MBA商务英语学习.pptVIP

1International

BusinessNegotiations

Prof.Guo-pingGui

WuhanUniversityMBAProgramofEconomicsManagementSchoolNovember-10,2011Mymotto:Weareblessedwiththeopportunitytoshareknowledgeunderthesameroof.

2ExploringWhatYouBelieveAboutNegotiationsI.Considerthefollowingquestionsbeforethelecture1.Whatisanegotiation?2.Nameonekindofnegotiationyouknowbetweentwopersonsororganizations.3.Whenshouldyounegotiate(versusdosomethingelse)?4.Whatdogoodnegotiatorsdothatmakesthemeffective?5.Whatdopoornegotiatorsdothatmakesthemineffective?II.WhataremeasurementsforasuccessfulNegotiation?1.Obtainwhatyouareentitledtodecently;2.Beefficientwithoutwastingtoomanyresources;3.Maintainpositiverelationshipwiththeotherside.

3AnExampleofWhyItHelpstoKnowconventionalnegotiating…

4PhilosophyandPracticeof

Distributive(Conventional)NegotiatingI.Philosophy:Assume“zero-sum”game(afixedpie)WhateverIwiniswhatyoulose;whateveryouwiniswhatIlose(aWin-loseGame)II.PracticeA.Setreservationpoint“IfIcan’tgetatleastthisamount,Iwillnotmakeadeal”(Takeit,orleaveit.)B.Settargetpoint“ThisiswhatIhopetogetinthefinaldeal”C.BargainingzonedetermineswhetherwecanmakeadealIstherepositiveornegativeoverlapinthereservationpointsforbothsides?

5CoreofConventionalNegotiating____

PositiveBargainingZoneBuyer’sOpeningOffer$500Seller’sReservationPoint$525Buyer’sTargetPoint$550$575Seller’sTargetPointBuyer’sReservationPoint$600$650Seller’sOpeningOffer*****-----Thelowestamounttheselleriswillingtoaccept(seller’sreservationpoint)islessthanthehighestamountthebuyeriswillingtopay(buyer’sreservationpoint).

6CoreofConventionalNegotiating____NegativeBargainingZoneBuyer’sOpeningOffer$500Seller’sReservationPoint$575Buyer’sTargetPoint$525$600Seller’sTargetPointBuyer’sRese