4InternationalBusinessnegotiation

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,#,Unit 4 Negotiation Power&Related Factors,I.,Negotiation Power,Power:If someone has power,they have a,lot of control over people and,activities.(CCED),It is a social phenomenon,endowing people with control over,other people or events or activities.,Requirement:relationship and interaction,Unit 4 Negotiation Power&Related Factors,Negotiation power:,Negotiation power endows the negotiator,with control over the other party and the,issues negotiated.,Issue-specific power,Overall power,Chapter 4,Negotiation Power&Related Factors,II.,Related factors,3 factors of utmost influence in all situation:,motivation,dependence and substitute,Motivation,Desires and incentives for gaining interests and stakes.,A,s(B,s)power ,A,s(B,s)motivation,Or,A,s(B,s)motivation,A,s(B,s)power,Unit 4 Negotiation Power&Related Factors,Motivation can be provoked and stimulated by:,Offering inducements to the other or to the others supporters;,Demonstrating attractiveness of options;,Getting external third party to endorse your inducements;,Placing a time limit on the availability of your offer,Unit 4 Negotiation Power&Related Factors,Dependence,A constant and regular need that someone has for something in order to be able to survive or operate properly.In negotiation,dependence is the need one party has from its counterpart for realizing its goals.,A,s(B,s)power,A,s(B,s)dependence on the other party,Unit 4 Negotiation Power&Related Factors,The other sides dependence on you can be achieved by:,(1),reducing,delaying or withholding services or resources the other party hopes to attain;,(2)blocking the other partys ability to work on their own;,(3)having others want;,(4)not giving the others want,Unit 4 Negotiation Power&Related Factors,Substitute,alternatives one party can explore instead of other things and move one party takes to reduce its dependence on the other party.,A,s(B,s)power ,A,s(B,s)substitute,Unit 4 Negotiation Power&Related Factors,chances to gain substitutes will increase in the power,(1),one party has its own way which allows operating,without the other party;,(2)one party is able to absorb the escalating cost of conflict;,(3)one party can continue despite the other partys,discouraging effects on its supporters;,(4)one party has ability to use expert counsel,persuasion,communication and legal,historical or,moral precedents to gain access to alternatives.,Unit 4 Negotiation Power&Related Factors,Chapter 4,Negotiation Power&Related Factors,