商务英站语谈判课件.pptVIP

Main parts A Definition of Power Why Is Power Important to Negotiators? Sources of Power—Acquire Power Dealing with Others Who Have More power ? How to Conceptualize Culture? The Influence of Culture on Negotiation Advice about how to negotiation cross-culturally A Definition of Power an actor...has power in a given situation (situational power) to the degree that he can satisfy the purposes (goals, desires, or wants) that he is attempting to fulfill in that situation Why is power important to negotiators?  ? The negotiator believes he or she currently has less power than the other party. ? The negotiator believes he or she needs more power than the other party to increase the probability of securing a desired outcome. What are the sources of power ? ? Informational sources of power? Personal sources of power? Power based on position in an organization? Relationship-based sources of power? Contextual sources of power How do you deal with others who have more power? ? Never do all or nothing deals ? Make the big party small( build multiple relationships) ? make yourself bigger. ? build momentum through doing deals in sequences ? Use the power of competition to leverage power ? Constrain yourself. ? Good information is always a source of power. ? Do what you can to manage the process How to Conceptualize Culture? Culture as learned behavior Culture as shared values Culture as dialectics Culture in context The Influence of Culture on Negotiation The definition of negotiation The negotiation opportunity The selection of negotiators Protocol Communication Time sensitivity Risk propensity Groups versus individuals The nature of agreements Emotionalism Advice about how to negotiation cross-culturally Their own biases, strengths and weaknesses The other negotiator as an individual The other negotiator’s cultural context * *