商务英语谈判策略(英语)

PrincipledNegotiation,By梅高洁许昊珺骆炜雯,PrincipledNegotiation,Principlednegotiationisthenamegiventotheinterest-basedapproachtonegotiationsetoutinthebest-knownconflictresolutionbook,GettingtoYes,firstpublishedin1981byRogerFisherandWilliamUry.Thebookadvocatesfourfundamentalprinciplesofnegotiation:1)separatethepeoplefromtheproblem;2)focusoninterests,notpositions;3)inventoptionsformutualgain;4)insistonobjectivecriteria.,1)Separatethepeoplefromtheproblemmeansseparatingrelationshipissues(orpeopleproblems)fromsubstantiveissues,anddealingwiththemindependently.Peopleproblemstendtoinvolveproblemsofperception,emotion,andcommunication.第一，始终强调在触及实质问题时，人与问题一定要分开分别处理。Peopleproblemsalsoofteninvolvedifficultemotionsfear,anger,distrustandanxietyforexample.Theseemotionsgetintertwinedwiththesubstantiveissuesinthedisputeandmakebothhardertodealwith.Fisher,UryandPattonsuggestfivetacticsfordisentanglinganddefusingemotionalproblemsinthenegotiationprocess.,2)Negotiatingaboutinterestsmeansnegotiatingaboutthingsthatpeoplereallywantandneed,notwhattheysaythatwantorneed.第二，主张谈判的重点应放在利益上，而不是立场上，因此必须随时把握住谈判各方的利益，尽量克服立场的争执。3)Byfocusingoninterests,disputingpartiescanmoreeasilyfulfillthethirdprinciple-inventoptionsformutualgain.第三，在决定如何实施方案前，先构思各种可能的选择，谈判者应该安排一段特定的时间，构思各种可能的解决方案，创造性地努力避免或削弱各方利益上的冲突，为对方谈判者主动提供某些解决问题的建设性提案的机会；Thismeansnegotiatorsshouldlookfornewsolutionstotheproblemthatwillallowbothsidestowin,notjustfightovertheoriginalpositionswhichassumethatforonesidetowin,theothersidemustlose.,4)Thefourthruleistoinsistonobjectivecriteriafordecisions.Whilenotalwaysavailable,ifsomeoutside,objectivecriteriaforfairnesscanbefound,thiscangreatlysimplifythenegotiationprocess.Thisgivesbothsidesmoreguidanceastowhatisfair,andmakesithardtoopposeoffersinthisrange.第四，坚持客观的标准，谈判者应设法引入尽可能多的具有科学优点的客观标准。客观标准具有较高的权威性，不容易受到非难，通过对客观标准的引入及其应用来逐步达成协议，有利于提高谈判效率，减少无谓的争执。,Atypicalcase,Thereweretwopeoplewhoarguedwitheachother.Thereasonwhytheyarguedwasthatoneofthemwantedtoclosethewindowwhileotherwantedtoopenit.Theyhavebeenquarrellingwitheachotherforalongtimewithoutasatisfiedsolution.Thenalibrariancameandaskedthemwhytheywantedtoopenthewindow.Theanswerwerethatforgettingfreshairandforavoidingthenoise.Afterknewthereasonsforthem,thelibrariandealedwiththeproblembyopeningthenextroomswindow.有两位男人在图书馆里争吵且互不相让，一位想关窗，一位想开窗。他们为了窗户应开多大吵个没完：一条缝?半开?四分之三?没有一种解决方法能使双方满足。图书管理员进来了。她问其中一位为什么要开窗户?回答是：“使空气流通。”她问另一位为什么想关上，回答是：“避免噪音干扰”，管理员想了一会儿之后，打开了旁边房间内的窗户：既可使空气流通，又可避免噪音。,Thelibrarianfollowedthesecondruleofprinciplednegotiation“focusoninterests,notpositions”.Ifhejustfocusedonpositionsbutnottheinterests,thenegotaitionwouldhaveadeadlock.Infact,thelibrarianfoundthehiddenintereststhatwerefreshairandquiet.Sohetriedtohandlethisproblembyreconcilingbothsidesofinterestsbutnotthepositions.Andthiswaycanbeveryefficientbecauseeveryinterestcanbesatisfiedbymanywaysandthecommoninterestsaremorethanotherinterests.Becauseallofthese,thelibrariancansolvetheproblemquicklyandprefect.,Analysis,Atruecase,TheJapanesecompanywantedtobuyChinesecompanyscalciumcarbide(电石).Thisisthefifthyearoftheirtransactionsar.Lastyeartheourpricehadbeenreducedby$30eachtonbytheJapanesecompanyandthisyearitwasreducedby$20eachton.(whichmeansfrom$410eachtonto$390eachton).日本某公司向中国某公司购买电石。此时，是他们间交易的第五个年头，去年谈价时，日方压了中方30美元/吨，今年又要压20美元/吨，即从410美元压到390美元/吨。,AccoardingtotheJapanesecompany,theyhadgotmanypricesfromdifferentcompanies.Therewere$430eachton,$390eachton,$370eachton.Asbothsideshadalong-termcooperationwitheachother,theyneededtogiveground.TheChinesefoundoutthat$370eachtonwasquotedbytheself-employedand$430eachtonwasquotedbythecompanywithalowproductioncapacity.Inaddition,theChinesecompanyneededthisbusinesstokeepproducingsotheyagreedwiththepriceof$390eachton.据日方讲，他已拿到多家报价，有430美元/吨，有370美元/吨，也有390美元/吨，并且双方之间有长远合作，要求让步。据中方了解，370美元/吨是个体户报的价，430美元/是生产能力较小的工厂供的货，供货厂的厂长与中方公司的代表共4人组成了谈判小组，由中方公司代表为主谈。谈判前，工厂厂长与中方公司代表达成了价格共同的意见，工厂可以在390美元成交，因为工厂需定单连续生产。,Withthesesituation,theChinesecompanydecidedtonegotiatewiththeJapanesecompany.Duringthenegotiation,theChineserepresentativesanalysizedthesituationtotheJapanesecompanyandtoldthemthatthepricecantbetoolowbecausewewereabigcompanysoourproductsallhadgoodquailties.Allnegotiationfocusedoninterestsandourrepresentativesallhadmildmannered.Intheend,theyconcludedatransactionwith$400eachton.Bothsidesweresarisfied.公司代表讲：“对外不能说，价格水平我会掌握。”公司代表又向其主管领导汇报，分析价格形势；主管领导认为价格不取最低，因为我们是大公司，讲质量，讲服务。谈判中可以灵活，态度温和，但利益最重要，步子要小，若在400美元以上拿下则可成交，拿不下时把价格定在405-410美元之间，然后主管领导再出面谈，请工厂配合。中方公司代表将此意见向工厂厂长转达，并达成共识和工厂厂长起在谈判桌上争取该条件，中方公司代表为主谈。经过交锋，价格仅降了l0美元/吨，在400美元成交，比工厂厂长的成交价高了10美元吨。工厂代表十分满意，日方也满意。,Analysis,TheChinesecompayfollowedthefirstruleofprinciplednegotiation“separatethepeoplefromtheproblem”.WhentheynegotiatedwiththeJapanesecomany,theyjustemphasizedontheproblembutnotthepeople.Sotheycandealwiththepriceproblemobjectivelyanddontannoyanyone.Theyalsokepttheirgoodmannerallthetime.,Secondly,theyfollowedtheruleof“focusoninterests,notpositions”.Obviously,bothsidescareabouttheinterests.SowhentheynegotiatedwiththeJapanesecompany,theychosetofocusoninterestsinsteadofthepositions.Becausefocusedonpositionswouldcausequitealotofarguements.Thatwouldhurtbothsidesinterests.Andtogettheinterests,bothsideswillbewillingtomakeaconcessionandthererelargenumberofthewaystogetinterests.,Thirdly,theyfollowedtheruleof“insistonobjectivecrit