谈判时每一方都在不断地衡量自己的基本问题:根据利益被满足的程度,在一个可以达成的交易和最佳替代选择之间进行选择。但一个典型的错误,是将每个人都精力集中于自己的立场和自己的基本问题。既然最终协议代表了所有各方问题的同时解决,那么解决对方问题也是你问 Each party is constantly weighing its basic issues during the negotiations: choosing between a achievable deal and the best alternative based on the extent to which the interests are met. But a typical mistake is to focus everyone on their own positions and on their own basic issues. Since the definitive agreement represents a solution to the problems of all parties at the same time, it is also your question to solve each other’s problems