29_Successful Negotiation 2 ：成功的談判 2

小編導語：該視頻主要講述了有關成功的談判內(nèi)容的第二額部分，本視頻中成功的談判包括三個方面：語調(diào)、語言及語詞選擇。這三方面在談判當中會起到怎樣的作用的？接下來和小編一起來學習吧!

Your credit is going to be shot.

你將要失去信譽。

You're dreaming if you think that you can realistically walk away...

如果你認為你可以現(xiàn)實的離開…你只是在做夢而已…

...and get another mortgage, and take care of your kids.

…并再一次申請貸款，照顧你的孩子們。

So, either find some way to pay this mortgage,...

因此，要么找到某種方式支付抵押貸款…

...or go ahead and walk away and see what happens.

要么就請便、離開、看看會發(fā)生什么。

I mean, we're going to have to, right? Because you're leaving us no choice?

我的意思是我們將不得不這樣，對嗎? 因為你讓我們別無選擇。

Sattar actually broke down at this point though this was a pretend negotiation.

盡管這是一次假裝的談判，Sattar此時此刻已完全崩潰。

Our conversation is over.

我們的談話結(jié)束了。

So, why?

所以，為什么?

It was just that he painted this really bleak picture that my life was, I mean, it was all bad.

因為他只描繪我生活中相當暗淡的畫面，我的意思是它全是糟糕的方面。

No one would ever give me any money.

I'd have to leave my house.

It was horrendous.

But, look, says Mnookin, you have got to not take it personally.

When a second pair of students,...

...David Baumwoll and Jared Craft, stepped into the roles of homeowner and banker...

How can I help you?

Hi. It's a pleasure to...

...rationality trumped emotion.

The reason I'm coming to you today is to figure out if there is anything we can do together...

...to come up with some agreement...

...where you're getting paid, you don't have to go through all the problems...

...associated with foreclosures, all those costs associated with it,...

...and I get to keep my house.

You could respond by asking a question. Well, what do you have in mind?

Okay, so why don't you give me a number?

What can you pay every month?

And I will take a look at it,...

...and I will see if we have the discretion to help you out.

Well, because I want to make the most of our time here,...

...I did some research beforehand and ran the numbers.

My approach is always to see if I can lead and persuade the other side to engage in problem-solving.

Many more things are negotiable than people assume are negotiable.

A key principle is you have got to be able to dispassionately try to think through...

...in a circumstance where your emotions are likely to want to take over.

What are my alternatives?

What are the costs and benefits of different courses of action?

And that's very challenging.

But it can also be very rewarding, says Mnookin.

And I really look forward to working with you on a better deal.

Weighing costs against benefits.

The essence of economics.