怎样让你成为谈判专家.docx

怎样让你成为谈判专家Nomatterhowmuchyoumayhatetonegotiateyourselfintoadeal—orevenoutofone—negotiatingisaverylegitimatebusinessskilltoacquire.It'sevenmorecrucialifyou'reasmallerbusinesstryingtogetofftheground.Youwillhavetomakeyourargumentsagainstmuchbigger,morepowerfulentitiessoit'sessentialthatyouknowthesciencebehindnegotiationskillsandhowtheyaffecttheotherparty'spsyche.Basedonpsychologicalresearch,herearesomenegotiationtipsthatwillhelpyoutogetwhatyouwant.1.Focusonthefirst5minutes.InastudypublishedintheJournalofAppliedSciences,thefirst5minutesofanegotiationcanpredictthenegotiatedoutcome.Intheseminutes,thestudysaysyouneedtofocuson"conversationalengagement,prosodicemphasis—whichbasicallymeansyoushouldcopytheemotionalstateofthespeaker—andvocalmirroring"tohelpthenegotiationsendwellonyourside.Thesefirstminutesareimportantbecausetheotherpartyisevaluatingyoumostintenselyduringthistime.Theyare"sizingyouup"andtryingtofigureoutifyouactuallymeanwhatyousayorifyou'remerelytryingtogetmorethanwhatyouknowyou'reworth.Eitherway,startoutlikablesothattheotherpersondoesn'tshutdownonyou.Ifyouareabletoopenhimupduringthesefirstfewminutes,hewilllistentoyourargumentsthroughoutthenegotiation.Ifnot,you'rebasicallywastingyourtime.2.Starthigherthanwhatyou'dfeelsatisfiedwith.InanarticleinCurrentDirectionsinPsychologicalScience,researcherssayyoushouldalwaysstarthighinnegotiations.Thesestartingpriceswilleventually"formananchor,"whichwillcometoaffecteveryothernumberthatfollowsit.Thismeansthatyouneedtostarthighbecauseitwillleadtheinpidualsinvolvedto"selectivelyfocusoninformationconsistentwith,andmakevaluationssimilarto,thestartingvalue.Thus,startinghighwilloftenleadtoendinghighinnegotiations."Evenifyouknowthenumberisridiculouslymorethanwhatyouwouldbesatisfiedwith,youaretheonlypersonwhoknowsthis.Theotherpartydoesn'tknow;theycanonlyassumeit.3.Youshouldmakeyourargumentsfirst.AccordingtothisstudypublishedbytheHar