概述可能解决方案以获得认可
Outline possible solutions to gain buy-in
当谈判中有多方且意见分歧很大时，我会发现最好的办法是找到解决问题的各种选择。
When there are multiple parties in the negotiation and differences of opinion are strong, then I find it best to try to capture various options to solve the problem.
这一招既不具威胁性，也不置可否。【也就是没有倾向性，没有赞许某个观点、打压其他观点的意思。】
This tactic is both nonthreatening and noncommittal.
当你概述可能的解决方案时，无需让人们必须就其好坏达成一致。
No one has to agree on whether the possible solutions are good or bad when you are outlining them.
这允许人们分享他们的想法，而不会感到自己将会受到攻击，并为积极的讨论奠定了基础。
This allows people to share their ideas without feeling that they will be attacked and lays the foundation for a positive discussion.
概述可能的解决方案将使人们聚焦于什么是可能的，而不是聚焦于什么是不可能的。
Outlining possible solutions will get people focused on what is possible, rather than on what is not possible.
当我听到很多以“我们不能”开头的言论时，我会用这种策略将讨论转移到我们能做的事情上。
When I am hearing a lot of statements that start with “We can’t,” I use this tactic to shift the discussion to what we can do.
例如，如果你在一个房间里，双方因为意见不同而争吵，你可以插话，把你听到的话转述为可能的解决方案，以化解冲突。
For example, if you are in a room with two parties arguing because they have a difference of opinion, you can interject to defuse conflict by paraphrasing what you’re hearing as possible solutions.
举个例子：“我相信我所听到的是，科里建议的选项是做X，而约瑟夫建议的选项做Y。对吧？”
An example: “I believe what I’m hearing is that Cory is suggesting an option to do X, while Joseph is suggesting an option to do Y. Is that correct?”
以书面形式记录可能的解决方案，让科里和约瑟夫都觉得你已经知悉了他们的意见。
Capture the possible solutions in writing so that both Cory and Joseph feel like you have acknowledged their opinions.
展开讨论，用更多细节充实每条意见，然后要求更多选项。
Open a discussion to flesh out each opinion with more details, then ask for more options. 【flesh out - 加细节于；使丰满；充实】
通常，仅仅围绕不同的选项展开这样的对话，就会激发创造力，并产生更多的解决方案，从而达成一个中间立场。
Often, just starting the conversation around different options will spur creativity and yield additional solutions that achieve a middle ground.
一旦你有了一个（可能的解决方案）列表，就对每个解决方案的利弊展开讨论。将这些讨论也捕获下来。
Once you have a list of possible solutions, discuss pros and cons for each solution.Capture these as well.
然后，一旦你彻底讨论了所有的利弊，就作为一个小组来审查这些选项，以确定一个解决方案是否明显优于其他解决方案。
Then once you’ve thoroughly discussed all the pros and cons, review the options as a group to determine if one solution is obviously better than the others.
请每个人对他们的前两个选择进行投票，以确定明确的优胜方案。
Ask each person to vote on their top two choices to identify a clear winner.
你可能会发现，一旦你讨论了每个选项，它就变得不那么主观了，而且你的团队中的人们通过这个练习达成了自然的共识。
You may find that it becomes less subjective once you’ve talked through each option, and that people on your team come to a natural consensus through this exercise.
至此，你的希望是，你将通过提出一个（每个人都能支持、并感到满足他们的个人需求）建议来达成一致。
At this point, your hope is that you will close the deal by coming up with a single recommendation that everyone can stand by and feels meets their individual needs.
如果这种情况没有发生，那就找一个平局的破局者来帮助推动你们得出结论。
If that does not happen, get a tie breaker to help push you to a conclusion.
当我仍处于停滞状态时，我会呼吁我的项目点高层主管领导做出最终决定。
When I am still at a standstill, I call on my project sponsor to make the final decision.
通过这种方式展示选项，使得主管领导可以容易地评估这些选择，并就如何继续进行提供指导。
Presenting options this way makes it easy for a sponsor to evaluate the choices and provide guidance on how to proceed.
通过探索选项来谈判结果，可以获得所有相关人员对最终决定的充分认可。
Negotiating outcomes by exploring options garners full buy-in on the final decision from everyone involved.
在《内部的伟大CEO》中，马特·莫卡里分享了参与到结果中去是让与会者们做出决策的最佳途径。
In The Great CEO Within, Matt Mochary shares that participation in the outcome is the best path to getting people on board with a decision.
他说：“当你让人们觉得他们是决策的一部分，他们的输入最终结果有贡献时，你就会获得认同。他们觉得他们对结果的影响越大，他们对最终结果的投入就会越多。”
He said, “You create buy-in when you make people feel that they are part of the decision and that their input contributes to the final outcome. The more influence they feel they have on the outcome, the more they’ll be invested in the final result.”
即使需要打破平局的人，识别选项的该过程也会赢得认可，因为每个人都感到我们做了彻底的评估，尊重他们，并公平地做出了决定。
Even when a tie breaker is required, the process of identifying options wins buy-in because everyone feels that we did a thorough assessment, treated them with respect, and came to a decision fairly.
未完待续