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1.	1.
Većina pregovarača je retko prisiljena da pregovara; već mi biramo da pregovaramo jer verujemo da će taj proces poboljšati naše ishode.	As much as these definitions differ in details, they nevertheless share some mutual features: negotiation includes two or more negotiating parties; each of the parties have their objectives which may be incompatible to a smaller or to a larger extent; during some kind of process alternatives are sought for the purpose of reaching an agreement between/among the parties.
Informacije.	5.
Stoga, uspešni pregovarači pretpostavljaju koje informacije će im biti potrebne u bilo kojoj situaciji i temeljno se pripremaju.	When the parties envisage negotiations, the starting situations are not the same as those in which the negotiations are terminated.
Definicija cijeva:	3.
Konstitutivni odbor je grupa kojoj pregovarači pripadaju i čije interese zagovaraju ili štite.	A constitutive board is a group to which the negotiators belong and whose interests they promote or protect.
Sude o nama na osnovu onoga što smo postigli, pa nas prema tome nagrađuju ili kažnjavaju.	Firstly, they help us define our goals, tell us what is acceptable and what is not as regards the initial offer, goal or final purpose. Secondly, constitutive boards evaluate our achievement after we have returned from negotiations.
Tako je za mnoge pregovarače teže da ubede svoje konstitutivne odbore koji se ciljevi zaista mogu postići nego da ubede suparnike u prirodu svojih ciljeva. Iz ovoga proizilazi da pregovarači moraju stalno isticati svojim odborima šta je to što je moguće i realno u pregovorima, tako da se ne dozvoli da očekivanja izmaknu kontroli.	Thus the negotiators often find it more difficult to persuade their constitutive boards which goals can reasonably be achieved than to persuade the other party about the nature of their goals.
Svi pregovarači mogu biti izloženi izuzetnim pritiscima od strane suparnika da se saglase; pregovarač koji mora da se dogovori sa svojim konstitutivnim odborom uvek ima sigurnosni ventil koji ga štiti da ne podlegne nerazumnim pritiscima.	The boards efforts are directed towards forcing the negotiator to do his best to achieve the set goals. The boards also manage the negotiator in that they manage his authority, his capability of doing the job himself.
Tako se ponašamo jer smo emocionalno angažovani; jer ne možemo da se povučemo pred obavezama, koje su obično javno objavljene, a da ne pomislimo da ćemo izgledati slabo i glupo; i jer smo uložili već toliko vremena, novca i energije da ne možemo da dozvolimo da se povučemo.	All negotiators may be exposed to intense pressures from the part of the other party to agree; a negotiator who has to consult his constitutive board always has a safety gauge protecting him from yielding to unreasonable pressures. When a negotiator has a constitutive board that set reasonable goals to him and supports him in discussions, the negotiator is very powerful.
Dobri pregovarači mogu da zastupaju svoje gledište i da grade argumente na način koji ih čini uverljivim.	Good negotiators have to stick to their attitudes and to create arguments in a way that they are persuasive.
Dobri pregovarači su postojani.	Good negotiators are consistent.
Strategija koju treba slediti kada su strane jako zabrinute za odnos a kada je suštinski ishod manje važan, jeste otvorena podređenost.	Duening and Sherrill point out that basic outcomes and relationship outcomes are not mutually exclusive, however, deciding in favour of one category as dominant in relation to the other will affect the choice of negotiating strategies Š2Ë.
Pregovaraču uopšte nije stalo do suštinskih pita nja, već želi nešto drugo od suprotne strane.	The plain refusal to negotiate is the most aggressive form of evasion; other forms are more agreable, politer and socially more acceptable, e.g. when we do not show much concern or do not complain but concentrate on things that can hardly be more productive. Competitive strategy (fierce competition).
Ali iskusni pregovarači će se složiti da je u nekim slučajevima itekako podesno dozvoliti drugoj strani da pobedi i tako sačuvati odnos i priliku za kasnije, kada su ulozi mnogo važniji i primamljiviji.	The competitive strategy is implemented when the negotiator is concerned with the outcome, rather than the relationship with the other party. It is followed when one is willing to do anythuing to achieve his goals.
Strategija koju pregovarač treba da sledi kada mu ni suštinski ishod ni odnos nisu važni, poznata je kao aktivno izbegavanje.	The amount may be determined on the basis of savings and earnings, by determining the type of car that is required and selecting those cheaper than RSD 250,000, or on the information that someone bought his car at the price that amounts to this. Although a better planning of the target point leads to a greater willingness to stick to it during negotiations, any valid argument may lead to setting a reasonable target point.
Ovo je njegova tačka otpora.	This is his resistance point.
Ovo je najteža tačka za definisanje, jer ona zavisi manje od onoga što mi želimo ili možemo da platimo a više od okolnosti u kojima pregovaramo.	If, for example, the price of the car is shown on the car, it is the sellers initial offer; however, if an on sale advert is displayed, or if we bid without seeing it beforehand, we do not have any other information except our plan. Therefore, the more information we collect on the initial offer, on the target point and on the other partys resistant point, the more intelligently we will plan our own range.
Da bi se saznalo više o uobičajeno prihvaćenom opsegu na bilo kom tržištu, treba pitati ljude koji su pregovarali o sličnim stvarima, čitati članke na tu temu ili potražiti savet stručnjaka. Strategija saradnje.	A significant disturbance of range may cause major problems: a dramatically high or low initial offer will cause the loss of credibility.
Strategija koju treba slediti kada su i suštinski ishod i ishod odnosa važni jeste ona koja se tiče pouzdane saradnje (dobijem-dobiješ).	In order to learn more on the generally accepted range at any market, we should ask people who have already negotiated similar matter, read articles on the topic or ask an experts advice. Collaboration strategy.
Da bi se uspešno postigao rezultat a da se istovremeno održi odnos, strane moraju često da žrtvuju nešto od suštinskih pitanja kako bi uspešno očuvali i zaštitili odnos. Prema Fisheru i Uryju iza suprotnih pozicija leže ne samo konfliktni, već i zajednički i podudarni interesi.	Successful collaborative negotiations require that we should be capable of separating personalities from processes, so as to communicate correctly with the other party and thus achieve an adequate share of expectations and attitudes.
U svojim početnim izjavama, pregovarači definišu svoje pozicije: izjava o zahtevima, pozicijama i ciljnoj tački sporazuma.	In their initial statements the negotiators define their positions: statement on claims, positions and the target points of the agreement.
Prema Crantonu i Deesu Š7Ë makvijelistički jaz između onoga šta se radi i šta (idealno) treba da bude urađeno realan je u poslovnom pregovaranju.	A sudden idea is a technique used when a problem should be solved and the parties differ in their views to a desired solution; the parties are encouraged to offer alternative solutions, without discussing, evaluating or appreciating the quality of any of them.
Pregovori su posebno osetljivi na nejasnoće jer se uopšte očekuje da će se pregovarači upustiti u izvesno legitimno nepoštenje u svojim pokušajima da zadovolje svoje interese.	These options should be evaluated on the basis of a type of objective criteria to classify which solutions are of best quality, which of them will suit both parties, etc.
Uspostavljanje pravde.	5.
Tom logikom, drugi je već stekao nepoštenu konkurentsku i taktičku prednost, i naš pregovarač treba da preduzme drastične mere da bi povratio nešto moći i kontrole.	In an environment in which the parties are motivated to satisfy their own interests, feed their own ego and show their good image to important public (looking successful, powerful, wealthy, etc.), ethical standards may often be upset. We distort the rules to go ahead, we deny having acted incorrectly, we hide our errors, refuse to take responsibility for them or correct them.
Laganje u varanje u pregovoru su često motivisani izjavom da je druga strana već to radila; iako logika nalaže da dve pogrešne stvari ne daju jednu ispravnu, emocionalno zadovoljenje proizašlo iz čina osvete često pobeđuje.	By this logic, the other party has already gained some competitive and tactical advantage, and our negotiator has to take drastic steps to regain some power and control. Lying and cheating in negotiations are often motivated by the claim that the other party has already done the same; although logics says that two wrong things do not amount to one right, emotional satisfaction resulting from the act of revenge often prevails. Short-term prospects.
U svojim izraženijim oblicima, obmana može da se pretvori u prevaru kada pregovarači potvrđuju činjenice, događaje i rad koji su, jednostavno rečeno, lažni.	It is an ethical challenge in negotiations not to disclose too much, but not to hide the truth and distort the rules in a way to destroy the trust and relationships between the parties either.