广药国际商务谈判

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1、第一NegotiationsNegotiationsoccurforseveralreasons:•Toagreeonhowtoshareordividealimitedresource•Tocreatesomethingnewthatneitherpartycouldattainonhisorherown•ToresolveaproblemordisputebetweenthepartiesApproachtotheSubjectMostpeoplethinkbargainingandnegotiationmeanthesamethin

2、g;however,wewillbedistinctiveaboutthewayweusethesetwowords:•Bargaining:describesthecompetitive,win-losesituation??•Negotiation:referstowin-winsituationssuchasthosethatoccurwhenpartiestrytofindamutuallyacceptablesolutiontoacomplexconflict??ThreeImportantThemes1.Thedefiniti

3、onofnegotiationandthebasiccharacteristicsofnegotiationsituations2.Interdependence,therelationshipbetweenpeopleandgroupsthatmostoftenleadsthemtonegotiate3.Understandingthedynamicsofconflictandconflictmanagementprocesseswhichserveasabackdropfordifferentwaysthatpeopleapproac

4、handmanagenegotiationsCharacteristicsofaNegotiationSituation•Therearetwoormoreparties•Thereisaconflictofneedsanddesiresbetweentwoormoreparties•Partiesnegotiatebecausetheythinktheycangetabetterdealthanbysimplyacceptingwhattheothersideoffersthem•Partiesexpecta“give-and-take

5、”process•Partiessearchforagreementratherthan:FightopenlyCapitulate(givein)BreakoffcontactpermanentlyTaketheirdisputetoathirdparty•Successfulnegotiationinvolves:Managementoftangibles(e.g.,thepriceorthetermsofagreement)Resolutionofintangibles(theunderlyingpsychologicalmotiv

6、ations)suchaswinning,losing,savingfaceInterdependenceInnegotiation,partiesneedeachothertoachievetheirpreferredoutcomesorobjectives•Thismutualdependencyiscalledinterdependence•InterdependentgoalsareanimportantaspectofnegotiationWin-lose:Iwin,youloseWin-win:Opportunitiesfor

7、bothpartiestogain•Interdependentpartiesarecharacterizedbyinterlockinggoals•Havinginterdependentgoalsdoesnotmeanthateveryonewantsorneedsexactlythesamething»AmixofconvergentandconflictinggoalscharacterizesmanyinterdependentrelationshipsTypesofInterdependenceAffectOutcomes•I

8、nterdependenceandthestructureofthesituationshapeprocessesandoutcomesZero-sumordistributive–onewi