什麼是 合同談判？ 無論是剛開始做生意還是達成交易的大人物，那些討論條款和談判利益的會議都會讓任何人大汗淋漓。
But it doesn’t have to be so tense! When both sides do their homework and understand what really matters, a win-win solution becomes possible.
👉 In this article, we’ll break down the nuts and bolts of 合同談判，並分享一些讓雙方都滿意的包裹的實用技巧。
目錄
提高參與度的技巧
什麼是合約談判？
合同談判 是兩方或多方討論、達成協議並最終確定協議條款的過程。
目標是透過談判過程達成雙方都能接受的合約。
合約談判的一些關鍵面向包括：
合約談判範例
您具體什麼時候需要談判合約？ 請參閱下面的這些範例👇
• 未來的僱員 正在與一家成長中的新創公司就錄用通知書進行談判。 她希望獲得公司股權作為薪酬的一部分，但該新創公司不願授予大量股權。
• 啟動 正在與一家大型供應商談判，以獲得更好的定價和付款條件來製造他們的新產品。 他們必須利用自己的成長潛力來獲得讓步。• 自由開發者 is negotiating a contract with a new client to build a custom website. She wants a high hourly rate but also understands the client’s budget constraints. Compromise may include deferred payment options.• 在工會談判期間， 教師 目標是透過增加的生活成本來獲得更高的工資，而學區希望在評估和班級規模方面有更大的靈活性。• 行政人員 在同意從一家被收購的中型公司辭職之前，正在就提高遣散費進行談判。 如果他的新職位在收購後一年內被取消，他希望得到保護。合約談判策略
Having a detailed strategy planned out will help you get the upper hand in the contract. Let’s go over the details here:
💡 另見： 6 個經過時間考驗的成功談判策略
#1. 了解你的底線
研究你的交易對手。 在談判開始之前了解他們的業務、先前的交易、優先事項、決策者和談判風格。
了解誰擁有最終決定權，並根據他們的優先事項調整您的方法，而不是假設一種方法適合所有人。
Thoroughly understand industry standards, the other party’s position, and your 最佳替代方案 （協商協議的最佳替代方案）。
While reviewing the opposing party’s stance, brainstorm all their potential demands or requests. Knowledge is power.
#2. 起草合約
製作您理想的合約版本作為起點。
Use clear, unambiguous language throughout. Avoid undefined terms, vague phrases, and subjective criteria that could lead to misinterpretation. You and use an expert’s help to prepare a concrete contract.
Include mandatory and discretionary terms distinctly. Label obligations as “must”, or “shall”, versus options stated as “may” to avoid confusion.
積極解決可預見的問題。 添加針對延誤、品質問題和終止等意外情況的保護條款，以避免未來發生糾紛。
仔細起草有助於準確捕捉談判內容，使各方滿意。
＃3。 談判
While negotiating with the opposite party, listen actively. Fully understand the other side’s needs, constraints, and priorities through asking questions.
From what you’ve listened, build rapport and find common ground and interests through respectful dialogue to get the relationship on a positive note.
Compromise wisely. Search for “expanding the pie” solutions through creative options vs. win-lose positioning.
重複重要的理解和任何商定的更改，以避免以後出現歧義。
在更大的問題上做出小小的讓步，以建立對更重要的人的善意。
Use objective standards. Cite market norms, past deals, and expert opinions to turn “wants” into “shoulds”, followed by proposing alternatives to stimulate creative discussions.
透過討論保持冷靜並專注於解決方案，以保持富有成效的氛圍。 特別避免人身攻擊。
＃4。 總結清楚
雙方達成協議後，務必口頭重複協議，以避免日後書面合約出現差異。
保留協議的詳細註釋，以減少任何誤解的可能性。
制定決策時間表，使談判保持重點並步入正軌。
透過仔細的規劃和合作策略，大多數合約都可以透過談判實現互惠互利。 雙贏是目標。
合約談判技巧
合約談判不僅涉及技術條款和專業知識，還需要人際溝通能力。 如果您希望合約談判過程輕鬆愉快，請記住以下黃金規則：
- Do your research – Understand industry standards, the other parties, and what’s truly important/negotiable.
- Know your BATNA (Best Alternative To Negotiated Agreement) – Have a walkaway position to leverage concessions.
- Separate the people from the problem – Keep negotiations objective and cordial without personal attacks.
- Communicate clearly – Listen actively and convey positions/interests persuasively without ambiguity.
- Compromise where reasonable – Make measured concessions strategically to get concessions in return.
- Look for “win-wins” – Find mutually beneficial trades vs. winner-take-all competition.
- Confirm verbally – Reiterate agreements clearly to avoid misinterpretation later on.
- Get it in writing – Reduce oral discussions/understandings to written drafts promptly.
- Control emotions – Stay calm, focused and in control of the discussion.
- Know your limits – Have bottom lines set in advance and don’t let emotions push past them.
- Build relationships – Develop trust and understanding for smoother negotiations in the future.
關鍵要點
合約談判並不總是對你有利，但透過適當和徹底的準備，你可以將充滿壓力的會議和皺著眉頭的臉變成持久的合作關係。
常見問題
合約談判的重點領域有哪些？
合約中通常協商的一些關鍵領域包括價格/付款條款、工作範圍、交付/完成時間表、品質標準、保固、責任和終止。
談判的 3C 是什麼？
The three main “C’s” of negotiation that are often referenced are Collaboration, Compromise and Communication.
談判的7個基本原則是什麼？
The 7 basics of negotiation: Know your BATNA (Best Alternative To Negotiated Agreement) – Understand interests, not just positions – Separate people from the problem – Focus on interests, not positions – Create value through expanding options – Insist on objective criteria – Leave pride at the door.
