As I said before, this Harvard model of negotiation is based on four principles. So the first principle is and it is easily said and hard to achieve, separate the person from the issue.

哈佛谈判模式遵循4个准则，第一个准则，知易行难。那就是，对事不对人。

In real life that would mean you can negotiate very hard, but you should never be hard on the person, unfriendly and so on and so forth.

实际上，你可以不留情面地与某人谈判。但别把不良情绪转嫁到个人身上。

Because it is in your own interest to understand the interests of the other people, and therefore, the other partner is not your enemy, it's actually your partner.

因为你要清楚划清，你们之间的利益关系。他们并非敌人，而是你的伙伴。

Otherwise you son't get what you want. Because otherwise, if you could simply order what you want, you wouldn't negotiate. So the other party is your partner.

不然你就无法达成目的。因为如果能轻而易举地拥有一切，你就不需要谈判啊！所以不同立场的人都是你的伙伴。

So the interest...In the level of interest it was possible to find a solution that made everybody happy, so a win-win solution.

而在利益关系层面上，可以采取通过满足多方利益来达成共赢的策略。

So the second principle of the Harvard people for cooperation is: you should not negotiate position focused, but interest oriented.

所以成功谈判的第二个准则是，别基于立场展开谈判，而应由利益导向出发。

The third principle now is that...and this is, in order to get to the win-win, they suggest now a different approach. They said, based on the interest you should first develop criteria that must be fulfilled by a solution that you could say yes to.

准则三，为实现“共赢” 有一个与以往不同的方法，那就是，在利益关系基础上，首先确立一套你所认同的标准体系。

Or in other words, what conditions must a good solution that you could say yes to fulfill? Just to illustrate this principle a little bit. Just assume, you want to invite somebody for dinner for a restaurant.

换言之 这一定是与你达成共识，并促进问题解决的标准体系。我来进一步解释一下，设想你想邀请某人在外共进晚餐。

And you want make sure actually that the person you invite actually likes the restaurant. So you could ask this other person: how would you realize that a restaurant is a good restaurant for you?

并希望他们喜欢你所选的餐厅。你就可以问他们，你心目中完美的餐厅是啥样？

Then immediately this person would tell you some conditions that must be fulfilled for a good restaurant, for example, a small menu because a small menu for this person suggests that it's actually freshly cooked.

他们马上就会告诉你完美餐厅所要具备的条件。比如，餐厅的菜单必须简单明了。因为有人会认为，简单的菜单能保证菜品的新鲜品质。

A certain quality of hygiene, and so on and so forth...music, and so on. So you will get a whole set of criteria that must be fulfilled.

或者达标的卫生环境...音乐等等。所以你得到了一套必须满足的标准。

And the interesting thing about the criteria is there are much more restaurants than only one restaurant that will fulfill the criteria.

这套标准的有趣之处在于，你能找到不止一家 满足以上标准的餐厅。

So working with criteria kind of opens a world of lots of options. Whereas with positions it must be "we go to Chez Felix", for example. So the third principle is: before creating a solution, agree on certain principles that must be fulfilled by a solution that you can say yes to.

所以在众多选择当中确立一套标准，而不是“我们去切斯菲利克斯酒店”的强制立场。所以这第三个准则就是，在提供解决方案前，先树立共识准则。确定一个你所认同的方案。

And so, at that stage of the negotiation we would have a set of criteria for party A and we would have a set of criteria for party B. And you will find a win-win solution in that moment when you find one option that fulfills all criteria of party A and all criteria of party B, win-win.

所以，谈判进行到这一步，要分别为立场A、B群体，建立起一套标准。此时，你就能找到一个“双赢”的解决方案，一个同时满足双方立场的选项，实现共赢。

So this is how we get a win-win solution. And the fourth principle is, and this is based on the research that people like to choose. So the Harvard people suggest, before you actually choose a solution, you should have different options to choose from.

这就是获得“双赢”的技巧。第四点准则，基于人们喜爱选择的特点。哈佛研究团队建议，在敲定一个解决方案前，你应该拥有多种不同的选择。

So they suggest, don't develop only one option that then is the best solution, but maybe two, three or four options, and then take the criteria and evaluate your options by the criteria to find the beat option.

别选择其一后，就认为它是最好的方案。可以选择2、3或4个选项后，确定一套标准，再根据这个标准评估几个选项，最终找到最佳选择。

And by doing so, the solution that was found by parties will be much more sustainable because they actually had a sense that they actually had a choice. So if you follow these for principles, chances are very high that you actually go for cooperation, and that you avoid competition.

只有这样，不同立场的人，能感受到自己着实拥有选择权，也会更加心平气和啦！如果你能遵循这四大准则，谈判就能很大概率进展顺利，同时也避免了争端。