英语谈判策.pdfVIP

Negotiation Strategy and Skill in English 英語談判策略與技巧 Peter Y. H. Chen, Ph.D. (陳彥豪博士) Professor, Dept. of Foreign Languages and Applied Linguistics Director, Center for International Negotiations and Interpretations National Taipei University 國立臺北大學應用外語學系專任教授 兼任國際談判及同步翻譯中心主任 Tel: (02)2500-9335 Fax: (02)2515-9354 E-mail: yhpc@mail.ntpu.edu.tw I. Concepts and Functions of Negotiation 1. A Definition of Negotiation: It is a process of bargaining, which entails two or more interdependent parties who perceive incompatible goals and engage in the social interaction to reach a mutually satisfactory outcome. 2. Issues and Values of Negotiations between the East and the West 3. Necessity of Negotiation －from localization to internationalization 4. Goals of Negotiation －interest and position 5. Distributive Bargaining vs. Integrative Bargaining －zero-sum game vs. win-win 6. Constitution and the Third-Party Intervention of Negotiation 7. Negotiation Rhetoric 8. Negotiation Skills—strategies and tactics II. The Eight-Stage Negotiation Process 1. Preparing A good result of a negotiation can be seen as involving seven elements. The better we handle each element, the better the outcome will be: 1) Interests Whatever our demand or “position” may be, we and others involved in the negotiation would like an outcome that meets our underlying interests—the things we need or care about. The more we have thought about our interests in advance, the more likely we are to meet them. 2) Options A good outcome should be among the best of all possible ways to deal with our differing interests. By options we mean possible