国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter10.ppt

《国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter10.ppt》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。

1、InternationalBusinessNegotiation1Chapter10NegotiationStrategies2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:1.Strategicconsiderations2.negotiationstrategies；3.choicesofstrategy；4.howtodevelopyourownnegotiationstyle3ImprovingNegotiationSkillsDevelopingYourNe

2、gotiationstrategies123ContentsStrategicConsiderations410.1ImprovingNegotiationSkills“Strategy”isconsideredascomprisingthetechniquesusedintheactualprocessofnegotiation,aswellasthetacticsusedasdevicestoimplementthestrategy.510.2StrategicConsiderations10.2.1Therepeatabilityofaneg

3、otiation10.2.2Thestrengthsofnegotiatingparties10.2.3Theimportanceofadeal10.2.4Thetimescale10.2.5Thenegotiationresources610.3.1TheCompetitiveStrategy(1)AlternativestoSettlement(2)“AnythingButThat”(3)Bluffing(4)BringingintheMedia(5)CreatingDeadlock(6)Diversion/Distraction(7)Done

4、Deal(8)GoodCop/BadCop10.3DevelopingYourNegotiationstrategies710.3DevelopingYourNegotiationstrategies10.3.1TheCompetitiveStrategy(9)IrrationalBehavior(10)LimitedAuthority(11)LimitedTime(12)“PoorMe”(13)Silence(14)StrawMan(15)Turnabout(16)UseofPower810.3.2TheAccommodationStrategy

5、(1)Face-Saving(2)Identification(3)TaketheLeadOar(4)TakeReasonableActions910.3.3TheCompromisingStrategy(1)Bit-by-Bit(2)ConditionalProposals(3)“Log-Rolling”(4)“SplittingtheBaby”(5)Tit-for-Tat1010.3.4TheCollaborativeStrategy(1)Flexibility(2)FocusonProcess(3)IdentifywithOthersinSi

6、milarCircumstances1110.3.5TheAvoidanceStrategy(1)NegotiateMoneyIssuesFirst(2)NegotiateNon-MoneyIssuesFirst(3)RefusetoCombineNegotiationofRelatedDisputes(4)WalkOutoftheNegotiation(5)WithdrawanIssue(6)SwitchingStrategies12Thanks!13