商务谈判 02概要1.pptVIP

host team guest team Information: name, official and professional titles(职务、职称）, specialities（专业领域）, major responsibility etc. 2.Negotiation agenda and its arrangement 安排谈判日程 Setting Negotiation Agenda formal agenda: a sort of working agenda hidden agenda: consists of those issues that have the greatest commercial and psychological importance for each party. Both parties will be negotiating to the same formal agenda, but each own hidden agenda will be different. Negotiation Agenda Arrangement Agenda reflects strategic consideration of negotiators. (1)Let the worst go first: going into key issues immediately, and ending in relaxation of tension and satisfaction of easy gain of benefits. (2)Place trivial issues first and important issues second: creating the effects of relaxation of relations, and leading negotiators to smooth their way over tough and difficult issues. 3.Formal negotiation实质性谈判 4.Wrapping up谈判总结 Review and confirmation of the agreement and result of talks on each issue( also includes arrangements for follow-up work). 谈判协议最佳替代方案 BATNA是罗杰·费希尔（Roger Fisher）和威廉·尤里（William Ury）在他们所著的经典文章Getting to Yes中所提出来的。知道你的BATNA就意味着如果目前的谈判没有成功，你对应该做什么和将要发生什么心中有数。 What you will do if an agreement is NOT reached What is the best result you would get if you walked away from this negotiation? If you don’t sell your house, what will you do with it? Keep it on the market indefinitely; Rent it out; Let someone house-sit(代为照管房屋） in return for maintenance Alternatives are OUTSIDE the negotiation Figure out the value of your BATNA, and then you know what your base for negotiation is. There may be several alternatives, the BATNA is the one you would choose. Reservation Price (bottom line)保留价格（又称免谈价格）是你在谈判中所能接受的最低条件或价格。 The least favorable point at which one will accept a deal The “walk-away” Example: you are looking for larger office space. You set your BATNA at $20/SF and your Reservation Price at $30/SF（square foot平方英尺） If owner won’t budge（改变态度或意见）from