商务英语谈判Chapter One--2.ppt

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1、Chapter1PrinciplesofBusinessNegotiationPrinciplesofCollaborativeNegotiationCollaborativeNegotiationPrincipledNegotiationNegotiationSkillsHomeworkAnalysisCollaborativeNegotiationItinvolvespeoplewithdiverseinterestsworkingtogethertoachievemutuallysatisfyingoutcomes.Win/winneg

2、otiationIntegrativebargainingFeaturesofCollaborativeNegotiationWhenallissaidanddone,youdidn'tgeteverythingthatyouwanted,butneitherdidtheotherside.Didyouwin?Win-winnegotiationAnswerTwopeoplemayreceivethesameoutcomeinmeasurableterms,say$10,butforonesidethatmaybealoss,whilefor

3、theotheritisawin.Inotherwords,expectationsdetermineone'sperceptionofanygivenresult.Ifyouthinkyouwon,youdid.Ontheotherhand,ifyouthinkyouwerecheated,youdidgetcheated.ImplicationsBeforenegotiationsyoushouldaskyourselftwoquestions:"Whatismybest-casescenario?WhatistheleastI'mwil

4、lingtosettlefor?"Theareainbetweeniscalledyoursettlementrange.Ifyoucanreachanagreementwithinyoursettlementrange,it'sawin!IntegrativeBargainingIntegrativebargainingreferstothepotentialfortheparties'intereststobecombinedinwaysthatcreatejointvalueorenlargethepie.Thisstrategyfoc

5、usesondevelopingmutuallybeneficialagreementsbasedonlongterminterestsofthedisputants.DistributiveBargainingDistributivebargainingisacompetitivenegotiationstrategythatisusedtodecidehowtodistributeafixedresource.Thepartiesassumethattheycannot"expandthepie,"sothemoreonesidegets

6、,thelesstheothersidegets.CaseStudy一次，IBM公司同一家大银行做一笔计算机生意，双方为价格争执不下，银行拿另一家公司来压IBM公司。在关键时刻，IBM公司的总经理向银行的负责人问道：“阁下，您是想要和一个硬件商人做生意？还是想找一个合作伙伴？”对方愣了一下，立即明白了他的意思，说道：“我想找个合作伙伴。”“那么和你的新伙伴握手吧。”随后两只大手握在一起，生意就此成交了。WhatdoesthemanagerofIBMmean?Takingeachotherasfriendsnotasadversaries.Fe

7、aturesofCollaborativeNegotiationCommoninterestsarevaluedandsought;Limitedresourcesdoexist,buttheycanusuallybeexpandedthroughcooperationandcreativity;Interdependenceisrecognizedandenhanced;Thegoalisamutuallyagreeablesolutionthatisfairtoallpartiesandefficientforthecommunity/g

8、roup.DisadvantagesMaycompromiseandaccommodateinwaysnotinhis/herbestinterests;Itinc