国际商务谈判课件双语CHAPTER6.pptVIP

CHAPTER 6Developing a Negotiating Style Your Subtitle Goes Here MOTIVATION-APPROACH-EMOTION Basic motivations influence behavior in negotiations. Approach (interests-based, rights-based or legalistic, or power-based) affects negotiation. Emotions (or lack thereof) are also type of bargaining style. Most people have a dominant or instinctive style. (Sidebar 6–1) Figure 6-1: Subset of Social Values Assessing Your Motivational Style Table 6-1: Motivational Styles Tools for overly cooperative negotiator Avoid concentrating too much on your bottom line Develop your BATNA Get an agent and delegate the negotiation task Bargain on behalf of someone or something else, not yourself Create an audience Say “you’ll have to do better than that, because…”, not “yes” Insist on commitments, not just agreements Tools for overly competitive negotiator Think about pie expansion, not just pie-slicing Ask more questions than you think you should Rely on standards Hire a relationship manager Be scrupulously reliable Don’t haggle when you can negotiate Always acknowledge the other party and protect his/her self-esteem Strategic Issues Concerning Motivational Style The myth of the hard bargainer Do not lose sight of your own interests Social comparison can cause breakdowns in negotiation Use the principle of reinforcement to shape behavior Recognize the power of reciprocity Anticipate motivation clashes at the bargaining table Anticipate convergence Assessing your approach Table 6-2: Approaches to Negotiation Assessing your approach Interests-based negotiators attempt to learn about the other’s underlying needs, desires, and concerns; attempt to reconcile different interests among parties in a way that addresses parties’ most pressing needs and concerns Rights-based negotiators apply standards of fairness to an analysis of negotiation; may include terms specified by contracts, legal rights, precedent, or expectations based upon norms Power-based negotiators use status, rank, th