The Three Golden Rules for Winning in Any Negotiation 三個黃金規則，為打贏任何談判

By Osama El-Kadi 由歐薩瑪埃及卡迪

Throughout my 30 years in the negotiation game and while playing at all levels, I realised that these three golden rules are really what matter for achieving great results in the game. 在我整個30年，在談判的遊戲和玩耍，在各個層次時，我意識到這三個黃金規則是真的有什麼事，實現了很大的成果，在遊戲中。

These rules apply to any type of negotiation game, whether it is multimillion pound deal, buying a car or a house — The same rules apply. 這些規則適用於任何類型的談判遊戲，不論是數百萬英鎊交易，購買汽車或房子-適用同樣的規則。

The wonderful thing about these golden rules is that even an unskilled negotiators can, not only be a players over night but also win big time using these three golden rules; They are the ABC of the negotiation game. 奇妙的事，對這些金科玉律是，即使是一個不熟練的談判代表能，不僅是一個球員深夜，但也贏得大的時候使用這三個黃金規則，他們是在美國廣播公司的談判中的遊戲。

1) Aim Big 1 ）目的大
2) Be Patient 2 ）門診
3) Concede Small 3 ）小讓步

Let’s talk about the three Golden rules of the negotiation game. 讓我們談談今年來的三個黃金規則的談判中的遊戲。

1) Aim Big 1 ）目的大

This is the realm of Aspiration. 這就是境界的願望。

Arnold Toynbee once said: 阿諾德湯因比曾經說過：

“It is a paradoxical but profoundly true and important principle of life that the most likely way to reach a goal is to be aiming not at that goal itself but at some more ambitious goal beyond it.” "這是一個自相矛盾的，但真正的，深刻和重要原則的生活方式，最有可能的方式來達成目標，是要針對沒有在這一目標本身，而是在一些更雄心勃勃的目標超越它" 。

My Wife and I visited an Antique shop the other day and we fancied a great looking Victorian coffee table that was in mint condition. 我的妻子和我訪問了一個古玩店，其他的一天，我們希罕一個偉大看維多利亞咖啡桌，那是薄荷的條件。

The price tag was £499 and my wife was dying to buy it; the salesman noticed her “attachment” to the table and naturally wouldn’t budge on the price. 價格標籤是£ 499和我的妻子病危買;推銷員注意到，她的"實習" ，以表及自然不會讓步對價。

Politely, I said to him, that I am very embarrassed by the situation and that all that I have in my pocket is £90 pounds and no credit cards. 禮貌，我向他說了，我也很尷尬的情況，並表示，所有的，在我的口袋是£ 90磅，沒有信用卡。 The sales man was shocked but appreciated my “openness” with him and said, “you couldn’t make it £200 pounds (notice the concession he made). 銷售人感到非常震驚，但欣賞我的"開放 " ， 跟他說， "你不能使它£ 200英鎊（公告特許他） 。

I took my wife aside and pretended to ask her if she has any money on her; while of course, she knew what I was doing. 我是帶著妻子一邊，假裝問她，如果她有任何金錢上她，而當然，她知道我所做的一切。

We went back to the salesman and I said that my wife has another £20 on her and offered him all what we have which was £110 in total. 我們又回到了推銷員，我說我的妻子有另外的20英鎊，她和他所提供的一切，我們是£ 110總額。 To my pleasant surprise he accepted while my wife was pleasantly in shock. 我的驚喜，他接受了，而我的妻子是愉快地在震動。

Obviously I can give you hundreds of examples on Aiming big golden rule alone, but I hope you got the point. 顯然，我可以給你數以百計的例子，瞄準大金科玉律單，但我希望你明白這一點。

Poor negotiators are shy to ask or to aspire for stunning results for fear of failure. 窮人的談判代表正害羞的要求或期望有更出色的效果，為害怕失敗。 Remember you can always ask and the worst that could happen is that you get a NO, but more often than not the other party will want to continue if he saw that you are “genuine” and “polite”. 記住，你可以隨時問，最糟的情況是，你得到沒有，但往往比另一方將要繼續進行，如果他看到你是"正版"和"禮貌" 。

Try this rule when you buy a new car. 嘗試這一規則時，你買一輛新車。

First decide which car, study the price, determine how much you will pay (planning) and then, take the money in cash with you on the last day of the month and show it to the sales man “humbly” explaining that this is all you have for this beautiful car; Just don’t tell him how desperate you are for the car! 先決定哪車，研究價格，確定多少，你將支付（規劃） ，然後採取金錢現金與你對每月最後一天，並表明它的銷售好男人"低聲下氣" ，並解釋說，這是所有您已經為這個美麗的車;只是不告訴他如何拼命，你是為轎車！

Just make sure that what you are paying him is around 30% less than the asking price (to start). 剛剛做出肯定什麼，你付出他的將是30 ％左右，低於要價（啟動） 。 I promise you, you will get the car you dreamt off all this time and at a great price. 我答應你，你一定會得到車，你夢到過這麼長的時間，並在一個巨大的代價。

2) Be Patient 2 ）門診

Have you heard of the expression the 11th hour? 你有聽說過表達第十一小時？ And “All good things come to those who wait?” "一切好東西來那些等待" ？

In most negotiations big concessions happen in the last few hours regardless of how long the negotiation has taken. 在談判中最大的讓步發生在過去幾個小時內不管需要多長時間的談判。

The more you bring the salesman or the buyer to his deadline without you conceding too much (The next golden rule) the more concessions will be given at the end. 你越是把推銷員或買方，以他的最後期限，沒有你讓步太多（下金科玉律）作更多的讓步，將給予在去年底。

Being patient till the end is what differentiates the boys from the men and the girls from the women. 被病人到底是什麼區別男孩從男人和女孩的婦女。

Top negotiators with no exceptions are patient, they play on the changing circumstances that will favour them in the end. 高層談判代表，沒有例外的是耐心，他們發揮對這種形勢的變化，這將有利於他們在年底。 This is one of Nature’s most sacred laws… things will change. 這是一個自然的最神聖的法律…事情將會改變。

A Chinese proverb may be helpful here “ if you wait patiently by the side of the river, the corpse of your enemy will pass you by ”. 中國有一句諺語，可能有助於在這裡， " 如果你再耐心地等一等，由河對岸，屍體的你的敵人會通過你的 " 。

3) Concede small 3 ）小讓步

You need to negotiate with the Russians one day to understand this golden rule. 您需要跟俄羅斯人一天要理解這金科玉律。

The concession pattern tells a “patient” negotiator so much about his opponent’s situation and negotiation style. 特許模式告訴"病人"談判代表那麼多有關他的對手的情況和談判風格。

The salesman in the antique shop went from £499 to £200 in one go; he reduced the price by 60% in the first go. 推銷員在古玩店從499英鎊至200英鎊，在一去，他的價格降低到60 ％ ，在第一次去。 Is there more concessions to come? 是有更多的讓步來？ You may ask… of course there is. 你可能會問…當然有。

What about the sales man situation? 有什麼關於銷售人的情況？ You could safely assume that the item in question couldn’t have cost him more than third of what he is asking now and that my £90 offer was still making him little profit or he wouldn’t have continued the negotiation. 你可以安全地假設該項目的問題，不能讓他損失了超過三分之一的是什麼，他是問，現在和我的90英鎊的出價，仍然為他贏得微利或他就不會繼續談判。

A reasonable return for him would in this case be 50% and hence my £110 offer was what he would be comfortable with albeit not a great deal for him. 一個合理的回報，他會在這種情況下， 50 ％ ，因此我的£ 110優惠是什麼，他會感到舒服，雖然不是很大，為他。
If the sales man said from the outset that he couldn’t go less than £400 which is a reduction of 20% as the first concession, how much you think I could have settled this for? 如果銷售男子說，從一開始就表示，他不能去不到400英鎊，這是一個減少20 ％ ，為首次讓步，多少錢，你認為我可以解決這個嗎？

The answer would be around £190. 答案將約為190英鎊。 Why? 為什麼呢？ Going by the “third of the asking price - cost rule” for his industry, the table would have cost him about £130, adding 50% makes around £190 pounds. 風馳電掣的"第三條的要價-成本規則"作為自己的產業，該表將讓他損失約1 30英鎊，增加5 0％ ，使周圍的£ 1 90英鎊。

Final word about his “opening Gambit”; £499 was his aspiration in the first place and it is important that such a demand should be ignored by the negotiator and hence the initial “politeness” and “humbleness” that one should show to find the true aspiration of the seller. 最後則是關於他的"開放賭博" ; £ 499是他的願望擺在首位，這是重要的是，這種要求應該被忽略，由談判代表，因此初期的"禮貌"和"守拙"的人，要查看找到真實用心的賣家。

Osama El-Kadi, 烏薩馬埃及卡迪， Easy Strategy 易策略