三、如何“拒绝谈判”？

three、How to“Refused to negotiate”？

　　李力刚：我们在理论上把它捏合在一起就是：谈判是一种势能的较量。

LiLiGang：We in theory it kneading together is：Negotiation is a kind of potential energy of the contest。

　　刘博：没错。

LiuBo：That's right。

　　李力刚：当我势不够的时候，有两个办法，第一个是造势，但是造势太慢了。

LiLiGang：When I potential not enough time，There are two approaches，The first one is displayed，But power is too slow。

　　张文强：还需要很高的成本。

ZhangWenJiang：Need a high cost。

　　李力刚：如果说有一个人戳穿，比如我本来谈不过刘总的，我换了一张名片，我拉着一个人过来，我说这是我们政府的，其实他是假的，如果我们请不过来；第二种就是借势。什么叫借势呢？就是说我造可能很难，比如我要把企业造的很大，这是需要过程的，所以我就借势，谈判就是势力的较量。如果我不行的话，我把张文强请出来，因为他是政府的，你可以不给我面子，所以我们在联想做业务的时候有一个自己形成的不成文的规范，但凡行业大客户不认可，就带他来北京。

LiLiGang：If a man puncture，For example, I was talking about but the liu2 zong3，I change a name card，I took a person come over，I said this is our government，In fact he is false，If we please don't come over；The second is to borrow situation。What is taking advantage of？I made it may be hard to say，For example, I want to put the enterprise made great，This is the need to process，So I just taking advantage of，Negotiation is the competition of power。If I can't words，I put the ZhangWenJiang please come out，Because he is a government，You can not give me face，So we in the association to do business of time have a formation of unwritten specification，In every case industry big customer does not recognize，He brought him to Beijing。

　　刘博：没错，这就是借势。

LiuBo：That's right，This is taking advantage of。

　　李力刚：就像我打不过泰森，好，你给我记住，八戒也会说好，你给我记住，我让猴哥过来收拾你。

LiLiGang：Like I dozen however tyson，good，You give me remember，Eight quit will say，You give me remember，I let the monkey elder brother come to pick up you。

　　刘博：对。所以实际上借势的过程就是资源利用的过程，你要会充分的利用你的各种资源。

LiuBo：to。So actually taking advantage of the process is the process of resource utilization，You should make full use of your resources。

　　张文强：通过这个借势也可以达到一个不战而屈人之兵的效果。

ZhangWenJiang：Through this taking advantage of also can achieve a to defeat the enemy without combat effect。

　　李力刚：是，就换作宗教里边就是万事万物，皆惟我所用。

LiLiGang：is，Just for a religious inside is everything，All but I used。

　　刘博：没错。

LiuBo：That's right。

　　李力刚：所以《西游记》里面悟空颇具形象，就是我凡是能够学到就一定学到，学不来的我也没办法，我只能说你能不能教我，不教我就算了，就像兵器我能带走立马带走，带不走的我随时回来借，连曾经严重得罪过的如来佛，我也要随时回来借。

LiLiGang：so《Journey to the west》An image in the wu is empty，Is I all can learn will learn，Learn not to come I didn't also the way，I can only say that you can teach me，Don't teach me calculate，Like weapon I can take away immediately，Take not to go through my back at any moment，Even once against serious the tathagata，I will come back at any time through。

　　刘博：没错。

LiuBo：That's right。

　　张文强：就是所有的人，所有的事都可以为我所用。

ZhangWenJiang：Is all the people，All things can be adopted by us。

　　李力刚：没错，所以商场没有敌人。

LiLiGang：That's right，So market have no enemies。

　　张文强：这句话很经典。

ZhangWenJiang：This sentence is very classical。

　　刘博：没错，我完全赞同商场没有敌人，也没有永远的朋友，商场是永远的利益，所以商场不是战场。

LiuBo：That's right，I totally agree with market have no enemies，NO permanent friends，Market is the interests of forever，So the market is not a battlefield。

　　张文强：商场不是战场？

ZhangWenJiang：Market is not a battlefield？

　　刘博：商场和战场完全两码事。

LiuBo：Stores and battlefield completely two quite different things。

　　李力刚：所以土豆网跟优酷网本来是打架能打的非常厉害的，突然结婚了？

LiLiGang：So potato net with youku was fight can dozen very sore，Suddenly married？

　　张文强：但是他们因为利益而结合。

ZhangWenJiang：But because they benefit and combination。

　　李力刚：对。

LiLiGang：to。

　　刘博：的确是这样子的，另外一个，我理解对于所谓拒绝谈判是谈判过程中的一个技术。

LiuBo：It is like this，another，I understand the so-called refused to negotiation is one of the negotiation process technology。

　　张文强：也就是说技术，就是说我不谈了，是这个意思吗？

ZhangWenJiang：That technology，That is I don't talked about，Is that what you mean？

　　刘博：在谈判过程中你要根据某种情况可以喊停。

LiuBo：In the course of our negotiations you according to a certain situation can shout stop。

　　李力刚：有这种情况吗？实际上就像钳工一样，它是一门技术，比方说谈判里面就是一个技术，这个术的问题一个事情就可以弄死。比如王勇平在温州说了一句话，“这是一辈子的阴影啊”，你们信不信我不知道，反正我相信了，这是违反谈判技术的。

LiLiGang：This is the case？In fact like as fitter，It is a technology，For example in negotiation is a technology，This technique problem one thing can kill。For example in wenzhou therelatively said a words，“This is a lifetime of shadow ah”，Your letter not letter I don't know，Anyway, I believe，This is in violation of the negotiations of the technology。

　　刘博：没错。

LiuBo：That's right。

　　李力刚：它不是外交语言，外交语言是不说自己的意见的，不只是官方的，我方认为或者说本政府认为，就只能说这样的话。

LiLiGang：It is not a foreign language，Foreign language is not his own opinion，NOt only the official，We think that or this government think，Can only say such things。

　　张文强：还真是，所以很遗憾他没有听您的课。

ZhangWenJiang：is，So it's a pity that he didn't listen to your class。

　　刘博：因为是这样的所谓的谈判，谈判两个字，一个是谈，一个是判。

LiuBo：Because it is such a so-called negotiations，Talks two words，One is about，One is sentenced to。

　　李力刚：太好了这两个字。

LiLiGang：Good this two word。

　　刘博：事实上所有的谈首先是要建立在判的基础之上。

LiuBo：In fact all the talk about the first is to be built on the basis of convicted。

　　张文强：就是先有一个判断或者是。

ZhangWenJiang：Is to have a judgment or。

　　刘博：你有了判断你才会去谈，谈完以后接着就是去做近的判断，所以你在判断的过程中要根据整个谈判的形势做出你的判断，当你认为说我可以肯定，这个很行，对我刚才这个李老师讲，对我造的势有很大帮助的时候，我就停了。

LiuBo：You have a judgment you to talk about，Talk about after then is to do nearly judgment，So you in the process of judgment according to the negotiation situation make your judgment，When you think that I can be sure，This is line，I just this miss li to speak，I made on the potential has a great help，I stopped。

　　张文强：所以拒绝谈判有时候也是谈判的技巧。

ZhangWenJiang：So refused to negotiate is sometimes negotiation skills。

　　李力刚：所以谈这个字就写的很有意思，就是言火火。

LiLiGang：So talk about the word write very interesting，Is speech fire fire。

　　刘博：言火火怎么解释？

LiuBo：Fire fire said how explanation？

　　李力刚：两个火，言是什么意思？言是首先大胆要求。

LiLiGang：Two fire，Speech is what mean？Speech is the first bold requirement。

　　刘博：是。

LiuBo：is。

　　李力刚：要求完之后，你不同意，后来你就火了，这叫谈判，属于僵持阶段；第二把火是僵局了，所以这个时候我再判，判是什么意思？我在判这个火是真的还是假的，一个是假火的话，好，我继续要求，要是真火了，我喊停了，怎么办？我拿一把刀，切成两半，这半归你，那半归我。从判这个字也可以理解为半刀，对，就是这半归你，那半归我。

LiLiGang：Requirements after，Don't you agree，Then you'll fire，This call negotiations，Belong to a stalemate；The second fire is the deadlock，So this time I found again，Found: what do you mean？I found this fire is true or false，One is a false fire words，good，I continue to ask，If true fire，I yell stopped，do？Me a knife，Cut into two and a half，This half to you，The half to me。From the judge the word can also understand for half a knife，to，Is this half return to you，The half to me。

　　张文强：这很有意思。

ZhangWenJiang：This is very interesting。

　　李力刚：其实这两个字本身写法跟谈判两个字，就是太精确了。

LiLiGang：In fact the two words of writing itself with negotiations two words，Is the accurate。

　　刘博：没错，所以谈判就是一个妥协的过程，就是你进我退，我退你进。

LiuBo：That's right，So negotiations is the process of a compromise，Is you into my back，I back you into。

　　张文强：当我不能进的时候，这也僵住了。

ZhangWenJiang：When I can't get into the time，It also froze。

　　李力刚：我说的更形象一点，其实我和刘总两个人都想合作，但是非要拿着，如果不拿着我就输了，所以拿着站得远一点，后来我发现他开始追我的时候，其实我也蛮注意你的，后来开始慢慢接近，就是说张老师你让开一点，其实我们两个已有合作了。

LiLiGang：I said a little more image，In fact I and liu2 zong3 both want to cooperation，But don't want to take，If you don't take I will lose，So took the stand a bit further，Later I found out he started chasing me，Actually I also pretty is pay attention to your，Then began to close，Is teacher zhang you get out of the way a little，In fact the two of us have the cooperation。

　　张文强：我不是在想你跟刘老师，是不是你和你爱人就是这样过来的？

ZhangWenJiang：I'm not think you with ms liu，Did you and your lover is so over？

　　李力刚：其实是这样，就像你年轻的时候喜欢一个美女，其实我发现她根本不睬我。

LiLiGang：In fact it is，Just like when you were younger like a beauty，Actually, I found that she didn't even look at me。

　　刘博：越不睬，你越。

LiuBo：Would not even look at the，The more you。

　　李力刚：对，越不睬我，我越睬她，我睬她的时候她老不睬我，后来我就装酷哥了，我也不睬你。

LiLiGang：to，Everyone passes me by the，The more I softened her，I even look at her old she would not even look at me，Then I will put the since the cool，I don't even look at you。

　　张文强：就是拒绝谈判。

ZhangWenJiang：Is refused to negotiate。

　　李力刚：后来她开始说，其实。

LiLiGang：Then she started to speak，In fact。

　　刘博：我一直关注你。

LiuBo：I always pay attention to you。

　　李力刚：对，其实还蛮喜欢我的，就抱在了一起，最后就结婚了。

LiLiGang：to，In fact also like me，Just hold together，Finally get married。

　　张文强：还有这么一段故事，所以李老师他不理别人的时候，实际上是有想法的。

ZhangWenJiang：There is such a story，So Mr Li he ignored people，Is actually has idea。

　　李力刚：其实你看普京拿捏美国的关系。

LiLiGang：In fact you see Mr Putin take hold of U.S. relations。

　　刘博：非常好。

LiuBo：Is very good。

　　李力刚：我觉得他比那个谁，因为可能是奥巴马的年纪更轻一些，普京把这个关系拿捏的很准，告诉你我偏要，你说开20国集团会议我就不来，我偏偏就不来这边。

LiLiGang：I think he who than that one，Because may be Mr Obama's age some more light，Mr Putin the relationship of its very accurate，Tell you I must needs，You said the group of 20 meeting I shall not come，I just won't come here。

　　张文强：是，在很多国际大事上，很多情况就不来。

ZhangWenJiang：is，In many international much，A lot of circumstances shall not come。

　　李力刚：我知道你也很强势，但我就不睬你，先拉开距离然后有了谈判的余地的时候，好，你要谈的，好的，可以试一下，你过来。

LiLiGang：I know you are very strong，But I will not even look at you，Distance first and then the room for negotiation when，good，Do you want to talk about，good，Can try，You come。

　　张文强：是，他也争取了主动，增加了自己的势力。

ZhangWenJiang：is，He also strive for active，Increased their forces。

　　李力刚：但是在南奥塞梯战争的时候，那天晚上是奥运会现场，当时法国总统，就是刚刚卸任的萨科奇说，萨科齐说你们等我一晚上，让我去协调一下，结果普京不给他一晚上，不干了，就他这个现象，我们就说这个谈判里他处处把握主动权，他不跟你谈。

LiLiGang：But in south ossetia's war，That evening is one of the Olympic Games at the scene，When the French President，Is just outgoing sarkozy said，Mr Sarkozy says you wait one night，Let me go to the coordination，Results Mr Putin don't give him a night，quit，He this phenomenon，We said the negotiations in his grasp the initiative，He doesn't talk to you。

　　张文强：对，您能不能也举出一些最后不谈的例子？就是在咱们这个商务也好或者。

ZhangWenJiang：to，Can you cite some examples of the last not to talk？This is in our business or or。

　　刘博：其实商务谈判中不谈是一个常用的方法。

LiuBo：In fact business negotiations don't talk about is a commonly used method。

　　张文强：经常是拖。

ZhangWenJiang：Is often drag。

　　刘博：或者是拖，不谈首先是这样的，因为刚才讲谈判，实际上判断是非常重要的，当我信息不足够，我认为我上台谈判可能会影响我的势的时候，我可能会说对不起，这个事我们现在不谈，其实这个事情还是讲势的问题，就像我们聊的邓小平是一个伟人，其实邓小平在很多国际大事上他是不谈的，搁置争议，共同开发，香港问题，台海问题，就是因为邓小平先生在世的时候中国还不够强。

LiuBo：Or drag，Don't talk about the first is such，Because just speak negotiations，In fact judgment is very important，When I don't have enough information，I think I onstage negotiations may affect my potential time，I would say I'm sorry，The things we don't talk about，Actually this things or tell potential problems，As we chat of deng xiaoping is a great man，In fact deng xiaoping in many international events on him is not talk about，Shelve disputes，Common development，On the question of Hong Kong，Taiwan problem，Is because Mr. Deng xiaoping in the days of China also is not good enough。

　　张文强：他觉得条件还不成熟。

ZhangWenJiang：He felt condition not to be mature。

　　刘博：条件不成熟。

LiuBo：Conditions are ripe。

　　李力刚：所以他找了一个理由，可是我们可没有这个智慧。

LiLiGang：So he found a reason，But we don't have the wisdom。

　　刘博：没错，我们这没有，我们下一代人吧。

LiuBo：That's right，We haven't，We want the next generation。

　　张文强：实际上这是谈判的最高智慧。

ZhangWenJiang：In fact this is the highest wisdom negotiations。

　　刘博：这是谈判的最高智慧，就像我刚才讲的你信息了解的不够，然后你工作没有做到家，这是一种不谈；另外一种是倒过来的，比如我跟李老师谈，其实我完全知道他心里想的是什么，我通过各种方式。

LiuBo：This is the highest wisdom negotiations，As I've told you know enough information，Then you work without do home，This is a kind of not to talk；Another is the other way round，For example, I talk with Mr Li，Actually I know full well what he was thinking??????，I through various ways。

　　张文强：信息足够了。

ZhangWenJiang：Information enough。

　　刘博：信息足够，我有足够的把握，我不谈，他会来找我。

LiuBo：Information enough，I have enough grasp，I don't talk about，He will come to me。

　　张文强：就是我不谈，你会来找我谈。

ZhangWenJiang：Is I don't talk about，Will you come to talk to me。

　　刘博：我就抻着，等你来。你想想看，谈判实际上就是这样，当你去别人家门的时候，你自己就矮三分了。

LiuBo：I was due to the，Waiting for you to。You think，Negotiation is actually such，When you go to others when the house，You short three points。

　　张文强：确实是这样。

ZhangWenJiang：Is really such。

　　李力刚：所以在谈判里我们总结着急的人是弱者。

LiLiGang：So in negotiations we summarize worry is the weak。

　　刘博：没错，所以我也有跟他的这个很相似的说法，这个还不光是谈判，在工作中也是这样的。

LiuBo：That's right，So I have told him this is very similar to the statement，This also is not only talks，In the work is also such。

　　李力刚：生活中也一样。

LiLiGang：Also in life。

　　刘博：叫做有人着急的时候别着急。

LiuBo：Someone called it don't worry。

　　张文强：因为着急的是弱者。

ZhangWenJiang：Because of worry is the weak。

　　刘博：然后还有半句话，大家都不着急的时候你别不着急。

LiuBo：And then there are half sentence，Everyone don't worry when you don't try so hard。

　　张文强：这是个境界。

ZhangWenJiang：This is a state。

　　李力刚：我觉得这句话有意思。

LiLiGang：I think this sentence interesting。

　　张文强：因为在谈判的时候也是可以的。

ZhangWenJiang：Because in the negotiations is also possible。

　　刘博：就是这样。

LiuBo：Is such。

　　李力刚：就是夫妻之间吵架以后，如果双方本来吵得很凶，结果突然一方站起来说对不起，对方却说才知道啊，输掉了，最后她反而变本加厉，怎么办？所以反而冷战，冷战就是我了解清楚，我揣摩到你的真实意图再谈，可以更好。

LiLiGang：After a quarrel between husband and wife is，If the parties have noisy very fierce，Results all of a sudden a party stand up and say sorry，The other said just know，lost，At last she instead be further intensified，do？So instead of the cold war，The cold war is I know clearly，I consider to your real intention to discuss，Can better。

　　刘博：比如你经常看一些体育比赛，篮球也好、足球也好、围棋也好，还不光是暂停的问题，也就是说你会发现每一个、每一方实际上都有自己的节奏，最惨的事情是跟着别人的节奏走。

LiuBo：For instance you often see some sports，Basketball or、Football or、Go or，Also is not only the problem of suspension，So you will find each、Each party in fact have their own rhythm，The worst thing is to follow the rhythm of the others go。

　　张文强：对，那就让别人带走了。

ZhangWenJiang：to，Let others away。

　　刘博：对，所以当你发现你被别人的节奏带着走的时候，这个时候你要停下来，因为你跟着别人的节奏就等于你陷于被动。

LiuBo：to，So when you find you are others take the rhythm of time，This time you have to stop，Because you follow the rhythm of others is equal to you in passive。

　　张文强：对，你就不能再继续谈下去了，需要暂停，然后我们调整完之后再找到自己的节奏，然后继续。

ZhangWenJiang：to，You cannot again continue discussion，To need to suspend the，Then we after adjustment to find their own rhythm，Then continue to。

　　李力刚：我们应该在理论上解释一下是什么意思，其实人与人之间是两个能量体，他的波形是这样的，你的波形是这样的，后来你的波就被他带掉了，你失去了自我，相当于人家成为地球，你成为一个月亮。

LiLiGang：We should in theory to explain what meaning be，In fact is between two energy body，His waveform is such，Your waveform is such，Then you wave was he took off，You lost self，Equivalent to the somebody else to become the earth，You become a moon。

　　张文强：是，你变成他的附属了。

ZhangWenJiang：is，You into his attached the。

　　李力刚：这是必须要喊停的。

LiLiGang：It must want to shout stop。

　　张文强：没错，所以今天我们今天谈的话题确实很有意思，然后大家也通过谈判最高境界的分析可以得到很多结论，其实还有很多东西需要学习，因为你要达到不谈而谈的境界有很多的准备功课要做。

ZhangWenJiang：That's right，So today we talk about today's topic is really interesting，Then everyone also through the negotiation highest state analysis, we can get many conclusions，In fact have a lot to learn，Because you don't talk to about the border have a lot of preparation of homework to do。

　　刘博：这个功课是必须的，就是说你随时随地。所以你刚才讲了一个例子，我突然也想起一个有意思例子，可能不是跟谈判，但是是间接谈判——投标，投标是一种很有意思的过程。

LiuBo：The lesson is a must，To say you anytime and anywhere。So you just told a example，I suddenly remembered an interesting example，May not with the negotiations，But is indirect negotiations - tender，Bidding is a kind of very interesting process。

　　李力刚：不谈判的谈判。

LiLiGang：Don't negotiate negotiations。

　　刘博：不谈判的谈判，我曾经做过一个项目，前面就不说了，到最后投标很简单，就是看谁的价钱。

LiuBo：Don't negotiate negotiations，I have done a project，Front won't say it，To the last bid is very simple，Who is watching the price。

　　李力刚：我只要你出牌，我一张牌也不出。

LiLiGang：I only want you out of the brand，I have a brand is not out。

　　刘博：最后看价钱，但是你要知道投标的时候摸索到对方的价钱，那是一件很难的事，但是如果你摸不到就会很难谈的。这里有两个，一个是所谓的标的，它挣多少钱；第二个就是你的主要竞争对手出的价，可能做过这么一个项目，很好玩，就是到最后一个晚上我们必须决定，然后当时我给我的团队讲了一句话，我们这次投标的价格要求比我们的竞争对手低25%，而只有这样我们才能赢。然后他们怎么保证，因为他不知道，但是不是什么事情都是有章可循。

LiuBo：Finally see the price，But you should know when to bid for the price of each other，It is a hard thing，But if you feel less than will be difficult to talk about。There are two，One is the so-called mark，How much money it；The second is your main competitors bid，Have done such a project，fun，Is to the last night we have to decide，And then when I give my team speak a word，We the bidding price requirements than our competitors low 25%，And only in this way can we win。Then how do they guarantee，Because he didn't know，But not everything is to have zhang ke follow。

　　我讲一件事情，我说你们把竞争对手过去三年的投标的报价拿来做分析，因为最后这个价钱一定要公开。

I speak a thing，I say that you put the competitors in the past three years of tender offer used to analysis，Because this last price must be open。

　　张文强：比如临时是来不及。

ZhangWenJiang：Such as temporary is too late。

　　刘博：不可能，所以把过去三年他们的投标价格拿出来，就这个产品做一个分析，然后根据今天这个项目的形式，他们可能会报多少给一个判断。结果第二天早上标投出去了，结果一开标我比他低25%。

LiuBo：Can't，So the past three years their bid price out，Will this product do a analysis，Then according to the form of today this project，They might report how many to give a judgment。Results the second day morning scale cast out，Results a bid opening me more than his low of 25%。

　　李力刚：我的天啊。

LiLiGang：My goodness。

　　刘博：一点都没有差。

LiuBo：NO difference at all。

　　李力刚：这是功课做的特别好。

LiLiGang：This is a lesson do very well。

　　刘博：这就是功课做到家了。

LiuBo：This is the lessons do home。

　　张文强：所以很多人看似谈判好像就是几分钟的事，但实际上之前可能下了很长时间。

ZhangWenJiang：So a lot of people seem to like negotiations in just a matter of minutes，But in fact may before the very long time。

　　李力刚：你看在历史上，无论是商鞅还是范雎这两个人去找工作的时候，最开始不顺利，为啥？工作不到位，尤其是苏秦、张仪，就是头悬梁，锥刺骨这个人，前面有很多人都不成功，因为功课严重不到位，瞎忽悠别人的，后来一旦钻研好多年之后终于成就了，功课到位了。为什么诸葛亮在四川待很多年？他其实就是在做准备。

LiLiGang：You see in history，Whether or FanJu what these two people to find work，The beginning not smooth，why？Work does not reach the designated position，Especially shu qin、ZhangYi，Is the head hang beam，Cone nip this man，In front of a lot of people do not success，For homework seriously does not reach the designated position，Blind flicker of others，Later, once the study for many years before finally done，Lessons in place the。Why zhuge liang in sichuan for many years？He is actually doing preparation。

　　张文强：在做积累。

ZhangWenJiang：Doing accumulation。

　　李力刚：在做自己的功课。

LiLiGang：Doing his homework。

　　张文强：其实我们跟大家探讨的今天的这个话题，我觉得非常重要，也作为我们商务谈判的开篇，但实际上跟大家说，我们希望最终大家能够达到一个不战而屈人之兵，不谈判而谈判的境界，还需要做很多功课。

ZhangWenJiang：In fact, we discuss with you of today's this topic，I think that is very important，As we start business negotiations，But in fact tell everyone，We hope that the end we can achieve a to defeat the enemy without combat，Don't negotiate and the border of the negotiations，Need to do a lot of homework。

　　李力刚：我还是想把这个话题拉回到拒绝谈判的话题，它的核心和最高境界是不是这样？刘总为什么在很多企业里做高管，现在又做投资？为什么老板们都那么相信他？那是因为他给了别人相信。

LiLiGang：I'd like to this topic back to the topic of refusal to negotiate，Its core and the highest state is not the way？Liu2 zong3 why in many enterprise executives do，NOw and investment？Why do the bosses are so believe him？That's because he gave others believe that。

　　张文强：相信的依据。

ZhangWenJiang：Believe that the basis of。

　　李力刚：就是让别人去相信，所以在今天，因为我们这个大学时代，我也不知道，因为我是90年代上大学的，初期的时候，学校里充斥了很多话，就是人不为己，天诛地灭啊；人为财死，鸟为食亡，都是赤裸裸的，就是我非要怎么杀掉你，你怎么干掉我，其实谈判里面，就像你说的那样，商场不是战场。

LiLiGang：Is let others to believe，So in today，Because our university age，I don't know，Because I am a 90 s university，Initial time，Schools are filled with a lot of words，Is everyone for himself，The devil takes the hindmost. Ah；Human wealth death，Avarice is，Are naked，How is I have to kill you，How do you kill me，In fact in negotiations，As you say so，Market is not a battlefield。

　　张文强：对，就是商场当中没有敌人。

ZhangWenJiang：to，Is the market there is no enemy。

　　李力刚：没错，我觉得刘老师肯定更有发言权。

LiLiGang：That's right，I feel sure liu more have a say。

　　刘博：其实我觉得商场有时候更像情场。

LiuBo：In fact I think market sometimes more like love。

　　张文强：这是咱们下期要谈的话题。

ZhangWenJiang：This is the next we are going to talk about the topic。

　　李力刚：像刘总一般跟多少人谈恋爱啊？

LiLiGang：Like liu2 zong3 general how many people fall in love with ah？

　　张文强：都能把敌人谈成为情人，我的天啊。

ZhangWenJiang：Can the enemy talk about be lovers，My goodness。

　　刘博：其实真的是这样，为什么我这样讲呢？实际上商场上更多的是跟别人的合作，而且我特别同意李老师的意见，就是商场实际上包括谈判，中国有一句非常老的话，要想取之必先予之，是give和 get，这个是价值交换，谈判是个价值交换的过程。

LiuBo：In fact this is really the case，Why do I say so？In fact the market more is the cooperation with others，And I especially agree with Mr Li opinion，Is the market actually including negotiations，China has a very old words，If you want to take the will to first，Is give and get，This is the exchange value，Negotiation is a value exchange process。

　　李力刚：说的更悬的一点，所有的生物都是奔着阳光生长的，阳光代表什么呢？就是所有的能量都是奔着能量而生长，太阳也是能量，但是我们为什么能喜欢阳光呢？是因为它给予。

LiLiGang：Speak more suspension point，All living things are run with the growth of the sun，Sunshine on behalf of what？Is all the energy is run with energy and growth，The sun is also energy，But why do we like the sun？Because it gives。

　　张文强：非常精彩。

ZhangWenJiang：Very wonderful。

　　李力刚：它给予。所以我能感觉到如果每个人都能成为太阳的道理，包括我们年龄越大的时候，为什么喜欢给予呢？这个能量的成长过程在。

LiLiGang：It gives。So I can feel that if everyone can be the word of the sun，Including our age when the greater，Why do you like to give？This energy in the growing process。

　　张文强：就是你给予的越多了。

ZhangWenJiang：Is the more you give the。

　　李力刚：就是在胚胎形成之期的时候，我们的能量是只吸收不排出的，所以它形成以后是吸收大于排出的，当然我们消耗的时候是排出大于吸收，死的时候是只排出不吸收，所以说一个人如果只懂得索取不给予的时候，代表他还处于胚胎时期。

LiLiGang：Is the embryonic form of the period，Our energy is not only absorb exhaust，So it formed later is to absorb more than exhaust，Of course we spend time is discharge is greater than the absorption，Death is a discharge not absorption，So if a man only know how to ask for not to give，Mean he is still in the embryonic period。

　　张文强：就是还不成熟。

ZhangWenJiang：Is still not mature。

　　李力刚：不成熟。

LiLiGang：NOt mature。

　　张文强：非常精彩。

ZhangWenJiang：Very wonderful。

　　李力刚：好像我在看乔•吉拉德的案例的时候，因为我原来不太喜欢成功学的东西，肯定是我们还不太懂事，我说我们可能在今天为止不是反对某个门派，我就听了乔•吉拉德很多故事，他是怎么做生意呢？

LiLiGang：As I look at Joe•Girard case time，Because I didn't really like success to learn things，Sure is that we are not too sensible，I said that we may be in today is not against a affiliation，I've listened to Joe•Gillard many stories，He is how to do business？

　　他专门找那些高级理发店理发，走的时候，比如理发一次要10块美金，他故意和理发师聊天，一边聊天一边理，理完之后给他25块美金，理发师当然很奇怪了，这个人怎么这么怪异呢！后来就说你是干啥的，他说我是卖汽车的，我给你20张名片，如果有人在你这理发的时候，你就把名片给他，他想买汽车就找我，我还可以给你提成，也可以给他便宜，他把全天下的人都发展成分销商，他一个都不是谈判对手。

He specifically looking for those advanced a barber for a haircut，go，For example a haircut a minor $10，He deliberately and the barber chat，Daniel while chatting，After Daniel gave him $25，The barber of course very strange，This person how so weird！Then he said you are of what，He said I was selling the car，I'll give you a 20 business CARDS，If someone in your hair this time，You put the card to give him，He wants to buy a car, just ask me，I can give you a commission，Can also give him cheap，He put the whole world had developed distributors，He is not a negotiation opponent。

　　张文强：是，就是把商场所有的客户都变成自己的朋友。

ZhangWenJiang：is，The mall is all customers into his own friends。

　　李力刚：就是刘总这个意见。

LiLiGang：Is liu2 zong3 this opinion。

　　张文强：对。

ZhangWenJiang：to。

　　刘博：包括竞争对手。

LiuBo：Including competitors。

　　张文强：是，没有敌人，只有朋友。

ZhangWenJiang：is，Have no enemies，Only friends。

　　张文强：非常好，我想今天咱们这个专题是非常有意思的，大家能够通过两位老师的精彩的讲解，大家理解了，其实谈判中我们有很多内容需要学。

ZhangWenJiang：Is very good，I think today we this project is very interesting，You can pass two teacher's wonderful explanation，We understand the，In fact negotiations we have a lot of content need to learn。

　　而且这里给大家揭示开了这个谈判的最高境界之后，我相信可能很多朋友就会知道自己离这个最高境界还有多长的距离。比如大家有必要继续关注我们的《商界非常道》，学习商务谈判的更多的技巧。

And here gives everybody reveals opened the talks after the highest level，I believe that maybe a lot of friends will know yourself from the highest state how long distance。Such as everyone is necessary to continue to focus on our《Business very way》，Learning business negotiation more skills。

　　好，我们在即将结束的时候请两位老师给我们总结一句话送给在座的朋友。

good，We near the end of the time please two teachers give us sum up a word to our friends。

　　刘博：李老师先来。

LiuBo：Miss li come first。

　　李力刚：其实我觉得谈判无论怎么谈，但是我觉得毛主席引用过一句名言，“得道者多助，失道者寡助”。道有两个道：一个是天道，一个是人道，天道是酬勤的，凡是想在商场上成功的人就必须要勤快；第二个是人道，人道翻译成一句话，就是一定要对别人有帮助。所以稻盛和夫在他的《活法》书里写了两句话，经营哲学其实就是天道酬勤，这样就是敬天，敬天就是天道；第二就是爱人，敬天爱人，把天道处理的很好，所以各位一定要借用道来壮我们的势，把我们变得更强大。

LiLiGang：In fact I think no matter how talks about，But I think that chairman MAO cited a famous saying，“Who feel more help，Lost speakers little help”。Word has two way：One is the heaven，One is a humanitarian，Heaven is the reward for frequently，Those who want to in business successful person must diligent；The second is humanitarian，Humanitarian translated into a word，Is must have the help to others。So DaoChengHeFu in his《life-style》The book wrote two words，Management philosophy is actually god reward those who work hard，This is the worship of the day，The worship of the day is heaven；The second is to love，And day lover，The heaven treatment is very good，So you must borrow way to strong our potential，We become more powerful。

　　张文强：感谢李老师，非常精彩。

ZhangWenJiang：Thank miss li，Very wonderful。

　　刘博：李老师是从道这个角度说的，我就从术这个角度说吧，实际上我认为说谈判，要想不谈或者成功获得最大的成功，其中的要点就是以最小的代价满足对手最核心的需求。

LiuBo：Miss li is from the perspective of the tao，I will say this Angle from the operation，In fact I think said negotiations，Don't talk about or success to obtain the maximum success，One of the points is with the minimum cost to meet the needs of the most core opponent。

　　张文强：最小的代价满足对手最核心的需求。

ZhangWenJiang：Minimum price to meet the needs of the most core opponent。

　　李力刚：这个也很好。

LiLiGang：This is also very good。

　　张文强：是，我觉得这也是谈判的一个最高境界。

ZhangWenJiang：is，I think this is one of the highest negotiations。

　　好的，我们这一期的《商界非常道》在这边就告一段落。思想智慧，商界传奇，《商界非常道》下期再见，感谢大家，感谢两位老师，谢谢。

good，We this period《Business very way》In this way will come to an end。Ideological wisdom，Business legend，《Business very way》Next good-bye，Thank you for，Thank two teachers，thank you。