国际商务谈判教案Chapter4 (预习复习).doc

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1、Chapter04-Negotiation:StrategyandPlanningChapter4Negotiation:StrategyandPlanningOverviewInthischapter,wediscusswhatnegotiatorsshoulddobeforeopeningnegotiations.Effectivestrategyandplanningarethemostcriticalprecursorsforachievingnegotiationobjectives.Witheffectiv

2、eplanningandtargetsetting,mostnegotiatorscanachievetheirobjectives;withoutthem,resultsoccurmorebychancethanbynegotiatoreffort.Regrettably,systematicplanningisnotsomethingthatmostnegotiatorsdowillingly.Althoughtimeconstraintsandworkpressuresmakeitdifficulttofindt

3、hetimetoplanadequately,formanyplanningissimplyboringandtedious,easilyputoffinfavorofgettingintotheactionquickly.Itisclear,however,thatdevotinginsufficienttimetoplanningisoneweaknessthatmaycausenegotiatorstofail.Thediscussionofstrategyandplanningbeginsbyexploring

4、thebroadprocessofstrategydevelopment,startingwithdefiningthenegotiator’sgoalsandobjectivesthenmovestodevelopingastrategytoaddresstheissuesandachieveone’sgoals.Finally,weaddressthetypicalstagesandphasesofanevolvingnegotiationandhowdifferentissuesandgoalswillaffec

5、ttheplanningprocess.LearningObjectives1.Goals–Thefocusthatdrivesanegotiationstrategy.2.Strategy–Theoverallplantoachieveone’sgoals.3.Gettingreadytoimplementthestrategy:Theplanningprocess.I.Goals–TheFocusThatDrivesaNegotiationStrategyA.Directeffectsofgoalsonchoice

6、ofstrategy1.Therearefourimportantaspectstounderstandabouthowgoalsaffectnegotiations:a.Wishesarenotgoals,especiallyinnegotiation.b.Goalsareoftenlinkedtotheotherparty’sgoals.c.Thereareboundariesorlimitstowhatgoalscanbe.d.Effectivegoalsmustbeconcrete,specificandmea

7、surable.Iftheyarenot,thenitwillbehardto:(1)Communicatetotheotherpartywhatwewant(2)Understandwhattheotherpartywants(3)Determinewhetheranofferonthetablesatisfiesourgoals.2.Goalscanbetangibleorprocedural.4-7Chapter04-Negotiation:StrategyandPlanningThecriteriausedto

8、determinegoalsdependonyourspecificobjectivesandyourprioritiesamongmultipleobjectives.A.Indirecteffectsofgoalsonchoiceofstrategy1.Short-termthinkingaffectsourchoiceofs