重点摘要
1. 掌握超出预期要求的艺术
“在会议桌上的有效性取决于夸大自己的要求。”
框定你的目标。 在谈判时，总是要求比你期望得到的更多。这种技术被称为框定，涉及提出一个初始提议，该提议在你的目标的另一侧与对方的提议等距。例如，如果你想以13,000美元购买一辆车，而经销商要价15,000美元，那么你可以提出11,000美元的开盘报价。这种策略为你提供了谈判的空间，并增加了你提议的感知价值。
创造双赢的感知。 通过要求更多，你可以营造一种对方在谈判中获胜的氛围。这种方法允许你在谈判过程中做出让步，同时仍然实现你想要的结果。记住，权力谈判的本质是始终让对方认为他们赢了。
- 要求更多的好处：
- 你可能真的会得到它
- 它给你谈判的空间
- 它提高了你提议的感知价值
- 它防止谈判僵局
- 它创造了一种对方感觉他们赢了的氛围
2. 理解和利用谈判策略
“权力谈判者知道，谈判更像是一门科学而不是艺术。”
掌握策略。 谈判策略是涉及一定风险但可以显著影响谈判结果的战略举措。这些包括“钳子”技术，例如你对提议的回应是“你得做得更好”，然后保持沉默。这给对方施加了压力，迫使他们改进提议。
有效反击。 理解这些策略也意味着知道如何在它们被用来对付你时进行反击。例如，当面对“好人/坏人”套路时，公开识别它以削弱其效果。说：“哦，拜托——你不会和我玩好人/坏人吧？”
- 关键谈判策略：
- 钳子技术
- 对提议的惊讶反应
- 不情愿的卖家/买家
- 好人/坏人
- 小额追加
- 更高权威
- 交易
3. 利用时间压力和信息的力量
“80%的让步发生在可用时间的最后20%。”
战略性地使用时间。 时间压力在谈判中可以是一个强大的工具。人们在时间限制下变得更加灵活，往往会做出他们通常不会做出的让步。然而，要谨慎透露自己的最后期限，因为这可能会被用来对付你。
收集关键信息。 信息在谈判中就是力量。始终努力了解对方的立场、需求和限制，比他们了解你的更多。提出开放性问题，仔细聆听，不要害怕承认你不知道的事情。
- 使用时间和信息的策略：
- 永远不要透露你的最后期限
- 为对方创造人为的最后期限
- 使用“沉默结束”技术
- 通过开放性问题探查信息
- 多听少说
- 在谈判前彻底研究对方
4. 在谈判中发展个人力量
“权力本身独立于其使用。”
理解权力来源。 谈判中的个人力量来自各种来源，包括合法权力（来自头衔或职位）、奖励权力、强制权力、尊敬权力（来自一致的价值观）、魅力权力、专业权力、情境权力和信息权力。识别和发展这些权力来源可以显著增强你的谈判地位。
展示自信。 自信在谈判中至关重要。即使你感到害怕，也要表现得好像你占上风。记住，每一方通常认为自己处于较弱的位置，因为他们知道自己的压力而不了解对方的压力。
- 个人权力的类型：
- 合法权力
- 奖励权力
- 强制权力
- 尊敬权力
- 魅力权力
- 专业权力
- 情境权力
- 信息权力
5. 有效地阅读和使用肢体语言
“人们对谈判中发生的事情的反应多达80%是非语言的。”
仔细观察。 密切关注对方的肢体语言，包括面部表情、姿势和手势。这些非语言线索可以揭示他们的真实感受和意图，往往与他们的话语相矛盾。
控制自己的信号。 注意自己的肢体语言并战略性地使用它。保持开放的姿势，进行适当的眼神交流，并使用镜像技术建立融洽关系。记住，人们更容易相信他们看到的而不是听到的。
- 关键肢体语言信号：
- 眼神交流和眨眼频率
- 手势和手的位置
- 姿势和身体方向
- 面部表情
- 个人空间（亲密距离）
6. 培养权力谈判者的特质
“谈判总是双向的。”
发展关键特质。 权力谈判者具备某些特质，使他们与众不同。这些特质包括探查更多信息的勇气、比对方更持久的耐心、追求双赢解决方案的诚信以及成为一个好听众的意愿。
采用获胜的态度。 成功的谈判者拥有特定的态度，这些态度有助于他们的成功。这些态度包括愿意接受模糊性、在挫折面前的韧性、竞争精神以及不害怕冲突的能力。
- 权力谈判者的特质：
- 提问难题的勇气
- 比对手更持久的耐心
- 追求双赢解决方案的诚信
- 出色的聆听技巧
- 对模糊性的舒适感
- 韧性和竞争力
- 处理冲突的能力
7. 在国际谈判中驾驭文化差异
“美国人专注于签署合同。”
理解文化差异。 在国际谈判中，要注意谈判风格、沟通模式和商业惯例的文化差异。例如，虽然美国人倾向于直接并专注于快速达成交易，但许多其他文化优先建立关系，然后再讨论业务。
调整你的方法。 在国际谈判中，灵活性是关键。准备根据文化背景调整你的策略。这可能意味着花更多时间在闲聊上，沟通时更直接或更间接，或适应不同的时间和最后期限概念。
- 关键文化考虑因素：
- 高语境与低语境沟通风格
- 建立关系的重要性
- 对时间和最后期限的态度
- 决策过程
- 谈判中的沉默使用
- 对合同和协议的态度
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FAQ
What's Secrets of Power Negotiating about?
- Comprehensive Guide: The book by Roger Dawson is a detailed guide on effective negotiation strategies, focusing on creating win-win situations.
- Gambits and Counter-Gambits: It introduces various negotiating gambits and their counter-gambits, providing strategic moves to gain an advantage.
- Real-World Applications: Dawson shares anecdotes and examples to illustrate how these techniques can be applied in real-life scenarios, from business to personal negotiations.
Why should I read Secrets of Power Negotiating?
- Enhance Negotiation Skills: Ideal for anyone looking to improve negotiation skills in both business and personal contexts.
- Learn from an Expert: Roger Dawson is a recognized negotiation expert, offering insights based on years of experience and research.
- Comprehensive Coverage: The book covers a wide range of topics, from basic principles to advanced techniques, suitable for all levels of negotiators.
What are the key takeaways of Secrets of Power Negotiating?
- Ask for More: Always ask for more than you expect to get, providing room for negotiation.
- Never Accept the First Offer: Accepting the first offer can lead to regret and a less favorable negotiation.
- Use Time Pressure: Time can be a powerful pressure point, often leading to more flexible positions as deadlines approach.
What are the best quotes from Secrets of Power Negotiating and what do they mean?
- “You might just get it.”: Emphasizes the importance of asking for more than you expect, opening the door to unexpected concessions.
- “Never say yes to the first offer.”: Reminds negotiators that accepting the first offer can lead to feelings of loss and regret.
- “Acting dumb is smart.”: Suggests that appearing less knowledgeable can disarm the other party and encourage them to help you.
How does Secrets of Power Negotiating define win-win negotiation?
- Mutual Satisfaction: Win-win negotiation is about both parties feeling they have achieved a satisfactory outcome.
- Creative Solutions: Encourages exploring multiple issues and trade-offs to create value for both sides.
- Long-Term Relationships: Win-win outcomes foster better long-term relationships, crucial for future negotiations.
What is the Vise Technique in Secrets of Power Negotiating?
- Simple Expression: Involves responding to a proposal with, “You’ll have to do better than that.”
- Silence is Key: After making this statement, remain silent to prompt the other party to make a concession.
- Effective in Negotiations: Particularly effective in situations where the other party may be willing to concede more.
What is the Good Guy/Bad Guy Gambit in Secrets of Power Negotiating?
- Psychological Pressure: Involves one negotiator acting tough while another appears sympathetic, creating pressure to concede.
- Manipulative Strategy: Used to manipulate the other side into feeling more comfortable with the good guy.
- Common in Negotiations: A well-known tactic seen in various contexts, from business deals to police interrogations.
How does Secrets of Power Negotiating address the importance of body language?
- Non-Verbal Communication: A significant portion of communication in negotiations is non-verbal, conveying emotions and intentions.
- Reading Signals: Teaches how to interpret body language cues, such as eye contact and posture, to gauge feelings.
- Face-to-Face Negotiation: Advocates for in-person negotiations to better read body language and establish rapport.
What are the different types of power discussed in Secrets of Power Negotiating?
- Legitimate Power: Comes from a person's title or position within an organization.
- Reward Power: The ability to offer rewards or benefits, influencing decisions.
- Coercive Power: The power to impose penalties or consequences, intimidating the other party.
How can I improve my negotiation skills based on Secrets of Power Negotiating?
- Practice Active Listening: Being a good listener helps understand the other party's needs and concerns.
- Role-Playing Scenarios: Engaging in role-playing exercises can help practice different techniques and build confidence.
- Reflect on Past Negotiations: Analyze previous negotiations to identify what worked and what didn’t.
What are some common pitfalls in negotiation highlighted in Secrets of Power Negotiating?
- Accepting the First Offer: Agreeing to the first offer without exploring other options often leads to suboptimal outcomes.
- Narrowing to One Issue: Focusing solely on one issue can create a win-lose scenario; keep multiple issues on the table.
- Ignoring Body Language: Failing to pay attention to non-verbal cues can lead to misunderstandings.
How does Secrets of Power Negotiating suggest handling difficult negotiations?
- Stay Calm and Collected: Maintain composure to avoid escalating conflicts.
- Use the Vise Technique: Apply pressure through the Vise Gambit to regain control.
- Seek Creative Solutions: Look for win-win outcomes by exploring various options and trade-offs.
评论
《权力谈判的秘密》因其实用的谈判技巧和策略而受到大多数读者的好评。读者们赞赏书中可操作的建议、真实的案例以及对谈判策略的清晰解释。许多人发现这本书对商业和个人情况都很有帮助。一些人批评作者的语气以及偶尔不道德的建议。该书因其对谈判主题的全面覆盖而受到赞扬，包括跨文化考虑和人格类型。尽管有些人觉得内容重复或篇幅过长，但大多数读者认为这是一本提升谈判技能的宝贵资源。
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