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Mr. Green, is it fair to say that negotiation is an art? Well, I think it' s both an art and science. You can prepare for a negotiation quite scientifically, but the execution of the negotiation has quite a lot to do with one' s artistic quality. The scientific part of a negotiation is in determining your strategy. What do you want out of it? What can you give? Then of course there are tactics. How do you go about it? Do you take an opening position in a negotiation which differs from the eventual goal you are heading for? And then of course there are the behavioral aspects. What do you mean by the behavioral aspects? Well, that' s I think where the art comes in. In your behavior, you can either be an actor. You can pretend that you don' t like things which you are actually quite pleased about. Or you can pretend to like things which you are quite happy to do without. Or you can be the honest type negotiator who' s known to his partners in negotiation and always plays everything straight. But the artistic part of negotiation I think has to do with responding immediately to cues one gets in the process of negotiation. These can be verbal cues or even body language. This is where the artistic quality comes in. So really, you see two types of negotiator then, the actor or the honest one. That' s right. And both can work. I would say the honest negotiator can be quite effective in some circumstances. In other circumstances you need an actor. |
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gé lín xiān shēng, gōng píng dì shuō, tán pàn shì yī mén yì shù ma? , wǒ xiǎng, zhè jì shì yī mén yì shù yě shì kē xué. nǐ kě yǐ zhǔn bèi bǐ jiào kē xué de tán pàn, dàn tán pàn de zhí xíng yǒu xiāng dāng duō de yì shù. kē xué bù fèn de tán pàn shì zài què dìng nǐ de zhàn lüè. rú hé kāi shǐ tán pàn? nǐ néng bù néng gěi shén me? dāng rán yě yǒu zhàn shù. nǐ zěn me zuò ne? nǐ xū yào yìng duì bù tóng de tán pàn, nǐ de zuì zhōng mù biāo shì shén me? dāng rán yě yǒu xíng wéi fāng miàn. xíng wéi fāng miàn, shì shén me yì sī? , zhè shì wǒ rèn wéi yì shù de yòng wǔ zhī dì. tōng guò kòng zhì nǐ de xíng wéi, nǐ kě yǐ chéng wéi yī míng yǎn yuán. nǐ kě yǐ jiǎ zhuāng bù xǐ huān, shí jì shang què xiāng dāng gāo xìng. huò zhě nǐ kě yǐ jiǎ zhuāng xǐ huān, dàn nǐ qí shí bú shì hěn gāo xìng. huò zhě nǐ kě yǐ chéng shí xíng tán pàn, ràng nǐ de hé zuò huǒ bàn zhī dào nǐ zài tán pàn zhōng shǐ zhōng zhí shuǎng. dàn shì, wǒ rèn wéi tán pàn de yì shù hái yǒu tán pàn guò chéng zhōng huò dé de xiàn suǒ, duì qí mǐn gǎn bìng zuò chū fǎn yìng. zhèi xiē kě yǐ shì kǒu tóu de àn shì, shèn zhì shēn tǐ yǔ yán. zhè jiù shì yì shù. suǒ yǐ, nǐ kàn dào le liǎng zhǒng lèi xíng de tán pàn, yǎn yuán huò chéng shí de? shì de. zhè liǎng zhǒng dōu yǒu xiào guǒ. chéng shí de tán pàn zài mǒu xiē qíng kuàng xià, kě yǐ xiāng dāng yǒu xiào. zài lìng wài de yī xiē qíng kuàng xià, nǐ xū yào yòng yǎn yuán xíng. |