国际商务谈判 第二章 对立型谈判的战略和战术.ppt

CHAPTER 2 Strategy and Tactics of Distributive Bargaining 对立型谈判的战略和战术 Main Contents 1、Definition 2、Fundamental Strategies 3、Tactical Tasks 4、Position Taken during Negotiation 1、Definition of Distributive Bargaining In a distributive bargaining situation, the goals of one party are usually in fundamental and direct conflict with the goals of other party. Resources are fixed and limited, and parties want to maximize their share. Distributive Bargaining is basically a competition over who is going to get the most of a limited resource, which is often money. Fixed-Pie 1.1 Case of The Distributive Bargaining Situation Case: 18 months ago, Larry decided to move closer where he works and he put his condo on the market. 14 months ago, Larry received an offer from Barbara. after a brief negotiation, they settled on the selling price. Larry postponed closing the sale for 6 months and adjusted the price so Barbara would accept. 2 months later, Larry found a condo that met his requirement. Larry Barbara Megan Figure 2.1 The buyer’s view of the house negotiation Target point: the point at which a negotiator would like to conclude negotiations-his optimal goal.------negotiator’s aspiration Resistance point/reservation price: the point beyond which a person will not go and would rather break off negotiations, is not known to the other party and should be kept secret. -------the bottom line-the most the buyer will pay or the least the seller will settle for. Asking price: the initial price set by the seller Starting point: the point in the opening statements each party makes (the seller’s listing price and the buyer’s first offer). Both parties to a negotiation should establish their starting, target, and resistance points before beginning a negotiation. The partier’s starting and r