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Fundamental principles surrounding negotiations

机译：谈判的基本原则

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This paper is about some of the basic, foundational and fundamental principles surrounding all negotiations. An understanding and appreciation of these will ensure you get all your negotiations off to a flying start, making sure you are prepared and able to handle many of the brickbatsand setbacks that will almost inevitably come your way. Over the next few paragraphs you will learn the importance of thorough preparation and the steps with which you should familiarise yourself, including conducting ‘an audit of the barriers to an agreement’ to save time poringover the reasons why a deal ‘died’. You will be introduced — if you were not already acquainted — to the Best Alternative To a Negotiated Agreement (BATNA): why it is so important, what you should be doing during your negotiations to strengthen it, and how it differsfrom a ‘bottom line’. Knowing the difference between ‘distributive’ and ‘integrative’ negotiations is explained, as is why you should always (with the odd exception) make the first offer, providing it is within a reasonable Zone of Possible Agreement (ZOPA).You will be introduced to ‘break points’, ‘fixed pies’ and the fundamental distinction between ‘positions’ and ‘interests’ and why taking the time to decipher the difference is a huge aid to you arriving at a great deal. Finally, I will highlightsome of the tricks and techniques used by the other side in an attempt to pressure you into giving in and, perhaps more importantly, how you sweep them aside and render them useless.
机译：本文介绍了围绕所有谈判的一些基本，基本和基本原则。对这些内容的理解和赞赏将确保您开始进行所有谈判，并确保自己做好准备并能够应付几乎不可避免地会遇到的许多麻烦和挫折。在接下来的几段中，您将了解彻底准备的重要性以及您应该熟悉的步骤，包括进行“对协议障碍的审核”，以节省时间以了解交易“失败”的原因。您将被介绍（如果您还不熟悉的话）“谈判协议的最佳替代方案”（BATNA）：为何如此重要，在谈判中为加强该协议应做些什么，以及与“底线”有何不同'。解释了``分配式''和``综合式''谈判之间的区别，并解释了为什么您总是（除非有例外）总是提出第一个要约，前提是要价在合理的可能达成协议（ZOPA）范围内。到“断点”，“固定派”以及“位置”和“利益”之间的根本区别，以及为什么花时间来解释差异是对您达成目标的巨大帮助。最后，我将重点介绍另一端使用的一些技巧和技术，以试图迫使您屈服，也许更重要的是，您如何将它们扫到一边并使它们变得无用。

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