商务英语谈判课件 Chapter 1.ppt

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商务英语谈判课件 Chapter 1.ppt

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5.Recognizethatcoalitionsareinherentlyunstable,oftenleadingtoagreementsthatarenotinthebestinterestoftheorganizationTwoormorepartieswithinagroupmayformacoalition;Whatisbestforonecoalitionmaynotbeinthebestinterestofthegroup;Inmixed-motivegroupswherecoalitionhaveformed,majorityrulecaneasilyleadtooutcomesthatarenotinthelargergroup’sbestinterests;PrinciplesforComplexNegotiation5.Recognizethatcoalitionsareinherentlyunstable,oftenleadingtoagreementsthatarenotinthebestinterestoftheorganizationWhengroupmembershaveequalpower,thegroupachievesmoreintegrativeagreementandusesresourcesmoreeffectively;Ingroupsalreadysufferingfrompowerimbalances,groupmembersaremuchmorelikelytoformcoalitionstotakeadvantagesofthatimbalance.PrinciplesforComplexNegotiationHomeworkAnalysisYouarefriends,socollaborationisnecessary.Butinone-dealnegotiation,howtobecompetitiveisalsoimportant.Becreativeandquickininventingoptionsismostimportantincollaborativenegotiation.Thewinresultisbasedonyourperception.Whenpeoplefeelhappyabouttheresult,theytendtolikenegotiationbetter.C.StriveforbettercommunicationNegotiationisaprocessofcommunicatingbetweenpartiesforthepurposeofreachingajointdecision.Beanactivelistenerandacknowledgewhatisbeingsaid.Speaktobeunderstood.Avoidbeingjudgmentalordebatingtheotherpartyasanopponent.Avoidcriticismthatmayhurttheotherparty’sfeelings.Speakforapurpose.Whydoesfocusingoninterestswork?Thereisalwaysmorethanonewayoffulfillingeachother’sinterests.Twosidescanalwaysfindcertaincommoninterests.2Focusoninterests,notpositionsA.Identifytheself-interestsExploreandrecognizetheinterestsoftheotherpartythatstandinyourway.Examinethedifferentinterestsofdifferentpeopleontheotherside.Respectyourcounterp