《国际商务谈判》.pptVIP

CHAPTER 1 The Nature of Negotiation The Titles A Few Words about Our Style Approach. Joe and Sue Carter. Characteristics of a Negotiation Situation. Interdependence. Mutual Adjustment. Value Claiming and Value Creation. Conflict. Effective Conflict Management. Overview of the whole book Chapter Summary. 1. A Few Words about Our Style Approach Be careful about how we use bargaining and negotiation. Negotiation is a very complex social process ; many of the most important factors that shape a negotiation result. Our insights into negotiation draw from three sources. (experience, media, the wealth of social science research) 2. Joe and Sue Carter A story about a husband and wife. In this day ,they faced the challenges of many major and minor negotiations. We use the story to highlight something important (definition ,characteristics of a negotiation, and so on). 3. Characteristics of a Negotiation Situation (1) There are two or more parties. (2) There is a conflict of needs and desires between two or more parties. (3) The parties negotiate by choice. (4) When we negotiate we expect a “give and take ” process. (5) The parties prefer to negotiate and search for agreement. (6) Successful negotiation involves the management of tangibles also the resolution of intangibles. 4. Interdependence When the parties depend on each other to achieve their own preferred outcome they are interdependent. Most relationships between parties may be characterized in one of three ways : independent, dependent, or interdependent. Note that having interdependent goals do not mean that everyone wants or needs exactly the same thing Types of interdependence affect outcomes.. Alternatives shape interdependence. 5. Mutual Adjustment Mutual adjustment and concession making. When one party agrees to make a change in his or her position, a concession has been made. Concessions restrict the range of options, with which a solution or agreement will