职场英语：和老板谈加薪时的谈判技巧
《谈判专家》是曾经风靡一时的香港警匪片，你是否对剧中资深谈判专家成功说服犯罪分子的场面崇拜不已?在现实的商业活动中，怎样提高职场谈判技巧，争取利益最大化呢?EF英孚教育职场发展部导师Annie精心总结了3种有效方法，帮助你提高谈判技巧，说不定还能在和老板谈升职加薪的时候派上用场。
1) Prepare well before the negotiation. Try to analyse your opponent’s possible strategy and estimate his/her target and baseline. Consider the old Chinese saying: “Know yourself and know your enemy, and you will win every war.” The more you can learn about your opponent, the more initiative you can seize in a negotiation to achieve satisfactory goals.
谈判前做好充分的准备，分析对方的方案，预估对方的谈判目标和底线。知己知彼，百战不殆，对对方了解得越多，越能够在谈判中掌握主动权，以达到更好的谈判效果。
For example, David, a Senior Trading Manager will ensure he adequately prepares ahead of each and every negotiation. First of all, he will gather a wide-range of information about the other company and its project leader. Then he will analyse the company’s advantages, disadvantages, possible plans and expected goals. After that, David will analyse and summarize all the information. This habit ensures that David maintains an advantage during negotiation.
范例：作为公司资深的企业培训经理，David在每一次谈判前期都会做好充足的准备。他首先会全方位收集对方公司和项目负责人的资料，然后着手了解对方公司的优势和劣势，以及对方可能给出的方案、预期目标，将到手的信息进行分析和汇总。这个习惯让David总是在谈判中保持主动和优势。
2)Create detailed plans and alternative solutions to ensure there is some flexibility during negotiation, with some variables being able to be changed during the negotiation process. Many negotiations contain stages of consultation, compromise and concession. Therefore, it is particularly important to prepare alternative plans.
制定详细的.计划与方案，并设计可替代性的解决方案，来创造谈判时的可变化因素。在谈判的过程中一定会出现协商、妥协、让步的情况，多准备几套方案就显得尤为重要了。
For example, Anna, a real-estate representative, couldn’t persuade suppliers to come to an agreement because of a pricing issue. When considering this problem, she analysed the multiple alternative options that she had prepared before the negotiation. Based on the opponent’s intention, she was able to offer an alternative plan which extended the delivery dates by slightly lowering the price. The second plan was acceptable to all parties and a deal was made.
范例：Anna作为地产公司代表与供应商谈判时因为价格方面而迟迟不能达成合作，她迅速在脑中针对自己准备的多个备选方案做了一个简短的分析，然后根据对方的意向和需求给出了另外一个方案，即在价格稍微降低的情况下可以适当延长交货日期，这一方案得到了对方的认可。
3)Try to create win-win situations. All negotiating parties wish to maximize their interests. A successful negotiation should meet the needs of both sides and promote long-term development and cooperation.
创造双赢的互动模式。谈判双方都希望为自己争取最大的利益，而成功的商务谈判最终应该满足双方的需求，并促进长期的发展与合作。
For example, Alex is the manager of a foreign trade company. As a supplier, he must negotiate a purchasing order with a new client. Alex thinks logically and has a deep understanding of the company’s product. During the negotiation, he strikes first, gaining the initiative and stating his stance. He lists his company’s advantages and competitiveness in comparison to other suppliers. When encountering a deadlock, he tries to think from his opponent’s perspective and is able to compromise within an acceptable limits. Finally, they come to an agreement where everyone is achieves an acceptable outcome.
某外贸公司的经理Alex作为供应商与初次接触的客户进行一场采购谈判。Alex思维缜密逻辑清晰且对自己公司的产品非常了解。他在谈判中先发制人地说出自身的立场和观点，罗列出与其他供应商相比较自身的优势和竞争力。在遇到僵局时会采取迂回战术，尽量站在对方的角度思考问题并作出可接受范围内的让步，最终达到双赢的局面。
【职场英语：和老板谈加薪时的谈判技巧】相关文章：
如何和老板谈加薪06-23
如何与老板谈“加薪”？01-23
如何在年底和老板谈加薪07-14
如何跟老板谈加薪06-23
在职场上要怎么和老板谈离职01-30
职场英语加薪和奖金口语02-07
职场怎么谈加薪更有胜算01-29
谈职场加薪七大妙招06-10
如何掌握面试谈薪与谈加薪的说话技巧02-19