出版社:中信出版社2012年8月我们每一个人都是一位谈判者,每天都不可避免地要与谈判相伴。虽然谈判随时都在发生,但要谈出好结果却不容易。常见的谈判策略大多属于温和或强硬的方式。但还有第三种谈判方式。“哈佛大学谈判项目”研究出了“原则谈判方式”。这种方式根据事情本身的是非曲直寻求解决方案,强调把人和事分开,着眼于利益而非立场,当双方利益发生冲突时,让谈判结果基于某些公平的标准,而不是以某一方意志为转 Publisher: CITIC Publishing Company August 2012 Each of us is a negotiator, and we inevitably have to deal with the negotiations on a daily basis. Although negotiations are taking place at any time, it is not easy to talk about good results. Common negotiation tactics are mostly mild or tough ways. But there is a third way to negotiate. “Harvard University Negotiation Project ” developed a “principle of negotiation ”. This approach seeks solutions based on the merits of the matter, emphasizing the separation of people from the rest and from the standpoint of interests. When the interests of both parties conflict, the outcome of the negotiations is based on some fair standard rather than the will of one party To turn