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Stages of Negotiation
谈判的阶段
A negotiation is a discussion between people who want to reach an agreement. Whether negotiating a business deal or a salary, a negotiation will normally go through five stages.
谈判是人们之间想要达成协议的一种讨论。无论是谈生意或者是谈薪水，它一般都会经历五个阶段。
Planning: Before entering a negotiation, negotiators must plan or prepare their position. In the planning stage, negotiators will research the other side’s position and anticipate where they may agree or disagree. They will also set goals, establish their bottom line and research the other side.
计划：在进入谈判之前，谈判者必须计划或者准备他们的立场。在计划阶段，谈判者会研究对方的立场并且预计他们同意或者不同意的地方。他们也会设置目标，建立底线，研究对方。
Clarifying: During the clarifying stage, negotiators will contact each other to clarify what they want to achieve. By discovering what the other side wants, both parties can see if they share common goals. Once their needs have been clarified, the negotiation can begin.
阐述：在阐述阶段，谈判者会彼此联系来说明他们想要得到什么。通过发现对方想要什么，双方都能看到他们是否能分享共同的目标。一旦他们的需求被澄清了，谈判就可以开始了。
Bargaining: During the bargaining stage, negotiators make compromises until an agreement is reached. They often aim for an outcome that benefits both sides without giving up too much.
讲条件：在讲条件阶段，谈判者会做出妥协直到协议达成。他们通常致力于一个能让双方都有益，双方不放弃太多的一个结果。
Settling: In the settling stage, negotiators reach an agreement and decide how to implement it. After the terms of an agreement have been decided, a contract will be drafted and signed. If an agreement can’t be reached, negotiators may find the third parties for advice.
达成：在达成阶段，谈判者达成协议并且决定怎样实现它。在协议的条款被决定之后，合同将会起草和签署。如果协议没有达成，谈判者也许会找到第三方寻求建议。
Implementing: In the implementation stage, an agreement or a contract is put into effect. Implementing an agreement strengthens the relationship between both parties. If both parties follow through on the agreement, it will be easier to negotiate next time.
实施：在实施阶段，协议或者合同生效了。实施合同加强了双方之间的关系。如果双方都实施了合同，那么下次的沟通会更简单。
总结
1.单词
follow through sth 坚持完成 eg. If both parties follow through on the agreement, it will be easier to negotiate next time.
bargaining 讲条件 eg. During the bargaining stage, both sides will make compromises until an agreement is reached.
reach an agreement 达成协议 eg. It may be hard to reach an agreement when you are much weaker than the other side.
2.摘要
A negotiation usually goes through five stages to reach an agreement: planning, clarifying, bargaining, settling and implementing. You must be clear what you want in the first two-stage which is the most important part. If you don't know what you want, you may be followed up by the other side. In the bargaining stage, you should have the courage to make a bargain to get the best answer. During the settling and implementation stage, you should be clear the details on the agreement and follow through it.
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