谈判技巧-英文版

,*,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,Negotiation,Concepts,Approaches,Stages,Concepts-what is negotiation,Negotiation is a process of interaction,by which two or more parties who need to be jointly involved in an outcome but who initially have different objectives,seek by the use of argument and persuasion,to resolve their differences in order to achieve a mutually acceptable solution.,Concepts-basic characteristics,Negotiation involves,two or more parties,The parties must need each others involvement in achieving some,jointly desired outcome,The parties start with,different interests and objectives,and these differences prevent the achievement of an outcome.,Each party must consider that there is some,possibility of persuading,the other to modify their initial position.,Each party must retain,hope of an outcome,which they can accept,and some concept of what this outcome might be.,Each party must have some degree of,power,over the others ability to act.,The negotiating process itself is essentially one of,interaction between people,primarily direct verbal inter-communication,though in some cases with a significant written element.,Approaches,Distributive Approach,Integrative Approach,Distributive Approach,Negotiation in which strategic influence and guarding information have priority over dialogue and relationship is frequently described as a distributive approach.,Integrative Approach,Negotiation based on co-creation of understandings about the problem and an integration of parties needs is known as an integrative approach.,Approaches to Negotiation,Integrative Negotiation,Distributive Negotiation,Open sharing of informationHidden information,Tradeoff of valued interestsDemand of interests,Interest-based discussionPositional discussion,Mutual goalsSelf goals,Problem solving Forcing,ExplanationArgument,Relationship buildingRelationship sacrificing,Hard on problemHard on people,Stages,Four main stages,what happens before negotiation begins,what happens at the beginning of the actual negotiation,what happens in the course of the actual negotiation,what happens at the end of the actual negotiation,Stage 1:Before negotiation begins,Preparation and planningresearching the background and planning specific bargaining ploys,Setting bargaining objectives.,A,top line,objective,A,bottom line,objective,A,target,objective,BATNA,best alternative to no agreement,Assessing the other sides case.,Assessing relative strengths and weaknesses.,Stage 1:Before negotiation begins,Developing a strategy,What style will I adopt?,Collaborating,Controlling,Accommodating,Compromising,Avoiding,What tactics will I use?,Stage 2:Getting started,Establishing a proper atmosphere,getting to know each other,Opening the negotiation,Setting the agenda,Stage 3:Bargaining,Major phase in the whole process,Building understanding,Getting information and defining initial positions,Testing arguments and positions,Getting and making concessions,Breaking deadlocks,Moving towards an agreement,Stage 4:Closing,Closing a deal in the right way at the right time,Formulating an agreement,Ensuring implementation,include an implementation program in the agreement,set up a joint implementation review team,ensure adequate information and explanation,Reviewing your negotiating experience,