Question

路过的英语高手帮我翻译一下这篇文字,我知道有点长,先谢谢了!

僵局使谈判双方陷入一筹莫展的境地。它影响谈判效率，挫伤谈判人员的自尊心。因此，应尽力避免在谈判中出现僵局。在僵局已经形成的情况下，一般应采取以下对策来缓和双方的对立情绪，使谈判出现新的转机。
第一，应抛弃旧的传统观念，正确认识谈判中的僵局。许多谈判人员把僵局视为失败的概念，企图竭力避免它，在这种思想指导下，不是采取积极的措施避免，而是消极躲避。在谈判开始之前，就祈祷能顺利地与对方达成协议，完成交易，别出意外麻烦。特别是当他负有与对方签约的使命时，这种心情就更为迫切。这样一来，为避免出现僵局，就事事处处迁就对方，一旦陷入僵局，就会很快地失去信心和耐心，甚至怀疑起自己的判断力，对预先制定的计划方案也产生了动摇，还有的人后悔当初如何如何 …… 。这种思想阻碍了谈判人员更好地运用谈判策略，事事处处迁就的结果，就是达成一个对己不利的协议。
应该看到，僵局出现对双方都不利。如果能正确认识，恰当处理，会变不利为有利。我们不赞成那种把僵局视为一种策略，运用胁迫对手妥协的办法，但也不能一味地妥协退让，这样，不但僵局避免不了，还会使自己十分被动。只要具备勇气和耐心，在保全对方面子的前提下，灵活运用各种策略、技巧，僵局就不是攻克不了的堡垒。
第二，避重就轻。转移视线也不失为一个有效方法。有时谈判所以出现僵局，是僵持在某个问题上。这时，可以把这个问题避开，磋商其他条款。例如，双方在价格条款上互不相让，僵持不下，可以把这一问题暂时抛在一边，洽谈交货日期、付款方式、运输、保险等条款。如果在这些问题处理上，双方都比较满意，就可能坚定了解决问题的信心。如果一方特别满意，很可能对价格条款做出适当让步。
第三，运用休会策略。谈判出现僵局，双方情绪都比较激动、紧张，会谈一时也难以继续进行。这时，提出休会是一个较好的缓和办法，东道主可征得客人的同意，宣布休会。双方可借休会时机冷静下来，仔细考虑争议的问题，也可以召集各自谈判小组成员，集思广议，商量具体的解决办法。
第四，改变谈判环境。即使是做了很大努力，采取了许多办法、措施，谈判僵局还是难以打破，这时，可以考虑改变一下谈判环境。
经验表明，双方推心置腹的诚恳交谈对缓和僵局也十分有效。如强调双方成功合作的重要性、双方之间的共同利益、以往合作的愉快经历、友好的交住等等，以促进对方态度的转化。在必要时，双方会谈的负责人也可以单独磋商。
第五，利用调节人。当出现了比较严重的僵持局面时，彼此间的感情可能都受到了伤害。因此，即使一方提出缓和建议，另一方在感情上也难以接受。在这种情况下，最好寻找一个双方都能够接受的中间人作为调节人或仲裁人。
第六，调整谈判人员。当谈判僵持的双方己产生对立情绪，并不可调和时，可考虑更换谈判人员，或者请地位较高的人出面，协商谈判问题。
双方谈判人员如果互相产生成见，特别是主要谈判人员，那么，会谈就会很难继续进行下去。即使是改变谈判场所，或采取其他缓和措施，也难以从根本上解决问题。形成这种局面的主要原因，是由于在谈判中不能很好地区别对待人与问题，由对问题的分歧发展为双方个人之间的矛盾。当然，也不能忽视不同文化背景下，人们不同的价值观念的影响。
在有些情况下，如协谈的大部分条款都已商定，却因一两个关键问题尚未解决而无法签订合同。这时，我方也可由地位较高的负责人出面谈判，表示对僵持问题的关心和重视。同时，这也是向对方施加一定的心理压力，迫使对方放弃原先较高的要求，做出一些妥协，以利协议的达成。

Answer 1

Deadlock in the negotiations the two sides into a totally unable to deal with the situation. It affects the efficiency of talks, negotiators contusion of the self-esteem. Therefore, every effort should be made to avoid an impasse in the negotiations. In the impasse has taken shape, the general should take the following measures to ease the antagonism between the two sides so that negotiations on a new turn for the better.
First, it should discard the old traditional concepts, a correct understanding of the impasse in the negotiations. Many negotiators to the impasse as a failure of the concept in an attempt to avoid it, in which, under the guidance of thinking, rather than take active measures to avoid, but to avoid negative. Before the talks started, to pray with each other smoothly reached an agreement to complete the transaction, do not trouble the accident. Especially when he has a contract with the other side of the mission, the mood is even more urgent. As a result, in order to avoid a deadlock, everything has always given way to the other side, once an impasse, it will quickly lose confidence and patience, and even doubts about their own sense, the plan worked out in advance also had a shake, Some regretted how ... .... This line of thinking has hindered the negotiators make better use of negotiation strategy, everything has always given way to the outcome of that has to reach a bad agreement.
It should be noted that the impasse between the two sides appear as a whole. If you can correctly understand and handle properly, will become beneficial to the disadvantaged. We do not agree that the impasse as a strategy for the use of coercion against a compromise solution, but it can not give way to compromise, so that not only can not avoid the deadlock, but also their very passive. As long as have the courage and patience in the face of the preservation of the other party under the premise of flexibility in the use of a variety of tactics, techniques, can not overcome the impasse is not the fortress.
Secondly, the easy way out. To divert people's attention may well be an effective way. So sometimes the negotiations impasse, is in a stalemate on the issue. At this time, can avoid this problem, other provisions of the consultations. For example, both in terms of price, refused to give ground, the stalemate could be the issue aside for the time being, to discuss the date of delivery, payment, transport and insurance provisions. If you deal with these issues, the two sides are satisfied with the firm could solve the problem of confidence. If one particular satisfaction, it is possible to make adequate provisions for price concessions.
Third, the use of the adjournment of the strategy. The impasse in the negotiations, both sides are feeling a bit emotional tension, it is difficult at the talks to continue. At this time, adjournment is a good way to ease, with the consent of the host country can agree to the guests, adjourned the meeting. By the time the adjournment of the two sides to calm down and carefully consider the contentious issue may also be convened by the respective members of the negotiating team, brainstorming, to discuss concrete solutions.
Fourth, changes in environmental negotiations. Even so very hard to take a lot of ways, is still difficult to break the deadlock in negotiations, this time, the negotiations could be considered a change environment.
Experience has shown that the two sides sincere heart-to-heart talk on easing the deadlock is also very effective. If the two sides stressed the importance of successful cooperation between the two sides of the common interests of the pleasure experienced in the past Cooperation and friendly cross-lived, and so on in order to promote the transformation of attitude toward each other. Where necessary, the person in charge of the talks the two sides can separate consultations.
Fifth, the regulation of the use of people. When there have been more serious impasse, the mutual feelings might have been hurt. As a result, even if the party put forward proposals to ease the other side it is difficult to accept emotionally. In this case, it is best to find a mutually acceptable mediator or arbitrator as a regulator.
Sixth, the adjustment of the negotiators. When the negotiation stalemate between the two sides have been emotional, not adjustable and may consider replacing the negotiations, or higher status, please come forward, the issue of consultations and negotiations.
If the negotiators, the two sides have a mutual prejudices, in particular, the main negotiators, then the talks will be very difficult to continue. Even if the negotiations is to change the venue, or take other measures to ease, it is difficult to fundamentally solve the problem. The formation of the situation on the ground that the negotiations can not be in a good and the problem of discrimination by the issue of differences for the development of personal conflicts between the two sides. Of course, also can not ignore the context of different cultures, people of different values.
In some cases, such as the negotiations have agreed on most of the provisions, because of one or two key unresolved issues can not be entered into the contract. At this time, we have a higher status by the person in charge of negotiations, said the stalemate on the issue of care and attention. At the same time, this is the other side to exert a certain degree of psychological pressure on the other side had to give up higher requirements to make some compromise so as to facilitate agreement.

Answer 2

The viability of the negotiations both sides high position. It affect the negotiations, the efficiency of trauma negotiators self-esteem. Therefore, we should try to avoid gridlock in the negotiations. In a standoff has been formed under the condition of the following measures should be taken, usually to defuse the antagonism, make the talks, new turn.

First, should abandon the old traditions, the correct understanding of the negotiations impasse. Many of the negotiations impasse as a failure of the concept, to avoid it, in the attempt to this guidance, not take active measures to avoid, but negative. In negotiations began to pray before they can be successfully completed, and other trade agreement, don't accident trouble. Especially when he signed with each other, the mood of the mission is more urgent. Thus, in order to avoid gridlock, everything is appeased other, once the stalled, will quickly lose confidence and patience, even doubt on his judgment, to advance the plan for the shake, and how the people regret. This thought hindered negotiators better use the negotiation strategy, everything is everywhere patronisingly results in a protocol.
Should see on both sides, the deadlock. If you can correct understanding and proper handling, will change as adverse. We don't agree that the deadlock as a strategy, using stress compromise, but the opponent is not blindly, not only such, compromise cannot avoid deadlock, still can make oneself very passive. Just have patience and courage in the face of each other, under the premise of preservation and flexibly apply various strategies and skills, not conquer impasse is not the fort.
Second, the trivial. Transfer line is a effective method. Sometimes talks so gridlock, is deadlocked on a problem. At this time, can avoid the problem of other terms, consultations. For example, both in price terms, eyeball over deadlocked, can take this one problem, temporarily behind delivery, payment terms, shipping, insurance, etc. If these problems on processing, both sides is satisfied, can solve the problem of the firm faith. If the party, it is possible to special satisfaction price terms appropriate concessions.
Third, use recess strategy. Negotiations between gridlock, emotions are excited and nervous, and also to continue talks. Then, put forward a good adjourned to ease the hosts can obtain consent, announced the adjournment guests. Both sides can borrow recess time to calm down, think carefully about the dispute, also can call their negotiating team members that wide discussion, to discuss specific solutions.
Fourth, change negotiation environment. Even made a great effort to adopt the many ways and measures to break deadlock, negotiation or, at this moment, can consider to change negotiation environment.
Experience shows that both sides to ease the sincere heart to stalemate also very effective. If the importance of both emphasize successful cooperation between the parties, the common interests of the past, the pleasant experience, friendly cooperation of other lives, etc, in order to promote the transformation attitude. When necessary, the talks between the two sides can separate charge.
Fifth, using adjustment. When there is a serious standoff, between the feelings may be hurt. Therefore, even if one party, the other party in easing advice to accept and emotionally. In this case, the best looking for an acceptable to both sides of the intermediary person or a referee.
Sixth, adjust the negotiator. When the negotiations both sides have produced the standoff between incompatible, and may, when considering changing negotiators, or the person with higher position please come forward, negotiating.
Negotiations between the two sides personnel, especially if the mutual prejudices, then, main negotiator talks will be difficult to carry on. Even change negotiations, or some other difficult to alleviate, also from the root of the problem. The main reason is due to the negotiations, can differentiate very well with the question of who, by the development of both problems between the individual differences of contradictions. Of course, also cannot ignore under different cultural background, people of different values.
In some cases, like most of the consultation, but has agreed terms for one or two key unsolved problems and unable to sign the contract. At this time, we can also be responsible by high status, expressed concern and standoff. At the same time, it is also to put some psychological pressure, the force of high requirements, abandon originally made some compromises, eli agreement.
(仅供参考)

Answer 3

The viability of the negotiations both sides high position. It affect the negotiations, the efficiency of trauma negotiators self-esteem. Therefore, we should try to avoid gridlock in the negotiations. In a standoff has been formed under the condition of the following measures should be taken, usually to defuse the antagonism, make the talks, new turn.
First, should abandon the old traditions, the correct understanding of the negotiations impasse. Many of the negotiations impasse as a failure of the concept, to avoid it, in the attempt to this guidance, not take active measures to avoid, but negative. In negotiations began to pray before they can be successfully completed, and other trade agreement, don't accident trouble. Especially when he signed with each other, the mood of the mission is more urgent. Thus, in order to avoid gridlock, everything is appeased other, once the stalled, will quickly lose confidence and patience, even doubt on his judgment, to advance the plan for the shake, and how the people regret. This thought hindered negotiators better use the negotiation strategy, everything is everywhere patronisingly results in a protocol.
Should see on both sides, the deadlock. If you can correct understanding and proper handling, will change as adverse. We don't agree that the deadlock as a strategy, using stress compromise, but the opponent is not blindly, not only such, compromise cannot avoid deadlock, still can make oneself very passive. Just have patience and courage in the face of each other, under the premise of preservation and flexibly apply various strategies and skills, not conquer impasse is not the fort.
Second, the trivial. Transfer line is a effective method. Sometimes talks so gridlock, is deadlocked on a problem. At this time, can avoid the problem of other terms, consultations. For example, both in price terms, eyeball over deadlocked, can take this one problem, temporarily behind delivery, payment terms, shipping, insurance, etc. If these problems on processing, both sides is satisfied, can solve the problem of the firm faith. If the party, it is possible to special satisfaction price terms appropriate concessions.
Third, use recess strategy. Negotiations between gridlock, emotions are excited and nervous, and also to continue talks. Then, put forward a good adjourned to ease the hosts can obtain consent, announced the adjournment guests. Both sides can borrow recess time to calm down, think carefully about the dispute, also can call their negotiating team members that wide discussion, to discuss specific solutions.
Fourth, change negotiation environment. Even made a great effort to adopt the many ways and measures to break deadlock, negotiation or, at this moment, can consider to change negotiation environment.
Experience shows that both sides to ease the sincere heart to stalemate also very effective. If the importance of both emphasize successful cooperation between the parties, the common interests of the past, the pleasant experience, friendly cooperation of other lives, etc, in order to promote the transformation attitude. When necessary, the talks between the two sides can separate charge.
Fifth, using adjustment. When there is a serious standoff, between the feelings may be hurt. Therefore, even if one party, the other party in easing advice to accept and emotionally. In this case, the best looking for an acceptable to both sides of the intermediary person or a referee.
Sixth, adjust the negotiator. When the negotiations both sides have produced the standoff between incompatible, and may, when considering changing negotiators, or the person with higher position please come forward, negotiating.
Negotiations between the two sides personnel, especially if the mutual prejudices, then, main negotiator talks will be difficult to carry on. Even change negotiations, or some other difficult to alleviate, also from the root of the problem. The main reason is due to the negotiations, can differentiate very well with the question of who, by the development of both problems between the individual differences of contradictions. Of course, also cannot ignore under different cultural background, people of different values.
In some cases, like most of the consultation, but has agreed terms for one or two key unsolved problems and unable to sign the contract. At this time, we can also be responsible by high status, expressed concern and standoff. At the same time, it is also to put some psychological pressure, the force of high requirements, abandon originally made some compromises, eli agreement.

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