国际商务谈判英文版课件刘园 姜和ISBN 9787566307859 PPTChapter 5Strategies and Tactics.ppt

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1、InternationalBusinessNegotiation1PartⅡNegotiationMechanismChapter5:StrategiesandTactics2KeypointsNegotiationinterestsandposition；Negotiationpowerasanindicationofthetrendofwholeprocess；Strategiesandtacticsthatmaybeusefulinnegotiation.3NEGOTIATIONINTERESTSANDPOSITIONSThebasicreasonwhyma

2、nypeoplefailtofindagreementisthateachhastakenwhatisknownasa'position.'Onewantssomethingthattheotherdoesn't.Themainproblemisthatthepeopleinvolvedinanegotiationalwaysknowthepositionsoftheparties,buttheyoftenneglecttounderstandwhytheotherpersonhastakenthispositioninthefirstplace.4NEGOTIA

3、TOGPOWERANDSOURCESOFNEGOTIATINGPOWERPowerandNegotiatingPowerSourcesofNegotiatingPowerFactorsCausingtheChangesofNegotiatingPowerApplicationofPowerTactics5PowerandNegotiatingPowerThemorepowerthatacountry,aninstituteoranindividualcanmakeuseof,themorepowerfultheyare,becausebydefinition,po

4、werisasocialphenomenon,whichendowspeoplewithcontroloverotherpeopleoreventsoractivities.Negotiatingpoweristheabilitythatonenegotiatorcanmakeuseoftocontroloverandaffecttheotherside'sdecisionmakingandtoresolvethedisputeandattainthetargetofnegotiation.6SourcesofNegotiatingPowerSomeoftheba

5、sicconsiderationsthatprovidesourcesofbargainingstrength:TheStateoftheMarketMarketShareInformationTimeCorporateSizeandStructureReputationProductLife-cycle7FactorsCausingtheChangesofNegotiatingPowerRelationsofthethreefactorswiththepowerchangesareexpressedinthefollowingequation:P(A~B)=MB

6、×"DB:A"/"SB"－MA×"DA:B"/"SA"P(A~B)——A'spowerrelativetoB(A=self,B=other);MB——B'smotivationforthegoalsmediatedbyA;MA——A'smotivationforthegoalsmediatedbyB;DB:A——B'sdependenceonAtogetthegoals;DA:B——A'sdependenceonBtogetthegoals;SB——B'ssubstitutesoralternativesforsatisfyingthosegoals;SA——A'

7、ssubstitutesoralternativesforsatisfyingthosegoals.Theequationstatesclearlyhowthe3factors①Motivation②Dependence③SubstitutesinteractwithoneanothertoaffectA'srelativepower.8①MotivationMotivationcanbeprovokedandstimulatedbyallsortsofmeans,butbasicallyby:(1)Offeringinducementstotheotherort

8、otheo