Using effective questioning
    問一些有建設(shè)性的問題
    問一些有建設(shè)性的問題是成功協(xié)商議題的基石。這是給了雙方一個(gè)機(jī)會來表明雙方各自在關(guān)鍵議題上的態(tài)度，例如目標(biāo)及期望。多問一些開放式的問題將可以盡早給予彼此闡述觀點(diǎn)的機(jī)會。
    例如，你可以這樣問"What are you hoping to achieve today?
    Recovering from offending someone
    克服對方敵對意識
    談判中往往會遇到對方強(qiáng)烈的敵對意識，這時(shí)候你必須設(shè)法克服它。通常的方法是接受對方的"排斥"，但將之轉(zhuǎn)化為正面的作用。
    你可以說"If I seemed sharp a few moments ago,be assured that it was only due to my determination to make this work."
    Showing humility
    展現(xiàn)親和力
    談判是雙方溝通的過程，所以必須避免陷于一連串的"I' m right,you' re wrong"的情形。展現(xiàn)親和力尊重那些對象，千萬不要裝做已有所有答案，請把一些議題的控制權(quán)讓給別人
    你可以說"That' s more your area of expertise than mine,so I' d like to hear more."
    Recovering from negotiation breakdown
    讓談判"起死回生"
    當(dāng)對方因憤怒、怨恨或不愿意聆聽而使得雙方關(guān)系瀕臨決裂的時(shí)候，要特別注意具有建設(shè)性的對談。承認(rèn)錯(cuò)誤并且展現(xiàn)誠意是讓談判起死回生的好辦法。
    你可以說"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.