国际谈判(原理)（32页)ppt课件

1、InternationalNegotiation1st ClassCourse StructureNegotiation TheoryMock NegotiationAbstractDefinition Phases of a negotiationDefine & Defend PositionDefinitionWhat is a negotiation?What are negotiations for?What are the types of negotiations?Peace of WestphaliaAdialogueto reach consensus, resolve di

2、fference, gain advantage, or to satisfy various interests.Yalta ConferencePoliticalEconomicMilitaryParis Peace ConferenceBretton Woods ConferenceKorean War NegotiationsPhases of a negotiationPlans are always crucial. Generally you should form your position, establish baseline and evaluate others neg

3、otiators position.Or, it may occur that Before a formal negotiation, good relationships with opponents are essential. No one tends to reach an agreement with who is not trusted. A good relationship means:Only when based upon a mutual-understanding relationship, can a negotiation be substantive. Nece

4、ssary steps for an agreement:Ensure your opponents goalExchange opinionsSeek win-win solutionA common mistake is to deem it victorious to sign a protocol. Never assume you opponents will fulfill their obligations .Always ascertain your benefit is protected.Define & Defend PositionHow to define a pos

5、ition?How to defend a position?RP & AP & BATNATo define a position, you need to clarify:What you can/cant do.What your purposes are.(Ceiling)What your limits are.(Floor)In negotiation theory, the baseline is called resistance point(RP). No request beyond your RP will be accepted in any circumstance.

6、Defending your position is the process of concealing your real RP and estimating your opponents RP to maximize your benefit.In negotiation theory, the expectation is called aspiration point(AP). An AP is where you would ideally and realistically like to sign a contract.Defending your position is the

7、 process of managing to approach your AP and optimize your strategy.In negotiation theory, the leverage is called best alternative to a negotiated agreement(BATNA). An BATNA is your plan B when you quit the negotiation. The more alternatives you have, the more proactive you are.Defending your positi

8、on is the process of preparing your BATNA to seize the initiative of the negotiation.Definition & TypesPRAM ModelPosition DefenseSummaryPersuasionPersuasion ： a process aimed at changing a person or groups attitude or beliefs towards a certain idea. CEL ModelCredibility Emotion LogicCELcredibility -

9、 make yourself credibleemotion- seem to understand otherslogic - to be clear 德国某大公司应日方约请去日本进展为期四天的访问，以草签协议的方式洽谈一笔生意，双方都很注重。德方派出了由公司总裁带队，由财务、律师等部门担任人及其夫人组成的庞大代表团，代表团抵达日本时遭到了热烈的欢迎。在前往宾馆的途中，日方社长夫人讯问德方公司总裁夫人：“这次是他们第一次光临日本吧？一定要好好旅游一番。总裁夫人讲：“我们对日本文化敬慕已久，真希望有时机领略一下东方悠久的文化、风土人情。但是，真实遗憾，我们曾经订了星期五回国的返程机票。结果，日

10、方把星期二、星期三全部时间都用来安排德方的旅游观光，星期四开场买卖洽商时，日方又搬出了堆积如山的资料，“诚心诚意地向德方提供一切信息，虽然德方每个人都竭尽全力寻觅不利己方的条款，但尚有6%的合同条款无法仔细琢磨，就曾经到了签约时间。德方进退维谷，不签，高规格、大规模的代表团兴师动众来到日本，却空手而归，显然声誉扫地；签约，由许多条款尚未仔细琢磨。万般无法，德方代表团选择后者，匆忙签署了协议。最后期限战略中国就日方提供的5800辆三菱载重汽车存在严重质量问题，向日方三菱汽车公司提出索赔。日方在无可辩驳的现实面前，赞同赔偿，提出赔偿金额为30亿日元。中方在指出日方报价失实后，提出中方要求赔偿的金额

11、为70亿日元，此言一出，惊得日方谈判代表目瞪口呆。两方要求差额宏大，在中方晓以利害关系的前提下，日方不愿失去中国宽广的市场，赞同将赔偿金额提高到40亿日元。中方又提出最低赔偿额为60亿日元，谈判又出现了新的转机。经过双方多次的抬价压价，最终以日方赔偿中方50亿日元，并承当另外几项责任而了结了此案。价钱退让战略A:“您这种机器要价750 元一台，我们刚刚看到同样的机器标价为680 元。您对此有什么话说吗？ B:“假设您诚心想买的话，680 元可以成交。 A:“假设我是批量购买，总共买35 台，难道您也一视同仁吗？B:“不会的，我们每台给予60 元的折扣。 A:“我们如今资金较紧张，是不是可以先购

12、20 台，3 个月以后再购15台？ 卖主很是犹疑了一会儿，由于只购买20 台，折扣是不会这么高的。但他想到最近几个星期不甚理想的销售情况，还是答应了。 A:“那么，您的意思是以620 元的价钱卖给我们20 台机器。买主总结性地说。 卖主点了点头。 A:“干嘛要620 元呢？凑个整儿，600 元一台，计算起来都省事。干脆利落，我们马上成交。 卖主想反驳，但“成交二字对他颇具吸引力，几个星期完不成销售定额的义务可不好受，他还是答应了。 蚕食战略Information Asymmetry 信息不对称Situation: 二手车市场Problems: 逆向选择 品德风险GAME THEORYGame他们如今都是囚徒，分为两组法官宣布：1.假设双方都认罪那么每方扣10分；2.假设双方都不认罪那么每方加10分；3.假设一方认罪另一方不认罪，那么认罪方得30分，不认罪方扣30分。