UNIT 10 Claims and Settlement 英语谈判口语教材.ppt

c YOUR SITE HERE LOGO c 英语谈判口语UNIT 10 Claims and Settlement 北京大学出版社 主编：刘玉玲 Unit 10 Claims and Settlement A Glimpse of Negotiation Strategy Is it ethical to lie or bluff in negotiations? The answer to this question depends on one’s values, one’s culture, and the situation. What might be acceptable in poker would probably not be acceptable in most business situations. What might be acceptable in Cairo might not be acceptable in Boston. Different cultures and different situations contain inherent rules about the degree to which bluffing or misrepresentation is deemed acceptable. In poker and in general negotiations one is not expected to reveal strength or intentions prematurely. But discretion in making claims and statements should not be confused with misrepresentation. In general, in our culture, our rules forbid and should penalize outright lying, false claims, bribing an opponent, stealing secrets, or threatening an opponent. While there may be a fine line between legitimate and illegitimate withholding of facts, there is a line and again we are distinguishing between the careful planning of when and how to reveal facts vs. outright lying. YOUR SITE HERE UNIT 10 Claims and Settlement Bluffing, while it may be ethical, does entail risk. The bluffer who is called loses credibility and it can get out of hand. Also remember, that most negotiations are carried out with people with whom you will have a continuing relationship. Again, while our culture supports and encourages those who are careful about how and when to disclose facts, out culture does not condone outright lying. An old British Diplomat Service manual stated the following and it still might be useful. Nothing may be said which is not true, but it is as unnecessary as it is sometimes undesirable to say everything relevant which is true; and the facts given may be arrange din any convenient order. The perfect reply to an embarrassing question is one that is brief, appears to answer the question