7 Collaborative Principal.pptVIP

PART Ⅲ PRINCIPALS AND LAWS第三篇 谈判原则和法则 5 Equal and Voluntary Participation 6 Win-win Concept 7 Collaborative Principled Negotiation 8 Law of Interest Distribution 9 Law of Trust 7 Collaborative Principled Negotiation 7 合作原则 7.1 Four Components of CPN 7.1 合作原则谈判法的构成 1）合作原则谈判法的实质 双赢理念的广泛传播促进了新的谈判理 论的诞生，其中最有影响的就是合作原则谈 判法，就是著名的哈佛原则谈判法。 谈判者是合作者，非竞争者、敌对者。 代表人物是： 罗杰·费希尔（Roger Fisher） 威廉·尤利（William Ury） 代表作是： 《通向成功》 谈判界的圣经。 Increasing acceptance of win-win concept has brought forth development of totally new negotiation theories. A representative one is Collaborative Principled Negotiation, also commonly known as Harvard Principled Negotiation established by Roger Fisher and William Ury, professors from Harvard University. The two professors developed their theoretical system and concept in their works, especially the famous book Getting to Yes---Negotiation Agreement without Giving in. The book is regarded by a lot of scholars and negotiators as the “Bible” of negotiation and its viewpoints are widely quoted and practiced. 合作原则谈判法的核心和精神实质是： 通过双方的共同利益，而非讨价本身， 以及通过寻求双方各有所获的方案来取得谈 判的成功。 合作原则谈判法是对双赢理念的发展和 理论化。 具有广泛的适用性。 学习应用合作原则谈判法对于双方取得 双赢的结果具有十分积极的意义。 The core of CPN（Collaborative Principled Negotiation）is to reach a solution beneficial to both parties by way of stressing interests and value not by way of haggling. 2）不合作的危害 不合作损坏了谈判的两种利益： （1）实质利益的损失 各方只站在自己的立场上，千方百计的 压倒对方，击败对方，贪求己方单方面的彻 底胜利，结果可能是双方实际利益的完全损 失。 （报业谈判） （2）关系利益的损失 当作敌手时，各方的利益互不相容，为 了己方利益，各方之间互相攻击、指责、埋 怨，彼此关系更加对立、紧张，导致关系利 益损失。 3）合作原则的内容 合作原则由四部分组成： （1）对事不对人；（对对手） （2）重利益而非立场；（对利益） （3）双赢方案；（利益获取） （4）客观标准；（利益评价） 四部分相互依存，环环紧扣。 CPN consists of four basic components. The four components are interrelate with each other and should be applied to the whole course of the negotiation. The four components are explained in