管理员
- 注册时间
- 2002-2-12
- 最后登录
- 2024-11-21
- 生日
- 1979 年
- 居住地
- 广东 广州市
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正在津津有味地看一本有关谈判技巧的书,看到这么一段:烟斗原来是『push your pause button』,或打破僵局、闷局,或使自己暂时远离一下情绪的影响,或争取时间思考对应策略的好工具:
... Quickly, I noticed how cautious he was to answer questions to which my mom would give a quick yes. Very often, when I made a request, he would ask a few questions. (I now recognize that he was merely preparing himself because I was a new commodity for him.) If he still was not ready to answer, he would light his pipe!
He would ceremoniously tamp the tobacco in the pipe, ritualistically light it with a long wooden match, and then draw deeply, holding his breath for what seemed like a eternity, before slowly exhaling the thin blue smoke into the silent, anticipatory space. Occasionally, he would go through all the motions again, though I was sure the pipe was lit.
What ever followed seemed like wisdom redefined. How clever! The wisdom was not so much in the decision that he announced but in my uncle's comfortable and not-so-obvious pushing of the pause button.
Buying even a little time to review and distance oneself from the negotiation is the critical difference between the master negotiator and the merely good negotiator.
又多一个理由抽烟斗了 |
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