charpter4商务谈判.pptVIP

Charpter 4 Negotiation: Strategy and Planning Relationship between Key Steps in the Planinning Process Goals Srategy Planning What drives the negotiation strategy 1. The first step before negotiating is to set a goal(s) 2. Specify goals and objectives clearly 3. Goals have a direct and indirect effect on the negotiators strategy Goals---the forcus that drives a negotiation strategy Goal--setting ( consider 4 key points) 1. the target point (目标点) 2. the resistance point (抗拒点) 3. the alternative to BATNA（选择达成谈判协议的最佳方案) 4. the asking price/ opening bid (要价） Goals substantive goals ( 本质价值) intangible goals ( 模糊目标) procedural goals ( 程序目标) Direct effect of goals on the choice of negotiation strategy 1. Wishes are not goals. A wish is a hope that something might happen. A goal is a specific, focused target that one can realistically plan to achieve. 2. Goals are often linked to other partys goals. buyers goal: to get the car cheaply sellers goal: to sell the car at the highest price Issue: the price the buyer will pay for the car 3. There are boundaries to what our goals can be. 4. Effective goals must be concrete, specific and measurable. to agree on a price so that the loan payment doesnt use all of my paycheck( 薪水). Indirect effects of goals on choice of strategy---episodic assumption (情景假设） Episodic assumption are assumptions negotiators make about what will happen in the next negotiation transaction. A focus on substantive goal success typically involves the assumption that this single negotiation is important enough to pursue substantive outcomes and ignore the possible impacts on relationship. ---distributive strategy Other negotiation goals may require intiating a sequence of negotiation episode to establish a strong relationship with the other party. ---integrative strategy Strategy An overview: Strategy is the pattern of plan that integrates an organizations major targets, policies, and act