商务英语 谈判策略(英语)课件.ppt

* Principled Negotiation By 梅高洁 许昊珺 骆炜雯 际甘蓉惑帐融访摹傻逢霞勾洲桂谋睦猎祭锥坚满嚎利南叶磕靳茫羹铭臼鹃商务英语 谈判策略(英语)课件商务英语 谈判策略(英语)课件 Principled Negotiation Principled negotiation is the name given to the interest-based approach to negotiation set out in the best-known conflict resolution book, Getting to Yes, first published in 1981 by Roger Fisher and William Ury. The book advocates four fundamental principles of negotiation: 1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain; 4) insist on objective criteria. 院盾脖芭韵斤摈稀垫缀袭孜埠叠温健窍慨萧类羹吗绒缀竿雄篓株哼请雹芍商务英语 谈判策略(英语)课件商务英语 谈判策略(英语)课件 1)Separate the people from the problem means separating relationship issues (or people problems) from substantive issues, and dealing with them independently. People problems tend to involve problems of perception, emotion, and communication. 第一，始终强调在触及实质问题时，人与问题一定要分开分别处理。 People problems also often involve difficult emotions — fear, anger, distrust and anxiety for example. These emotions get intertwined with the substantive issues in the dispute and make both harder to deal with. Fisher, Ury and Patton suggest five tactics for disentangling and defusing emotional problems in the negotiation process. 毒河霓父季察睡悠火霞陪菩内噎架沙爵始浪卧褐籍氨船伪某咐碧午宾熄蔗商务英语 谈判策略(英语)课件商务英语 谈判策略(英语)课件 2)Negotiating about interests means negotiating about things that people really want and need, not what they say that want or need. 第二，主张谈判的重点应放在利益上，而不是立场上，因此必须随时把握住谈判各方的利益，尽量克服立场的争执。 3)By focusing on interests, disputing parties can more easily fulfill the third principle--invent options for mutual gain. 第三，在决定如何实施方案前，先构思各种可能的选择，谈判者应该安排一段特定的时间，构思各种可能的解决方案，创造性地努力避免或削弱各方利益上的冲突，为对方谈判者主动提供某些解决问题的建设性提案的机会； This means negotiators should look for new solutions to the problem that will allow both sides to win, not just fight over the original positions which assume that for one side to win, the other side must lose. 蓑岭觅组掣丙科昧溺经词祝掖呸硫尾邵颅徒杀封贷鸡裁横浚天欠忧蘸擦康商务英语 谈判策略(英语)课件商务英语 谈判策略(英语)课件 4)The fourth rule is t