国际商务谈判 课件 双语chapter 4

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1、CHAPTER4Win-WinNegotiation:ExpandingthePieFaultyPerceptionsofWin-WinNegotiationA.Mostpeoplethinkwin-winnegotiationmeansoneormoreofthefollowing:1.Compromise2.Evensplit3.Feelinggood4.BuildingarelationshipB.Win-winreallymeansthatallcreativeopportunitiesareexploitedandnoresourcesareleftonthetabl

2、e(integrativenegotiation)WhatMakeIntegrativeNegotiationDifferent?FocusoncommonaltiesratherthandifferencesAttempttoaddressneedsandinterests,notpositionsCommittomeetingtheneedsofallinvolvedpartiesExchangeinformationandideasInventoptionsformutualgainUseobjectivecriteriaforstandardsofperformance

3、TelltaleSignsofWin-WinPotentialDoesthenegotiationcontainmorethanoneissue?Canotherissuesbebroughtin?Cansidedealsbemade?Dopartieshavedifferentpreferencesacrossnegotiationissues?OverviewoftheIntegrativeNegotiationProcessCreateafreeflowofinformationAttempttounderstandtheothernegotiator’srealneed

4、sandobjectivesEmphasizethecommonaltiesbetweenthepartiesandminimizethedifferencesSearchforsolutionsthatmeetthegoalsandobjectivesofbothsidesFactorsThatFacilitateSuccessfulIntegrativeNegotiationSomecommonobjectiveorgoalFaithinone’sownproblemsolvingabilityAbeliefinthevalidityofone’sownpositionan

5、dtheother’sperspectiveThemotivationandcommitmenttoworktogetherAPyramidModelofIntegrativeAgreementsA.Threelevelsofintegrative,orwin-win,agreements1.Level1:agreementsthatexceedparties’no-agreementpossibilitiesorreservationpoints2.Level2:agreementsthatarebetterforbothpartiesthanotherfeasibleneg

6、otiatedagreements(situationisnotpurelyfixed-sum)3.Level3:agreementsthatareimpossibletoimproveonfromtheperspectiveofbothparties(alongpareto-optimalfrontierofagreement)B.Lessthan25percentofexecutivesinnegotiationsimulationsreachlevel3agreements,andofthose,50percentreachthembychanceFigure4-1:AP

7、yramidModelofIntegrativeAgreementsLevel3:Pareto-optimalLevel2:SettlementdemonstrablysuperiortootherfeasiblesettlementsLevel1:Mutualsettlement(positivebargainingzone)CASESTUDY：WCTVS.POPCASESTUDY：WCTVS.POP将要谈判的问题WCT’S保留点（RP）WCT’S目标点（TP）POP’S保留点（RP）PO