222 offer 222 发盘（报价）.ppt

PART Ⅰ ESSENTIALS OF NEGOTIATION 1 Negotiation: The Mind and the Heart 2 The Negotiation Flow (Procedure and Structure) 3 Preparation: What to Do Before Negotiation 4 Distributive Negotiation: Slicing the Pie 5 The Power of Fairness 6 Win-Win Negotiation: Expanding the Pie 7 Strategy and Tactics of Win-Win Negotiation 8 Law of Interest Distribution 第一篇 谈判的基础知识 1 谈判：心灵与智慧 2 谈判流程（程序与结构） 3 谈判准备：谈判之前干什么？ 4 分配式谈判：分割馅饼 5 公平的力量 6 双赢谈判：扩大馅饼 7 双赢谈判的战略与战术 8 利益分配法则 2 The Negotiation Flow (Procedure and Structure) 2 谈判流程（程序与结构） 2.1 The Flow of Negotiations: Stages and Phases Before we explore the specific planning processes （or preparation）for negotiation, it is important to understand the typical steps or flow in a negotiation in order to understand how negotiations are likely to evolve and why planning （preparation）is so important. 2.1 The Flow of Negotiations: Stages and Phases 2.1 谈判流程：进程和阶段 在我们探讨谈判的计划过程（准备工作）之前， 为了搞清以下两个问题： 谈判可能是怎么回事， 为什么计划（准备工作）如此重要， 理解谈判的典型步骤和流程是极为重要的。 Recent years have seen a marked increase in work on negotiation phase modeling. This work has been both descriptive and prescriptive--- some authors describe what they have observed in natural settings, whereas others advise or prescribe certain activity sequences they feel should lead to more effective negotiation. 近些年来，关于谈判阶段的模型研究显著增多。 这些模型， 既有描述性的， 也有规定性的。 即： 一些作者描述了他们在真实场景中观察到的一切； 然而，另一些作者则建议和指定了他们认为可以引导 更加有效谈判的活动序列。 2.1.1 Descriptions The various models fit into a general structure of three phases or stages: a beginning (or initiation) phase, a middle (or problem-solving) phase, and an ending (or resolution) phase. 2.1.1 Descriptions 2.1.1 描述性的谈判流程模型 不同模型都符合一个三阶段结构： 开始阶段（起始阶段）