谈判技巧-英文版

Negotiation,ConceptsApproachesStages,Concepts-whatisnegotiation,Negotiationisaprocessofinteraction,bywhichtwoormorepartieswhoneedtobejointlyinvolvedinanoutcomebutwhoinitiallyhavedifferentobjectives,seekbytheuseofargumentandpersuasion,toresolvetheirdifferencesinordertoachieveamutuallyacceptablesolution.,Concepts-basiccharacteristics,NegotiationinvolvestwoormorepartiesThepartiesmustneedeachothersinvolvementinachievingsomejointlydesiredoutcomeThepartiesstartwithdifferentinterestsandobjectives,andthesedifferencespreventtheachievementofanoutcome.Eachpartymustconsiderthatthereissomepossibilityofpersuadingtheothertomodifytheirinitialposition.Eachpartymustretainhopeofanoutcomewhichtheycanaccept,andsomeconceptofwhatthisoutcomemightbe.Eachpartymusthavesomedegreeofpowerovertheothersabilitytoact.Thenegotiatingprocessitselfisessentiallyoneofinteractionbetweenpeopleprimarilydirectverbalinter-communication,thoughinsomecaseswithasignificantwrittenelement.,Approaches,DistributiveApproachIntegrativeApproach,DistributiveApproach,Negotiationinwhichstrategicinfluenceandguardinginformationhavepriorityoverdialogueandrelationshipisfrequentlydescribedasadistributiveapproach.,IntegrativeApproach,Negotiationbasedonco-creationofunderstandingsabouttheproblemandanintegrationofpartiesneedsisknownasanintegrativeapproach.,ApproachestoNegotiation,IntegrativeNegotiationDistributiveNegotiationOpensharingofinformationHiddeninformationTradeoffofvaluedinterestsDemandofinterestsInterest-baseddiscussionPositionaldiscussionMutualgoalsSelfgoalsProblemsolvingForcingExplanationArgumentRelationshipbuildingRelationshipsacrificingHardonproblemHardonpeople,Stages,Fourmainstageswhathappensbeforenegotiationbeginswhathappensatthebeginningoftheactualnegotiationwhathappensinthecourseoftheactualnegotiationwhathappensattheendoftheactualnegotiation,Stage1:Beforenegotiationbegins,PreparationandplanningresearchingthebackgroundandplanningspecificbargainingploysSettingbargainingobjectives.AtoplineobjectiveAbottomlineobjectiveAtargetobjectiveBATNAbestalternativetonoagreementAssessingtheothersidescase.Assessingrelativestrengthsandweaknesses.,Stage1:Beforenegotiationbegins,DevelopingastrategyWhatstylewillIadopt?CollaboratingControllingAccommodatingCompromisingAvoidingWhattacticswillIuse?,Stage2:Gettingstarted,Establishingaproperatmosphere,gettingtoknoweachotherOpeningthenegotiationSettingtheagenda,Stage3:Bargaining,MajorphaseinthewholeprocessBuildingunderstandingGettinginformationanddefininginitialpositionsTestingargumentsandpositionsGettingandmakingconcessionsBreakingdeadlocksMovingtowardsanagreement,Stage4:Closing,ClosingadealintherightwayattherighttimeFormulatinganagreementEnsuringimplementationincludeanimp