Paul Lachine

谈判的真谛

雅典——当人们和国家谈判时,他们常常谈论其利益,似乎只有靠利益才能达成协议。去年12月份,英国首相戴维•卡梅伦在布鲁塞尔召开的欧盟峰会上投了否决票,他说“谈判的内容不符合英国的利益,所以我不同意,”似乎协议是否能达成只取决于各方利益是否得到了满足。

再说,达成协议可能根本不是卡梅伦的目标。尽管所谓的“双赢”结果日益成为每次谈判的最终目的,但是如果谈判各方商定的双赢结果实际上损害未参与谈判者的利益,该怎么办?如果谈判的结果对各方都有利,但是违背谈判各方的原则,该怎么办?

想象一下,你坐在谈判桌旁希望其他各方同意你的观点。强调谈判结果对谈判各方如何如何有利是一种行之有效的战略。但是你提出的谈判内容可能并不公平,或者不现实,亦或根本就是你有意撒谎。因此,即使基于利益,这样一份提议也将难以接受。

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