UNIT 6 Delivery and Shipment 英语谈判口语教材.ppt

c YOUR SITE HERE LOGO c 英语谈判口语UNIT 6 Delivery and Shipment 北京大学出版社 主编：刘玉玲 Unit 6 Delivery and Shipment A Glimpse of Negotiation Strategy There is a tendency to think about conflict or the negotiating situation as an isolated incident. It is probably more useful to think about conflict as a process, or a complex series of events over time involving both external factors and internal social and psychological factors. Conflict episodes typically are affected by proceeding and in turn produce results and outcomes that affect the conflict dynamics. A negotiation usually involves a number of steps including the exchange of proposals and counter proposals. In good-faith negotiation, both sides are expected to make offers and concessions. Your goal here is not only to try to solve the problem, but to gain information that will enable you to get a clearer notion of what the true issues might be and how your opponent sees reality. Through offers and counter offers there should be a goal of a lot of information exchange that might yield a common definition of the problem. Such an approach suggests the importance of perception-conflict is in the eye of the beholder. Thus, situations which to an outside observer should produce conflict may not if the parties either ignore or choose to ignore the conflict situation. Conversely, people can perceive a conflict situation when in reality there is none. YOUR SITE HERE UNIT 6 Delivery and Shipment Next, once aware of the conflict, both parties experience emotional reactions to it and think about it in various ways. These emotions and thoughts are crucial to the course of the developing conflict. For example, a negotiation can be greatly affected if people react in anger perhaps resulting from past conflict. Then based on the thoughts and emotions that arise in the process of conflict resolution, we formulate specific intentions about the strategies we will use in the negotiation. These may be quite general (eg. plan to use a coo