谈判技巧 -英文版-.pptVIP

Negotiation Concepts Approaches Stages Concepts-what is negotiation Negotiation is a process of interaction, by which two or more parties who need to be jointly involved in an outcome but who initially have different objectives, seek by the use of argument and persuasion, to resolve their differences in order to achieve a mutually acceptable solution. Concepts-basic characteristics Negotiation involves two or more parties The parties must need each other’s involvement in achieving some jointly desired outcome The parties start with different interests and objectives, and these differences prevent the achievement of an outcome. Each party must consider that there is some possibility of persuading the other to modify their initial position. Each party must retain hope of an outcome which they can accept, and some concept of what this outcome might be. Each party must have some degree of power over the other’s ability to act. The negotiating process itself is essentially one of interaction between people – primarily direct verbal inter-communication, though in some cases with a significant written element. Approaches Distributive Approach Integrative Approach Distributive Approach Negotiation in which strategic influence and guarding information have priority over dialogue and relationship is frequently described as a distributive approach. Integrative Approach Negotiation based on co-creation of understandings about the problem and an integration of parties’ needs is known as an integrative approach. Approaches to Negotiation Integrative Negotiation Distributive Negotiation Open sharing of information Hidden information Tradeoff of valued interests Demand of interests Interest-based discussion Positional discussion Mutual goals Self goals Problem solving Forcing Explanation Argument Relationship building Relationship sacrificing Hard on problem Hard on people Stages Four main stages what happens before negotiation begins what hap