Negotiation – Interviewing the Experts
谈判技巧代写 谈判——采访专家
谈判技巧代写 People have to negotiate almost everywhere – from personal life to professional life. However, only a person with excellent…
INTRODUCTION
People have to negotiate almost everywhere – from personal life to professional life. However, only a person with excellent negotiation skills can earn more favors from the other party at the negotiation table. Negotiation in simple words means getting the best deal in everything. In the eastern part of the world, many women bargain with the shop keepers for the products they wish to buy, especially when it comes to open spices and clothes. Bargaining is also a form of negotiation, in which the person with the best skills is able to gain the best deal out of it. In this paper, I will be discussing two different situations in which good negotiation skills come in handy. In a hostage situation, the best deal for a negotiator would be such where all the hostages are set free and the person holding the hostage does not get away with everything s/he desires.
Even in families, parents need sometimes negotiate with children to make them do things that are good for them Negotiation has become an integral part of our daily lives, but in the corporate world a good negotiator is always appreciated. For a person to move up in the career ladder, it is important to have excellent negotiation skills. A person in the corporate world cannot become a leader without having excellent negotiation skills. In this paper, two interviews have been conducted from expert negotiations of different field one client service director in an advertising agency and a government servant who specializes in dealing with hostage situations.
介绍 谈判技巧代写
译文：人们几乎在任何地方都要进行谈判——从个人生活到职业生活。但是，只有具备出色谈判技巧的人，才能在谈判桌上获得更多对方的青睐。简单地说，谈判意味着在所有事情上都得到最好的交易。在世界东部，许多妇女与店主讨价还价，购买她们想要购买的产品，尤其是在打开香料和衣服时。讨价还价也是一种谈判形式，在这种谈判中，拥有最好技能的人能够从中获得最大的利益。在本文中，我将讨论两种不同的情况，在这些情况下，良好的谈判技巧会派上用场。在人质情况下，对谈判者来说最好的交易是释放所有人质，而劫持人质的人不会随心所欲。
即使在家庭中，父母有时也需要与孩子谈判，让他们做对他们有益的事情谈判已经成为我们日常生活中不可或缺的一部分，但在企业界，一个好的谈判者总是受到赞赏。一个人要想在职业阶梯上更上一层楼，拥有出色的谈判技巧是很重要的。没有出色的谈判技巧，企业界的人不可能成为领导者。在本文中，从不同领域的专家谈判中进行了两次访谈，一位是广告公司的客户服务总监，一位是专门处理人质情况的政府公务员。
Their consent have been obtained
But both individuals requested anonymity due to the nature of work they are involved in and the things they might discuss for this assignment that they otherwise wouldn’t have disclosed to any other person. I interviewed Mr. Hill Storm, who is the client service director in an advertising agency, and the second person I interviewed was Mr. Bruce Sawyer, who specializes in negotiating during hostage situations. The primary reason I selected to interview both of them was because they have to negotiate on a daily basis, which made them ideal for this interview.
已获得他们的同意 谈判技巧代写
译文：但由于他们所从事的工作性质以及他们可能会为这项任务讨论的事情，他们都不会向任何其他人透露，这两个人都要求匿名。我采访了 Hill Storm 先生，他是一家广告公司的客户服务总监，我采访的第二个人是 Bruce Sawyer 先生，他擅长在人质情况下进行谈判。我选择采访他们两个的主要原因是因为他们必须每天进行谈判，这使他们成为这次采访的理想选择。
INTERVIEW – CLIENT SERVICE PROFESSIONAL
1) What types of negotiations you typically engage in?
We engage in negotiations on the basis of situation. We have to change our tactics, evolve our methods and improvise in order to get the best deal for our company. Typically, we engage in what you may call theoretically “distributive negotiation,” because we only reach to the negotiation table once our clients approve our ideas or demonstrate appreciation for our work. In such a situation, we kind of have an upper hand and thus we try our best to make our clients agree on the rates that are the best for the company. However, we do change our tactic mid-negotiation if a client agrees to stay long-term and shows willingness to sign a contract for that. We then move to integrative negotiation.
访谈 – 客户服务专业人士 谈判技巧代写
1) 您通常进行哪些类型的谈判？
译文：我们根据情况进行谈判。我们必须改变我们的策略，改进我们的方法并即兴发挥，以便为我们的公司争取到最好的交易。通常，我们会进行理论上您可能称之为“分布式谈判”的活动，因为只有在客户批准我们的想法或对我们的工作表示赞赏后，我们才会进入谈判桌。在这种情况下，我们有点占上风，因此我们尽力让我们的客户就最适合公司的费率达成一致。但是，如果客户同意长期合作并愿意为此签订合同，我们会在谈判中改变策略。然后我们转向综合谈判。
I hope you don’t mind me using these terms
Since you are conducting this interview for an assignment so I thought I should add a bit of theoretical words to make you understand better. Anyways, we change our tactic from focusing on our gains only to mutual agreement. This is necessary, because if a client is ready to commit for long-term, then it is in our interest as well to lower our pricing a bit to suit our client’s needs. However, on the client part, they are also doing integrative negotiation, because their negotiators by committing for long-term actually made it a win-win situation for both the parties.
In other scenarios, like when we have to buy advertising space from any media company, we only rely on integrative approach, because we want them to lower their standard pricing as much as they can for our company. In such a situation, media companies rely on distributive approach, but we all negotiate in good faith for the companies we are representing. The best part is, your best friend could be working in a media company who you hang out with every week, but on negotiation table you can’t expect your best friend to lower the pricing for your company merely on the basis of friendship.
我希望你不介意我使用这些术语 谈判技巧代写
译文：由于您是为一项任务进行这次面试，所以我想我应该添加一些理论性的词来让您更好地理解。无论如何，我们将策略从只关注我们的收益转变为相互同意。这是必要的，因为如果客户准备长期承诺，那么降低我们的价格以满足客户的需求也符合我们的利益。然而，在客户方面，他们也在进行整合谈判，因为他们的谈判者通过长期承诺实际上使双方取得了双赢的局面。
在其他情况下，比如我们必须从任何媒体公司购买广告位时，我们只依靠综合方法，因为我们希望他们为我们公司尽可能降低标准定价。在这种情况下，媒体公司依靠分销方式，但我们都为我们所代表的公司真诚地进行谈判。最好的部分是，你最好的朋友可能在一家你每周都出去玩的媒体公司工作，但在谈判桌上，你不能指望你最好的朋友仅仅基于友谊来降低你公司的价格。
2) Who do you negotiate with?
As I mentioned earlier, being a client service director I have to negotiate with almost every person I interact with. I told you a bit about how we negotiate with clients and the types of it, but those examples only mentioned two different scenarios where money is involved. But our job as a team is to negotiate with everyone. We have to negotiate with our creative team about the deadline and we also have to negotiate with our clients to give us enough time to get the creative ready. We have to negotiate with the finance department to release the payment of vendors early and we also have to negotiate with the billing departments of our clients so that they pay up on time.
Being a part of client service team, I must tell you that our job is to negotiate with almost every person we interact with, but in a way that makes them feel like they are getting a favor from us.We have to make it a win-win situation for everyone – be it our internal teams or the people from other companies we interact with. We negotiate with clients, vendors, media buying agencies, and our team. Sometimes we negotiate to save money, sometimes we negotiate to get the work before deadline, sometimes we negotiate to buy more time from client, and sometime we negotiate to get the payment release. It’s part of our job to negotiate and get the work done.
2）你和谁谈判？ 谈判技巧代写
译文：正如我之前提到的，作为客户服务总监，我必须与几乎所有与我互动的人进行谈判。我告诉过你一些关于我们如何与客户谈判以及谈判的类型，但这些例子只提到了涉及金钱的两种不同场景。但我们作为一个团队的工作是与每个人谈判。我们必须与我们的创意团队就截止日期进行谈判，我们还必须与客户进行谈判，以便给我们足够的时间来准备好创意。我们要和财务部门协商，提前放行供应商的货款，还要和客户的计费部门协商，让他们按时付款。
作为客户服务团队的一员，我必须告诉您，我们的工作是与几乎所有与我们互动的人进行谈判，但要让他们觉得自己得到了我们的帮助。我们必须取得胜利 – 人人共赢——无论是我们的内部团队还是我们与之互动的其他公司的人。 我们与客户、供应商、媒体购买机构和我们的团队进行谈判。 有时我们协商是为了省钱，有时我们协商是为了在截止日期前完成工作，有时我们是协商从客户那里争取更多时间，有时我们协商是为了获得付款释放。 谈判并完成工作是我们工作的一部分。
3) What are the challenges faced in the negotiations?
Challenges! Well, every negotiation is a challenge for us. The other party we negotiate with is also there to get the best deal from us. And believe me, considering yourself as the best negotiator is the mistake people often do in this profession. Whenever I go out to negotiate with people, I think of that meeting as my very first negotiation. Because that’s how you can avoid any challenges. When we negotiate with potential clients, we have this burden on our shoulder to bring new business at the best rates, thus at one hand we can’t lose the client because of our hard negotiation. And at the same time we have to be a bit hard to make them realize that the work they are getting in the rates worth the money.
When negotiating with our team, we face the challenges like they already have a lot on their plates. Or that they can’t take anything urgent because of the things already lined up. With media buying agencies, they have certain pricing model that they follow, which they don’t give up easily. And we also need the slot of our choice, we making them lower their prices is not an easy nut to crack.
3）谈判中面临哪些挑战？
译文：挑战！嗯，每次谈判对我们来说都是一个挑战。我们与之谈判的另一方也在那里从我们那里获得最好的交易。相信我，认为自己是最好的谈判者是人们在这个行业中经常犯的错误。每当我出去与人谈判时，我都认为那次会议是我的第一次谈判。因为这样你就可以避免任何挑战。当我们与潜在客户谈判时，我们肩负着以最优惠的价格带来新业务的负担，因此一方面我们不能因为我们的艰难谈判而失去客户。与此同时，我们必须努力让他们意识到他们在费率上所做的工作物有所值。
在与我们的团队谈判时，我们面临着挑战，就像他们已经有很多事情要做。或者因为事情已经安排好了，他们不能接受任何紧急的事情。对于媒体购买机构，他们有一定的定价模式，他们不会轻易放弃。而且我们还需要我们选择的插槽，我们让他们降低价格并不是一件容易的事。
4) What leads to negotiation success in your field?
There’s just one simple rule, make the other party on the negotiation table realize that they are getting the best deal they could’ve. This is the only way to keep them satisfied and can lead to successful negotiation. However, it’s not only restricted to making them realize that they are getting the best deal but we have to actually offer them something. You know, in the world of advertising you may start with distributive approach. But most of the times you end up closing the negotiation successfully with integrative approach.
4）是什么导致您所在领域的谈判成功？ 谈判技巧代写
译文：只有一个简单的规则，让谈判桌上的另一方意识到他们得到了最好的交易。 这是让他们满意的唯一方法，并可以导致成功的谈判。 然而，这不仅限于让他们意识到他们得到了最好的交易，而且我们必须实际为他们提供一些东西。 您知道，在广告领域，您可能会从分配方法开始。 但大多数情况下，您最终会以综合方法成功结束谈判。
5) What do you think is the best tactic when negotiating with someone?
According to my experience, the best tactic is to know your game. Learn about your strengths and weaknesses before actually going to the negotiation table. Also learn about the people you are going to be negotiating with. If the client is from a different country, try and learn their culture and what might affect them. Treat them with respect. Also learn about your client’s companies, its strengths and weaknesses. Until you know your game well, you can’t win it. As they say in Game of Thrones, knowledge is power, which is actually true with respect to negotiations. You can’t just expect to go into a negotiation without knowing about the individuals you are going to be dealing with and what their objectives are.
When I go to talk to any member of my team about some urgent work I know in my mind that I will face resistance because of the other projects my team is working on, so I give them something in exchange as well. Like do this first and I will ask the client to push its work that was needed to be delivered the next day to some other day and this is I think is the best tactic. Always offer something of value to the other party in return to get what you want.
5）你认为与某人谈判时最好的策略是什么？
译文：根据我的经验，最好的策略是了解你的游戏。在真正进入谈判桌之前，先了解自己的优势和劣势。还要了解您将与之谈判的人。如果客户来自不同的国家，请尝试了解他们的文化以及可能影响他们的因素。尊重他们。还要了解您客户的公司及其优势和劣势。除非你非常了解你的游戏，否则你无法赢得它。正如他们在权力的游戏中所说，知识就是力量，这在谈判中确实如此。您不能只期望在不了解您将要与之打交道的人以及他们的目标是什么的情况下进行谈判。
当我去和团队中的任何成员谈论一些紧急工作时，我知道我会因为团队正在开展的其他项目而面临阻力，所以我也会给他们一些东西作为交换。就像先做这件事，我会要求客户将第二天需要交付的工作推迟到另一天，我认为这是最好的策略。总是向对方提供一些有价值的东西，以换取你想要的东西。
6) What tone/words should a negotiator adopt during negotiation?
The tone a negotiator should adopt depends entirely on the situation. Even when negotiating while following integrative approach. Sometimes we have to be a bit stern only to make the other party realize that they are being unfair to us. However, when you have to get someone to do something for you. Your tone should always be polite or you can add a bit of emotional touch to get the job done. A negotiator’s tone depends on various factors including who is the other party. What culture they belong to, what is on the table for negotiation, and what you have to gain from it. If you’re negotiating with a Chinese person, you need to be respectful towards their culture. And should not make comments that may offend them.
If the other party is Asian, then you can be affirmative but should mind your tone, it should not give an impression that you’re angry or annoyed. To be a good negotiator, study the other party and adopt the tone and select the words accordingly.
6) 谈判者在谈判中应该采用什么样的语气/措辞？
译文：谈判者应采用的语气完全取决于情况。即使在遵循综合方法进行谈判时也是如此。有时我们不得不严厉一点，只是为了让对方意识到他们对我们不公平。但是，当您必须让某人为您做某事时。你的语气应该始终保持礼貌，或者你可以添加一点情感来完成工作。谈判者的语气取决于各种因素，包括谁是对方。他们属于什么文化，谈判桌上有什么，你必须从中获得什么。如果您正在与中国人谈判，您需要尊重他们的文化。并且不应发表可能冒犯他们的评论。
如果对方是亚洲人，那么你可以肯定，但要注意你的语气，不要给人一种你生气或生气的印象。要成为一个好的谈判者，研究对方并采用语气并相应地选择措辞。 谈判技巧代写
INTERVIEW – HOSTAGE NEGOTIATION EXPERT
1) What types of negotiations the experts typically engage in?
The nature of work I am involved in requires me to only engage in negotiation where the other party remains calm. And thinks that they are winning it. I have to be very diplomatic while talking to the other party all the time. Because there always are real lives at stake. I try to appear as polite and understanding as possible. And will try to comfort the other party that their demands will be met. Although, sometimes I do negotiate in bad faith only to save lives. And I say this because most of the times I can’t actually provide the other party what they ask.
采访——人质谈判专家 谈判技巧代写
1) 专家通常进行哪些类型的谈判？
译文：我所从事的工作性质要求我只在对方保持冷静的情况下进行谈判。 并认为他们正在赢得它。 在与对方交谈时，我必须非常外交。 因为总有真实的生命处于危险之中。 我尽量表现得尽可能礼貌和理解。 并且会尽量安慰对方，他们的要求会得到满足。 虽然，有时我会出于恶意进行谈判，只是为了挽救生命。 我这么说是因为大多数时候我实际上无法向对方提供他们所要求的内容。
2) Who do they negotiate with?
My primary job is to negotiate with criminals/terrorists who hold people hostage for their personal gains. I haven’t really negotiated with terrorists, but I do negotiate with criminals. Sometimes, I was also asked by law enforcement agencies to help them with other matters like making a criminal talk without lifting a finger. I must admit that I don’t get success all the time. But haven’t let any criminal take any life on my watch, this is what I am proud of. But my job is not only restricted to negotiating with criminal elements. Sometimes I do have to negotiate with politicians and/or law enforcement agencies to arrange things that a criminal demand.
2）他们与谁谈判？ 谈判技巧代写
译文：我的主要工作是与为了个人利益而将人们扣为人质的罪犯/恐怖分子进行谈判。 我没有真正与恐怖分子谈判，但我确实与罪犯谈判。 有时，执法机构还要求我帮助他们处理其他事情，例如不费吹灰之力就进行刑事谈话。 我必须承认，我并非一直都取得成功。 但没有让任何罪犯夺走我的生命，这是我引以为豪的。 但我的工作不仅限于与犯罪分子谈判。 有时，我确实必须与政治家和/或执法机构谈判，以安排犯罪分子要求的事情。
3) What are the challenges faced in the negotiations?
I am always on ground or on call with the criminals, so challenges are all I face. They don’t negotiate like people do in the corporate world, one wrong call from my side and people will get hurt. Besides, negotiating with politicians and higher ups in the law enforcement agencies is not really a piece of cake. They don’t truly get the ground reality as I do and to convince them while dealing with a criminal on the other side is a real challenge. Moreover, I have to be cautious all the time because when dealing with criminal elements you have to be ready. My life and the lives of other in such situations are always at stake.
What’s even more disturbing is the unpredictability of the situation. You don’t know what might trigger the person you are negotiating with. You have to be mindful of the pauses you take while talking. And the words you mince, because if you appear to be losing they will start asking for more. And if you make them feel like that you are winning then they will start threatening to cause bodily harm to the hostages. The biggest challenge is to talk in an orderly fashion so as to not give even a single hint. Or clue to the other party that whether you are winning the talks or losing it. In our field, we cannot afford even one single mistake. And this pressure is also a real challenge for us.
3）谈判中面临哪些挑战？ 谈判技巧代写
译文：我总是在地面或随叫随到罪犯，所以挑战是我面临的全部。他们不像企业界的人那样谈判，我这边的一个错误电话，人们就会受到伤害。此外，与政客和执法机构高层谈判也不是小菜一碟。他们不像我那样真正了解地面现实，在与另一边的罪犯打交道时说服他们是一个真正的挑战。此外，我必须一直保持谨慎，因为在处理犯罪分子时，您必须做好准备。在这种情况下，我和其他人的生命总是处于危险之中。
更令人不安的是情况的不可预测性。你不知道什么可能会触发与你谈判的人。你必须注意谈话时的停顿。以及你切碎的话，因为如果你看起来在输，他们就会开始要求更多。如果你让他们觉得你赢了，他们就会开始威胁要对人质造成身体伤害。最大的挑战是有条不紊地说话，不要给出任何提示。或者告诉对方你是赢了还是输了。在我们的领域，我们不能容忍一个错误。而这种压力对我们来说也是一个真正的挑战。
4) What leads to negotiation success in your field?
The factor that determines success of a negotiation is how easily you managed to get the hostages free – regardless of the things or favor you provided them in return. The first and foremost objective of this job is to make sure that every innocent soul gets out alive. People may think that negotiating with criminal elements is not a right thing to do. And perhaps this is the reason why negotiations between us and criminals were never made public. But to save lives we have to make false promises and we have to lie.
Another factor after saving the lives of the hostages is how much you submit to the demands of the criminals. If you agree to all the demands then you haven’t really negotiated at all. You only agreed to their demands, so we also have to make them go easy on their demands. And reach a common ground so that we can save lives.
4）是什么导致您所在领域的谈判成功？ 谈判技巧代写
译文：决定谈判成功与否的因素是你设法让人质获释的难易程度——无论你为他们提供了什么东西或好处作为回报。 这项工作的首要目标是确保每个无辜的灵魂都活着。 人们可能认为与犯罪分子谈判不是一件正确的事情。 也许这就是我们和罪犯之间的谈判从未公开的原因。 但是为了挽救生命，我们必须做出虚假的承诺，我们必须撒谎。
拯救人质生命后的另一个因素是你对罪犯的要求有多屈服。 如果你同意所有的要求，那么你根本就没有真正谈判过。 你只同意了他们的要求，所以我们也必须让他们轻松满足他们的要求。 并达成共识，以便我们可以挽救生命。
5) What do you think is the best tactic when negotiating with someone?
If you ever engage in negotiations with anyone, the best way to go about is not showing your thoughts or expression. Having a poker face actually paves way for better negotiation because it allows the negotiator to make the other party believe that their demand is not good. And what the negotiator is offering is what is actually best for both the parties, thus, creating a win/win situation for all. Never let the other parties know that you are happy because you got the favor you needed. Or you are reluctant to agree to their demands. Don’t give away your thoughts to anyone. Always appear calm and composed no matter how you are feeling inside. If you don’t learn this technique, you can never become a good negotiator.
5）你认为与某人谈判时最好的策略是什么？
译文：如果你曾经与任何人谈判，最好的方式就是不要表现出你的想法或表达。 有一张扑克脸实际上为更好的谈判铺平了道路，因为它允许谈判者让对方相信他们的要求不好。 谈判者所提供的实际上是对双方最有利的，从而为所有人创造双赢的局面。 永远不要让其他人知道你很高兴，因为你得到了你需要的帮助。 或者你不愿意同意他们的要求。 不要把你的想法告诉任何人。 无论您内心的感受如何，始终表现得冷静沉着。 如果你不学习这个技巧，你永远不可能成为一个好的谈判者。
6) What tone/words should a negotiator adopt during negotiation?
The tone and words should always be polite and decent. No matter the situation you are facing, maintain a polite and courteous tone. And avoid using bad or inappropriate words that might give a wrong impression of you as a negotiator. It is very important for the demeanor of the negotiator to be friendly. For it makes the other party more receptive to the deal that has been put across in front of him. Only those people resort to using bad/ inappropriate words. Who don’t really have a valid point of view and on a negotiation table, this is considered as a weakness. Don’t ever think that the other party will not sense confusion. Or ambiguity from resorting to using bad language or making indecent remarks. Always try to avoid that.
6) 谈判者在谈判中应该采用什么样的语气/措辞？ 谈判技巧代写
译文：语气和言语应始终礼貌和得体。 无论您面临何种情况，都要保持礼貌和礼貌的语气。 并避免使用可能会给您作为谈判者的错误印象的不好或不恰当的词。 谈判者的举止要友好，这一点非常重要。 因为这让对方更容易接受摆在他面前的交易。 只有那些人诉诸于使用不好/不恰当的词。 谁没有真正有效的观点并且在谈判桌上，这被认为是弱点。 永远不要认为对方不会感到困惑。 或因使用粗言秽语或发表下流言论而产生歧义。 总是尽量避免这种情况。
