《国际商务谈判》

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1、CHAPTER1TheNatureofNegotiationTheTitlesAFewWordsaboutOurStyle&Approach.JoeandSueCarter.CharacteristicsofaNegotiationSituation.Interdependence.MutualAdjustment.ValueClaimingandValueCreation.Conflict.EffectiveConflictManagement.Overviewofthewholebook&ChapterSummary.1

2、.AFewWordsaboutOurStyle&ApproachBecarefulabouthowweusebargainingandnegotiation.Negotiationisaverycomplexsocialprocess;manyofthemostimportantfactorsthatshapeanegotiationresult.Ourinsightsintonegotiationdrawfromthreesources.(experience,media,thewealthofsocialscience

3、research)2.JoeandSueCarterAstoryaboutahusbandandwife.Inthisday,theyfacedthechallengesofmanymajorandminornegotiations.Weusethestorytohighlightsomethingimportant(definition,characteristicsofanegotiation,andsoon).3.CharacteristicsofaNegotiationSituation(1)Therearetwoo

4、rmoreparties.(2)Thereisaconflictofneedsanddesiresbetweentwoormoreparties.(3)Thepartiesnegotiatebychoice.(4)Whenwenegotiateweexpecta“giveandtake”process.(5)Thepartiesprefertonegotiateandsearchforagreement.(6)Successfulnegotiationinvolvesthemanagementoftangibles&also

5、theresolutionofintangibles.4.InterdependenceWhenthepartiesdependoneachothertoachievetheirownpreferredoutcometheyareinterdependent.Mostrelationshipsbetweenpartiesmaybecharacterizedinoneofthreeways:independent,dependent,orinterdependent.Notethathavinginterdependentgo

6、alsdonotmeanthateveryonewantsorneedsexactlythesamethingTypesofinterdependenceaffectoutcomes..Alternativesshapeinterdependence.5.MutualAdjustmentMutualadjustmentandconcessionmaking.Whenonepartyagreestomakeachangeinhisorherposition,aconcessionhasbeenmade.Concessionsr

7、estricttherangeofoptions,withwhichasolutionoragreementwillbereached;whenapartymakesaconcession,thebargainingrangeisfurtherconstrained.Twodilemmasinmutualadjustment.First,thedilemmaofhonesty,concernshowmuchofthetruthtotell?Second,thedilemmaoftrust,howmuchshouldthene

8、gotiatorsbelievewhattheotherpartytellsthem?6.ValueClaimingandValueCreation-1Identifytwotypesofinterdependentsituations—zero-sumandnon-zero-sum.T