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來源：世界公民文化中心

職場升遷、商場買賣的基本條件是表現超標，進階條件則少不了出色的溝通、談判技巧。爭取主導權，不是為了「贏者說了算」的零和結局，而是達成最符合雙方利益的結果，以下3種一開口就下錯棋的心態，你一定要改過來。

1、重點是you，不是I
一開口就說we think、we feel、we suggest

NG原因
不要用自我中心字眼，開放性問題才能為對方著想。可改用下列說法：
What do you think you can manage this situation?（你覺得你們可以怎麼處理?）
Could you tell me what sort of figure you are thinking of?（你心中的數字是多少呢?）

2、談判效益著重長期，不看眼前
一開口就說it's unacceptable...

NG原因
短期來看也許協商重點在價格或時間，但建立長期關係才是省去日後麻煩的好方法。可以這樣說：
I am sure each of us can compromise a little for long-term cooperation. How about...（為了長期合作，我們雙方各退一步，不如……）
如果真的不能讓步，也要有禮陳述立場：I'm afraid that's as far as we could go. Perhaps we can consider it next time.（恐怕我們只能做到這樣，也許下次我們可以再考慮……）

3、找到至少雙方都可以接受的結果
一開口就說Take it or leave it.

NG原因
擺明了沒有轉圜空間，恐演變成難以挽回的局面。例如：你可以提出折衷方式：
May I suggest we sign a 3-months contract on a 5 percent discount? We can see if we can reduce the price further afterwards.（可否容我建議雙方先簽一份降價5%的3個月短期合約，之後再決定還能否再調降？）

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