You and Your Coworker: When You Disagree… Negotiate（在线收听）

You and Your Coworker: When You Disagree…  Negotiate

By Richard G. Ensman, Jr.

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Picture this scene: Two business executives are putting the final touches on a billion-dollar deal. After days of negotiating terms and debating, they both feel satisfied.

Now picture another scene: A secretary wants more access to a copy machine used by a dozen different departments. As she discusses the issue with the office manager and they exchange ideas about the issue, they both realize that a change in copying procedures would benefit a number of staff members.

At first, these two scenarios sound like they’re worlds apart. But they’re actually quite similar. In both settings, individuals are successfully negotiating with each other.

Negotiation isn’t limited to the corporate boardroom or to high-stakes business deals; it occurs just as often in everyday business settings. By becoming familiar with simple negotiating skills, you can help solve a wide variety of workplace problems, both large and small.

When you’re discussing a need or problem with your coworkers, choose whichever of the following techniques will help bring your discussion to a positive close.

Know your negotiating limits. Learn as much as you can about the restrictions that might limit you or your coworker’s ability to solve the problem you’re discussing. Examples of restrictions: budgetary limitations, policies and lack of time. Good negotiators work around restrictions like these.

Learn about the other’s needs. What does the other person need? How can you help meet these needs? Negotiation often involves exchanges, and your willingness to discover resources you can “swap” with each other can make your negotiation successful.

Listen. Let your coworker talk about her problem first. Try to understand her position before you argue your point of view.

Vocabulary Focus

negotiate (v) [ni5^EuFieit] to have formal discussions with someone in order to reach an agreement

scenario (n) [si5nB:riEu] a description of possible actions or events in the future

work around (v phr) to use an unapproved or informal procedure in order to bypass or avoid obstacles

解决分歧的最佳途径——协商

陈小欣译

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想象一下这样的画面：两位公司主管为了一桩10亿元的生意正在做商谈内容的最后修正。经过数日的条件协商和讨论之后，双方都感到满意。

现在再想象另一个画面：有位秘书希望能有更多机会使用那台十几个不同部门所共用的影印机。当她和总务经理商量这个议题并交换意见后，两人都认为改变影印的流程将使许多员工获益。

乍看之下，这两个情节听起来南辕北辙。事实上却十分相似。因为在两种状况中，当事双方彼此都成功地协商。

协商并不只局限在公司的会议室中，或只针对高风险高报酬的商业交易；它也常出现在平日的商场上。借由熟悉简单的协商技巧，你能帮忙解决工作场所中或大或小的各式问题。

当你和同事一起讨论某种需求或问题时，选用下列任何一种技巧，都将有助于让你们的讨论画下积极正面的休止符。

明白自己协商范围。尽可能多去了解有哪些事情限制你和同事解决问题的能力。这些限制如：预算的额度、既定的政策和时间的急迫性。善于协商的人会避开诸如此类的限制。

了解对方的需求。对方要的是什么？你如何来满足这些需求？协商经常涉及利益的交换，而乐于去发掘能够用以和对方“交换”的资源，将有助你的协商成功。

倾听。让你的同事先说出她的问题。在争辩你的看法之前，先尝试了解她的立场。