商务英语谈判2ppt课件

.,BusinessNegotiationEnglish,.,Objectives,ThestudentsneedtograspPrincipleofInterestDistributionStudyPrincipleofTrustinNegotiation,howtobuildtrustPrincipleofDistributive,Integrative&Complexnegotiation,.,Chapter2,A.PrincipleofInterestDistribution:TypesofInterests:-PersonalInterests-OrganizationalInterests-NationalInterests,.,PersonalInterests,-interestsofindividualswhoparticipateinnegotiation.OrganizationalInterests:-interestsofcollectivebodiessuchasprivateorstate-ownedenterprises,institutionsandotherkindsofentities.,.,NationalInterests,Ianizationalinterestsvs.nationalinterests-nationalinterestsshouldalwaysbeoftoppriority,.,Question:,Accordingtoyourview,isitrightthatpersonalinterestsshouldsubmittoorganizationalandnationalinterests?Why?,.,Casestudy,Duringthecoldwar,theDepartmentofAgricultureoftheUSconsistentlyrecommendedthattheUSsellgraintoMoscowintimesofshortage(thisbenefitedUSfarmers).TheUSDepartmentofDefenseconsistentlyrecommendedagainstit.Ifyouareintheirshoes,doyouthinktheDepartmentofdefensedidtherightthing?WhatprincipledidtheDepartmentofDefensefollow?,.,B.PrincipleofTrustinNegotiation,Trust:astateinvolvingexpectationsaboutanothersmotivesandactionswithrespecttooneselfinsituationsentailingrisksofuncertainty.,.,Threetypesoftrustinprofessionalrelationships:,Deterrence-basedtrust(威慑型)-calculus-basedtrust（预计型）Knowledge-basedtrust（了解型）Identification-basedtrust（识别型）,.,Trustbuildinginnegotiation,Speaktheirlanguage*understandtechnicaltermsandlingo.*catchthenuancesandculturalimplicationsbehindwhatsbeingsaid.*learnhowtheothersideuseswordstoconveyideas.,.,Trustbuildinginnegotiation,2.Manageyourreputation*Reputationspreads.*Makeyourreputationatoolinnegotiationbyprovidingreferencesfrommutuallytrustedthirdpartiesthatspeakforyourcharacterandcompetenceorbyofferingotherformsofevidenceofpastsuccesssuchasmediaortradereports.,.,Trustbuildinginnegotiation,3.Makedependenceafactor4.Makeunilateralconcessions5.Nameyourconcessions6.Explainyourdemands,.,Otherstrategies,DemonstrateyourcompetenceMakesurethenonverbalsignalsyouaresendingmatchthewordsyouaresayingMaintainaprofessionalappearanceCommunicateyourintentionsDowhatyousayyouaregoingtodoGobeyondtheconventionalrelationshipListen,.,Otherstrategies,Over-communicateDiscusstheindiscussiblesProvideaccurateinformation,withoutanyhiddenagendaBehonestevenwhenitcostsyousomethingBepatientUpholdfairnessNegotiateforabundance,notscarcityTakecalculatedrisks,.,Questions,Howimportantistrustinyourcommunalandexchangerelationships?Doyoutrustpeoplearoundyou?Howdoyoushowyourtrusttoothers?Whichoftheseprinciplesandstrategieswouldworkbestforyouinnegotiation?,.,PrincipleofDistributive,Integrative&Complexnegotiation,-simpleandcomplexnegotiation(parties)-distributiveandintegrativenegotiation(howtheyareconducted),.,Distributivenegotiation,Distributivebargaining,positionalbargaining-claimingvaluebargaining,orwin-losebargaining,-acompetitiveapproachthatisusedwhenthereisafixed“pie”andnegotiatorshavetodecidewhogetshowmuchofthatpie.Oneswalk-awayvalueInformation,.,Commontactics:-Tryingtogainanadvantagebyinsistingonnegotiatingononeshometurf-Havingmorenegotiatorsthantheotherside-Usingtricksanddeceptiontotrytogettheothersidetoconcedemore-Makingthreatsorissuingultimatums-Tryingtoforcetheothersidetogiveinbyoverpoweringthem,.,Strategies,1.PreparationwalkawayBATNANeedsHighaspirationsApurpose,anagendaanda“whatnext”inmind,.,Strategies,2.OpeningoffersFirstofferAresponseCounter-offer3.Exchanginginformationandarguments4.Concessionsanddecisions,.,IntegrativeNegotiationorbargaining,Interest-basedbargainingWin-winbargainingAnapproachinwhichpartiescollaboratetolookforasolutionthatmaximizesjointgainandallowseveryonetowalkawayfeelingliketheyhavewonsomething.(bothsidescanachievetheirobjectives.),.,Steps,Identifyeachsidesinterests.Askyourselfhowtheothersideperceivesyourdemands.Thetwopartiesworktogethercooperativelytotrytofigureoutthebestwaystomeetthoseinterests.,.,ComplexNegotiation,MultilateralnegotiationMultipartynegotiationGroupnegotiationAprocessinwhichthreeormoreparties,withtheirowninterests,decidehowtoresolvetheirconflictsamongissues.,.,Principlesforcomplexnegotiation,Thinkcarefullyaboutthedistributionruletobeusedinallocatingresourcesamongtheparties.EquityruleEqualityruleTheneedsoftheindividualgroupmembersPastpractice2.Avoidmajorityruleingroupnegotiationswheneverpossible.3.Avoidstrictissue-by-issueagendaswheneverpossible.,.,4.Focusonthedifferinginterestsandpreferencesofgroupmemberstofacilitatecreativeintegrativeagreements5.Recognizethatcoalitionsareinherentlyunstable,oftenleadingtoagreementsthatarenotinthebestinterestoftheorganization.,.,Questions,Whatisdistributivenegotiation?Haveyouhaddistrib