成为谈判高手——关注立场背后的利益 Focusing on the Interests Behind the Positions

关注立场背后的利益　Focusing on the Interests Behind the Positions

洞察对方观点背后的利益和需求（interests behind the positions），可以避免走很多弯路。如果在谈判中混淆立场（你说你想要的）和利益（你实际需要的），双方就很可能纠缠不清，难以达成共识。

变换不同的提问方式，从各个侧面了解对方的利益所在。

☉Can you tell me why it is that（position）is so important to you?

您能否告诉我为什么那（立场）对您那么重要？

☉What is it about（position）that is so vital to your business?

为什么（立场）对您的生意那样重要？

☉I sense you are very concerned about（position），can you tell me why?

我感觉您对（立场）非常担忧，能告诉我是为什么吗？

☉What’s your reasoning about（position）?

您坚持（立场）是出于什么原因？

☉Help me understand more about（position）and why it’s important to you.

能否让我更多地了解您的（立场），能告诉我为什么它对您那么重要吗？

☉What can I do to make（position）work for both of us?

我怎么才能够让（立场）对你我都行得通？

避免矛盾

在谈判中产生一些摩擦（conflicts arise）很有可能源于双方截然相反的观点（direct opposition）。只要找到立场背后的利益，这些不必要的分歧是完全可以避免的，而且还能发现一些创造性的解决方案（creative solutions）。

☉I understand that you have a different opinion.Help me understand why you feel that way. Let's see if we can make this work.

我理解您有不同的想法。让我了解一下您为什么那么想。让我们看看该如何处理。

☉Is there a way to make this work for both of us?

有没有对你我都行得通的办法？

☉I can see that we have a conflict here.Maybe we can find a way around it.

我明白我们的症结所在了。也许我们可以围绕着它想想办法。

☉What if we attacked the problem by……?

如果我们通过……来解决问题怎么样？

避免偏激

当谈判者专注于自己的立场时，会对已定义的条件孤注一掷（all-or-nothing terms），把自己的立场和要求作为解决分歧的唯一标准（conform），而不考虑对方的观点。

A：Either you accept the price we have offered or we will have to abandon this deal. We can't give you any more of a discount.That's the best wecan do！

B：Can you tell me why it is that you can't offer a lower price?I know you say there isn't any room to negotiation on the price, but what is the reason?

A：要么接受我们提的这个价格，要么我们就放弃这笔交易。我们无法给出再大的折扣了。我们最多能做到这个地步。

B：能否告诉我为什么您不能给出更低的价格了？我知道您说没有任何讨价还价的余地了，但是为什么？

A：The payment must be received in 60 days. It's mandatory！We really can't go for less. You either accept that, or the deal is off.

B：Can you tell me why it is that you can't extend a longer payment grace period?What concerns do you have about a 90-day grace period?

A：付款必须在60天内到账，不必商量了！我们真的不能再少了。如果您不接受的话，这笔交易就取消吧。

B：您能告诉我为什么不可以延长付款时间吗？对于90天的额外付款时间您的担忧是什么？

化干戈为玉帛

切勿被一维空间的立场所诱惑（one-dimensional positions）（通常表现为“我就是要这个”或者“我就不要那样”），而要和谈判伙伴共同努力澄清“为什么”。当态度背后的利益被明朗化后，往往发现其实双方的利益是可以兼容（compatible）的。

A：I want an increase of our profit share by 20%. I don't want to have to cover the insurance fees, and we must have our delivery by March 15th .

B：Well, it is clear where you stand. But let's explore some options thatmight work best for us both.Can you tell me why it is you have to have your order so soon?What is it about the insurance fees that are so important to you?What is your reasoning for an increase in the profit share?

A：我想把我们的利润份额增加20%。我不想承担保险费用，而且必须在3月15日前到货。

B：嗯，您的立场非常明确了。但是让我们试着探寻一些对彼此都合适的选择。

您能否告诉我为什么您那么着急要货？保险的费用为什么对您那样重要？又是什么原因您要增加您的利润份额呢？

总结

如果谈判者一意孤行地坚持他带到谈判桌上的那个方案的话，谈判一开始就失败了。谈判很大程度上是在交流中找到折中的方案，让双方的利益都得到最大限度的满足。遇到“一根筋”的谈判伙伴就应当多问个“为什么”，待双方都说明情况，表完“苦衷”的时候就一定可以找到“鱼和熊掌兼得”的解决方案。

Words　单词表

accept接受

authority权威，当局

buffer缓冲

discount折扣

economical经济的，节约的

exemption免除

extend延长

grace period宽限期，额外时间

increase增加

insurance保险

mandatory强制的，命令的

policy政策

possible可能的

reasoning推理

Phrases　短语表

at this time此时，此刻

cover（fees）负担（费）

explore options探索可能性

extend a deadline延长时限

figure cost into your/our end将费用算入你们∕我们账上

find a way around（a problem）围绕（某问题）找到一个方法

worth a try值得一试

have in mind在脑海里，想到

have to（do sth）必须做（某事）

just in case以防万一

my hands are tied束手无策，无能为力

profit share利润分成

set in stone一成不变的，无法更改的

be important（to sb）（对某人）很重要

where（sb）stands立场，观点

实景对话1

A：I want an increase of our profit share by 20%. I don't want to have to cover the insurance fees, and we must have our delivery by March 15th .

B：Well, it is clear where you stand. But let's explore some options that might work best for us both. Can you tell me why it is you have to have your order so soon?What is it about the insurance fees that are so important to you?What is your reasoning for an increase in the profit share?

A：The delivery date of March 15th is set in stone. We can't accept anything later.

B：What is it about receiving your shipment by March 15th that is so vital to your business?

A：We are due to give the product to our distributors by March 20th . We need a few extra days buffer just in case.

B：Okay. Well, what concerns do you have about covering the insurance fees?Certainly, if we give you a deeper discount, this shouldn't be anissue……

A：Actually it is an issue because our company has a policy regarding insurance coverage. It is not economical to do it from our end.

B：Unfortunately, we cannot offer insurance at this time. We just don't have the service. Let's see if we can make this work.What if we attacked the problem by contacting a third-party insurance company and figuring the insurance cost into your end?

A：That might be possible.

A：我想把我们的利润份额增加20%。我不想承担保险费用，而且必须在3月15日前到货。

B：嗯，您的立场非常明确了。但是让我们试着探寻一些对彼此都合适的选择。

您能否告诉我为什么您那么着急要货？保险的费用为什么对您那样重要？又是什么原因您要增加您的利润份额呢？

A：3月15日到货是板上钉钉的事了。我们无法接受更晚的时间了。

B：3月15日到货对您的生意那样至关重要吗？

A：我们得在3月20日前把货交到批发商手里，我们得有一些缓冲时间以防万一。

B：好的。那您为什么那么担忧由您来负担保险的费用呢?当然，如果再给您一些优惠，那这个就不是问题了……

A：实际上还是个问题，因为我们公司对负担保险有相应的政策。由我们来做的话就不划算了。

B：不好意思，这次我们不能承担保险费用，我们没有这个服务。我们看看怎么解决这个问题。那如果我们联系第三方保险公司然后把保险费用再算到你们的账上呢？

A：那倒可能行得通。

实景对话2

A：The payment must be received in 60 days. It's mandatory！We really can't go for less. You either accept that, or the deal is off.

B：Can you tell me why it is that you can't extend a longer payment grace period?What concerns do you have about a 90-day grace period?

A：It's company policy. I am not authorized to offer anything more than 60

days. I sense you are concerned about not having 90 days.Can you tell me why?

B：For one thing, it takes 30 days for the wire transfers to be completed from all of our distributing agents. We can't make the payment before we have received the funds in our own accounts.I worry if there is any delay, it would affect our credit.

B：Hmm……I can understand your concern. However, there isn't much I can do. My hands are tied.

A：I can see that we have a conflict here. Maybe we can find a way around it.

B：What did you have in mind?

A：You mentioned you don't have the authority to extend a longer deadline.

Would your supervisor perhaps have the executive ability to make a special exception to company policy?

B：Maybe. It's worth a try anyway.

A：付款必须在60天内到账，不必再商量了！我们真的不能再少了。如果您不接受的话，这笔交易就取消吧。

B：您能告诉我为什么不可以延长付款时间吗？对于90天的额外付款时间您的担忧是什么？

A：这是公司的政策。我的权限内，最多60天。我感觉你对少于90天付款表现出很多的担心，能告诉我为什么吗？

B：只因为一件事情，我们的分销商要30天才能完全把钱汇入，在汇款到我们的账上之前，我没有办法支付。我担心如果有什么延误，会有损我们的信誉。

B：嗯……我能理解您的担忧，但是，我不能再让步了。我无能为力。

A：我明白我们的症结所在了。也许我们可以围绕着它想想办法。

B：您有什么想法？

A：您说您没有权限来延长时限。也许您的上级有能力来获取公司政策的特例？

B：也许。无论如何，值得一试。