在商場上
，談判的結果可能是簽下幾百萬美元的合同，也可能是一無所有。神秘的談判其實有成功的秘訣。

    Using effective questioning

    問一些有建設性的問題

    問(wen)一(yi)些(xie)有(you)建(jian)設(she)性(xing)的(de)問(wen)題(ti)是(shi)成(cheng)功(gong)協(xie)商(shang)議(yi)題(ti)的(de)基(ji)石(shi)。這(zhe)是(shi)給(gei)了(le)雙(shuang)方(fang)一(yi)個(ge)機(ji)會(hui)來(lai)表(biao)明(ming)雙(shuang)方(fang)各(ge)自(zi)在(zai)關(guan)鍵(jian)議(yi)題(ti)上(shang)的(de)態(tai)度(du)，例(li)如(ru)目(mu)標(biao)及(ji)期(qi)望(wang)。多(duo)問(wen)一(yi)些(xie)開(kai)放(fang)式(shi)的(de)問(wen)題(ti)將(jiang)可(ke)以(yi)盡(jin)早(zao)給(gei)予(yu)彼(bi)此(ci)闡(chan)述(shu)觀(guan)點(dian)的(de)機(ji)會(hui)。

    例如，你可以這樣問"What are you hoping to achieve today?

    Recovering from offending someone

    克服對方敵對意識

    談判中往往會遇到對方強烈的敵對意識，這時候你必須設法克服它。通常的方法是接受對方的"排斥",但將之轉化為正麵的作用。

    你可以說"If I seemed sharp a few moments ago,be assured that it was only due to my determination to make this work."

    Showing humility

    展現親和力

    談判是雙方溝通的過程，所以必須避免陷於一連串的"I' m right,you' re wrong"的情形。展現親和力尊重那些對象，千萬不要裝做已有所有答案

，請把一些議題的控製權讓給別人

    你可以說"That' s more your area of expertise than mine,so I' d like to hear more."

    Recovering from negotiation breakdown

    讓談判"起死回生"

    當對方因憤怒、怨yuan恨hen或huo不bu願yuan意yi聆ling聽ting而er使shi得de雙shuang方fang關guan係xi瀕bin臨lin決jue裂lie的de時shi候hou，要yao特te別bie注zhu意yi具ju有you建jian設she性xing的de對dui談tan。承cheng認ren錯cuo誤wu並bing且qie展zhan現xian誠cheng意yi是shi讓rang談tan判pan起qi死si回hui生sheng的de好hao辦ban法fa。

    你可以說"What happened last week was unacceptable as it was unintentional.Shall we move on?"In business,skilled negotiation can be the difference between making a million dollar contract and being fired.