We negotiate in almost every situation in life – without being aware of it: with the children about the pocket money, with the spouse over where the holiday is, with the head of appointments and projects, with the supplier on the dates, quantity, quality, prices and ... 在我們?nèi)粘Ｉ钪校?無論我們是否意識(shí)到，談判無時(shí)無刻不在：和孩子討論零花錢，和配偶討論哪里去旅游，和上司談?wù)摴ぷ黜?xiàng)目，和商店人員討價(jià)還價(jià)等等。。 And of course we are using – often unconsciously and spontaneously – a wide range of tactics and tech- niques. 有時(shí)候我們總是有意識(shí)或者無意識(shí)的在使用著各種技巧。 Before important negotiations focused planning, good preparation and judicious use of tactics and tech- niques are useful and necessary. 在談判之前關(guān)注計(jì)劃，合理準(zhǔn)備變得尤為重要。 Negotiations are about ?communication“. And this also is a fact of daily life: we communicate the whole day. But what is communication? When and why does it run successfully sometimes – but sometimes not? Negotiating is challenging, complex, exciting – and requires a mix of knowledge, skills, experience and intuition. Every transaction is unique and there is no single technique for guaranteeing success. 談判在某種意義上就是交流。 但是如何交流，為什么有時(shí)候交流順暢，有時(shí)候會(huì)變得困難呢？交流是一種挑戰(zhàn)，它復(fù)雜而又令人興奮，它需要綜合的知識(shí)，技巧，經(jīng)驗(yàn)等等。沒有單一的技巧可以讓我們輕易的獲得交流的成功。 Therefore, it is not the primary objective of the seminar to teach rules for successful negotiations. The aim of the seminar is rather to increase awareness of how we can leverage and use language, and to practice using language while purposefully paying attention to the effect of different approaches – and observing ourselves in these negotiations and learning from these actions. 本課程并不能立即教會(huì)你一兩個(gè)技巧而讓你成為談判高手， 我們所能做的是建立起一種意識(shí)，讓大家知道如何更多的關(guān)注在那些需要注意的地方，并能在合適的場合運(yùn)用合適的語言技巧來認(rèn)識(shí)自己的強(qiáng)項(xiàng)并建立起一套有效的談判方案 Successful negotiation means to agree with one / several negotiators on an outcome with which both sides are satisfied, or at least agree (win-win situation). It should not be considered only a short-term success, but – in fact crucial for the future – the development of the relationship. 一個(gè)成功的談判意味著雙方達(dá)成平衡的一致，我們不能關(guān)注于短期的成功， 雙贏的， 長期的，可建立起對(duì)等關(guān)系的談判才是一個(gè)真正成功的談判。