如何谈判以双赢英文版).pptVIP

The Mutual Gains Approach to Negotiation Negotiation is a Fact of Life What is negotiation? It is not just the formalized process of trading goods, services and money. 谈判是一个双方求取共识、集结共同利益、心和心互动的过程 We all negotiate all the time: With our family and friends With our co-workers With our supervisors and managers With our clients What is successful negotiation? Satisfying outcome: Works for all the parties Long term commitment Efficiency reached: Time not wasted Nothing left on the table Amicably/Friendly ended: Relationship enhanced Future dealings easier Conventional wisdom about negotiation Bid high Under them psychologically—dirty tricks Undermine the legitimacy of their claims … Assumptions with conventional approach Win/lose with assumption of a fixed pie Their gain is my loss. The size of the pie is fixed. Negotiation is a test of will. This model applies to (maybe): Strangers People you hope never to see again. Separate the PEOPLE from the Problem 3 basic sorts of people problems: (1) different perceptions among the parties (2) emotions such as fear and anger (3) communication problems. Separate the PEOPLE from the Problem Perceptions: Try to understand the other persons viewpoint by putting yourself in the others place. Do not assume that your worst fears will become the actions of the other party. Do not blame or attack the other party for the problem. Try to create proposals which should be appealing to the other party. Emotions: Acknowledge emotions and try to understand their source (understand that all feelings are valid even if you do not agree or understand them). Allow the other side to express their emotions. Try not to react emotionally to anothers emotional outbursts. Symbolic gestures such as apologies or expressions of sympathy can help to defuse strong emotions. Communication: Actively listen to the other party (give the speaker your full attention, occasionally summarizing the speakers points to confirm your understanding). When speaki