在企业里，纯熟的谈判可以有两种不同效果，获得百万美元的合同或是合同泡汤。这里有一些有效的指示，可以让你成为顶尖谈判高手。

In business, skilled negotiation can be the difference between making a million dollar contract and being fired. Here are some effective pointers to help you come out on top in the negotiation process.

以正面的方式来开头

正与你谈判的或许就是你的竞争对手。为了与竞争对手能有一个有效的谈判，关键就是早些采用正面的方式，达成共识，共同克服分歧。例如： "The United States and Russia, England and France, and Germany and France are all former competitors who became allies. If they could do it, so can we."

Starting on a positive

The people who you are negotiating with may be business competitors. To have productive negotiations with competitors it's important to set a positive tone early on, establishing that you can both overcome your differences. For example, "The United States and Russia, England and France, and Germany and France are all former competitors who became allies. If they could do it, so can we."

对付没有道德感的谈判者

很有可能你会遇到一些反对你的人，他们会使用书本上写的会一些骯脏的伎俩。要对付像这些不道德的行为不要使用一些强烈的激进举动，而是保持绅士风度。例如：如果你感觉到别人在说谎或是欺骗你了，你可以这样说：「I've come to trust you completely, but on this issue I sense some holding back.」

Dealing with unethical negotiators

It's possible that you'll come up against people who will try every nasty negotiation trick in the book. Deal with such unethical behavior not by aggressive confrontation, but in a dignified manner. For example, if you feel that you are being lied to or deceived, you could say, "I've come to trust you completely, but on this issue I sense some holding back."

问一些有效的问题

有效的提问是成功谈判的基础。这不仅给了双方一个了解彼此对关键问题看法的机会，同样也是一个设立目标和期望的契机。问那些开放式的问题，可以给双方收集信息的机会。例如：你可以这样问：「What are you hoping to achieve today?」

Using effective questioning

Effective questioning forms the backbone of successful negotiations. They give both sides an opportunity to gauge each other's attitudes on key issues as well as set goals and expectations. Asking open-ended questions will give both sides an opportunity to gather this information. For example, you could ask, "What are you hoping to achieve today?"

化干戈为玉帛

谈判过程中会造成一些不愉快，了解化如何干戈为玉帛是重要的。一种方法就是从积极的方面看待那些冒犯性的言论。例如：「If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work.」

Recovering from offending someone

Causing offense will happen at certain stages of the negotiation process, so it's important to know how to recover from such incidents. One way to do so is to take the offensive comment and put it in a positive light. For example, "If I seemed sharp a few moments ago, be assured that it was only due to my determination to make this work."

展现谦逊

谈判是双向的沟通，所以要避免陷于一连串的「I'm right, you're wrong,」这种情况。尊重您的谈判对手，展现您的谦逊，千万不要装做自己知道所有的答案，允许对方在某些议题拥有控制权。例如：「That's more your area of expertise than mine, so I'd like to hear more.」

Showing humility

Negotiations are a two-way communication, so it's a good idea to avoid getting stuck in a series of, "I'm right, you're wrong," situations. Show humility and respect to the people you are negotiating with, do not pretend to have all the answers, and openly allow them to take control of some issues. For example, "That's more your area of expertise than mine, so I'd like to hear more."

重回谈判桌

当谈判者因愤怒、怨恨或不愿意聆听而使得双方关系决裂的时候，在重回有建设性对话的时候要特别注意。承认错误并表示你愿意继续谈判有助于恢复友好的气氛。例如：你可以这样说： "What happened last week was unacceptable as it was unintentional. Shall we move on?"

Recovering from negotiation breakdown

When negotiations break down due to anger, resentment or simple unwillingness to listen, pay careful attention when getting back to productive dialogue. Admitting mistakes and showing that you are still willing to proceed will help the negotiations regain a more civil atmosphere. For example, you could say, "What happened last week was unacceptable as it was unintentional. Shall we move on?"