Chapter Four Negotiation Strategies and Tactics四章谈判策略与战术.doc

Chapter Four Negotiation Strategies and Tactics Teaching aims: Make students know the general negotiation strategies; Make students know how to choose strategies Make students know those useful negotiation strategies of ITN; Help students put theories into practices; Teaching points: Introduction of Chapter four Strategic principles in negotiation Strategic considerations Useful negotiation strategies Case study/Discussion Class Theoretical Class (2 periods) Introduction of Chapter four Negotiation strategies are established in order to achieve the negotiation objectives. They are acting guidelines and policies of the whole negotiating process and are subject to modification with the progress of negotiation. Since different organizations word in different ways, negotiators should know how to handle different styles of other parties. No single style of negotiation “wins”. It is more skilled negotiator who will prevail. After setting the objectives of negotiation, each party concerned should also develop its own strategies and tactics to achieve those goals. Therefore, it’s necessary for us to know the general strategic principles for negotiations, the considerations we should take into before choosing our general strategy and when to move, where to go, and how fast to go in negotiations, that is we should get acquaintance of those useful and most frequently used negotiation strategies. Strategic principles in negotiation Develop the overall strategy is an important part of preparing for a negotiation. Strategic plans can never be over-elaborate. Here are five strategic principle employed in negotiations. Collaborating合作原则 Understanding: The most commonly employed strategic principle in international trade negotiation. It suggests that you look for mutual gains whenever possible. It enables parties to be fair while protecting you against those who would take advantage of your fairness. When the interests of the two parties are contradictory, an objective criterion