By Andrew Hupert由鄭家富hupert

Management consultants and academics who look at negotiation sometimes place counterparties on a matrix of 2 dimensions – concern for others’ goals and concern for one’s own goal. 管理顧問和學者，看看誰在談判對手的地方，有時就一個矩陣2尺寸-關心別人'的目標和關注，為自己的目標。

Competitive negotiators care only about their own needs and nothing for the counterparties. 競爭談判只關心他們自己的需要和沒有為對手。 They are Win-Lose negotiators.他們是雙贏的失去談判。

Accommodators are those that care more about their counterparty’s needs than their own. accommodators是那些更加關心他們的對手的需要，比對自己的。 Salesmen with important clients fit into this category of Lose-Win negotiators.推銷員與重要客戶適合到這一類失去雙贏的談判。

Compromisers are the ones that try to work out differences and arrive at an equitable distribution of scarce resources. compromisers是那些嘗試工作的分歧和達成一項公平的分配稀少的資源。 They look Win-Win, but many negotiators consider them Lose-Lose.他們期待雙贏，但很多談判代表認為他們雙輸。

Avoiders are those that prefer not to negotiate at all. avoiders是那些不喜歡談判在所有。 Anyone who has told you that your idea violates company policy or that the boss who makes that decision is out of town for the next 6 weeks may be a great example of an Avoider.任何人誰告訴您，您的想法是違反公司的政策，或老闆，誰使這一決定是出於城市為未來六週可能是一個很好的例子，一avoider 。

Collaborators make up the last category – and these are the guys who want to push envelopes and think outside of boxes to build new business. 合作者彌補最後一類-這些都是球員誰不想把信封和認為，外箱，建立新的業務。 If you want to buy a couple of household items and the counterparty wants to start a manufacturing JV with an R&D center, then he is probably collaborative in his approach.如果您想要購買一對夫婦的家庭用品和對手要開始一個以製造業的合資企業與研發中心的話，他可能是協同在他的做法。 They talk Win-Win but if they don’t have the resources or capacity to follow through they can actually be huge drains of time, cash and patience.他們談雙贏，但如果他們沒有足夠的資源或能力的後續通過他們其實是可以龐大的排水渠的時間，現金和耐心。

You will meet each of these negotiating archetypes in China – but things will not be quite what they seem.您將每年舉行一次，這些談判的原型在中國-但事情不會很什麼，他們似乎。 Two cultural factors influence how each negotiating style will appear in China:二，文化因素的影響如何，每個談判作風，將出現在中國：

1) Relationships are currency to Chinese negotiators, and the banquets, dinners, KTVs and visits are not just meeting places – they are deal points. 1 ）關係是貨幣，以中國的談判，以及飲宴，晚餐， ktvs和訪問不僅是會議的地方-他們是處理點。 Refusing to participate is insulting – but letting them make the arrangements all the time reinforces the notion that you are playing on their home court (ie: weak, ignorant and vulnerable). 拒絕參加是侮辱-但讓他們作出安排任何時候都鞏固了概念，即您正在播放其住所法院（即：軟弱，愚昧和脆弱） 。

2) They all had read Sun Tzu’s “Art of War” in junior high and now swear that it governs the placement of every delicate strand of their grand strategy. 2 ）他們都看過孫子的“孫子兵法”在初中和現在宣誓，它執政的位置每一個微妙的鋼絞線他們的大戰略。 In fact the only thing many of them remember from the book is the part about deception being a good tactic. 事實上是唯一的事很多人記得，從本書是部分被欺騙了良好的策略。

What impact does this have on Chinese negotiating style?什麼樣的影響，這是否已對中國的談判風格？

Competitors will often appear to be very accommodative – offering to bend over backwards to help you. 競爭對手往往會出現非常寬鬆-提供以彎腰向後，以幫助您。 They may even be very flexible on certain issues – particularly schedules, timetables, sales targets and other things that can’t be easily enforced later.他們甚至可能會非常靈活，在某些問題上-特別的時間表，時間表，銷售目標和其他的東西，不能輕易實施。 Don’t fall into the trap of negotiating solely on price with competitive counterparties – access to information and audited financial data, quality standards, supply chain and personnel issues are what will make or break your deal with these sharks.不落入陷阱的談判僅僅在價格上具有競爭力的對手-獲得信息和經審計的財務數據，質量標準，供應鏈和人事問題是什麼，或將打破您處理這些鯊魚。

Accommodators exist in China, but you have to be doubly careful here. accommodators存在，在中國，但你必須加倍小心，在這裡。 Beware of counterparties who look helpful but are really plotting to slaughter you for your gold fillings.提防對手誰看幫助，但真正策劃屠宰您的黃金填充材料。 But wolves in sheep’s clothing aren’t your only problem here.但狼對羊的衣服是不是你唯一的問題在這裡。 In China kindness can kill as passive colleagues and counterparties smile and nod as you blunder into disaster.在中國的愛心，能殺死作為被動的同事和對手微笑和點頭，因為你的失誤納入災害。 In Shanghai and Shenzhen the situation has gotten better, but you still shouldn’t assume that people will warn you about mistakes and dangers that are obvious to everyone else.在上海和深圳的情況得到了更好的，但你仍然不應假設人會警告您的錯誤和危險是顯而易見的其他所有人。

Compromise is an integral part of China’s consensus-oriented culture and your counterparty may look like he’s really searching for a fair solution. 妥協是中國領土不可分割的一部分的共識，為本的文化和你的對手可能會像他的真正尋求一個公平的解決辦法。 It’s possible – but he also may have anticipated your naïve willingness to sign a deal and will employ the meet- in-the-middle” technique more commonly seen at one of China’s many ‘fake markets’.它的可能-但他也可能有預期您的天真願意簽署一項協議，並會聘請符合-在- -中“技術更常見的在一個中國的許多'假的市場。 Here they set a price 400% above their real target, and will try to compromise you down to a mere 200% overcharge.在這裡，他們訂出一個價格400 ％以上，他們真正的目標，並會盡量妥協，你下降到只有200 ％濫。 Don’t start negotiating when they call out a number.不展開談判，當他們呼喚一個號碼。 Learn the market and control the parameters of the discussion at the start.了解市場和控制參數的討論開始。 (Ie: Just because they say 500 doesn’t mean you are required to shout back a counter offer.) （即：只因為他們說， 500並不意味著你必須喊回了反提供） 。

Avoiders are common in China, and are most likely to show up in the middle of modern international corporations and the heads of State Owned Enterprises. avoiders在中國很常見，最有可能出現在中東的現代國際企業和國家元首的國有企業。 China’s Imperial legacy lives on in its bureaucracy, and you may find it extremely difficult to meet the real decision-maker face-to-face.中國的帝國遺產的生命就在其官僚作風，而且您可能會發現它非常困難，以滿足真正的決策者面對面。 Every situation is unique and it may be worthwhile for you to pursue some long-shots…BUT if you can’t get a satisfactory answer to basic questions before you sign a deal you’re probably going to have a lot more trouble afterwards.每一種情況是獨特的和可能值得你追求一些長期的鏡頭… …但如果你不能得到一個滿意的答复，以基本問題之前，你簽署一份處理您可能去有很多更多的麻煩。

Collaborative negotiators are your greatest hope and your worst fear in China. 合作談判是您最大的希望和您的最大憂慮，在中國。 On the one hand a true value-adding partner can open doors and supply vital market information.在一方面一個真正的附加價值的合作夥伴可以打開車門和供應的重要市場信息。 The problem is that lots of Chinese counterparties like to talk like the boss even if they don’t have the power to back it up.問題是，大量的中國對手想談的一樣，老闆，即使他們沒有權力將它備份起來。 The result is a lot of big plans that don’t ever amount to anything.結果是一個很大的大計劃，千萬不要金額的東西。 China novices have been known to build these optimistic notions into internal business plans – and later face disappointed senior managers who want to know what happened to the budding China JV.中國生手已眾所周知，建立這些樂觀的觀念到內部的業務計劃-後來面對失望的高級管理人員誰不想知道到底發生了什麼，以萌芽，中國的合資企業。 Beware.提防。

Andrew Hupert,鄭家富hupert ， Chinese Negotiation中國談判