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Preparing to Negotiate谈判的准备
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etitive negotiating is for one party to win and the other to lose. Dishonest practices, such as lying, manipulation, intimidation, and bribery are often used in this type of negotiation.
在商业中，双方谈判的目的应该为达到相互一致而努力。这种双赢类型的谈判一般被称为协同谈判。与协同谈判相反的谈判类型被称之为竞争谈判。竞争谈判的目的是要达到一方完全胜出而另一方彻底失败。不诚实的做法，比如说谎，操控，恐吓，行贿常常在这种谈判中出现。
Main Principles of Collaborative Negotiating:/协同谈判的主要原则：
Resolve previous conflicts ahead of time
随着时间的推移解决先前的冲突
Deal with issues, not personalities
注意谈的是提案，而不是人身攻击
Commit to listening more than speaking: The more you know about your counterpart, the more likely you will achieve your goals. You cannot convince someone of something when you do not know anything about them, or what their own needs are. A common mistake is to prepare one's next question or point while the opponent is speaking.
多认真聆听：你知道关于对手的信息越多，你就越容易达到目的。你无法在对对方一无所知的情况下说服对方。人们经常犯下这样的错误，即在对方阐述的时候己方却在思考自己的下一个问题
Establish trust in the onset
建立信任
Develop a common goal
找到共同的目标
Discuss a common enemy
讨论共同的对手
Take opponent's views/needs into careful consideration: Not only do you want to win this negotiation, you want your opponent to win as well, so that he or she will negotiate with you again in the future.
仔细思考对方的观点或需求：不要总想着自己要赢得这场谈判，要希望对手也能赢，这样对手才会在将来再次与你谈判。
Markus Applies the Principles for Collaborative Negotiating/Markus应用了这些原则：
I will not discuss the fact that I was only offered a 50 cent raise last year. It was my fault for not being prepared to negotiate.
我不能讨论去年我接受了50cent的时薪增长问题，这是我的责任，我没有准备好那次谈判。
Even though I think Louis is lazy, and takes too many days off when we are busy, I will not point out his shortcomings. This is about my promotion, not his work ethic.
即使我认为Louis很懒，当我们在忙的时候他却浪费了很多时间，那我也不能指明他的毛病。这是关于我的晋升，而不是他的工作。
I will first thank Louis for employing me for five consecutive years. I will tell him that the stable work has meant a lot to me and my family, and I appreciate the security, especially with so many people out of work.
我要先感谢Louis这五年来一直都在雇佣我。我会告诉他稳定的工作
