国际商务谈判chapter 3

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1、InternationalBusinessNegotiations(2)DiscussionofagendaEverynegotiationhavesth.hardtobedealtwith.(hardbones)strategicTolettheworstgofirst.Tohavethetoughissuethelaterthebetter.Howtochoose?whenforeseeingofdiscrepancyappearslargeandnopartywillmakeeasycompromisesunt

2、ilthelastmomentofdeadlinecomes.Chapter3NegotiationPrincipleCollaborationPrincipledNegotiationCPN(HarvardPrincipledNegotiation)GettingtoYesBY:RogerFisherWilliamUryCore:reachasolutionbeneficialtobothpartiesbywayofstressinginterestsandvaluenotbywayofbargaining.CPNs

3、uggestthatyoulookformutualgainswheneverpossible,andthatwhereyourinterestsconflict,youshouldinsistthattheresultbebasedonsomefairstandardsindependentofthewillofeitherside.Themethodofprinciplednegotiationifhardonthemerits,softonthepeople.Principlednegotiationshowsy

4、ouhowtoobtainwhatyouareentitledtoandstillbedecent.Itenablesyoutobefairwhileprotectingyouagainstthosewhowouldtakeadvantageofyourfairness.CPNconsistsoffourbasiccomponents:Gaining:inventoptionsformutualgainInterests:focusoninterestsnotpositionPeople:Separatethepeop

5、lefromtheproblemCriteria:introduceobjectivecriteriaGaining:inventoptionsformutualgainWin-winConceptWin-loseconceptWin-winconceptTraditionConceptIntheearlyhistoryofhumanbeing,negotiations,althoughasapeacefulapproachtoconflicts,couldbeextremelydangerousfornegotiat

6、ors,whowouldpreparetorisktheirlivesfortalkingwithantagonisticsidebecauseifthetalkfailedtheenvoywouldbebeheaded.Theoutcomesofnegotiations:1.overwhelmingvictory;2.disastrousdefeat.Win-losemodelConventionalpracticeofwin-losemodeltakesthefollowingsteps:Determineeach

7、party’sowninterestsandstance;Defendone’sowninterestsandstance;Discussthepossibilitiesofmakingconcession;Reachanagreementofcompromising;orDeclarefailureofnegotiation.Outcomes:1.consessionsoftenprovetobeverydifferenttomake,whichwouldleadtoimpasseorfailure.2.thelos

8、ercanhardlyacceptthefactofbeingdefeated.Inthesecondhalfofthetwentiethcentury,countriesstartedtovieweachotheranpartnersandcooperators.Outstandingfigure:US:RogerFisherU