沟通与谈判精要.ppt

* * The results of New Recruit, as well as the stories of orange, and pumpkins, all tell us that pie expanding is important and desirable in negotiations. Then, how can we effectively expand our pies when we negotiate? First, we need to correctly understand what we want, what we care in a negotiation. For example, If I ask you the question: What do you expect for a good job offer, suppose you are the job candidate? Very often, the answer is a number, say, 100,000 dollars. Then, Does a salary of 100,000 dollars, or even more, mean a good job offer? Not necessarily. If you are given that amount of money and are required to work in Bagdad with no benefit, no paid vacation, and no career future, would you like the offer? Probably not. Because you’ll feel miserable at such an offer – it’s far from providing a good standard of living. This example tells us the differences among three concepts: positions, issues, and interests. In this case, $100,000 is a POSITION, You think about that position because you care about the ISSUE of salary. But other issues are important too because you have considered the place you will work, the terms of benefit, length of paid vacation, and so on. Then, why do you want these things? The underlying motivation for you to care about them, maybe a good standard of living, is the most important objective you want to obtain from the negotiation – that’s your INTEREST and what you actually want to get out of the negotiation. So it is important to know that you enter the negotiation not to “win” against anybody or to win any position, but to satisfy your own interest. * Generally, we deal with three kinds of issues. They are distributive issues, integrative issues, and compatible issues. Distributive issues are those with an “I win, you lose” results. There is no potential to expand the pie, and your task is to slice the pie. Integrative issues are also kind-of “I win, you lose”, but have the opportunity such that I win a lot but you lose only