商务谈判小结1.docx

Chapter 1Points :A revolution occurred in the early 1980s in US business schools.Howard Raiffas The Art and Science of Negotiation (1981),Roger Fishers Getting to Yes (1981), Dean Pruitts Negotiation Behavior (1981). Game of Chicken 懦夫博弈Ultimatum Game最后通牒博弈Fixed-sum不变和博弈, Zero-sum零和博弈, Variable Sum可变和博弈Distributive issue 分配问题BATNA达成谈判协议的最佳选择方案 Should you make the first offer?ZOPA可达成协议的空间（Zone of possible agreement）Even-split plot 各占一半的阴谋Contingent 依情况而定的;取决于的agreement相机协议Anchoring effect 沉锚效应Power-right-interestsvalue claiming: 索取价值value creating: 创造价值Chapter 21 Avoiding躲避型 : Avoiding a negotiation is a cop-out (逃避), not a bargaining strategy. Many important negotiations are marked by one side or the other studiously (有意地) avoiding coming to the table2 Compromise折中型 : Each person agrees to share the gains equally between them.There is no compromise solution to the question of which of you should run.A simple compromise does not fully solve the problem. An additional strategy is needed.3 A strong compromising style折中型 ：Automatically seek simple, fair methods of 寻找简单、公平的方法taking turns 顺序splitting the difference to resolve negotiation differences quickly折中 fairly much more often 公平much sooner快快快4 Accommodation妥协型; If you do this in response to your partners offer to split the money to split. But there may be no money to split.A strong accommodating style妥协型 :Have a talent for being a team player and helping other people (even when there is a conflict of interest)团队精神Being focused on the interpersonal relationship aspect of an interaction when the rest are focused on the money.关注人际关系5 Competitive竞争型(basic type） : That would obviously be unethical, but some people might do it. Even more aggressive stance would be to lie and say you have a broken leg so you cant move, begging your partner to run as quickly as possible.But the table problem is not structured well for a strategy that is both ethical and competitive.Moreover, this strategy, like compromise approach, may take too long to implement.A strong inclination to compete竞争型 : 1 Seeing more quickly than others how power and leverage手段 can be gained in a given situation更快地看清形势2 Deriving more satisfaction from getting a great price in a haggling situation满足感更强3 Seeing the potential for using a competitive approach in more situations竞争性的方式建议：Think win-win, not just win.Ask more questions than you think you should.Rely on standards.Hire a relationship manager.Be scrupulously (小心谨慎地)Dont haggle (砍价)Always acknowledge the other party. Protect his or her self-esteem自尊.6 Collaborative or problem solving合作型（pasic type） ;You get out of your chair, start running, and scream: “Lets both get behind each others chairs! We can each make a hundred dollars!”This can work if you are quick enoughTo discover the underlying problem through发掘核心的问题Good analysisCandid disclosure of interestTo find the most elegant solution by寻找最佳方案Brainstorming many optionsResolve tough issues using fair standards and criteriaProblem-solving strategies are especially useful in complex negotiations复杂谈判时最有用Many obstacles障碍Lack of trust between the parties缺乏信任Greed贪婪Personality个性Cultural differences文化差异Simple lack of imagination缺乏想象 A strong collaborate style合作 ：A sFacilitating the process促进事情的进展Asking lots of questions问题Developing different ways of looking at the issues 不同的看待问题的方式Enjoy complex, prolonged negotiations in a way.喜欢复杂的长谈判建议：Avoid concentrating too much on your bottom lineDevelop a specific alternative as a fallback撤退，可依靠的东西 if the negotiation failsGet an agent and delegate the negotiation task.Bargain on behalf of someone or something else, not yourself.Create an audience.Insist on commitments, not just agreementPersonality effect ： Self-denying （ 内向沉默型）：Self-denying people may be difficult to negotiate with . Feelings and ideas are hidden from others. Self-protecting (伪装型）:Self-protecing people use diversonary tactics such as discussing other people or side-tracking to other issuesSelf-exposing (张扬型） : they tends to speaking loudly, speaking over others, using attention-seeking body movements, ign