i剑桥国际商务英语 unit 14 negotiations概要1.ppt

Unit 14 Sales and negotiation Negotiations Mixer Next time I suggest you try “Win-Win” Negotiating” Negotiating Challenges for a PM The Pre-Negotiation Planning Phase Understanding Key Motivators Handling Emotions Emotional Challenges Anger/exasperation Insulted Guilt False flattery Recommended Response Allow venting. Probe for why What wouldn’t be insulting? Focus on issues Re-focus Negotiating around Fixed Positions Practice Win-Win Negotiations Exercises Analysis of Exercise 1 Exercise #2 Analysis of Exercise 2 Exercise #3 Analysis of Exercise 3 Exercise #4 Analysis of Exercise 4 Other Know Your Hot Buttons Rotate the negotiator role to be the proud owner of a new sports car. Select someone to be a good friend wants to borrow the car on Saturday. Background: The Negotiator is not using the car this weekend, but is concerned the good friend is a fast driver. The friend is generous, and has done you several favours for the Negotiator, including a recent birthday gift. Time: 3 minutes Good Friends: Who felt things went very well? Why? Observers: Lead a constructive discussion within your team on the “win-win” techniques (2 minutes). Established rapport and common goals? Probed for understanding of beliefs, goals, win-win options, and hidden stakeholder motivators? Paraphrased for confirmation/affirmation? Analysed outcomes and risks? Summarized what was agreed on, and next steps? If stalled, returned to a fundamental that was agree on? Built on this common ground? Avoided emotional responses (even if insulted)? Considered interim options (or postponement) if undesirable outcome was imminent or key info missing? Know who will be in attendance, and their issues If you can, minimize the number of people (especially negative parties who are not essential) Encourage capable advocates to attend Make notes prior, and during Other Websites ConflictNet DiploNet /pub.diplonet/diplonet.html Negotiation Simulations /icons/icons.html Spousal /pleasant.sarah.marr