承包商在索赔谈判进退维谷时 ,会想到两种谈判方式 :温和态度和强硬态度。实践证明 :持温和态度的承包商欣然所作出的让步 ,得到的往往却是被对手利用和感情上的痛苦。持强硬态度的承包商极端坚持自己的观点 ,结果造成双方关系紧张 ,失去长期合作的机会。于是一种对实质问题持 When the contractor comes to the forefront of claim negotiation, he will think of two modes of negotiation: a mild attitude and a tough attitude. Practice has proved that the concessions that a mild-minded contractor is pleased to make are often exploited by his opponents and emotionally painful. Strong-minded contractors extremely insist on their own opinions. As a result, the relationship between the two parties is strained and long-term cooperation opportunities are lost. So a kind of hold on substantive issues