Game theorists have spent a lot of time analyzing various models of negotiation.
The idea is that you take what feels like a complex interaction,
distill it down to its very simple elements
and then you model it using the tools of Game Theory.
One of the things that game theorists have foundis that in negotiation
especially in negotiations where we’re debating how to divide up some resource–
classic example in Game Theory is dividing up a pie,
但还可以是其他东西 比如钱财 或独占玩具的时间
but it could be anything, like moneyor some time with a toy,
or anything where we have to decide how to divide it up.
Game theorists have discovereda couple of central principles
that make a big difference towho does better in those negotiations.
One of the critical things is how patient you are–
how willing you are to stay and continue to negotiate.
So if I come into a rush to a car dealership and I say
“I need a car right now”,
everyone knows that the car dealer is going to
try and take advantage of the fact that you need a car right now
and say, “sorry, we can’t give you a discount.”
But if you come into a car dealership and you say
“I don’t need a car anytime soon.
If you give me a good deal today, I’ll take it,
but if you don’t, I’ll leave.
没准明天再来 或者后天 甚至一个月”
Maybe I’ll come back tomorrow, maybe the next day, maybe a month later.”
Then you’ll get a better deal.
So patience is very important.
如果在一场谈判中 想要取得胜利 获得成功
If you ’ re trying to win in a negotiation,
you want to try and find ways to make it
so that you are more patient than the other person
—that is you have less to lose from letting the negotiation drag out
than does the person you’re negotiating with.
So don’t wait until the last minute to buy a new car,
don’t run into the bosses office
right before you need that big raise.
Always choose situations where you just suggest it,
say “No urgency, but I can come back later.”
By doing that you create the situation
where the other person can’t take advantage ofyour impatience,
they can’t give you a deal that is effectivelya “take it or leave it” deal.
Another important thing in negotiationthat can lead to better outcomes for you
is you always want to be in the position
to be able to offer “take it or leave it”dealsto the other person.
比如 如果你能说“这是我的协议 不同意就算了”
So if you can say to somebody else”here’s s the deal, take it or leave it”,
now they’re put in a positionwhere they either take it or they get nothing.
当然了 这招很狡猾 因为虽然嘴上如此
Now it’s tricky, of course, cause I can say to you”take it or leave it”,
but that doesn’t mean that it really is that way.
So by creating situations where it really isa “take it or leave it”situation,
虽然有所帮助 但同时也充满风险 令人焦虑
that can help you, but it’s also nerve-racking and dangerous.
So it’s a strategy that you have to be very careful about.
But if you can be in a situation
where you can offer somebodya true “take it or leave it” deal,
that can oftentimes improve the outcomesof the negotiation for you.