28_Successful Negotiation ：成功的谈判
Finally tonight, NewsHour economics correspondent Paul Solman...
今晚最后一则报道，新闻一小时经济频道记者保罗·索门...
...reports on the art of doing a difficult negotiation during tough economic times.
...报道关于在经济困难时期进行一次艰难谈判的艺术。
That's part of his ongoing reporting on Making Sense of financial news.
这是他正在进行的关于了解财经新闻意义的报道。
Can we lower the interest rates that I pay?
对于我所支付的可以降低利率吗?
Can we can we make the mortgage extend for longer?
我们可以使抵押贷款延长较长时间吗?
At Harvard Law School learning to negotiate, student Erum Sattar...
在哈佛大学法学院学习谈判的学生Erum Sattar...
...had agreed to role-play a typical debt - hobbled homeowner these days.
已同意进行角色扮演，扮演一位这些天典型受债务困扰的房主。
I don't see how it's in your interest to foreclose this property.
我不明白怎样你会感兴趣取消对这所房屋的抵押品赎回权。
Is there nothing that we can do to work this deal out,...
难道我们无能为力制定出一项方案...
...something that helps you and it helps, you know, us stay in the house?
对你有所帮助及你知道的，帮助我们继续住在这座房子里的方案?
Michael Aktipis played the banker who won't budge.
I would love to help you out, but how can I make an exception for you,...
...when I have hundreds of people every day contacting me, asking me to do the same thing?
If he doesn't have that authority, who does?
Ask him.
Coaching and critiquing, negotiation guru Robert Mnookin.
The words you use, the tone you use, your language;
...it all matters, because it could affect how the other person reacts.
Mnookin is the author of a new book with a timely thesis.
"Bargaining with the Devil" is a book about the most difficult kinds of negotiations...
...where your adversary is someone you don't trust,...
...who you think may be out to harm you.
You may even think they're evil.
Erum and Michael, you know all about the case.
But whether it's your loan servicer or a cousin demanding grandma's engagement ring;...
...take the economic approach, says Mnookin.
Try to make a trade.
Renegotiate.
The metaphor I use is, the carnivore is eager to trade his broccoli...
...for a lamb chop owned by a vegetarian.
It's that they have different preferences...
...that allows you to make both sides better off through trades.
In other words, a win-win solution.
Better for the bank and better for us.
Which of course, sounds a lot easier than it is to achieve.
Emotions are often running very high,...
...and it's very hard for what I call the "Mr. Spock" in yourself:...
...the cool, dispassionate, rational actor to think things through.
All I can tell you is, you have to pay $2,000 a month.
As if to prove Mnookin's point, emotions ran high in our mortgage negotiation,...
...which wasn't even real.
We're literally going to have to leave this house if you don't help us.
I mean, we are desperate.
Go for it.
Good luck ever getting a mortgage again.
"Aha!" says Mnookin.
Michael's warning is a typical case of BATNA bashing.
BATNA is negotiation jargon for your best alternative to a negotiating agreement.
In other words, if I can't make a deal with you,...
...what is my best alternative away from the table that doesn't require...
...any help from you at all?
BATNA bashing is to say to someone, "Your alternative is terrible!"
It's to try to remind the other person how bad their alternative is.
Which is just how our mock session played out.
