｜ 推荐序：谈判是一种思考模式，而不是对话方式
“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.
《逆势谈判》这本书能帮你从全新的角度思考谈判的本质。由于全球化和专业化的加速，商业世界变得更加相互依存了，而这意味着在当今世界，没有一家企业是独立存在的。因此，谈判能力已经成为开展任何业务的关键。本书通过八个章节，帮助未来的谈判者打开了他们的思想，并以非常清楚和简明的方式，介绍了谈判的框架和精髓。业务关系的可持续性在未来将变得至关重要，你可能认为自己必须要赢得当下的谈判，但除非有一个策略，能确保双方达成“双赢”的结果，否则你就无法长期维持自己的业务。
如何处理你的情绪、如何拓展你的技能……这本优秀的书籍触及了商业活动中的很重要的空白之处。基于谈判的商业本质，所有人都应该意识到，在面对当下世界的不确定性时，谈判并非只有唯一的正确结果。
作者毕业于瑞典皇家理工学院，并一直将本校的校训——“科学与艺术”，视为从事谈判工作的座右铭。如果你愿意借鉴这一点，那么就应该意识到，谈判既是一门研究客观知识的科学，同时它也一门依赖于个人技能的艺术。这两方面都可以在后天习得，并通过努力不断得到提升，对此本书提供了很多说明性的例子作为补充。切记，“谈判是一种思考模式，而不是对话方式。”
我想给予这本杰出的书最高的评价，对于任何想要认真改善自己商业经营和职业生涯的人来说，这本书都是必需的。
—— 瑞典皇家理工学院前副校长拉蒙·维斯（Ramon A Wyss）