Harvard Medical School, USA.
Harv Bus Rev. 2013 Jan-Feb;91(1-2):96-103, 146.
Some people are practically phobic about going to the bargaining table. If their minimum needs are met, they'll sign on the dotted line just to end the stress of dealing with people who have different agendas and styles. But that can be an expensive aversion, the authors write. When you're facing an important negotiation, rigorous preparation--running the numbers, scouting the marketplace, developing a plan B--is essential. But it's only half the story. The truth is that your passions matter in real-life deal making and dispute resolution. You need to understand, channel, and learn from your emotions in order to adapt to the situation at hand and engage others successfully. The authors studied 20 seasoned negotiators to explore their thoughts and feelings about the process. They invited their participants to find and combine pictures that metaphorically depicted those feelings and to describe in in-depth interviews the collages they'd created. Three reasons for the stressfulness of the negotiation experience emerged: lack of control, unpredictability, and the absence of feedback. This article includes a six-step warm-up exercise to help you prepare emotionally to negotiate effectively.
有些人实际上对去谈判桌感到恐惧。如果他们的基本需求得到满足，他们会在签署协议，以结束与具有不同议程和风格的人打交道的压力。但作者写道，这可能是一种昂贵的回避。当你面临重要的谈判时，严格的准备——计算数字、考察市场、制定 B 计划——是必不可少的。但这只是故事的一半。事实是，你的激情在现实生活中的交易和解决争端中很重要。你需要理解、引导和从你的情绪中学习，以便适应当前的情况并成功地与他人接触。作者研究了 20 名经验丰富的谈判者，以探讨他们对这一过程的想法和感受。他们邀请参与者找到并组合隐喻地描述这些感受的图片，并在深入的访谈中描述他们创作的拼贴画。谈判体验的压力有三个原因：缺乏控制、不可预测性和缺乏反馈。本文包括一个六步的热身练习，以帮助你在情感上做好准备，有效地进行谈判。
