国际商务谈判chapter01

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1、CHAPTERONETheNatureofNegotiationIntroductionNegotiationissomethingthateveryonedoes,almostdaily.SomeLivingExamplesofNegotiationNBAgamestop:resultoffailednegotiationbetweentheleagueanditsplayersPrimeradivisióndeLigagamestop:resultoffailednegotiationbetweentheleagueanditsplayersLybian

2、CivilWar:thefailednegotiationbetweenAfricanUnionandLybianoppositionSomeLivingExamplesofNegotiation7:30:breakfast:talkswithhisfamilyaboutwhoshouldtakethechildtoschool8:30:discusseswithhissuperioraboutsomenewprograms9:30:discusseswithhisclientsaboutfuturecooperation10:30:commentsonth

3、eperformanceofhissubordinates11:30:dealswithacomplaintfromthecustomer12:30:haggleswiththewaiteroverthepriceofthemealCharacteristicsCommontoAllNegotiationSituationsTherearetwoormoreparties:betweenindividuals,withingroups,andbetweengroups.Thereisaconflictofinterestbetweenthem.Parties

4、negotiatebychoicebecausetheythinktheycangetabetterdealthanbytakingwhattheothersidewillgivethem.Partiesprefertosearchforagreementratherthan:FightopenlyCapitulatePermanentlybreakoffcontactTaketheirdisputetoathirdpartyCharacteristicsCommontoAllNegotiationSituationsPartiesexpectgiveand

5、take.Theyexpectbothsideswillmodifyorgiveinsomewhatontheiropeningstatements,requests,ordemands.Successfulnegotiationinvolves:Theresolvingoftangibles(e.g.,thepriceorthetermsofagreement)Theresolutionofintangibles(theunderlyingpsychologicalmotivations)NegotiationsSomeexamplesofintangib

6、lesare:(1)theneedtobeattheotherparty(2)theneedtolook“competent”or“tough”tothepeopleyourepresent(3)theneedtodefendanimportantprinciple(4)theneedtoappear“fair”or“honorable”NegotiationsNegotiationsoccurforoneofthefollowingthreereasons:(1)Toagreeonhowtoshareordividealimitedresource.(2)

7、Tocreatesomethingnewthatneitherpartycouldattainonhisorherown.(3)Toresolveaproblemordisputebetweentheparties.Whenyoushouldn’tnegotiateInthefollowingsituationsyoushouldchoosetostandyourgroundratherthannegotiate:(1)whenyou’dloseeverything:chooseotheroptions(2)whenyou’rerunningatcapaci

8、tyorwhenyourbottomlineisun