川总提出的谈判，十有八九是志在必得的。在《交易的艺术》里已经说的很多了：
谈判的四个阶段：
- 是提出惊人的目标；
- 是大肆宣传；
- 是决策反复摇摆；
- 是获得直观的结果。
他写道：一个远高于预期的条件让对手无从下手——反复无常的变化给对手施加压力——给出次优条件让对手急于接受了事——达到最初想要的结果。
在这本书里，他又讲了一些谈判技巧。
- It’s all about persuasion, not power.
- Study the art of persuasion. Practice it.
- There’s a fine line between acceptance and resignation.
- Let then think the decision is theirs. It will give them a feeling of control.
- The person who has the gold makes the rules.
- The best negotiators are chameleons. Their attitude, demeanor, approach, and posture in a negotiation will depend on the person on the other side of the table.
- Learn the value of saying no. View any conflicts as an opportunity.
- Most important, know the party on the other side of the table before sitting down with them. Research who you’re dealing with, how they negotiate, and what they want from you.
