谈判与冲突管理英文.ppt

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1、NEGOTIATIONSANDCONFLICTMANAGEMENTXUELIWANGSCHOOLOFECONOMICSANDMANAGEMENTTSINGHUAUNIVERSITYNegotiationNegotiation:aninterpersonaldecision-makingprocessbywhichtwoormorepeopleagreehowtoallocatescarceresources.Whyoccurtocreatesomethingnewthatneitherpartycoulddoonhisorherowntoresolveaproblemord

2、isputebetweenthepartiesManagerisnegotiatorDynamicnatureofbusinessInterdependenceCompetitionInformationageDiversityCharacteristicsofnegotiationTwoormorepartiesconflictofinterestbetweentwoormorepartiesvoluntaryprocessandastrategypursuedbychoicenofixedorestablishedsetofrulesorprefertoinventth

3、eirowngiveandtakebothintangiblesandtangiblesareconcernedNatureofNegotiation---InterdependenceMutualdependency(goal)andmutualadjustment(process)ActualstructureofinterdependenceVs.perceivedinterdependenceDilemmainnegotiationdilemmaofhonestydilemmaoftrustBuildingtrust(effortsontheperceptionof

4、theoutcomeandeffortsontheprocess)ThemajorsinsofnegotiationLeavingmoneyonthetableSettlingfortoolittleWalkingawayfromthetableSettlingfortermsthatareworsethanyouralternativeMythsaboutnegotiatorsGoodnegotiatorsarebornExperienceisagreatteacherGoodnegotiatorstakerisksGoodnegotiatorsrelyonintuiti

5、onSometermsusedinN&CBATNA:(BestAlternativetoaNegotiatedAgreement)determinesthepointatwhichanegotiatorispreparedtowalkawayfromthenegotiationtableoryourfallbackposition.PositionVsInterest:apositioniswhatyousayyouwantormusthave.Whileaninterestiswhyyouwantwhatyouwant.Positionalbargainingisusua

6、llydistributive------andmaybeinefficientinthesensethatvaluemaybeleftonthetableatthetimeofsettlementbecauseeachpartydidnotknowwhattheotherreallywanted---butitmayhelponepartygainmoreshort-termprofit.Interest-basedbargainingaddsintegrativepotential.SometermsusedinN&CReservationpoint:thepointa

7、twhichtheBATNAbecomespreferabletostartingorcontinuinganegotiation.Targetpoint:yourobjectiveAskingofferandcounteroffer:thestartofthenegotiationBargainingRange:thedistancebetweenthereservationpointsoftheparties.PreparationworksheetfornegotiationSelf-assessmentAs