Preparing to Negotiate

Preparing to Negotiate

　　Lack of preparation in a negotiation almost always sets a person up for failure. First and foremost, each party must clearly define their own goals and objectives. Secondly, each party must anticipate the goals of the opposition. This may require doing some background research. Finally, each party must come up with various alternatives to their main objectives.

　　没有准备的谈判人员注定是失败的。首先，谈判人员必须非常明确他们的目的和具体目标。其次，他们要知道对手的目标。这要求在每场谈判前都要做大量的调查和分析。最后，也是最容易被忽视的就是，谈判人员必须准备大量的替代方案。

　　英文谈判案例：

　　Markus Prepares to Negotiate with Louis/ Markus准备和Louis谈判

　　Markus approaches Louis after his shift on Friday afternoon and asks if he can arrange a meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the company and insists that they speak again on the subject next week. Eventually Louis, who is afraid that Markus might quit on the spot, agrees to meet on Monday during the crews lunchhour.

　　在星期五下午的调动之后，Markus接触了Louis，询问是否能够安排一个单独会面时间来讨论一下Markus的升职可能性。Louis提醒Markus他们已经在去年谈过着这个话题了。但是Markus提醒Louis要注意到自己对公司的忠诚，并且坚持下周要再谈一谈这件事。结果害怕Markus离职的Louis同意了在周一的午餐时间谈一下。

　　Over the weekend, Markus thinks about Mondays meeting. Last year, he was unprepared to negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and he has continued to feel undervalued ever since. Many times, after a hard day at work, Markus has considered quitting. However, it is difficult to find work in the middle of winter. Markus has a family to support and he cant afford to lose his job.

　　整个周末，Markus都在思考周一的私人谈话。去年由于没有准备，结果那场谈判以时薪仅上涨50cent的结果而告终。他对此非常不满，自此后一直认为自己的价值被低估了。许多次，当经过了一天的劳累之后，Markus总是想离开。尽管如此，在冬天这个时节是很难找工作的，Markus要养一个家庭，而他不能没有工作。

　　Markus decides to do some research on negotiating. He learns the principles behind collaborative negotiating, and decides that this is the approach he will take this time. After he has understood the concept he can ask himself the preparatory questions above. Finally, he can apply the rules of collaborative negotiating to his own case.

　　Markus决定针对此次谈判做一次调查。他学习了共同谈判的原则，并且决定这就是这次他才取得当时。他弄明白了其中的概念，问了自己几个预先准备的问题，最终，他要把