白远-国际商务谈判（第六版）chapter 1.pptxVIP

INTERNATIONAL BUSINESS NEGOTIATIONBAI YUAN What are the focuses?Basic negotiation theories: negotiation motivation, negotiation structure，win-win concepts, CPN, law of interest distribution, negotiating power, law of trust, Game theory in negotiation, personality vs negotiation modes, cultural pattern vs negotiation patternCase study: famous cases facilitating understanding of the theoriesNegotiation practices: simulations, team work, group discussion, QA, negotiation competition Introduction CaseCharacters: Mr Zhang: a teacher of a middle school His wife: a teacher of a primary schoolHis son: a university graduate, applying for the entrance into a foreign university for post graduate studyEvent: 300,000 yuan of depositMr Zhang: a car for travellingHis wife: a new flatHis son: financial support for studying abroad Question for consideration: how to distribute the limited deposit Unlimited Demand of HumanbeingLimited Natural Resources Introduction Economical PoliticalReligious CulturalConflictsFightingNegotiating Key TerminologyNegotiationConflictStake NEGOTIATIONA process of communication;to manage conflicts; to come to an agreement, solve a problem or make arrangementsFirstThe outcome of negotiation is a result of mutual giving and taking. One sided concession or compromise can not be called a negotiation in the real sense.Second, negotiations happen due to the existence of conflicts; however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants. Third, in spite of inequality in negotiator’s strength and power, all negotiators, no matter strong or weak, have the right to say “no” to the conditions put forward by the other party, which is a show of equal right of the negotiators. CONFLICTSA dispute, disagreement, argument between interdependent parties who have different common interests;Conflicts block people’s ability to satisfy their interestsFirst, parties in conflict are interdependent, whi