Unit 3 negotiation goals.pptVIP

Revision of Unit 2 Principles of Mutual Gains Approaches Acknowledge the concerns of the other side and focus on building long-term relationship. Maintain a sincere and frank attitude. Speak on good grounds. Principles of Alternatives in Decision Making (提出互利选择)：what’s the significance of alternatives? They represent opportunity to explore imaginative solutions to the problem at hand. Principles of Concentrating on Issue (Separating the People from the Problem): Since all people have emotions, values, personalities and temperaments, negotiation may develop either successfully or unsatisfactorily. What are the methods of separating the people from the problem? See the situation from the other side’s point of view. Present more objective information and avoid blaming the other side. Participation of both parties Save face and not to hurt one’s feelings. Case Study Ⅰ A famous male Brazilian footballer signed a one-million-pound-per-year contract with Manchester United in the UK. By the end of the year, he requested MU to honor the agreement and pay the money, but the club was short of money and asked him to wait for a few days. Case Study Ⅱ In a fair, a foreign agricultural equipment importer showed great interest in the harvesters produced by Luoyang Tractor Factory. However, he had little knowledge of the machines quality and market. Rather than persuade him with dull explanations the salesman asked, “Are you familiar with the head of XX Company?” “Yeah, we are in the same industry and we have often cooperated.” Then the salesman said “So you can ask him about our products. He just bought a lot of this item from us” Unit 3 Goals for Negotiations By Tony Preparation for International Business Negotiation Collecting Information (Unit 5) Forming the Negotiation Team (Unit 4) Identifying Targets (Unit 3) Drawing up Strategies (Unit 7) Dual Model Concern and Accountability The Dual Concern Model predicts that various combinations of negotiator concern for self and