第三章节合作型谈判.pdfVIP

Chapter 3 Strategy and Tactics of Integrative Negotiation 合作型谈判 INTERNATIONAL BUSINESS NEGOTIATION 国际商务谈判 主讲人：邓谊 DENGYI1119@163.COM What Makes Integrative Negotiation Different? 合作型谈判的特点 • Focus on commonalties rather than differences • Address needs and interests, not positions • Commit to meeting the needs of all involved parties • Exchange information and ideas • Invent options for mutual gain • Use objective criteria to set standards Outline 主要内容 ①合作型谈判概述 •Overview ②合作型谈判过程 •Process Overview of the Integrative Negotiation Process • Create a free flow of information 创建畅通的信息流 • Attempt to understand the other negotiator’s real needs and objectives 了解对方的真实需求和意图 3-4 • Emphasize the commonalties between the parties and minimize the differences 关注共同点，减少不同点 • Search for solutions that meet the goals and objectives of both sides 寻求能实现双方目标的解决方案 Overview 1. 创建畅通的信息流 I. show willingness to share information II. create the conditions for a free and open discussion of all related issues and concerns III. build trust between both two sides me you issue 3 factors of communication 讨好型 ①you 3 factors of communication 利己型 me ② 3 factors of communication ③ issue 超理性型 3 factors of communication ④ ? 废话型 3 factors of communication me ⑤y