Commentary资料文件与下载

COMMENTARY 说明

In high-stakes, contested decision-making it is often assumed that gains to one side or group inevitably translate into losses for the other(s).  It takes an enlightened approach to negotiation to break out of this pattern and transform a zero-sum negotiating situation into an “all gain” outcome.

在高风险、有争议的决策过程中，人们常常认为，一方或集团的收益不可避免地会转化为另一方的损失。要打破这种格局，把零和谈判的局面转化为“共赢”的结果，需要一种开明的谈判方式。

This reading, taken from my book Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation, describes how all-gain outcomes can be achieved in business settings in general. There is no reason that the same approach can’t be applied in real estate negotiations.

这篇材料节选自我的书《对你有利，对我更好》：找到交易区，在双赢的谈判中获胜，描述了在一般的商业环境中如何能取得全面的成果。在房地产谈判中，没有理由不采用同样的方法。

Negotiators should prepare for negotiations by clarifying both their own interests and their understanding of the interests of the parties with whom they will be negotiating.  The more clearly they can rank their own interests and the interests of the other side, the easier it will be to negotiate trades that create value for both sides. The developer also needs to be very clear about the point in a negotiation they would  ‘walk-away,’ not as a bluff or a tactic, but because what is being offered is less attractive than the developer’s next best option. Preparation for negotiation also includes estimating the other side’s walk-away point as well.  It doesn’t make sense to offer the other more than is necessary to achieve agreement.

谈判者应该为谈判做好准备，既要澄清自己的利益，也要了解他们将与之谈判的各方的利益。他们越清楚地对自己的利益和对方的利益进行排列，就越容易进行交易，为双方创造价值。开发人员还需要在谈判中非常清楚地指出，他们会“离开”，不是虚张声势或策略，而是因为所提供的东西没有开发商的下一个最佳选择吸引人。准备谈判也包括评估对方的“离开”点。为达成协议而提供超出必要东西是没有意义的。

It is possible to generate trades that create value for both sides. When each side gives away something that is not that important to them, but very valuable to the other side, that is not compromise. Rather, it is the way to create value. All parties need to begin by doing what they can to grow the size of the ‘pie’ rather than simply focusing on how the pie will be divided among the various groups involved. Of course, no matter how much value is created, there will come a point in every negotiation in which the value created needs to be divided or distributed.

为双方创造价值的交易是有可能的。当双方都给出了一些对他们来说不是那么重要，但对另一方却很有价值的东西时，那就不是妥协。相反，它是创造价值的方式。所有各方都需要开始做他们能做的事情，以扩大“蛋糕”的规模，而不是简单地把注意力集中在如何将蛋糕分成不同的小份。当然，不管创造了多少价值，在每一次谈判中都会有一个点，其中创造的价值需要被分割或分配。

Reflection questions 回答问题:

1.   Can you think of instances in the cases we have studied where key stakeholders took advantage of or missed opportunities to create value? 你能想到在我们研究的案例中，关键利益相关者利用或错过了创造价值的机会吗？

2.   What prerequisites need to be met to generate a productive atmosphere for mutual gain negotiation? 需要满足什么样的先决条件才能为双方的利益谈判创造一个富有成效的氛围？

3.   Do you think shared value can be created in instances where power is distributed unevenly among the stakeholders? What if one side has no real say about whether it gets to participate or not? 您认为在权力分配不均衡的情况下，可以创建共享的值吗？如果一方对其是否参与没有真正的发言权，该怎么办？