negotiation goals - 副本.pptVIP

Chapter 3 Goals for Negotiations Questions for discussion: What goals would you set before negotiation? 2. What would you do if you can’t even achieve your bottom goal? Chapter 3 Goals for Negotiations Four basic goals for Negotiations: The desired goal Practically demanded goal Acceptable goal Bottom goal Chapter 3 Goals for Negotiations Multiple Negotiation Goals Instrumental goals: they are task oriented, such as obtaining money, goods, services, or information. 2. Relational goals: they have to do with gaining power, building trust. 3. Identity goals: they involve the maintenance of a negotiator’s identity. Negotiators may attack or defend the other’s “face” to accomplish relational and instrumental goals Chapter 3 Goals for Negotiations Classification of the goals in negotiation Short-term vs. long-term goals Major vs. minor goals Immediate (direct) vs. remote (indirect) goals Desired vs. bottom goals Global vs. local goals Old vs. emerging goals Chapter 3 Goals for Negotiations Useful tactics for successful negotiation: Suppose you want to reach an agreement on building an auditorium. Present (market) situation: What are the elements for the present market situation in deciding the prices of building it? Negotiator’s own situation: if you want to reduce the price, what should you have? Laws and regulations: which kind of laws are you likely to violate? Chapter 3 Goals for Negotiations 4. Opponent: what do you have to know about your opponent? 5. Desired goals and bottom goals: what are your highest goals and lowest goals? Case Study and Practice Practice I: Contracting a water treatment plant Situation: A water treatment plant is to be built in Guangzhou. You, as a representative of a construction company that can satisfy the qualifications for the construction, want to contract the construction of the plant. Task: Please decide the goals for the pre-bidding meeting. Suggestions for practice I 1. Impress the employer with the excellent qualities of y