Adieu的大杂烩

看过美剧《学徒》的人可能会对其中讲Negotiation的一集有映像,在节目中着重强调了Negotiation Skill对所有人的重要性。

当我看节目的时候对这一论点还体会不深,最近慢慢有了比较深刻的体会。

确实,对一名从事管理工作的人来说,不管你管的是什么,每天可能都生活在与不同人就不同的事情的讨论和谈判的过程中。

在这一方面,我还是个初学者,就算我读得懂对方的隐藏的意思,但是我也没好的办法说服对方接受自己的意见。

我想这方面的缺失可能与我的一些惯性的思维习惯有关,不过既然认识到了问题,就有了改进的可能。

Updated:

从互联网上找到的一篇关于Negotiation的guide,原始地址为 http://www.wikihow.com/Negotiate

How to Negotiate

The key to negotiation is seeing things from both sides and having an open mind, willing to hear other people's opinion.

Steps

  1. Consider the objectives and emotional motivation of the other party.
  2. Decide on your opening position, and your breakpoint. (the lowest amount or cheapest price you will accept in the deal, the "worst-case scenario").
  3. Plan how you will move in your proposals. Your moves should be in ever-decreasing steps, which will give the impression that you are being "bled" and there is increasingly less bargining range to be had.
  4. Open extreme. This gives you room to negotiate. If your opening offer is too close to your break point, then you will not have enough bargining range to concede to the other party as a way of giving satisfaction.
  5. Try to craft a compromise that addresses their core concerns.
  6. Start by talking about something upon which no one could disagree. You can recite basic facts that the other party will say yes to.
  7. Be agreeable. If you meet for lunch, let them order first and then say "that sounds great, I'll have the same", it is a subtle compliment.
  8. Give them a chance to tell you what they want. They may have a proposal that you have not considered or an offer more favorable than you expected.
  9. If they surprise you with a very appealing offer, don't let on that you expected something less favorable.
  10. When you do propose a deal, propose it as "if you do x for me, then I will do y for you" remember - pain before the gain
  11. Show them the way home. Have all the documents ready to sign. Never underestimate inertia. Make it easy for the other side to do as little as possible.

Tips

  • Preparation is 90% of negotiation. Gather as much information about the deal as you possibly can, evaluate all the key variables, and understand which concessions you can trade.
  • Know the other parties risks and use them. If you are an agent for someone else you may say "the thing your client has to be worried about is ________". If they have not discussed this risk with their client they may want to settle to avoid the risk.
  • In making your arguments, rarely fire all your guns off at once. Arguments are stronger when built incrementally.
  • Always hold back a closer or two. One or two facts or arguments you can use when you sense the other side is close to a deal but needs that final push. If you are a broker and your client is going to buy this week whether this seller is willing or not, that is a great deal closer.
  • Have comparables with proof. If you are buying a car and you know the other dealer will sell you the same car for $200 less, tell them so. Tell them the name of the dealer and salesman.
  • If someone is totally unreasonable, don't negotiate. Tell them to keep you in mind if they come down in price (or whatever). Negotiating when they are way out of line starts you out at way too weak a position.
  • If you are representing someone else in a negotiation, get your clients agreement in writing to a target deal before hand. Otherwise, when you get them a great deal, they may decide they don't like it after all. Your credibility is the one that takes the hit.
  • Even when you are unsure, speak with authority, speaking louder than usual and giving the impression that you have done this many times before will close deals with people who are not experienced.
  • Remember that movement engenders movement when making a proposal.
  • The best way to counter a proposal, is with your own proposal.
  • Avoid soft exposing language when making your proposal. Eg "the price is -about- £100" or "i'm looking for £100". Be firm in your proposals - "the price is £100" or "i'll give you £100"
  • Silence is an incredibly effective tool in negotiation. It increases the pressure on the other party, and will more often than not, encourage them to talk and give information away.
  • Time is the ultimate lever in negotiation. Use it to your advantage wherever possible.

Warnings

  • Acrimony is a deal killer. People will refuse deals just because they are pissed. This is why divorces drag on for years. Avoid hostility at all costs. Even if there has been hostility in the past, start each contact upbeat, positive, don't hold a grudge. You will be respected more.
  • Don't argue, or sell your proposals after you've stated them. You will only give away information and weaken your position.
  • Never tell someone what you CAN'T do - tell them what you CAN do instead.
  • Never talk about their figure or price, as this subconsciously validates it- always talk about your figure instead.
  • Watch your body language - a skilled negotiator will pick up on non-verbal signals which may give away your true feelings

Comments

记得感谢公司给你的成长提供的条件和帮助

离开的原因从自己身上去找

强调之后如果有机会还希望能够一起合作(就算没有可能)

在离职时对着原来的公司发一通牢骚然后指指点点说公司存在哪些问题,哪些方面需要改进的做法是不可取的

Comments

方法一

最直接的方法是使用扫描传真一体机,直接将身份证扫描之后传真

方法二

不幸的是扫描传真一体机的普及率可不高,所以可以使用复印机将身份证复印到纸上,然后将复印件进行传真

方法三

没有复印机怎么办呢?可以用扫描仪把身份证扫描到电脑上打印出来,然后将打印件传真

方法四

用扫描仪将身份证扫描成图片,使用网络传真机直接发送

方法五

既然对方只是需要一份副本,完全可以将身份证扫描之后Email给对方,让对方自己打印

不论选择什么办法,问题的关键都在信息的输入输出以及传递的过程。

仔细研究,这里面真是学问多多。

Comments

今天收到box.net发来的email,邮件中提到了box最新发布的两项新服务。邮件内容如下:

Save files from Microsoft Office directly to your Box account

Microsoft Office is now Box Enabled! We've released a plug-in for Microsoft Word, Excel, PowerPoint, and Publisher that conveniently uploads any document you're editing to Box. After the plug-in is installed, a "Save to Box.net" link will appear in the "Add-Ins" section of each Microsoft Office application. Clicking on this button will save your file to Box, making it easy to access from anywhere, share with anyone, or keep safe for later. The plug-in is compatible with Windows versions of Microsoft Office 2003 and 2007.

Download the Box Microsoft Office plug-in here:

http://www.box.net/r/office4

Share your Box files on Facebook

Over thirty thousand Facebook users have added the new Box Files Application to their profile. You can now share photos, music, documents, and more on your Facebook profile for your friends to view and download.

Learn more about the Facebook Box Files Application:

http://www.box.net/r/facebook2

Have you seen what's new at the Box website?

If you haven't accessed your Box account in a while, check out our new easy-to-use website design and all the latest features at:

http://www.box.net

We hope you enjoy these improvements!

Thanks,

The Box Team

很有趣对吧。

这两项服务我都试用过了,总体感觉比较满意。box.net在争取我成为它的收费会员的过程中又往前进了一步。

不想过多的评论,但是我想在选择网络存储服务商时我会考虑以下因素:

  1. 速度
  2. 稳定性
  3. 空间大小
  4. 价格
  5. 是否能够在本地存取
  6. 是否开放接口
  7. 目前口碑
  8. 和其他网络服务的融合情况
  9. 能够注册到adieu的用户名

总的来说,box.net还是一个不错的选择。

最后高呼一声口号"融合才是王道!"

Comments

在linux下尤其是远程的CentOS系统下安装subversion和trac可不是那么件轻松的活,摸索了半天时间,总算是搞好了。

参考了以下网站:

安装过程大致是从yum到subversion到trac,其中media temple自带的subversion虽然版本不是最新的,也不影响正常使用,可以跳过subversion的安装,直接配置apache的svn处理页面。 另外由于trac的最新版本有了比较大的改进,所以安装过程以trac0.11dev的安装说明为准。

本想做个step by step教程的,但是想到明天早上还要早起和人开会,还是早点睡觉为好。

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