UNIT 5 Packing and Labeling 英语谈判口语课件.ppt

c YOUR SITE HERE LOGO c 英语谈判口语UNIT 5 Packing and Labeling 北京大学出版社 主编：刘玉玲 Unit 5 Packing and Labeling A Glimpse of Negotiation Strategy Find Underlying Interests A key to success is finding the integrative issues--often they can be found in underlying interests. We need to be very clear about our interests and this may not be as easy as it would appear. Equally important is the need to find out the other person’s key interests. We are used to identifying our own interests, but a critical element in negotiation is to come to understanding the other person’s underlying interests and underlying needs. With probing and exchanging information we can find the commonalities between us and minimize the differences that seem to be evident. Understanding these interests is the key to integrative bargaining. The biggest source of failure in negotiation is the failure to see the integrative element of most negotiation. Too often we think a situation is won-lose when it is actually a win-win situation. This mistaken view causes us to often use the wrong strategy. Consider a situation where your boss rates you lower on a performance appraisal than you think you deserve. We often tend to see this as win-lose-either he/she gives in or I give in. There is probably a much higher chance of a successful negotiation if you can turn this to a YOUR SITE HERE UNIT 5 Packing and Labeling win-win negotiation. A key par or I don’t understand this rather than You’re not teaching the material very well. t in finding common interests is the problem identification. It is important to define the problem in a way that is mutually acceptable to both sides. This involves depersonalizing the problem so as not to raise the defensiveness of the other person. Thus the student negotiating a problem with a professor is likely to be more effective by defining the problem as I need to understand this material better Use an Objective Standard if possible. Try to have the result be based on some o