So where do you start? Well, good preparation begins with learning about the other party.
You want to understand their style, personality, and the way their groups work. And you also want to understand their negotiating position.
What exactly do we mean by “Style”?
No, this isn't whether they dress conservatively or casually, this is about how they negotiate. Are they formal or informal?
Are they analytical or emotional? Are they aggressive or passive?
Knowing these things will help you tailor your response and approach.
For example, if you walk into a negotiation and open with informal and slightly aggressive approach, but the other party is accustomed to more formal and rational negotiations, you may put them off.
譯文：
那麼我們從哪開始呢？好的準備工作從學習對方開始。
你想知道他們的風格，個性以及他們團隊工作的方式。同時你也想知道他們談判的立場。
我們說的“風格”指的是什麼？不，這不是說他們穿的保守還是隨便，這是說他們是怎麼談判的。
他們正式或是不正式？他們重分析還是重情感？他們是侵略性的還是被動的？知道了這些之後，就可以幫助你制定你的回答方式和方法。
比如說，如果你在開始的時候使用了不正式的和有點兒侵略性的方法，那麼對於習慣了更加正式和有理數的談判對手來說，就顯得有些怠慢了。