｜ 推薦序：談判是一種思考模式，而不是對話方式

“Win Less – Get More” brings to you the essential of negotiations from a new perspective. The interdependence of business – due to globalization and accelerating specialization implies that in today’s world, no business stands on its own. Hence, the skills of negotiations have become key for developing any business. Through eight chapters, the book opens the mind of the prospective negotiator. In a very clear and concise manner, the basics and more advanced features of negotiations are presented. Importance is given to the sustainability of your future business relations – you may think that you need to win your negotiation, but unless you have a strategy assuring a ‘win-win’ situation for both parties – you will not be able to maintain your business in the long run.

How to deal with your emotional settings and how to develop your skills Those aspects and many more are covered by this excellent book, filling an essential gap in for business life. In particular, the uncertainness of the world business life that is at the foundation of every negotiation. There is no single or correct outcome – one has to access. The author introduces the concept of his Alma Mater, ‘Science and Art’ – as a motto for negotiation. It is a science when you opt for that approach, but it also relies on your personal skills – your art, and both can be acquired and developed. The book is complemented with illustrative examples. ‘Negotiations is a way of thinking, not talking.’ I want to give the best remarks to this outstanding book – a must for anyone who is serious about improving her/his business career.

《逆勢談判》這本書能幫你從全新的角度思考談判的本質。由于全球化和專業化的加速，商業世界變得更加相互依存了，而這意味著在當今世界，沒有一家企業是獨立存在的。因此，談判能力已經成為開展任何業務的關鍵。本書通過八個章節，幫助未來的談判者打開了他們的思想，并以非常清楚和簡明的方式，介紹了談判的框架和精髓。業務關系的可持續性在未來將變得至關重要，你可能認為自己必須要贏得當下的談判，但除非有一個策略，能確保雙方達成“雙贏”的結果，否則你就無法長期維持自己的業務。

如何處理你的情緒、如何拓展你的技能……這本優秀的書籍觸及了商業活動中的很重要的空白之處。基于談判的商業本質，所有人都應該意識到，在面對當下世界的不確定性時，談判并非只有唯一的正確結果。

作者畢業于瑞典皇家理工學院，并一直將本校的校訓——“科學與藝術”，視為從事談判工作的座右銘。如果你愿意借鑒這一點，那么就應該意識到，談判既是一門研究客觀知識的科學，同時它也一門依賴于個人技能的藝術。這兩方面都可以在后天習得，并通過努力不斷得到提升，對此本書提供了很多說明性的例子作為補充。切記，“談判是一種思考模式，而不是對話方式。”

我想給予這本杰出的書最高的評價，對于任何想要認真改善自己商業經營和職業生涯的人來說，這本書都是必需的。

—— 瑞典皇家理工學院前副校長拉蒙·維斯（Ramon A Wyss）