unit 2正文-principles.docVIP

Passage One Business Negotiation Principles Negotiation is an art developed through study and practice. Effective negotiation requires an understanding of the social, cultural, political, and economic systems, as well as an expertise in technical, financial, accounting, and legal analysis. Negotiation is here defined as the use of common sense under pressure to achieve objectives. However, reaching explicit agreement on all points is not necessarily the only objective of negotiation; in fact, agreement may be reached on only some of the explicit proposals being negotiated. Even then agreements vary widely in their degree of specificity and in the extent of disagreement which is left unsettled①. The outcome of negotiations is more than merely an explicit agreement. Shown in the following are some principles which are effective rules for the negotiators to observe in the course of business negotiation to reach an agreement finally. Basic Principles ? Negotiation takes place within the context of the four Cs, that is, Common Interests (something to negotiate for), Conflicting Interests (something to negotiate about), Compromise (give and take on points), and Criteria or Objectives (determining the objective and the criteria for its achievement). ? Negotiation takes place within the context of an environment composed of the political, economic, social, and cultural systems of a country. The strategies and tactics of negotiation are directly influenced by the environment which varies with each country. ? Negotiators must develop a broad perspective that includes the larger context within which they negotiate. Such perspective is developed through answering such questions as Besides the factors directly related to the ongoing negotiation, what other developments influence the approach to negotiation of the opposite group(s) and of various levels of the organization we represent? For example, in negotiation with a government, the international corporation (IC) should re