remember that conflicts are generally resolved in the last few minutes. The theory behind last minute tactics is that one party may be more willing to give in out of fear that all of the concessions or progress made up to that point (perhaps hours or weeks of talks) might be lost. People also get tired or have other commitments that need to be met, such as making an important phone call before another business closes, or picking up children from school. Here are some last minutes tricks that negotiators often use at this time:

及时你决定对你的对手保持诚实和善意，但另外一方很可能不会这样对你。要准备好牢牢地站在你的立场上，仍然保持诚恳，特别是在谈判的最后几分钟里。在这个时候，灵活的一方可以使用某种策略去尝试让你失去关注点或者降低要求和标准。记住冲突往往都是在最后的几分钟内解决的。反咬一口策略背后的理论是一方出于害怕会失去所有在那一点上已经形成的让步或进展，因而可能更容易认输。人们变得疲惫或者有其它事情必须去做，比如在另一个商务进程结束前打了一个重要的电话，或者从学校接孩子。这里有一些反咬一口的策略，它们在谈判进行到这个时刻时经常会被用到。
? Walking out of the room

走出房间

? Offering a short-term bribe

提供一个短期的诱惑

? Telling you to take it or leave it

告诉你接受它或者放弃它

? Giving an ultimatum

给一个最后通牒

? Abrupt change in tone (used to shock the other party into submission)

声调的突然变化（用来使另一方屈服）

? Introducing new requests (used at to get you to concede with little thought or consideration)

提出新的要求（让你在没有深思熟虑的情况下让步）

? Stating generalizations without evidence (dropped without significant statistics/proof)

在没有证据的情况下陈述普遍性（没有重要的统计/证明）

? Adopting the Mr. Nice Guy persona (used to try to make it look like they are doing you a favour in hopes that you will lower your expectations)

采用好好先生（让你以为他们给了你很多优惠，希望你能降低你的期望值）

Language to use in closing/在最后会用到的句子

? It sounds like we've found some common ground.

听上去我们找到了一些共同点。

? I'm willing to leave things there if you are.

如果你同意的话我愿意把问题留在那。

? Let's leave it this way for now.

让我们现在就以这种方式处理它吧。

? I'm willing to work with that.

我愿意那样去做。

? I think we both agree to these terms.

我认为我们都同意这一项。

? I'm satisfied with this decision.

我对这个决定很满意。

? I think we should get this in writing.

我认为我们应该把这个写下来。

? I'd like to stop and think about this for a little while.

我希望停一下，稍稍想一下这个。

? You've given me a lot to think about/consider.

你们让我考虑了很多。

? Would you be willing to sign a contract right now?

你愿意现在签一份协议吗？

? Let's meet again once we've had some time to think.

让我们立刻再见一次，我们已经想过这个了。

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