“How” to Win Negotiations? 如何贏得談判？

Harvard negotiator explains how to argue | Dan Shapiro¹Daniel Shapiro (2017), Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts.

How to Win Argue? 

❌ “What” are We Argueing about? 
⭕️ “How” should We Argue?

1. IDENTITY 自我認同：
為了維護自尊而與人起衝突 ⇒ 了解自我的價值觀，以堅定自我立場

2. APPRECIATION 重視：
每個人都想被重視，但卻不願意重視對方 ⇒ 傾聽並理解

3. AFFILIATION 關聯性：
Find Common Ground 找到共通點；化敵為友、創造彼此利益最大化

Last Updated on 2025/06/23 by A1go

References

• 1
  Daniel Shapiro (2017), Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts.