我的看法是，除了自己的利益和各种理由，要多从对方的角度看替对方想有什么理由同意你。你要是把自己放在对方的角度找不到多少的理由，也就是说你不能服人，没有胜算，那还不如不谈了。

另外，还要有一种游戏的心态，在有足够理由的情况下，也不要太在意谈判结果。因为你不是对方，不可能知道他的全部理由。而且这样谈赢了更高兴。只有双赢的谈判结果才没有后患。

拿我那封超速罚单的陈情当个例子。
1。我先查了有关规定，知道我的情况在可能被宽恕的范围
2。谈不成也没有什么不好的后果
3。写封信成本很低

我写了以下理由：
1。 “toured Australia with my young daughter”（说明情况，女儿在，我哪会拿家人安全开玩笑？）
2。“The incident occurred on the last day of my driving tour, a few hours before the vehicle was to be returned to the car rental company. At the time, I was overly concerned about returning the car on time and made a regrettable mistake on my way back to Melbourne from the Great Ocean Road. Due to that loss of time, I inadvertently exceeded the speed limit, but I was always attentative to the traffic conditions on the road and safety. I regret that the incidence occurred on my otherwise pleasant and enjoyable trip to Australia.（哄澳洲人开心）

3。 have always endeavoured to be a responsible and polite driver, and have never broken any traffic laws since receiving my driving license in 199X（呵呵，我很少驾车嘛）
4。Incidentally, the car rental company has charged me A$?? of processing fee for this speeding fine. I have paid for the mistake (although I do understand that that payment is separate from the infringement notice).
（我已经有cost了，有点同情吧？）

你们说澳洲警察是不是得批了？当然批了我也还是会夸他们通情达理。对吧？心里也夸一下自己，瞧，我有本事赢得警察的心吧？

其实这就是个游戏，天下这么大，逮着谁就合谁玩一下嘛，还挺开心的。