一、详细了解谈判对手。英国哲学家弗兰西斯·培根说过:“一切谈判的根本问题,无非是观察对手和利用对手。”了解对手是谈判取得成功的基本前提之一。了解对方包括其以往的经历,曾涉足的各种事务,失败与成功的案例,以及其性格和心理特征。这样就可较好地了解对方思维的方法,行为的规范。同时,还要了解对方对本次谈判的基本需要,分清对方与已方需要 First, learn more about the negotiators. Francis Bacon, the British philosopher, said: “The fundamental issue of all negotiations is nothing more than the observation of opponents and the use of rivals.” Understanding rivals is one of the basic preconditions for the success of the negotiations. Learn about each other’s past experiences, past issues, failures and successes, as well as their personality and psychological characteristics. This can be a better understanding of each other’s ways of thinking, norms of behavior. At the same time, we must also understand each other’s basic needs for this negotiation and make clear the needs of each other and the other side