在开局阶段，谈判双方较多地把注意力放在摸底上，双方都想摸清对方的底牌。

In the opening stage, the negotiating parties paid more attention to finding the bottom, and both sides wanted to figure out the other side's hole cards. Before the Vienna talks with Khrushchev on the Cuban crisis, Kennedy reviewed and studied all Khrushchev’s speeches and public statements, and collected almost all the information about Khrushchev that could be found for research. . These materials even include Khrushchev's breakfast taste and music appreciation taste, which laid the necessary foundation for this vital negotiation. This is not without reference in business judgment. The famous British philosopher Francis Bacon pointed out in his article "On Negotiations", "When you are in business with people, you need to know their habits to guide them; to understand their purpose to persuade them; to understand their weaknesses to intimidate them; Observe their advantages and restrain them. When you are trying to do something with a cunning person, you can only know what he says if you don’t forget what he wants. You should speak less and you need to be the most inadvertent. In all difficult negotiations. You can’t just think about it overnight, but take the time to do it, so that the melons are ready.” Bacon’s insights tell us that for future opponents, the more detailed and in-depth the work is done, the more accurate and full the estimation is. The more conducive to mastering the initiative in negotiations.

In the opening stages, both sides of the negotiation focused more on the bottom, both sides want to find out the other's under card. Kennedy consulted and studied all of Khrushchev's speeches and public statements before his talks with Khrushchev in Vienna about the Cuban crisis, and gathered almost all the information available about Khrushchev. These materials, even Khrushchev's taste for breakfast and music appreciation, laid the necessary foundation for this crucial negotiation. This is also a reference in business judgment. The famous British philosopher Francis Bacon pointed out in the Theory of Negotiation that "to seek business with man, one needs to know its habits in order to guide them; To seek trouble with a treacherous person, the only time you can know what he or she has said is when he or she speaks less and needs to show his or her worst intentions. In all the difficult negotiations, can not be a one-off thought, only slowly and figured, to wait for guacaqua. "Bacon's incisive view tells us that the more detailed and in-depth the mapping process is for future negotiators, the more accurate and fully measured it will be to take the initiative to negotiate."

In the opening stage, both sides of the negotiation pay more attention to finding out the bottom, and both sides want to find out the other side's cards. Before the Vienna talks on the Cuban crisis with Khrushchev, Kennedy consulted and studied all the speeches and public statements of Khrushchev, and collected almost all the information about Khrushchev. These materials even included Khrushchev's breakfast hobby and music appreciation taste, which laid the necessary foundation for this crucial negotiation. This can be used for reference in business judgment. Francis Bacon, a famous British philosopher, pointed out in his article on negotiation that "if you want to deal with people, you need to know their habits to guide them; you should know their purpose to persuade them; you should know their weaknesses to intimidate them; you should check their advantages to restrain them. The only way to know what a crafty man says is to never forget what he is trying to do. He should speak less and show his worst intention. In all the difficult negotiations, we should not think of accomplishing it overnight. We should only try to do it slowly, so as to complete the negotiations. " Bacon's incisive insight tells us that the more detailed and in-depth investigation and accurate and sufficient estimation of the future negotiators, the more favorable it will be for us to grasp the initiative of negotiation.<br>