江炯聰__談判研究之分析架構.pptVIP

* Framework for Negotiation Study談判研究之分析架構 江炯聰教授 2009/02/23 談判之 4 種型態 Transaction 交易 Relationship 關係 Deal Making 完成交易 Deal Making Parties will not interact in the future, but there are no preexisting animosities. Relationship Building Parties anticipate a long-term relationship, but its basis has not yet been determined. Dispute Resolution 化解爭端 Dispute Resolution Relationship is likely to be characterized by animosity, but parties will not interact after resolution Conflict Management The current dispute is likely to be part of a longer-term pattern of contention, which may create barriers to agreement. Phases and Core Tasks 談判階段與核心工作 Away from the Table 談判桌外 At the Table 談判桌上 Diagnosing the situation 診斷情勢 Analyze the structure of the negotiation and develop hypotheses about counterparts’ interest and alternatives. Learn in order to test and hone your hypothesis. Shaping the structure 架構議題 Shape who participates and how current negotiations are linked to others. Work to set the agenda and frame what is at stake. Managing the process 管理進程 Plan how to learn and influence counterparts’ perceptions of the bargaining range. Influence counterparts’ perceptions of what is acceptable. Assessing the results 評估結果 Establish goals before going to the table. Between sessions, evaluate how you are doing. Periodically assess what is happening so you can make midcourse corrections. Source: Michael Watkins (2002) Main Questions 主要問題 Dispute or deal? 交易或爭端? More than two parties? 有關各方? Are the parties monolithic? 內部一致或分歧? Is the game repetitive? 重複賽局? Are there linkage effects? 互有關聯? More than one issue? 單項多項議題? Is an agreement required? 須達成協議? Are threats possible? 可運用威脅? Are there time constraints or time-related costs? 時間限制或相關? Are the contracts binding? 協議有約束力? Are the negotiations private or public? 談判者為私人或公眾人物? What are the group norms? 團體規範? Can the external helper be used? 可引進外來協助? Framework 研究架構 BATNAs (Best Alternative To a Negotiated Agreement) 最佳替代方