尤其是偏乐观的谈判者.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 3.1 Self-Assessment 3.2 Assessment of the Other Party 3.3 Assessment of the Situation 3.4 Simulated Negotiations 3.1 自我评估 3.2 对手评估 3.3 形势评估 3.4 模拟谈判 1) Preparation is the key to successful negotiation. Preparation is the key to successful negotiation. The work that you do prior to negotiation pays off substantially when you finally find yourself seated at the table. The 80-20 rule applies to negotiation: About 80% of your effort should go toward preparation; 20% should be actual work involved in the negotiation. 1）准备工作是谈判成功的关键 准备工作是谈判成功的关键。 当你最终坐在谈判桌旁的时候，就会明白谈判前的准 备工作会让你受益匪浅。 二八法则同样适用于谈判： 大约80%的努力应该用于准备工作， 20%的努力用于实际谈判。 Most people clearly realize that preparation is important, yet they do not prepare in an effective fashion. Faulty preparation is not due to lack of motivation; rather, it has its roots in negotiator’s faulty perceptions about negotiation. 尽管多数人都意识到准备工作的重要性， 但他们并没有做好有效的准备。 准备工作做得不好的根源 不在于缺乏动机， 而在于对谈判的错误认识。 2）Fixed-Pie Perceptions We noted in Chapter 1 that most negotiators view negotiation as a fixed-pie enterprise. Most negotiators (about 80% of them) operate under this perception. Negotiators who have fixed-pie perceptions usually adopt one of three mind-sets when preparing for negotiation. 2）定量馅饼观念 第一章提到： 多数人把谈判看作是定量馅饼。 大多数谈判者（80%）在谈判时都抱着这样的观念。 持有定量馅饼观念的谈判者