英语阅读翻译：谈判的艺术

英语阅读翻译：谈判的艺术

There has

been

a great deal of research into the art of

negotiation,

and, in particular, into what makes a “good” negotiator.

有很多关于谈判艺术的研究，尤其 是对如何成为一名优秀的

谈判者的研究。

One

point

most

researchers

seem

to

agree

on

is

that

good

negotiators

try

to

create

a

harmonious

atmosphere

at

the

start

of

a

negotiation.

They

make

an

effort

to

establish

a

good

rapport

with

their

counterpart,

so

that

there

will

be

a

willingness

to----on

both

sides---to make concessions, if this should prove necessary.

很多研 究人员都认同的是：优秀的谈判者在谈判一开始就试

图建立一种和谐的氛围。

系，以便在需要的时候使双方都能做 出妥协。

Good

negotiators

generally

wish

to

reach

an

agreement

which

meets

the

interests

of

both

sides.

They

therefore

tend

to

take

a

long-term view, ensuring that the agreement will improve, or at least

not

harm,

their

relation

with

the

other

party.

On

the

other

hand,

a

poor negotiator tends to look for immediate gains, forgetting that the

real benefits of a deal may come much later.

优秀的谈判者总是希望能够达成满足双方利益的协议。

因此，

< br>他们趋向于以长远的眼光看待问题，

以确保谈判结果有利于双方

< br>的关系，至少要对双方的关系无害。换句话说，拙劣的谈判者只

看到眼前的利益，

他们不会知道一个交易的真正利益可能来的非

常的晚。

Skillful negotiators are flexible. They do not “lock themselves”

into

a

position

so

that

they

will

not

lose

face

if

they

have

to

compromise.

They

have

a

range

of

objectives,

so

thus

allowing

themselves

to

make

concessions,

for

example,

“

I

aim

to

buy

this

machine

for

2000$$

“

and

not

“

I

must

buy

it

for

2000$$.

Poor

negotiators

have

limited

objectives,

and

may

not

even

work

out

a

“fall –back” position.

娴熟的 谈判者都是比较灵活的。他们不会把自己局限于某一

问位置。因此，在他们需要做出妥协 的时候，他们也不会觉得吗

没有面子。

他们有着一系列的目标，

这就使得他们能够做出让步。

例如：

“

我希望能够以

2000

美元的价格购买 这台机器

”

而不是

“

< br>我

一定要以

2000

美元的价格 买到这台机器

”

。

拙劣的谈判者只有有

限的目标，他们不会为自己留下后路。

Successful negotiators don

’

t want a negotiation to break down.

If

problems

arise,

they

suggest

ways

of

resolving

them.

The

best

negotiators

are

persuasive,

articulate

people,

who

select

a

few

key

arguments

and

repeat

them.

This

suggests

that

tenacity

is

an

important quality.

成功的谈判者不希望谈判破裂。当 问题出现的时候，他们会

去提出解决问题的办法。

的谈判者总是 能言善辩的，

他们具有说

服他人的能力。这说明忍耐是一种非常 重要的品质。

Finally, it is essential to be a good listener and check frequently

that everything has been understood by both sides.

最后，成为一名出色的听众，并且时常检验每一点都被双方

所理解是 至关重要的。

There are some hints on negotiating below, which may be helpful

to you.

下面的一些关于谈判的要点可能会对你有所帮助。

Research Try to find as much as you can about your counterpart

and

make

sure

you

prepare

properly.

Taking

into

consideration

the

personality

and

position

of

him/her,

as

well

as

your

own

strengths

and

weakness.

The

less

you

prepare,

the

more

you

will

be

at

a

disadvantage and the less likely you will be to achieve a satisfactory

outcome.

调查

尽可 能多地寻找关于谈判对手的信息，

并确保自己已经

有了最充分的 准备。

要考虑到谈判对手的个性和地位，

以及自己

的优势和劣势。你准备的越是充分，你的优势就会更大，这样你

就会获得更加 满意的结果。

Objective

Try

to

take

a

long

term-view

and

decide

on

a

range

ofobjectives

so

that

you

can

be

more

flexible

and

offer

more

alternatives during the negotiation itself. Remember you are looking

for

a

win-win

situation

of

benefit

to

both

parties,

thus

paving

way