慑于压力

Copied from www.ayeconference.com

Negotiation：

Hard approach
soft approach
trade-off

Successful negotiations usually involve trade-offs among schedule, resources, and technial specification.

Nodoby was forced; nobody was manipulated. The negotiation stayed open and based on facts, not speculation or screaming or placating.

• You must feel that you can be honest without being taken advantage of.
• You must be confident that you understand the trade-offs on your own side of the business.
• You must have enough self-esteem to be able to say what you don't know.
• It also helps to know that agreements forged through manipulation will be weak and unreliable agreements.

In my experience, at least half of the problems developers have with customers are the result of poor negotiation - usually the result lack of skill and will to deal with various forms of conscious or unconscious manipulation by their negotiating partner.