整合型谈判ppt课件.ppt

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1、PARTⅠESSENTIALSOFNEGOTIATION第一篇谈判的基础知识1Negotiation:TheMindandtheHeart2TheNegotiationFlow(ProcedureandStructure)3Preparation:WhattoDoBeforeNegotiation4DistributiveNegotiation:SlicingthePie5ThePowerofFairness6Win-WinNegotiation:ExpandingthePie7CollaborativePrin

2、cipledNegotiation8LawofInterestDistribution第一篇谈判的基础知识1谈判:心灵与智慧2谈判流程（程序与结构）3谈判准备：谈判之前干什么？4分配式谈判：分割馅饼5公平的力量6双赢谈判：扩大馅饼7合作原则谈判8利益分配法则4DistributiveNegotiation:SlicingthePie4.1TheNegotiationDance4.2TheBargainingZone4.3Pie-SlicingStrategies4.4TheMostCommonlyAskedQue

3、stions4.5SavingFace第四章对立性谈判：分割馅饼4.1谈判之舞4.2议价区间4.3馅饼分割策略4.4常见问题4.5挽回面子4.1NegotiationDanceTheentireprocessofmakinganopeningofferandthenreachingamutuallyagreeablesettlementisknownasthenegotiationdance.Unfortunately,mostofushavenevertakendancelessonsorknowwhattod

4、ooncewefindourselvesonthedancefloor.4.1NegotiationDance4.1谈判之舞谈判之舞（NegotiationDance）：从初始报价到最后达成可接受协议的整个过程。遗憾的是，大多数人从不参加舞蹈课，或者不知道一旦置身于舞池之中应该做什么。Shouldwelead?Shouldwefollow?Afewhard-and-fastrulesofthumbapply,butthenegotiatormustmakemanychoicesthatarenotsoclear-

5、cut.Wewrestlewiththeseissuesinthischapter.我们应该领舞吗？我们应该跟着别人跳舞吗？一些严格的经验法则可以应用，然而，谈判者则需要做很多并非如此清晰明确的选择。我们将在本章对此进行深入阐述。Negotiations,accordingtostrategiesandtactics,mayfallintotwocategories:distributivenegotiationandintegrativenegotiation.谈判类型的划分方法很多。本课程按照：战略策略把谈判

6、分为两类：对立性谈判（Distributivenegotiation）合作性谈判（Integrativenegotiation）Distributivenegotiationalsobecalled:competitivedistributivenegotiationwin-losenegotiationorzero-sumgame分配性谈判（对立性谈判、两分法谈判、赢输谈判）分割馅饼分配稀缺资源力争各自的利益最大化零和博弈（zero-sumgame）：谈判双方的利益之和是一个常数。一方利益的获得以另一方利益的失

7、去为代价。Integrativenegotiationalsobecalled:cooperativeintegrativenegotiationwin-winnegotiationornonzero-sumgame整合型谈判（合作性谈判、双赢谈判）扩大馅饼创造价值所有创造性的机会都被利用充分协调各方利益非零和博弈（nonzero-sumgame）：谈判双方的利益之和是一个变数。各方都能多得。1)DistributiveNegotiationNegotiatorsdistributescarceresources

8、(money,controllingpower,optionsetc.)betweeneachother.1)DistributiveNegotiation1）分配性谈判谈判者们在彼此之间分配稀缺资源。如：金钱控制权选择权（期权）等Inthischapter,wefocusonhownegotiatorscanbestachievetheiroutcomes–econom