多方谈判全体谈判和团队谈判-Mutiple Parties Groups and Teams in Negotiation Chapter 10-1742204132782.pptx

工程造价专业群成功入选“双高”计划建设高水平专业群A档MutipleParties，GroupsandTeamsinNegotiation多方谈判、全体谈判和团队谈判主讲人—娄诗晗Chapter10

目录1多方谈判的本质2管理多方谈判TheNatureofMultipartyNegotiationManagingMultipartyNegotiation

管理多方谈判PART10.2——

ManagingMultipartyNegotiationPART10.2——

输入标题文本管理多方谈判谈判前阶段正式谈判阶段达成协议阶段

输入标题文本ManagingMultipartyNegotiationThePre-negotiationStageTheFormalNegotiationStageTheAgreementStageThePre-negotiationStage

输入标题文本管理多方谈判Whatshouldbeconfirmedduring“ThePre-negotiationStage”?谈判前阶段需要确认什么?

输入标题文本1参与者Participants谁必须参加？谁被排除后不能达成协议？谁的出席会帮助其他人达成目标？谁的出席会阻止其他人达成目标？

输入标题文本1参与者ParticipantsWhomustbeincludedifadealistobereached?Whocouldspoilthedealiftheywereexcluded?Whosepresenceislikelytohelpotherpartiesachievetheirobjectives?Whosepresenceislikelytokeepotherpartiesfromachievingtheirobjectives?

输入标题文本2联盟Coalitions联盟常常在谈判前存在推动作用阻碍作用

输入标题文本2联盟CoalitionsCoalitionstoexistbeforenegotiationsbeginsPromoteBlock

输入标题文本3确定组内成员角色DefiningMemberRoles领导者调节者技术专家记录者

输入标题文本3确定组内成员角色DefiningMemberRolesLeadnegotiatorsIssuespecialistsTechnicalexpertsRecordkeepers

输入标题文本4理解没有达成协议的代价和后果UnderstandingtheCostsandConsequencesofNoAgreement

输入标题文本5熟悉问题并制定议事日程LearningtheIssuesandConstructinganAgenda确定讨论问题。确定每个问题是怎样确定的和怎样构建框架的。确定讨论的问题的顺序。对各种问题进行时间限制，从而凸显出所要讨论的重要问题。

输入标题文本5熟悉问题并制定议事日程LearningtheIssuesandConstructinganAgendaTheissuestobediscussed.Dependingonhowtheissuesareworded,itcanalsodefinehoweachissueispositionedandframed.Definetheorderinwhichissuesarediscussed.Assigntimelimitstovariousitems,therebyindicatingtheimportanceofthedifferentissues.

谢谢倾听