Negotiation - 04

Great, now you also need to understand the other party's position.

That is, what exactly do they want and need?

And what are they willing and unwilling to give up?

To do this, you can try to get the inside information, analyze their business situation and find out about their previous deal.

Why did they succeed or fail?

Everyone heads into a negotiation with a list of priorities.

It might not be written down anywhere.

It could just be a general idea like: we can't play around with price too much, but the timeline is less important.

If you know this, you have power.

You can also benefit from information about their options.

If they can't make a deal with you, do they have others waiting?

Or are you the only one who can give them what they need?

How time-sensitive is a deal?

Can they wait?

Or is that simply not an option for them?

Again, this type of information will help you immensely during the negotiation.

译文：

很好，现在你也需要了解对手的立场。

也就是说，他们确切的想法和需要。

什么是他们愿意和不愿意放弃的。

为了达到这一点，你可以试着取得内部消息，分析他们的业务状况，调查他们之前的交易。

他们因为什么达成的交易，因为什么放弃的。

每个人在进行谈判的时候都带着一个优先级的列表。

这个列表也许不会写下来。

它也许只是一种通常的想法，比如我们在价钱上谈判的余地不大，但时间相对不重要。

如果你知道了这个，你就有了力量。

你也可以从他们的选择项中受益。

如果他们不能跟你达成交易，他们还有别家在等着么？

或者你是唯一一家可以满足他们需求的？

交易的时间紧迫度如何？

他们还能再等么？

或者你根本不是他们的选项。

再重复一遍，这种类型的信息能够在谈判中给你极大的帮助。