论立场与利益的商务谈判哲学

Discussing the Practice of the Dialectical Relations Between Standpoints and Benefits in Sales talks

以意愿为基础的谈判代价是高昂的，坚持立场的取舍是对谈判的威胁。谈判中的基本问题不是双方在立场上的冲突，而是在利益上的冲突。立场是谈判者作出的某种决定，而促使作出这种决定的则是利益。

If the Sales talks is on the basis of wishes, it will cost much, and it will be a kind of threat if you base on insisting and giving up the standpoints in your talks. The conflicts of standpoints is not the basic problems between the two sides, but the conflicts of benefits. Standpoints is the kind of decisions made by negotiators. The strength of decision making is the benefits.