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1、DefinitionofNegotiation谈判的定义 Negotiatingispartofeverydaylife.Younegotiatefarmorethanyourealize.Inabusinessoranadministrativeposition,youdosowhenyou’redependentuponothersforgettingyourideasaccepted,yourgoalsaccomplishedoryourproblemssolved.Youalsonegotiateonhowtasks,rightsandresponsibili
2、ties,resourcesandrisks,andmonetarygainsandlossesshouldbeassignedordividedup. Negotiationisacooperativeundertaking,inwhichyouandtheopposingpartyattemptconstructivelytofindsolutionsthatsatisfybothyourneeds.Successfulcooperationresultsinsolutionsthataremorecost-effectiveandinvolvelessrisk.
3、Theneedsofothersandtheneedsoftheenvironmentaremorelikelytobegivenconsideration. NegotiatorofTwoExtremes两种极端的谈判者 Wenotonlynegotiatetosolveproblems,butalsohowtodivideupresponsibilitiesandwork,aswellasthedistributionofcosts,risks,profitsandgains.Accomplishingthissuccessfullyplacesspeciald
4、emandsonyouasanegotiator.Youneedtobebusinesslike.Thisrequiresyourfindingahappybalancebetweentwoextremebehaviors,thatofbeingna’i’ve,andthatofbeinggreedy. Ana’i’venegotiatorgivesawaytoomanyadvantagesandtoomuchpotentialprofit.Heacceptstoomuchoftheworkandresponsibility,andtoomanyoftherisks.
5、Thus,ana’i’venegotiatorisexpensivefortheorganization.Heiseasilytakenadvantageof.Eventhepartieshenegotiatesformanyhavelittletrustinhim. Agreedynegotiatorwantstogeteverythingwithoutbeingwillingtogive.Heisunabletoaccepttheideaoftheotherpartygaininganything.Hewantstothreattheotherpartyandde
6、featit.Agreedynegotiatorisalsoexpensivefortheorganization.Noonewantstodealwithhim.Peopleavoidhimiftheycan.Thosehehasvictimizedarelikelytoseekrevenge.Agreedynegotiator,justlikethena’i’veone,failstogaintrustandsupport. DynamicsofNegotiation谈判的潜在力量 Thenegotiationprocessisaboutpower,ego,an
7、dsavingface. Power:Atthecore,everynegotiationisapowerstruggle,nomatterhowsmall.Itisoneside’sattemptatprimacyovertheotherside’spointofvieworposition.And,nooneeverwantstofeelpowerless.Evenpolicehostagenegotiatorsknowasafirsttactictocreatetheillusionofpowerorcontrolinthemin
