職場(chǎng)博弈,如何成為談判高手?外企高管推薦這15條黃金法則!
作者:商英君
2017-06-09 09:59
Almost every business deal requires a strategy for a successful business negotiation, whether the deal involves an acquisition, a lease, a sale agreement, or other commercial transaction. And being successful in negotiations can make a meaningful difference for the success of your business and career. But I have seen countless mistakes made in negotiations, so I have compiled some practical tips in this article.
幾乎所有的商業(yè)交易都需要成功的談判策略,無(wú)論交易中涉及收購(gòu),租賃,銷(xiāo)售協(xié)議還是其他的業(yè)務(wù)往來(lái)。成功的談判可以對(duì)事業(yè)的成功造成意義重大的影響。但是,我在談判中看到的錯(cuò)誤不計(jì)其數(shù),所以在這篇文章中匯編了一些實(shí)用的小建議。
1.Listen and understand the other party’s issues and point of view.
1.聽(tīng)聽(tīng)對(duì)方的問(wèn)題和觀點(diǎn)。
Some of the worst negotiators I have seen are the ones who do all the talking, seeming to want to control the conversation and expound endlessly on the merits of their position. The best negotiators tend to be the ones who truly listen to the other side, understand their key issues and hot buttons, and then formulate an appropriate response. Try to gain an understanding about what is important to the other side, what limitations they may have, and where they may have flexibility. Refrain from talking too much.
我所看到的一些最糟糕的談判代表是那些總是言之滔滔的人,他們似乎想掌控話語(yǔ)權(quán),并不斷地闡述他們所處立場(chǎng)的優(yōu)點(diǎn)。最好的談判者往往是真正傾聽(tīng)對(duì)方,了解對(duì)方的關(guān)鍵問(wèn)題和敏感點(diǎn),然后給出適當(dāng)?shù)幕貞?yīng)。嘗試了解對(duì)方看重什么,他們又受限于什么條件,以及他們?cè)谀男┑胤娇梢杂徐`活性。切忌說(shuō)得太多。
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2.Be prepared.
2.準(zhǔn)備妥當(dāng)。
Being prepared entails a whole host of things you may need to do, such as:
Review and understand thoroughly the business of the other party by reviewing their website, their press releases, articles written about their company, and so forth. A thorough Google and LinkedIn search is advisable here.
Review the background of the person you are negotiating with by reviewing any bio on the company’s site, the person’s LinkedIn profile, and by doing a Web search.
Review what similar deals have been completed by the other side, and the terms thereof. For public companies, some of their prior agreements may be filed with the SEC.
Understand the offerings and pricings from competitors of the party you are negotiating with.
準(zhǔn)備妥當(dāng)包括完成一系列你可能需要做的事情,例如:
徹底了解對(duì)方的業(yè)務(wù),可以通過(guò)審查對(duì)方的公司網(wǎng)站,發(fā)布的信息,關(guān)于他們公司的文章等。建議進(jìn)行詳盡的谷歌和領(lǐng)英搜索。
審查當(dāng)下談判人的背景資料,可以通過(guò)查看公司網(wǎng)站上的個(gè)人簡(jiǎn)歷,該人的領(lǐng)英個(gè)人資料以及進(jìn)行網(wǎng)頁(yè)搜索他的個(gè)人信息。
審查對(duì)方已完成的類(lèi)似交易及其條款。對(duì)于上市公司,他們之前的一些協(xié)議可能還會(huì)提交給美國(guó)證券交易委員會(huì)。
了解對(duì)方其他競(jìng)爭(zhēng)對(duì)手的產(chǎn)品和定價(jià)。
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3.Keep the negotiations professional and courteous.
3.保持談判的專(zhuān)業(yè)性和禮貌性。
This is also known as the “don’t be an asshole rule.” Nobody really wants to do business with a difficult or abusive personality. After all, even after the negotiations are concluded, you may want to do business with this person again, or the transaction may require ongoing involvement with the representative of the other side. Establishing a good long-term relationship should be one of the goals in the negotiation. A collaborative, positive tone in negotiations is more likely to result in progress to a closing.
這也被稱(chēng)為“不要做‘混蛋’規(guī)則”。沒(méi)有人真的愿意和個(gè)性差又粗俗的人進(jìn)行合作。畢竟,在這次談判結(jié)束之后,你也可能想再次與這個(gè)人做生意,或者交易中可能常常需要對(duì)方代表人的參與。所以建立長(zhǎng)期良好的關(guān)系應(yīng)該是談判的目標(biāo)之一。談判中合作,積極的態(tài)度更有可能促成交易的完成。
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4.Understand the deal dynamics.
4.了解交易動(dòng)態(tài)。
Understanding the deal dynamics is crucial in any negotiation. So be prepared to determine the following:
Who has the leverage in the negotiation? Who wants the deal more?
What timing constraints is the other side under?
What alternatives does the other side have?
Is the other side going to be getting a significant payment from you? If so, the leverage will tend to be on your side.
Who has the leverage in the negotiation? Who wants the deal more?
What timing constraints is the other side under?
What alternatives does the other side have?
Is the other side going to be getting a significant payment from you? If so, the leverage will tend to be on your side.
了解交易動(dòng)態(tài)在任何談判中都是至關(guān)重要的。所以要準(zhǔn)備確定好以下內(nèi)容:
在談判中誰(shuí)起杠桿作用?誰(shuí)想要更多的交易?
另一方受什么時(shí)間限制?
另一方有哪些替代方案?
對(duì)方將會(huì)從你那兒獲得一大筆付款嗎?如果是,杠桿將傾向于你這一邊。
在談判中誰(shuí)起杠桿作用?誰(shuí)想要更多的交易?
另一方受什么時(shí)間限制?
另一方有哪些替代方案?
對(duì)方將會(huì)從你那兒獲得一大筆付款嗎?如果是,杠桿將傾向于你這一邊。
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5.Always draft the first version of the agreement.
5.總是起草協(xié)議的第一個(gè)版本。
An absolutely fundamental principle of almost any negotiation is that you (or your lawyers) should prepare the first draft of the proposed contract. This lets you frame how the deal should be structured, implement key points that you want that haven’t been discussed, and gets momentum on your side. The other party will be reluctant to make extensive changes to your document (unless it is absurdly one sided), and therefore you will have already won part of the battle by starting off with your preferred terms. Having said that, you want to avoid starting the negotiations with an agreement that the other side will never agree to. Balance is key here.
幾乎任何談判都應(yīng)遵循一個(gè)絕對(duì)的基本原則,你(或你的律師)應(yīng)準(zhǔn)備擬議合同的初稿。這可以讓你安排交易的過(guò)程,補(bǔ)充雙方尚未討論的但是是你想要的一些關(guān)鍵點(diǎn),并為你方贏得主動(dòng)權(quán)。對(duì)方肯定也不想對(duì)你的文件進(jìn)行大量更改(除非實(shí)在“一邊倒”得厲害),因此你將通過(guò)首選條款在這場(chǎng)戰(zhàn)役里開(kāi)始小獲勝利。話雖如此,你還是應(yīng)該避免一開(kāi)始就談判一個(gè)對(duì)方永遠(yuǎn)不會(huì)同意的協(xié)議,權(quán)衡利弊保持平衡是這兒的關(guān)鍵。
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6. Be prepared to “play poker” and be ready to walk away.
6. 準(zhǔn)備好“打撲克”,也準(zhǔn)備好扔牌走人。
You must be able to play poker with the other side, and be able to walk away if the terms of the deal aren’t up to your liking. This is easier said than done, but is sometimes critical to get to an end game. Know before you start what your target price or walkaway price is. Be prepared with market data to back up why your price is reasonable, and if you are confronted with an ultimatum that you absolutely can’t live with, be prepared to walk away.
你必須能夠與對(duì)方玩撲克,如果交易條款不符合你的喜好,也可以一走了之。這件事,說(shuō)起來(lái)容易,做起來(lái)難,但是對(duì)于結(jié)束一場(chǎng)博弈來(lái)說(shuō),有時(shí)候至關(guān)重要。開(kāi)始前,務(wù)必明確你的目標(biāo)價(jià)格或最低價(jià)。準(zhǔn)備好市場(chǎng)數(shù)據(jù)來(lái)支持為什么你的價(jià)格是合理的,但是如果你面臨的最終提案是你絕對(duì)不能接受的,那就準(zhǔn)備扔牌走人。
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7.Avoid the bad strategy of “negotiating by continually conceding.”
7.避免“不斷妥協(xié)的談判”這一不良策略。
Ten years ago, a company I was involved with was desperate to sell itself. The CEO was convinced that a certain prospective buyer was the ideal acquirer and he wanted to do the deal with them. But the buyer kept coming up with new unreasonable demands, and the CEO kept giving into those demands in the hopes of getting to a closing. So what did the buyer do? It learned that it could just keep asking for more unreasonable things, and that the CEO would always eventually cave.
Nine months and $1 million in legal fees later, the company still didn’t have a deal. I then took over the negotiations and told the buyer that we were no longer interested in the terms they had been proposing, and we were walking away unless the price and deal terms got much better for us. By that time, the buyer itself had expended a great deal of legal fees and management time to get to a deal, and they panicked at the prospect of losing the deal. So they conceded to virtually every point I wanted, including an increased purchase price, and we closed the deal in 45 days. So the lesson was that continually conceding points (while not getting anything in return) can lead to the exact opposite of what you are hoping for. If you are conceding a point, make sure to try and get something in return.
Nine months and $1 million in legal fees later, the company still didn’t have a deal. I then took over the negotiations and told the buyer that we were no longer interested in the terms they had been proposing, and we were walking away unless the price and deal terms got much better for us. By that time, the buyer itself had expended a great deal of legal fees and management time to get to a deal, and they panicked at the prospect of losing the deal. So they conceded to virtually every point I wanted, including an increased purchase price, and we closed the deal in 45 days. So the lesson was that continually conceding points (while not getting anything in return) can lead to the exact opposite of what you are hoping for. If you are conceding a point, make sure to try and get something in return.
十年前,我所在的一家公司急于轉(zhuǎn)讓。這家公司的首席執(zhí)行官確信某位潛在買(mǎi)家是理想的收購(gòu)方,所以他很想與他們達(dá)成協(xié)議。但買(mǎi)家不斷提出不合理的要求,而那個(gè)執(zhí)行官為了促成交易結(jié)束,不斷做出退讓。那么買(mǎi)家做了什么呢? 他們知道,他們還可以不斷提出更多的不合理的要求,而那個(gè)執(zhí)行官最終總會(huì)妥協(xié)。
九個(gè)月之后,耗費(fèi)了一百萬(wàn)美元的法律費(fèi)用,我們公司還沒(méi)有達(dá)成交易。隨后,我接手了談判的任務(wù),并告訴買(mǎi)方,我們不再對(duì)他們提出的條款感興趣。除非他們提高價(jià)格和改善交易條件,否則我們將放棄合作。當(dāng)時(shí)買(mǎi)家本就花費(fèi)了大量的法律費(fèi)用和時(shí)間來(lái)和我們談生意,他們想到可能會(huì)失去交易而感到恐慌不已。所以他們幾乎接受了我方想要的每一個(gè)要求,包括提高購(gòu)買(mǎi)價(jià)格,我們也在45天內(nèi)結(jié)束了交易。因此我的經(jīng)驗(yàn)是,持續(xù)的妥協(xié)(在沒(méi)有得到任何回報(bào)的情況下)可能會(huì)導(dǎo)致結(jié)果與你所希望的完全相反。如果你讓了一步,請(qǐng)務(wù)必試著去獲得回報(bào)。
九個(gè)月之后,耗費(fèi)了一百萬(wàn)美元的法律費(fèi)用,我們公司還沒(méi)有達(dá)成交易。隨后,我接手了談判的任務(wù),并告訴買(mǎi)方,我們不再對(duì)他們提出的條款感興趣。除非他們提高價(jià)格和改善交易條件,否則我們將放棄合作。當(dāng)時(shí)買(mǎi)家本就花費(fèi)了大量的法律費(fèi)用和時(shí)間來(lái)和我們談生意,他們想到可能會(huì)失去交易而感到恐慌不已。所以他們幾乎接受了我方想要的每一個(gè)要求,包括提高購(gòu)買(mǎi)價(jià)格,我們也在45天內(nèi)結(jié)束了交易。因此我的經(jīng)驗(yàn)是,持續(xù)的妥協(xié)(在沒(méi)有得到任何回報(bào)的情況下)可能會(huì)導(dǎo)致結(jié)果與你所希望的完全相反。如果你讓了一步,請(qǐng)務(wù)必試著去獲得回報(bào)。
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8.Keep in mind that time is the enemy of many deals.
8.請(qǐng)記?。簳r(shí)間是許多交易的敵人。
You have to understand that the longer a deal takes to get completed, the more likely that something will occur to derail it. So be prompt at responding, get your lawyer to turn documents around quickly, and keep the deal momentum moving. However, that doesn’t mean you should rush through negotiations and make concessions that you don’t need to make. Understand when time is on your side and when time could be your real enemy.
你必須明白,完成交易需要的時(shí)間越長(zhǎng),越容易導(dǎo)致交易發(fā)生意外。所以要及時(shí)回應(yīng),讓你的律師快速轉(zhuǎn)交文件,保持交易的勢(shì)頭持續(xù)向前。但是,這并不意味著你要匆匆忙忙地談判和做出不必要的讓步。弄清楚在什么時(shí)候時(shí)間有利于你,而什么時(shí)候時(shí)間將會(huì)成為你真正的敵人。
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9.Don’t fixate on the deal in front of you and ignore alternatives.
9.不要只拘泥于你面前的交易而忽略了其他替代方案。
In many situations you want to have competitive alternatives. This can enhance your negotiating position and allow you to make the best decision as to how to proceed. For example, if you are engaging in a process to sell your company, the best thing you can do is to have several potential bidders at the table. You want to avoid being locked up into exclusive negotiations with one bidder until you have reached a meeting of the minds as to the best price and terms available. Similarly, if you are looking to buy a product, lease office space, or acquire a loan for your business, you will often be better off if you have alternatives—and the other party knows it has viable competitors. By negotiating simultaneously with two or more parties, you can often obtain better pricing or better contractual terms.
在許多情況下,你希望有許多有競(jìng)爭(zhēng)力的可選方案。這可以增強(qiáng)您的談判地位,并允許你就交易進(jìn)程做出最好的決定。例如,如果你正要銷(xiāo)售你的公司,那么最好的辦法就是讓幾個(gè)潛在的投標(biāo)人坐一桌上。直到和所有人交談并了解最佳價(jià)格和條款前,你應(yīng)該避免被一個(gè)投標(biāo)人鎖定在一家談判中。同樣地,如果你想購(gòu)買(mǎi)產(chǎn)品,租賃辦公空間或?yàn)闃I(yè)務(wù)申請(qǐng)貸款,如果有多個(gè)選擇,你的境遇自然好上許多——當(dāng)然另一方需要知道他們存在強(qiáng)有力的競(jìng)爭(zhēng)對(duì)手。 通過(guò)同時(shí)與兩個(gè)或更多方進(jìn)行談判,你通??梢垣@得更好的報(bào)價(jià)或更好的合同條款。
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10.Don’t get hung up on one issue.
10. 不要執(zhí)著于某一個(gè)問(wèn)題。
You want to avoid getting stuck on a seemingly intractable issue. Sometimes it’s best to suggest that an issue be set aside for the moment and both parties move on to make progress on other issues. A creative solution may come to you later outside the heat of the negotiation.
你應(yīng)該要避免被一個(gè)看似棘手的問(wèn)題困住。有時(shí)候,最好的辦法是將這個(gè)問(wèn)題暫時(shí)擱置,雙方在其他問(wèn)題上進(jìn)行協(xié)商取得進(jìn)展?;蛟S在談判的熱潮之后,一個(gè)創(chuàng)造性的解決方案就會(huì)出現(xiàn)在你的腦中。
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11.Identify who the real decision-maker is.
11.確定誰(shuí)是真正的決策者。
You want to understand what kind of authority the other person that you are negotiating with has. Is he or she the ultimate decision-maker? I recently went through a long and fruitless set of negotiations with a person who kept telling me that he didn’t have the authority to agree to a number of points we were negotiating. He could tell me “no” to my requests but didn’t have the ability to tell me “yes.” My solution (because I had leverage) was that I ended the conversation and said that for us to make any progress, I needed to negotiate with the person who was authorized to make decisions and concessions.
你應(yīng)該知道你對(duì)面的談判人有什么樣的權(quán)力。他或她是最終的決策者嗎?我最近經(jīng)歷了一場(chǎng)漫長(zhǎng)而無(wú)果的談判,那個(gè)人不斷地告訴我,他沒(méi)有權(quán)力同意我們正在談判的一些事情。 他可以拒絕我的要求,但卻沒(méi)有資格同意我的要求。我的解決方案則是(因?yàn)榻灰字形腋純?yōu)勢(shì))結(jié)束當(dāng)前談判并表明雙方若想取得進(jìn)展,我必須得與有能力做決定和讓步的人進(jìn)行協(xié)商。
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12.Never accept the first offer.
12.永遠(yuǎn)不要接受首次報(bào)價(jià)。
It’s often a mistake to accept the first offer from the other side. For example, if you are selling your home and you receive an offer, consider countering at a higher price or better terms (even if there are no other offers). If you don’t counter, the other party will be concerned that they offered too much and may end up with buyer’s remorse and attempt to get out of the deal. And buyers expect that there will be a counter as they expect that their first offer will likely be rejected. Most buyers will leave room in their first offer to go up by at least 5%-15% in price, depending on the situation. Counter-offers and some back-and-forth negotiation will most likely lead to the two parties being satisfied that they struck the best deal they could, and thus be more committed to closing the deal.
接受另一方的首次報(bào)價(jià)通常是錯(cuò)誤的。舉個(gè)例子,如果你正在出售房屋并收到了一個(gè)報(bào)價(jià),考慮一下要求對(duì)方提高價(jià)格或提供更好的條款(就算沒(méi)有其他人進(jìn)行報(bào)價(jià))。 如果你對(duì)價(jià)格沒(méi)有異議,另一方將擔(dān)心他們給的太多,很有可能會(huì)后悔開(kāi)出的條件,并試圖擺脫這筆交易。買(mǎi)家預(yù)想得到賣(mài)家會(huì)還價(jià),就像第一次報(bào)價(jià)很可能會(huì)被駁回。根據(jù)不同的情況,大多數(shù)買(mǎi)家會(huì)在首次報(bào)價(jià)上留有空間,價(jià)格至少能上升5%-15%。反復(fù)還價(jià)和來(lái)回地談判最有可能讓雙方感到滿(mǎn)意,因?yàn)樗麄儽舜苏J(rèn)為已經(jīng)達(dá)成了最好的協(xié)議,從而也更堅(jiān)定地完成這項(xiàng)交易。
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13.Ask the right questions.
13.提出正確的問(wèn)題。
Don’t be afraid to ask the other party many questions. The answers can be informative for the negotiations. Depending on the type of deal, you could ask:
Is this the best pricing or offer you can give me?
What assurances do I get that your product or solution will actually work for me?
Who are your competitors? How do their products compare?
What else can you throw in to the deal without cost to us? (A particularly useful question to ask car dealers.)
What is your desired timing for the deal?
How does our deal benefit you?
We want to avoid unreasonable forms of contracts or unreasonable lawyers on your end. How do we ensure that?
Is this the best pricing or offer you can give me?
What assurances do I get that your product or solution will actually work for me?
Who are your competitors? How do their products compare?
What else can you throw in to the deal without cost to us? (A particularly useful question to ask car dealers.)
What is your desired timing for the deal?
How does our deal benefit you?
We want to avoid unreasonable forms of contracts or unreasonable lawyers on your end. How do we ensure that?
不要害怕問(wèn)對(duì)方很多問(wèn)題。這些答案可以為接下來(lái)的談判提供許多信息。根據(jù)不同的交易類(lèi)型,你可以問(wèn):
這是你能給我的最佳定價(jià)或優(yōu)惠嗎?
有什么可以保證你的產(chǎn)品或解決方案適用于我們公司?
你們的競(jìng)爭(zhēng)對(duì)手是誰(shuí)?他們的產(chǎn)品相較起來(lái)如何?
在不損失我方利益的情況下,你們還可以給出怎樣的有利條件? (這個(gè)問(wèn)題詢(xún)問(wèn)汽車(chē)經(jīng)銷(xiāo)商特別有效)
你期望的交易時(shí)間是什么時(shí)候?
我們的交易對(duì)你方效益如何?
我們希望避免你方不合理的合同形式或不講道理的律師。我們?cè)撊绾未_保這個(gè)要求?
這是你能給我的最佳定價(jià)或優(yōu)惠嗎?
有什么可以保證你的產(chǎn)品或解決方案適用于我們公司?
你們的競(jìng)爭(zhēng)對(duì)手是誰(shuí)?他們的產(chǎn)品相較起來(lái)如何?
在不損失我方利益的情況下,你們還可以給出怎樣的有利條件? (這個(gè)問(wèn)題詢(xún)問(wèn)汽車(chē)經(jīng)銷(xiāo)商特別有效)
你期望的交易時(shí)間是什么時(shí)候?
我們的交易對(duì)你方效益如何?
我們希望避免你方不合理的合同形式或不講道理的律師。我們?cè)撊绾未_保這個(gè)要求?
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14.Prepare a Letter of Intent or Term Sheet to reflect your deal.
14.準(zhǔn)備一份相關(guān)交易的意向書(shū)或條款表。
It is often helpful, at the appropriate time, to prepare a Letter of Intent or Term Sheet to reflect your view of the key terms of a deal. This can help expedite getting to an agreement, save on legal costs, and continue the momentum for a deal. It is more informal than a definitive agreement and easier to reach agreement on. For example, Letters of Intent are often prepared and agreed to in connection with mergers and acquisitions (see Negotiating an Acquisition Letter of Intent). And here are some good sample forms to review that can help you draft such a document:
A letter of intent for a joint venture
A term sheet for leasing office space
A venture capital term sheet
A term sheet for investment by a strategic investor
A term sheet for selling the company, favorable to the seller
An acquisition letter of intent, favorable to the buyer
A letter of intent for a joint venture
A term sheet for leasing office space
A venture capital term sheet
A term sheet for investment by a strategic investor
A term sheet for selling the company, favorable to the seller
An acquisition letter of intent, favorable to the buyer
在適當(dāng)?shù)臅r(shí)候準(zhǔn)備一份意向書(shū)或術(shù)語(yǔ)表通常有助于反映你對(duì)關(guān)鍵交易條款的看法。這有助于加快達(dá)成協(xié)議,節(jié)省法律費(fèi)用,并保持交易的勢(shì)頭。比起最終協(xié)議,意向書(shū)稍欠正式,卻有助于達(dá)成協(xié)議。例如,在并購(gòu)時(shí)經(jīng)常會(huì)準(zhǔn)備意向書(shū)并被認(rèn)可接受(參見(jiàn)談判收購(gòu)意向書(shū))。 這里有一些很好的表格樣本,可以幫助你起草類(lèi)似的文件:
合資企業(yè)意向書(shū)
租賃辦公空間術(shù)語(yǔ)表
風(fēng)險(xiǎn)投資條款表
戰(zhàn)略投資者投資的期限表
出售公司的條款表,利于賣(mài)方
收購(gòu)意向書(shū),利于買(mǎi)方
合資企業(yè)意向書(shū)
租賃辦公空間術(shù)語(yǔ)表
風(fēng)險(xiǎn)投資條款表
戰(zhàn)略投資者投資的期限表
出售公司的條款表,利于賣(mài)方
收購(gòu)意向書(shū),利于買(mǎi)方
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15.Get the help of the best advisors and lawyers.
15.獲得最好的顧問(wèn)和律師的幫助。
If it’s a big or complicated deal, you want real expertise on your side helping you in the negotiations and drafting the contract. For example, if you are selling your company, it is usually worth the money to hire an investment banker who knows your industry and has relationships with prospective buyers. If you are doing a real estate deal, you want an experienced real estate attorney who has done many deals like the one you are working on (and not a general practitioner lawyer). If you are doing an M&A transaction, you want a lawyer that has done 50 or 100 M&A deals (and not a general business lawyer). These advisors don’t come cheap, but are worth it if you get the right one.
如果這是一筆很大的交易而且還很復(fù)雜,你需要真正的專(zhuān)業(yè)人士幫助你談判和起草合同。比如,如果你要出售你的公司,通常合算的做法是雇用一個(gè)了解你所處的行業(yè)并與潛在買(mǎi)家有聯(lián)系的投資銀行家。如果你正在做房地產(chǎn)交易,你應(yīng)該要找一個(gè)經(jīng)驗(yàn)豐富已經(jīng)做過(guò)很多類(lèi)似交易的房地產(chǎn)律師(而不是一個(gè)所有方面都涉及的律師)。如果你正在處理并購(gòu)交易,你需要一個(gè)已經(jīng)完成50或100起并購(gòu)交易的律師(而不是一般商業(yè)律師)。這些顧問(wèn)并不便宜,但要是你找到正確的人,一切都是值得的。
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?(本文首發(fā)于滬江商務(wù)英語(yǔ)公眾號(hào),掃碼關(guān)注,即可獲取更多商務(wù)英語(yǔ)資訊。轉(zhuǎn)載請(qǐng)“滬江商務(wù)英語(yǔ)”后臺(tái)聯(lián)系?。?/div>
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- 相關(guān)熱點(diǎn):
- 職場(chǎng)商務(wù)
- 2017春季求職季
- 南京林業(yè)大學(xué)
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