大型摘抄

eau de neroli
2020-01-26 看过

从现在开始,当你与某人发生冲突的时候,问问自己下列问题:

  1. 我的看法是什么?
  2. 对方的看法是什么?
  3. 是否存在观点不一致的情况?
  4. 如果是,原因是什么?
  5. 始终保持沟通

“帮帮我吧,我有些迷惑….“这是一种强有力的提问方式-向对方寻求帮助。

下面是有效沟通的基本原则:

  1. 始终保持沟通
  2. 倾听并提问
  3. 尊重而不是责怪对方
  4. 经常总结
  5. 进行角色互换
  6. 平心静气
  7. 明确目标
  8. 在不损害双方关系的前提下坚持自己的立场
  9. 寻找不起眼的小信号
  10. 就知觉差异经行讨论
  11. 了解对方作出承诺的方式
  12. 作决定之前进行协商
  13. 专注于自己力所能及之事
  14. 避免争论谁是谁非;
The Secret Sauce -- 12条基本款

1. Goals are paramount. 目标至上

Goals are what you want at the end of the negotiation that you don’t have at the beginning. Anything you do in a negotiation should explicitly bring you closer to your goals for that particular negotiation.

2. It's about them 谈判重点是对方

Think of yourself as the least important person in the negotiation. You can’t persuade people of anything unless you know the pictures in their heads: their perceptions, sensibilities, needs, etc.

3. Make emotional payments. 情感补偿

Tap into the other person's emotional psyche with empathy or simply by valuing them.

4. Every situation is different. 情况各不同

In negotiation, there is no one-size-fits-all.

5. Incremental is best. 循序渐进

Take small steps, whether you are trying for raises or treaties. Move slowly toward each other, narrowing the gap incrementally.

6. Trade things you value unequally. 用不等价之物进行交易

All people value things unequally. Find out what each party cares and doesn’t care about.

7. Find their standards 利用对方的准则

What are their policies, exceptions to policies, precedents, past statements, ways they make decisions?

8. Be transparent and constructive, not manipulative. 坦诚相对/谨守道德

This is one of the biggest differences between the Getting More Model and the conventional knowledge. Don’t deceive people. Being real is highly credible, and credibility is your biggest asset.

9. Always communicate, state the obvious, and frame the vision. 沟通和表达

Bad communication, or none at all, causes most failed negotiations.

10. Find the real problem and make it an opportunity. 找到真正的问题所在

To find the real problem, you have to find out why the other party is acting the way they are.

11. Embrace Differences 对分歧持包容态度

Most people think different is worse, risky, annoying, uncomfortable. But different is actually demonstrably better: more profitable, more creative.

12. Prepare – Make a list and practice. 列一份清单

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