商务英语谈判2ppt课件

.,1,BusinessNegotiationEnglish,.,2,Objectives,ThestudentsneedtograspPrincipleofInterestDistributionStudyPrincipleofTrustinNegotiation,howtobuildtrustPrincipleofDistributive,Integrative&Complexnegotiation,.,3,Chapter2,A.PrincipleofInterestDistribution:TypesofInterests:-PersonalInterests-OrganizationalInterests-NationalInterests,.,4,PersonalInterests,-interestsofindividualswhoparticipateinnegotiation.OrganizationalInterests:-interestsofcollectivebodiessuchasprivateorstate-ownedenterprises,institutionsandotherkindsofentities.,.,5,NationalInterests,Ianizationalinterestsvs.nationalinterests-nationalinterestsshouldalwaysbeoftoppriority,.,6,Question:,Accordingtoyourview,isitrightthatpersonalinterestsshouldsubmittoorganizationalandnationalinterests?Why?,.,7,Casestudy,Duringthecoldwar,theDepartmentofAgricultureoftheUSconsistentlyrecommendedthattheUSsellgraintoMoscowintimesofshortage(thisbenefitedUSfarmers).TheUSDepartmentofDefenseconsistentlyrecommendedagainstit.Ifyouareintheirshoes,doyouthinktheDepartmentofdefensedidtherightthing?WhatprincipledidtheDepartmentofDefensefollow?,.,8,B.PrincipleofTrustinNegotiation,Trust:astateinvolvingexpectationsaboutanothersmotivesandactionswithrespecttooneselfinsituationsentailingrisksofuncertainty.,.,9,Threetypesoftrustinprofessionalrelationships:,Deterrence-basedtrust(威慑型)-calculus-basedtrust（预计型）Knowledge-basedtrust（了解型）Identification-basedtrust（识别型）,.,10,Trustbuildinginnegotiation,Speaktheirlanguage*understandtechnicaltermsandlingo.*catchthenuancesandculturalimplicationsbehindwhatsbeingsaid.*learnhowtheothersideuseswordstoconveyideas.,.,11,Trustbuildinginnegotiation,2.Manageyourreputation*Reputationspreads.*Makeyourreputationatoolinnegotiationbyprovidingreferencesfrommutuallytrustedthirdpartiesthatspeakforyourcharacterandcompetenceorbyofferingotherformsofevidenceofpastsuccesssuchasmediaortradereports.,.,12,Trustbuildinginnegotiation,3.Makedependenceafactor4.Makeunilateralconcessions5.Nameyourconcessions6.Explainyourdemands,.,13,Otherstrategies,DemonstrateyourcompetenceMakesurethenonverbalsignalsyouaresendingmatchthewordsyouaresayingMaintainaprofessionalappearanceCommunicateyourintentionsDowhatyousayyouaregoingtodoGobeyondtheconventionalrelationshipListen,.,14,Otherstrategies,Over-communicateDiscusstheindiscussiblesProvideaccurateinformation,withoutanyhiddenagendaBehonestevenwhenitcostsyousomethingBepatientUpholdfairnessNegotiateforabundance,notscarcityTakecalculatedrisks,.,15,Questions,Howimportantistrustinyourcommunalandexchangerelationships?Doyoutrustpeoplearoundyou?Howdoyoushowyourtrusttoothers?Whichoftheseprinciplesandstrategieswouldworkbestforyouinnegotiation?,.,16,PrincipleofDistributive,Integrative&Complexnegotiation,-simpleandcomplexnegotiation(parties)-distributiveandintegrativenegotiation(howtheyareconducted),.,17,Distributivenegotiation,Distributivebargaining,positionalbargaining-claimingvaluebargaining,orwin-losebargaining,-acompetitiveapproachthatisusedwhenthereisafixed“pie”andnegotiatorshavetodecidewhogetshowmuchofthatpie.Oneswalk-awayvalueInformation,.,18,Commontactics:-Tryingtogainanadvantagebyinsistingonnegotiatingononeshometurf-Havingmorenegotiatorsthantheotherside-Usingtricksanddeceptiontotrytogettheothersidetoconcedemore-Makingthreatsorissuingultimatums-Tryingtoforcetheothersidetogiveinbyoverpoweringthem,.,19,Strategies,1.PreparationwalkawayBATNANeedsHighaspirationsApurpose,anagendaanda“whatnext”inmind,.,20,Strategies,2.OpeningoffersFirstofferAresponseCounter-offer3.Exchanginginformationandarguments4.Concessionsanddecisions,.,21,IntegrativeNegotiationorbargaining,Interest-basedbargainingWin-winbargainingAnapproachinwhichpartiescollaboratetolookforasolutionthatmaximizesjointgainandallowseveryonetowalkawayfeelingliketheyhavewonsomething.(bothsidescanachievetheirobjectives.),.,22,Steps,Identifyeachsidesinterests.Askyourselfhowtheothersideperceivesyourdemands.Thetwopartiesworktogethercooperativelytotrytofigureoutthebestwaystomeetthoseinterests.,.,23,ComplexNegotiation,MultilateralnegotiationMultipartynegotiationGroupnegotiationAprocessinwhichthreeormoreparties,withtheirowninterests,decidehowtoresolvetheirconflictsamongissues.,.,24,Principlesforcomplexnegotiation,Thinkcarefullyaboutthedistributionruletobeusedinallocatingresourcesamongtheparties.EquityruleEqualityruleTheneedsoftheindividualgroupmembersPastpractice2.Avoidmajorityruleingroupnegotiationswheneverpossible.3.Avoidstrictissue-by-issueagendaswheneverpossible.,.,25,4.Focusonthedifferinginterestsandpreferencesofgroupmemberstofacilitatecreativeintegrativeagreements5.Recognizethatcoalitionsareinherentlyunstable,oftenleadingtoagreementsthatarenotinthebestinterestoftheorganization.,.,26,Questions,Whatisdistributivenegotiation?Haveyouhaddist