翻译在谈判中需要注意的问题全.docx

1、翻译在谈判中需要注意的问题全谈判秘诀(1) 充分准备 Be Prepared充分准备是谈判成功最为重要的因素。谈判中，信息就是力量。掌握的相关信息越多，处境就越有利。谈判准备工作越充分越好，在进入任何谈判之前都要给自己留有足够的时间做好准备。Preparation is the single most important element in successful negotiations. In negotiations, information is power. The more relevant information you have, the better your positio

2、n is. Preparation for your negotiations can not be overdone. Allow yourself adequate time to prepare prior entering any negotiation.(2) 了解对手的要求 Understand the Needs of Your Adversary此语境中的“对手”是指谈判的另一方。自己和对方的关系通常不可以被描述为对抗性的，但是为了这里的讨论的目的，谈判将被看作是一种对抗关系。站在对方的位置想一想，对方想从谈判中得到什么？把你能够想出来的对方谈判目标尽量多地写下来，按照你认为对

3、手可能使用的排序方法，把所列的项目区分优先顺序，以此确定自己愿意协商的项目和不可协商的项目。Your “adversary” in this context is the other party in the negotiation. Your relationship with this party may not normally be described as adversarial, but for the purposes of this discussion we will view the negotiation as an adversarial relationship. P

4、ut yourself in your adversarys shoes. What would they like to gain from the negotiation? Write down as many possible goals as you can think of. Prioritize your list in the order that you believe your adversary would. Identify the items you are willing to negotiate and those items which are non-negot

5、iable.(3) 明白己方的需求 Know What your needs are.你需要从谈判中得到什么，更多的钱？更多的灵活性？刚好的机遇？进入更广阔的市场？把自己想从谈判中得到的结果逐项列单，在谈判之前把自己所列的项目进行精选和区分优先顺序。这张清单和上面已列好的那张清单可使自己知道自己真正的“底线”。What do you need out of the negotiations? More money? More flexibility? Better opportunities? Access to broader markets? Make a list of those th

6、ings you would like to receive as a result of the negotiations. Refine and prioritize your lost before starting the negotiation. This list and the one created above will allow you to know what your true “bottom line” is.(4) 谈判着眼长远关系 Negotiations Involve on Going Relationships.除了大宗的买卖，大多数谈判涉及到有长远关系的谈

7、判各方。不论这种关系是家庭关系，朋友关系还是生意合伙人关系，在谈判情景之外，还必须继续和“对手”打交道，请时刻注意：谈判对这些关系生产的潜在影响。With the exception of large purchases, most negotiations involve parties involved in a long term relationship. Whether the relationship is family, friends or business associates, it will be necessary to continue to deal with yo

8、ur “adversary” outside the context of the negotiation. Always be sensitive to the potential impact of your negotiations on these relationships.(5) 谈判不能千篇一律 Every Negotiation is Different和自己喜欢的对方谈判不同于买汽车，买汽车又不同于和一位新的老板谈判。关键的区别在于自己希望谈判结束后和对方保持什么样的关系。和自己喜欢的对方进行谈判，为了和睦相处，自己愿意多让步。而买汽车时，关系融洽并不比支付合理的价格重要。在

9、列出清单和区分优先顺序时要牢记这些无形的规则。Negotiating with a loved one is different than buying an automobile. Buying an automobile is different from negotiating with a new employer. The key difference is the relationship you wish to have with your adversary once the negotiations are complete. When negotiating with a

10、loved one, you may be willing to make more concessions in the interest of harmony. When buying an automobile, harmony may be less important than paying a fair price. Keep these intangibles in mind when creating and prioritizing your lists.(6) 讲究诚实 Never Lie很少有谈判仅仅涉及到单一的合同事件，除了大宗购货的可能例外，多数介入某次谈判的各方在谈

11、判结束后都会继续保持联系。如果对方发现你不讲究诚实，而且认为你肯定还会不讲究诚实，那么你未来的可信度就不复存在。在需要撒谎又可能被人觉察的环节上，预先做好处理是可以办到的。仔细检查自己的弱点所在，着手加强薄弱环节。在仍需要防御的薄弱之处，必须做好薄弱环节暴露时的应对准备。Very few negotiations are a single contract event. With the possible exception of making large purchases, most parties involved in a negotiation have continued cont

12、act after the negotiations are completed. When you are caught in a lie, and it is inevitable that you will be, your future credibility will be lost. It is possible to prepare to handle those areas where the need to lie may be felt. Examine the areas where your case is weak. Work to strengthen your c

13、ase. In those areas that remain vulnerable, prepare how you wish to handle them should they arise.(7) 讲究公平 Be Fair谈判并非“我赢你输”的计划。韦伯斯特辞典将谈判定义为“通过双方努力协商达成”谈判高手们在每一次谈判中都能创造“双赢”的局面。Negotiation is not an “I win, you lose” proposition. Websters dictionary defines negotiation as “to bring abunt by mutual ag

14、reement.” The best negotiators create “win-win” situations in every negotiation.(8) 不需要摊牌 Dont Tip Your Hand在大部分谈判中，让人捉摸不定是你的重要优势。假如对手了解到你最想得到什么，你在谈判中的地位就没什么强势了，所以要守口如瓶。Uncertainty is your key advantage in most negotiations. If your adversary knows what you desire most, your negotiating position is

15、not as strong. Play it close to the vest.(9) 随机应变 Be Flexible要知道谈判常常需要妥协。对于在谈判中提出的问题，要寻找创造性的解决方案，采取折中的办法去赢取最想得到的那些组合条件。Understand that negotiation frequently involves compromise. Look for creative solutions to the problems presented in the negotiation. Make tradeoffs（折中）in order to gain those elemen

16、ts you most desire.(10) 赢不是唯一目的 Winning Isnt Everything 人们很容易受到谈判竞争精神的困扰。请记住，谈判的重点是对今后的发展方向达成共识。尽管有可能强迫你的对手同意你提出的条件，这并不能达成有利于真正成功的“共识”。It is easy to get caught up in the competitive spirit of a negotiation. Remember that the point of negotiation is to reach a common agreement on how to move forward. While it may be possible to bludgeon（强迫）your adversary into agreeing to your terms, this does not create the “mutual agreemen