【中文版10】克里斯·沃斯：确定你的谈判风格以及对手的谈判风格

【Background】

【背景介绍】

大家好，欢迎来到《全球精英的5分钟成长学院》。今天我们邀请到了曾任FBI国际危机谈判专家的克里斯·沃斯，他是《掌控谈话》这本书的作者，同时也是谈判领域少有的“特种兵”。今天，他会和我们一起分享如何像FBI谈判员一样来进行交易。

Chris Voss knows—as only a former kidnapping negotiator for the FBI would know—that there are three basic types of negotiators: Assertives, Analysts, and Accommodators. An easy way to remember them is “fight, flight, or friend.”

克里斯·沃斯知道，这恐怕也是只有FBI前绑架谈判员才知道的，谈判人员主要可以分为三类：强势型, 分析型，和通融型。简单点，你也可以这么记：“战斗，逃跑和朋友”。

【Course】

【课程】

So the three negotiating styles are accommodator, assertive and analyst. And on their surface, typically, an assertive is going to have a really direct, blunt, in-your-face approach. Time is money. Direct, hard and honest. Some people have referred to assertives – talking to them is like getting hit in the face with a brick. A person who thinks of themselves as direct and honest are actually brutal and blunt and very hard to deal with and really cause other people to take a step back.

谈判中，有三种典型的风格，它们分别是通融型、强硬型和分析型。从表面上看，通常情况下，强硬型的谈判者会用非常直接了当、咄咄逼人的态度来和别人对话。他们给人的感觉就是直接、生硬、坦诚，毕竟对他们来说，时间就是金钱。有些人认为和强硬型的人对话，就像被人用砖头拍脸一样。那些自认为自己很直接和坦诚的人，其实往往很粗暴、很直白，很难对付，所以他们真的能够让对手在谈判中做出让步。

The accommodator is a natural relationship-oriented person and they naturally smile and they’re really pleasant to interact with and people love making deals with them. I believe absolutely that you’re six times more likely to make a deal with someone you like and that’s why you’re more likely to make a deal with an accommodator – because you like dealing with them.

通融型的谈判者则天生就擅长拉拢关系，他们总是会露出自然的微笑，真心愿意和别人打交道，而人们往往也都喜欢和他们这样的人做交易。我百分之百相信，你也更喜欢和你喜欢的人去做交易，这就是为什么你更容易和通融型的人做交易的原因--因为你喜欢和他们打交道。

The third type is the analyst. And they’re extremely analytical. They want to think through every option. They’re pragmatic to a point that it’s amazing at how pragmatic and methodical and even slow they are. Unfortunately they have a tendency to come off as distant and cold, which they don’t mean.

第三种类型是分析型的谈判者。他们的分析能力很强。他们希望能深入思考每个选项。他们很务实，人们总是会感到惊叹：为什么他们会如此务实，如此有条不紊，甚至是慢条斯理。不幸的是，他们总是会给人们留下一种疏远和冷漠的印象，而这并不是他们的本意。

Each of us kind of have a natural default to one of those three types. It’s either fight, flight or make friends is what it boils down to. When you look at any threat, either you want to fight it, you want to avoid it, you want to analyze it or you want to make friends with it. What I found over time is that the best negotiators begin to adopt elements from all three. To be a successful negotiator you have to assert your best position. You have to assert what you need. The issue is can you do it in a pleasant fashion? 

You want to learn to assert the way an accommodator interacts in a very pleasant way with a smile on your face so you don’t hurt people’s feelings just with your tone of voice. It’s amazing how assertive you can be when you’re really nice.

我们每个人在谈判中都会本能地倾向于这三种类型中的一种。也就是说，你要么战斗，要么逃跑，要么和对方交朋友。当你面对威胁时，你可能会想对抗它，或者是想逃避它，分析它，或者是想和它交朋友。随着时间的推移，我发现最好的谈判者会融合这三种谈判类型不同的要素。要成为一个成功的谈判者，你必须要坚持自己的最佳立场。你必须努力实现自己的诉求。但问题是，你能以一种令人愉快的方式去做到这些吗？

你要学会像通融型谈判员那样，以一种令人愉快的互动方式去阐明你的立场，面带微笑，这样你就不会因为你的语气而伤害到别人的感情。你会发现，当你真的很友好的时候，你会表现地无比坚定而自信，这很神奇。

And the analyst, the person who really thinks things through and tries to think several steps ahead, you need to think about three steps ahead and a really assertive person only wants to think one or two steps ahead; what do I want right now what’s in front of me. And an accommodator is only really thinking about having a great relationship.

再比如说，分析型谈判者，往往会把事情考虑得很清楚，他会努力想好接下来的几步路怎么走，分析型的人通常会想好接下来会走哪三步。对比之下，强势型的人只会提前想好接下来的一两步；也就是我现在想要的是什么，或者我面临的是什么。而一个包容型的谈判者，则只是关心如何和对方建立良好的关系。

So you need to add in a little more planning that the analyst is really good at and looking ahead a number of steps and wanting to prepare and prepare for more eventualities. And when you can roll all three of those types together you can get an extremely successful negotiator.

这时候，你可以考虑像分析型谈判者那样更深思熟虑一些，掌握他们擅长“规划”的特点。将目光往后看几步，为更多的可能性做好准备。而当你能把这三种谈判类型的特点都融合在一起的时候，你就能成为一个非常成功的谈判员了。

【Summary】

【总结】

在这节课里，克里斯·沃斯和我们一起分享了如何判定你和对手的谈判风格。你也可以在生活中运用这种方法来和别人谈判。

首先，我们学习了三种不同的谈判者风格：强势型、分析型和通融型。

Assertives are blunt, forceful, intimidating, and impatient in negotiations. They tend to bully people into submission. Hence, “fight”. Analysts are risk-averse (hence, “flight”). They might not run away in the end, but they want to carefully consider every option. They’re slow and deliberate, and can inadvertently come off as cold and calculating.

Accommodators are . . . well . . . accommodating, which makes them nice to negotiate with. They’re naturally motivated to connect with others, and less rigidly focused on their own needs. Hence, “friend”. To negotiate successfully, you’ll want to adopt aspects of all three styles. And you’ll want to know who you’re dealing with.

强势型谈判员在谈判时说话很直接，会咄咄逼人甚至恐吓对方，没有耐心。他们喜欢通过威吓使对手屈服。因此，他们谈判的时候更像是在“打架”。

分析型的谈判员会想办法规避一切风险，这有点像喜欢在谈判中选择“逃跑”。但实际中他们不一定是不一定会真的逃跑，他们只是希望能仔细考虑所有选项的利弊。他们动作缓慢，深思熟虑，但有时候，事与愿违，他们反而会被人们认为是冷漠和算计。

通融型谈判员擅长调整自己，因此他们是令人感到愉快的谈判者。他们天生喜欢与别人互动，而不是只关心自己的需求。因此，他们被称为“朋友”。

为了使谈判成功，你需要借鉴和采纳这三种谈判者不同的特质，比如：

Assertive negotiators may be perceived as too aggressive. Alternatemove: “Smile” withyour tone of voice, like an accommodator.

强势型的谈判员可能会被视为太有攻击性。如果你是这种类型的人，不妨试试这一种方法：像通融型谈判员一样，使自己的声音听起来好像你正在微笑。

• Both assertive and accommodator negotiators struggle with timing. Alternate move: Plan ahead several steps, like an analyst.

• 强势型和通融型谈判员都面临找到最佳时机的挑战。不妨像分析型谈判员一样，提前制定好之后几步的计划。

与此同时，你还需要了解自己的谈判对手究竟是哪种类型，这样你才能更好地去应对。

本节目英文版音频和视频均由美国Big Think Edge 独家授权，中文版由喜马拉雅制作播出。感谢收听，我们下集节目再见！