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当你对一项交易感兴趣,但并不会不惜代价去达成交易时,通常总能达成更有利的交易条款。你应当有一种控制力,使自己在交易条款令无法忍受时干脆放弃。从我们小时候起,谈判就在生活中发挥着极为重要的作用。为家庭作业而讨价还价,为合租公寓、买车或商定劳动合同条款而讨论条件——我们任何时候都离不开谈判。但谈判科学是一门不受重视的学科,恐怕很少人真的以严谨态度或先见之明练习谈判技巧。毫无疑问,绝大多数人都会高估自己的谈判能力。商业领袖应当尤其乐于提高自己的谈判本领。
When you are interested in a transaction, but do not at any cost to reach a deal, you will always be able to reach more favorable terms of the transaction. You should have a level of control that will allow you to simply give up if the terms of the deal are unbearable. Since we were young, negotiations have played an extremely important role in life. Bargaining for homework, discussing conditions for renting apartments, buying a car, or negotiating terms of a work contract - we can not do without negotiation at all times. But negotiating science is a discipline that is unimportant. Few people really practice negotiating skills in a rigorous manner or with foresight. There is no doubt that most people will overestimate their ability to negotiate. Business leaders should be particularly happy to improve their negotiating skills.