Chapter国际商务沟通与谈判.ppt

Customer:$25. Shopkeeper: It cost me a great deal more than that. Make me a serious offer. Customer:$37.5. that’s the highest I will go. Shopkeeper: Have you noticed the engraving on that dish? Next year pieces like that will be worth twice what you pay today. Customer:...... Shopkeeper:...... 第三十页，共五十一页。 Focus on Interests Not Positions Successful negotiations are the result of mutual giving and taking of interests rather than keeping firm on one’s own positions. 1.Identify the self-interests: explore and recognize the interests of the other party that stand in your way; Examine the different interests of different people on the other side; Respect your counterparts as human beings and recognize the needs and interests that underlie their positions. 第三十一页，共五十一页。 2. Discuss the interests with the other party: Give your interests a vivid description and be specific; Demonstrate your understanding of the other party’s interests and acknowledge them as part of the overall problem that you are trying to solve; Discuss the problems before proposing a solution; Direct the discussion to the present and future. Stay away from the difficulties of the past. Be concrete but flexible; Be hard on the problem but soft on the people. 第三十二页，共五十一页。 Invent Potions for Mutual Gains Make the cake of interests as large as possible before cutting it apart so that both sides may get what they desire. Obstacles: Premature judgment; Searching for the single answer; The assumption of a fixed pie Thinking that “solving their problem is their problem” 第三十三页，共五十一页。 Introduce Objective Criteria 1. The Guidelines for objective criteria are: Independent of wills of all parties; Legitimate and practical; Acceptable for all parties. 2.A fair procedural standard. e.g. the way to divide a piece of cake between two children. Doing it in turns Drawing lots Looking for an arbitrator(裁判) 第三十四页，共五十一页。 Mini Negotiation