There are a number of signals that indicate that negotiations are coming to a close. This may not always mean that an agreement has been reached. In many cases, there are many rounds of negotiations. The preliminary round may uncover the major issues, while subsequent rounds may be needed to discuss and resolve them. Here are some signals of talks coming to a close:
有几个信号表明了谈判正接近尾声。这并不一定意味着双方能够达成一致。许多案例中,谈判会进行许多轮。开始的一轮可能只是揭开了主要议题,可能还需要后来的几轮来讨论和解决他们。这里有一些谈话接近尾声的信号
A difference of opinion has been significantly reduced
不同的意见极大地减少了
One party suggests signing an agreement.
一方建议签一个协议
One or both parties indicate that a period of time to pause and reflect is necessary.
一方或者双方指出需要暂停,各自回去思考是必须的
Beware of last-minute strong-arm tactics./要知道反咬一口的强硬策略
Even if you make the decision to treat your negotiating opponent with honesty and kindness, the other party may not extend you the same respect. Be prepared to stand your ground firmly, yet cordially, especially in the last few minutes of the negotiations. This is the time when manipulative parties may employ certain tactics in order to try to fool you into losing focus or lowering goals and standards. Remember that conflicts are generally resolved in the last few minutes. The theory behind last minute tactics is that one party may be more willing to give in out of fear that all of the concessions or progress made up to that point (perhaps hours or weeks of talks) might be lost. People also get tired or have other commitments that need to be met, such as making an important phone call before another business closes, or picking up children from school. Here are some last minutes tricks that negotiators often use at this time:
及时你决定对你的对手保持诚实和善意,但另外一方很可能不会这样对你。要准备好牢牢地站在你的立场上,仍然保持诚恳,特别是在谈判的最后几分钟里。在这个时候,灵活的一方可以使用某种策略去尝试让你失去关注点或者降低要求和标准。记住冲突往往都是在最后的几分钟内解决的。反咬一口策略背后的理论是一方出于害怕会失去所有在那一点上已经形成的让步或进展,因而可能更容易认输。人们变得疲惫或者有其它事情必须去做,比如在另一个商务进程结束前打了一个重要的电话,或者从学校接孩子。这里有一些反咬一口的策略,它们在谈判进行到这个时刻时经常会被用到。
Walking out of the room
走出房间
Offering a short-term bribe
提供一个短期的诱惑
&nb