Usingeffective questioning

　　问一些有建设性的问题

　　问一些有建设性的问题是成功协商议题的基石。这是给了双方一个机会来表明双方各自在关键议题上的态度，例如目标及期望。多问一些开放式的问题将可以尽早给予彼此阐

　　述观点的机会。例如，你可以这样问"What are you hoping to achieve today?"

　　Recovering from offending someone

　　克服对方敌对意识

　　谈判中往往会遇到对方强烈的敌对意识，这时候你必须设法克服它。通常的方法是接受对方的“排斥”，但将之转化为正面的作用。你可以说"If I seemed sharp a fewmomentsago,be assured that it was only due to my determination to make thiswork."Showing humility¹

　　展现亲和力

　　谈判是双方沟通的过程，所以必须避免陷于一连串的"I' m right,you' re wrong"的情形。展现亲和力尊重那些对象，千万不要装做已有所有答案，请把一些议题的控制权让给别人你可以说"That' s more your area of expertise² than mine,so I' d like to hear more."

　　Recovering from negotiation³ breakdown⁴

　　让谈判“起死回生”

　　当对方因愤怒、怨恨或不愿意聆听而使得双方关系濒临决裂的时候，要特别注意à回具有建设性的对谈。承认错误并且展现诚意是让谈判起死回生的好办法。你可以说"What happened last week was unacceptable as it was unintentional.Shall we move on?"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.

　　在商场上，谈判的结果可能是签下几百万美元的合同，也可能是一无所有。神秘的谈判其实有成功的秘诀。