谈判各方应强调共同利益而并非相互冲突的目标.PPTVIP

3(2). 三是清楚地界定根本利益会使谈判一方向另一 方表明坚定的立场而又不冒犯对方；四是根本利益 会加快双方让步的进程，又会避免使一方让步太多。 在寻求各方根本利益的同时，确立双方的共同点， 更准确地说是有共识的共同点，也是很重要的。在 谈判过程和争执中，谈判各方应强调共同利益而并 非相互冲突的目标。任何一方都应该给对方这样的 印象，即你主要是在寻找一个使双方都能达到目标 的解决方法。 basic interests expected benefits failure of negotiation information loopholes common ground common interests conflicting objectives negotiation sketch negotiation table 基本利益 期待的谈判结果 谈判失败 信息空缺 共同点 共同利益 冲突的目标 谈判简图 谈判桌 Task 2: Summarize the text.(p45) 1 common 2 conflicting 3 mutually beneficial 4 Key information 5 failure 6 create 7 exchange 8 identified 9 basic 10 margins Task 3: Finish the following dialogue according to the text. （p46） A: Hey, what are you doing here, Tom? B: I’m reading a book named “Business Negotiation”. A: Do you know what a negotiation is? B: A negotiating is that two of more parties, who have both 1 common and conflicting interest, interact with one another for the purpose of reaching a 2 mutually beneficial agreement. A: By consideration of this purpose, negotiators should know some strategies. A: Of course. Firstly, negotiators ought to 3 prepare well for it. B: Really? What should be done prior to the negotiation? A: We must 4 collect key information prior to the negotiation, because lack of such information has often led to 5 failure of negotiation. B: How to do it? A: The negotiators should demonstrate willingness to 6 exchange information with each other, and get down to 7 the facts on the matter of the negotiation. B: That’s right. A: And we have to keep “basic interests” in mind. B: “Basic interests”? A new conception here. A: Basic interests are limited set of 8 core outcomes. This may concern 9 a reservation price, a certain type of contractual arrangement, keeping a technology, etc. B: That sounds interesting. Anything else? A: Besides, some precautions will allow 10 larger margins of maneuver for