1, the art of listening

缺乏经验的谈判者的大弱点是不能耐心地听对方发言，他们认为自己的任务就是谈自己的情况，说自己想说的话和反驳对方的反对意见。因此，在谈判中，他们总是在心里想下面该说的话，不注意听对方发言，许多宝贵的信息就这样失去了。他们错误地认为优秀的谈判员是因为说得多才掌握了谈判的主动。其实成功的谈判员在谈判时把50%以上的时间用来听。他们边听、边想、边分析，并不断向对方提出问题，以确保自己完全正确地理解对方。他们仔细听对方说的每一句话，而不仅是他们认为重要的或想听的话，因此而获得大量宝贵的信息，增加了谈判的筹码。

The greatest weakness of inexperienced negotiators is that they can't listen patiently to each other. They think their task is to talk about their own situation, say what they want to say and refute their opposition. Therefore, in the negotiations, they always think in their hearts what to say next, do not pay attention to listen to the other side of the speech, a lot of valuable information thus lost. They mistakenly believe that good negotiators are able to master the initiative of negotiations because they speak too much. In fact, successful negotiators spend more than 50% of their time listening. They listen, think, analyze, and constantly ask questions to each other to ensure that they understand each other completely and correctly. They listened carefully to each other's words, not just what they thought was important or wanted to hear, so they got a lot of valuable information and increased the bargaining chip.

2、避免各说各的话

2, avoid all kinds of words.

国际商务谈判大多用英语进行，而谈判双方的母语往往又都不是英语，这就增加了交流的难度。在这种请款下，我们要尽量用简单、清楚、明确的英语，不要用易引起误会的多义词、双关语、俚语、成语。也不要易引起对方反感的词句，如:“To tell you the truth”,“I″ll be honest with you...”,“I shall do my best.”“It″s none my business but...”。这些词语带有不信任色彩，会使对方担心，从而不愿积极与我们合作。跨国文化甲流的一个严重通病是“以己度人”，即主观地认为对方一定会按照我们的意愿、我们的习惯去理解我们的发言，或从对方的发言中我们所理解的意思正是对方想表达的意思。

Most international business negotiations are conducted in English, and the native languages of both sides are often not English, which makes communication more difficult. Under this kind of request, we should try our best to use simple, clear and clear English, not misleading polysemous words, puns, slang, idioms. Don't be offended by words such as "To tell you the truth", "I'll be honest with you...", "I shall do my best", "It's none of my business but...". These words are mistrust, which makes each other worried, and unwilling to cooperate with us actively. A serious common problem of cross-cultural A is to "treat people by themselves", that is, to think subjectively that the other side will understand our speech according to our wishes, our habits, or what we understand from the other side's speech is what the other side wants to express.

3、明白自己的让步底线

3, understand your bottom line.

在谈判时往往注意的是可以“获得多少”，却常常忽略要“付出多少”，忽略了谈判过程己方可能做的大的让步。所以，在谈判前，务必要把己方的底线搞清楚：可让什么？要让多少？如何让？何时让？为何要让？先行理清，心中有数。

When negotiating, we often pay attention to how much we can get, but often overlook how much we should pay, and neglect the greatest concessions we can make during the negotiation process. Therefore, before negotiation, we must make sure that our bottom line is clear: what can be made? How much? How do you make it? When is it? Why? First clear, have a good idea.

4、时刻保持耐心

4, always be patient.

谈判常会持续很长时间，谈四、五个钟头是常事。双方都比较容易失去耐心，从而丧失理性的判断能力。如果只有己方丧失耐心就更糟了，这样弱点就暴露在对方的视线下，甚至出现仓促让步的额情况。谈判人员一定要加强耐心的训练，时刻保持冷静的头脑。

Negotiations often last for a long time. Four or five hours are common. Both sides are apt to lose patience and lose their rational judgement. It would be worse if only the other side lost patience, so that weaknesses were exposed to the other side's eyes, and even the amount of hasty concessions. Negotiators must strengthen their patience and keep calm.