第二讲-商务谈判的原则.ppt

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第二讲-商务谈判的原则.ppt

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Chapter1PrinciplesofBusinessNegotiationStep1Review“NOTRICKS”Underwhat

circumstance

doesnegotiation

takeplace?1.Negotiationisanelementofhumanbehavior.2.Negotiationtakesplaceonlyoverissuesthatarenegotiable.3.Negotiationtakesplaceonlybetweenpeoplewhohavethesameinterest.4.Negotiationtakesplaceonlywhennegotiatorsareinterestednotonlyintakingbutalsoingiving.5.Negotiationtakesplaceonlywhennegotiatingpartiestrusteachothertosomeextent.

ThedefinitionofNegotiationNegotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatwewant.谈判是人们为了协调彼此之间的关系，满足各自的需要，通过协商而争取达到意见一致的行为和过程。Negotiationincludes:Consultation,bargaining,mediation，arbitration，andsometimes,evenlitigation.

1.Thebasicelementsofbusinessnegotiation(BN):★谈判当事人——people★谈判标的——Settleproblem/establishrelationship★谈判议题——topic/theme2.ThefunctionofBN:★实现购销---purchase/sale★获取信息---information★开拓发展---furtherdevelopmentThefeaturesofBNThepurposeofBN---isforeconomicinterests以获得经济利益为目的ThecoreofBN---isthenegotiationofvalue以价值谈判为核心的Theconfidentialandaccurate/preciseofthecontract注重合同条款的严密性与准确性

BottomlineConcession(explainyourreasons)WillingtogiveandgainMakegoodassessmentofyourselfyourcounterpartObjective/aim/goalMaintaingoodRelationshipThecommoninterestsshouldbeoftoppriorityFutureinterestWhatareourobjectives?Whatoutcomesdowewant?Areourobjectivesspecific,timed,andmeasurable?Dowehaveafall-backposition?Ifwewereintheirshoes,whatwouldourpositionbe?Doweknowtheirobjectives?Ifnot,howcanwefindout?Wha