看电影学谈判：电影中的谈判技巧
<p><span word="Tom">Tom</span> <span word="Cruise">Cruise</span> <span word="shows">shows</span> <span word="us">us</span> <span word="the">the</span> <span word="importance">importance</span> <span word="of">of</span> <span word="securing">securing</span> <span word="your">your</span> <span word="position">position</span> <span word="before">before</span> <span word="entering">entering</span> <span word="into">into</span> <span word="a">a</span> <span word="negotiation">negotiation</span> <span word="situation">situation</span> <span word="in">in</span> <span word="this">this</span> <span word="famous">famous</span> <span word="clip">clip</span> <span word="from">from</span> <span word="Jerry">Jerry</span> <span word="Magurie">Magurie</span>.</p><p>在电影《甜心先生》中的这个著名的片段里，汤姆·克鲁斯向我们展示了在进行谈判之前确立自己的立场的重要性。</p><p>谈判要点：这是谈判中最基础、最重要的策略，也就是清楚自己的底线。要知道为什么去谈判，在哪些方面可以做出让步。如果立场不清楚，那么再多的技巧和资源也是白搭。</p><p><span word="This">This</span> <span word="Firefly">Firefly</span> <span word="episode">episode</span> <span word="illustrates">illustrates</span> <span word="that">that</span> <span word="knowing">knowing</span> <span word="your">your</span> <span word="place">place</span>, <span word="and">and</span> <span word="your">your</span> <span word="BATNA">BATNA</span>, <span word="is">is</span> <span word="crucial">crucial</span> <span word="in">in</span> <span word="a">a</span> <span word="high">high</span> <span word="stakes">stakes</span> <span word="negotiation">negotiation</span>. <span word="Since">Since</span> <span word="the">the</span> <span word="first">first</span> <span word="prisioner">prisioner</span> <span word="didn">didn</span>’<span word="t">t</span> <span word="comply">comply</span>, <span word="he">he</span> <span word="was">was</span> <span word="made">made</span> <span word="an">an</span> <span word="expamle">expamle</span> <span word="of">of</span>. <span word="The">The</span> <span word="next">next</span> <span word="victim">victim</span> <span word="quickly">quickly</span> <span word="agreed">agreed</span> <span word="to">to</span> <span word="the">the</span> <span word="terms">terms</span> <span word="the">the</span> <span word="captain">captain</span> <span word="layed">layed</span> <span word="out">out</span> <span word="for">for</span> <span word="him">him</span>.</p><p>美剧《萤火虫》的这一片段说明了在一场高风险谈判中明确自己的立场和达成谈判协议的最佳选择方案（<span word="BATNA">BATNA</span>，<span word="Best">Best</span> <span word="Alternative">Alternative</span> <span word="to">to</span> <span word="Negotiated">Negotiated</span> <span word="Agreement">Agreement</span> ）是至关重要的。剧情中，由于第一位罪犯拒绝合作，他被杀鸡儆猴了，于是第二个罪犯很快就同意了船长提出的要求。</p><p>谈判要点：<span word="BATNA">BATNA</span>，就是达成谈判协议的最佳选择方案。谈判不是一场零和游戏，答案可以有很多种，只要没有突破自己的底线，可以达到利益最大化，那就是好的结果。千万不要拘泥于一些条条框框，而把自己谈判的余地给框死了。</p>
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