Business Negotiation 1.ppt

1、Business Negotiation,Lecture 1: Introduction Lecturer: Pred,Contents,1) Course objective 2) Course structure 3) What are you required to do? 4) Overview of the business negotiation,Our Objectives,Awareness of opportunities to negotiate Knowledge of a conceptual framework Skills in planning & prepari

2、ng Skills in managing an effective dialogue Abilities in using ethical tactics and overcoming barriers The confidence to lead a negotiation Enhanced business relationships Develop your fluency in spoken English,Course Structure,20% in-class performance 20% pre-class preparation and after-class work

3、60% final exam,What are you required to do?,1) Attendance 2) Prepare for classes 3) Finish your homework 4) Believe in yourself,Why business Negotiation?,My father said: You must never try to make all the money there is in a deal. Let the other fellow make some money too, because if you have a reput

4、ation for always making all the money, you wont have many deals.” -Anon,Overview,Modules 1: Definition, Types and Process 2: Preparing and Planning 3: Communication skills 4: Etiquette in business negotiation 5: Cross cultural negotiation 6: Topics for negotiation SIT,Definition of Negotiation,“Nego

5、tiation is the art of reaching an agreement by resolving differences through creativity”,Definition of Negotiation,The process by which we search for the terms to obtain what we want from somebody who wants something from us Gavin Kennedy,Confer with others to reach a compromise or agreement. Concis

6、e Oxford Dictionary,To negotiate is to trade something we have for something we want. Anon,Negotiation is an explicit voluntary traded exchange between people who want something from each other Gavin Kennedy,Examples of Negotiation?,Everything is negotiated. Family and personal “Where should we go f

7、or lunch?” “Can I borrow the car?” Academic research “Fund my project.” “Publish my paper.” Business ventures “I want a raise.” “Invest in my company.” “Pay me a license fee or Ill sue you.”,When do people negotiate?,1) When parties disagree . 2) They dont want to accept the status quo. 3) They are

8、on a equal footing. 4) And thus more powerful side cant try to impose a solution.,When you dont care. When you could lose everything. When there is nothing you could gain (the other has nothing you want). When the demands are illegal or unethical. When they act in bad faith. When you dont have time.

9、 When waiting would improve your position. When youre not prepared.,12,When should you never negotiate?,Keywords: Negotiation,More than an event a process Situational choose appropriate strategies and tactics Relational it takes at least two people Success depends on developing superior communicatio

10、n skills Strategic benefits from some prior planning,Two Types of Negotiation,Distributive Negotiation Fixed-pie Competitive Sometimes adversarial Short term gains Little relationship benefits,Integrative Negotiation No fixed pie Create options Cooperative Longer term gains High relationship benefit

11、s,Distributive Negotiation,Goals of one party are in fundamental, direct conflict to another party. Resources are fixed and limited. Maximizing the share of resources is the goal. Distributive negotiation is all about who gets (or pays) how much. It is also where more for me means less for you.,15,I

12、ntegrative Negotiation,Create a free flow of information. Attempt to understand the other negotiators real needs and objectives. Emphasize the commonalties between the parties and minimize the differences. Search for solutions that meet the goals and objectives of both sides. 利益都在曲中求，真心为他人利益着想会让你得到更

13、多的利益。,16,Negotiation Process,Many models available,Negotiation Process 3 Steps (Cronkite),Negotiation Process 4 Steps (Shell),Seven Stages (Folberg, Golann),The Negotiation Process,BATNA,Planning & Preparation,Research gather info Standards that satisfy both parties Identify your objectives Identify

14、 interests of self & other parties Consider possible concessions,Communication Skills,Words that Wound Active Listening Non-Verbal language Questioning Skills,Questioning,Ask open questions Objectives Needs Interests Ask closed questions Options Concessions Ask clarifying questions,Respectful Communication,Being calm. Words and actions should convey the same message. Suspend judgment and listen for understanding. Using assertive language: “I prefer”instead o