在企業里，純熟的談判可以有兩種不同效果，獲得百萬美元的合同或是合同泡湯。這里有一些有效的指示，可以讓你成為頂尖談判高手。

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.

以正面的方式來開頭

正與你談判的或許就是你的競爭對手。為了與競爭對手能有一個有效的談判，關鍵就是早些采用正面的方式，達成共識，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."

對付沒有道德感的談判者

很有可能你會遇到一些反對你的人，他們會使用書本上寫的會一些骯臟的伎倆。要對付像這些不道德的行為不要使用一些強烈的激進舉動，而是保持紳士風度。例如：如果你感覺到別人在說謊或是欺騙你了，你可以這樣說：「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."

問一些有效的問題

有效的提問是成功談判的基礎。這不僅給了雙方一個了解彼此對關鍵問題看法的機會，同樣也是一個設立目標和期望的契機。問那些開放式的問題，可以給雙方收集信息的機會。例如：你可以這樣問：「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?"

化干戈為玉帛

談判過程中會造成一些不愉快，了解化如何干戈為玉帛是重要的。一種方法就是從積極的方面看待那些冒犯性的言論。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."

展現謙遜

談判是雙向的溝通，所以要避免陷于一連串的「I'm right, you're wrong,」這種情況。尊重您的談判對手，展現您的謙遜，千萬不要裝做自己知道所有的答案，允許對方在某些議題擁有控制權。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."

重回談判桌

當談判者因憤怒、怨恨或不愿意聆聽而使得雙方關系決裂的時候，在重回有建設性對話的時候要特別注意。承認錯誤并表示你愿意繼續談判有助于恢復友好的氣氛。例如：你可以這樣說："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?"