BUSINESS NEGOTIATION: Win-win; Exchange; Alternative
We are always negotiating, not only in business, but also in our private lives, from deciding what to watch on TV to deciding where to go on holiday. Rarely, in fact, is any form of decision reached without some form of negotiation.
But while we practice the art on a regular basis, it is always useful to review what we already subconsciously know. The following tips provide you with strategies for negotiating effectively, no matter what situation you find yourself in.
Firstly, try to make it a win-win situation. Start with the attitude that all parties should get something out of the deal. Look at the common ground, not only at the gaps between you.
Secondly, try to find out what is cheap for you but valuable to your negotiating partner and vice versa. Exchanging something you don’t want for something you actually do want is, of course, the aim of all parties involved.
Thirdly, be aware of your BATNA, your "Best Alternative to a Negotiated Agreement". You won"t always get the very deal you wanted so you need to bear in mind your best alternative if the negotiation fails. In fact, telling your negotiating partner, "Thanks but I can get a better deal elsewhere" often brings about movement in the other side"s position!
And finally, be creative. Think of the exercise as both sides coming together to solve a common problem. Developing the valuable skills you need to negotiate most effectively takes time and effort, but by taking on just a few simple techniques, you can make all the difference.
win-win situation 双赢局势
common ground 共同点 valuable adj.有价值的，珍贵的
vice versa 反之亦然exchange A for B 以A换取B
alternative n.备选方案 bear in mind=remember
technique n.技巧，技能
subconsciously adv.下意识地
