国际商务谈判英语（第二版）第02章商务谈判的基本原则和策略

1、International Business Negotiation EnglishChapter Two The Basic Principles and Strategies on Business Negotiation 商务谈判的基本原则和策略Learning focus : (学习要点)Knowing of The basic principles and strategies on business negotiation 了解商务谈判常用的基本原则和策略Understanding the meaning of Win-Win negotiation 理解双赢谈判含义Compreh

2、ending Separate the people from the problems., “Focus on interests, not position” as well as “Principles of standards insist on objective criteria”. 深刻理解 “人事分开”, “着眼利益而非立场” 以及“坚持客观标准”。Mastering some useful strategies and tactics in practical negotiation 掌握一些实际谈判中常用的策略。2.1 The basic principles of bus

3、iness negotiation 商务谈判的基本原则1.Conception of Win-Win Negotiation Background :Negotiation can take on different form. Collaborative negotiation style is much more popular and accepted in the world, which can also be called :Problem-solving negotiationinterest-based negotiationwin-win negotiationmutual

4、gains negotiationCollaborative negotiation is an approach to look for a solution that both sides are to be satisfied with the outcome. “Win-win negotiation is about the alliance not conflict .Creating long and fruitful relationship Reducing tension and stress Effective negotiators should ( p-17)2.1

5、The basic principles of business negotiation 商务谈判的基本原则2.Win-win modelWin-win model means the following steps needed:Determine each partys interests and needs.Find out the other partys interests and demands.Offer constructive options and solutions.Announce success /declare failure or impasse.The diff

6、erence between” win-win model” and “win-lose model”2.2 Principles of business negotiation 商务谈判的原则1.Separate the people from the problemsrelational and substantive issues deal with a substantive problem maintain a good relationship. People problems (relational issues )caused by:inaccurate perceptions

7、inappropriate emotions poor communication.Three techniques are recommended to deal with those above problems,:Form up accurate perception.Cultivate appropriate emotion.Strive for better Communication.2.2 Principles of business negotiation 商务谈判的原则2. Focus on interests, not positionsThe purpose of neg

8、otiation is to reach agreementsOne common mistake in negotiation is confusing positions with the interestsThe case tells :Negotiators need to distinguish between interests. There are many kinds of interests:(1）Multiple interests （2）shared interest(3)compatible interests (4)conflicting interests. Ide

9、ntifying shared and compatible interests as “common ground“Methods for focusing on interests instead of positions are as follows.Identify interests(p-21)Discuss interests with the other party(p-21)2.2 Principles of business negotiation 商务谈判的原则3. Principles of standards insist on objective criteriaNe

10、gotiator should Use objective criteria to make their decisionSelect Solution in compliance with concepts, standards or principles believe in by the parties The guidelines for objective criteria are :Independent of wills of all parties.Legitimate and practical.Acceptable to all parties.。Three basic p

11、oints to remember:Frame each issue as a joint search for objective criteria. Reason and be open to reason Never yield to pressure2.3 The Basic Strategies of Business Negotiation 商务谈判的基本策略1. Asking questions and showing forbearance. Asking questions is the most effective defensive strategy in negotia

12、tions The more the more The nearer Forbearance is often adopted when one holds off and suspends in a negotiationPut off an answer Dont answer a question at onceTake time out to decide2.3 The Basic Strategies of Business Negotiation 商务谈判的基本策略2 Keeping silent and controlling emotionKeeping silent. If

13、one party is highly emotional, approaches in a threatening way or is or is extremely demanding Active Listening that can result in some interesting effectKeeping emotion A drop of honey catches more flies than a gallon of vinegarAsking questions in a friendly wayShowing a cooperative spirit Melting

14、any tension between you2.3 The Basic Strategies of Business Negotiation 商务谈判的基本策略3.Being impassive and worthless issues（1）Being impassive Pretending to be unreadable. Making the opposition go to extreme lengths to please.Attacking from the opposite direction. （2） Worthless issues. Definition :worthl

15、ess issues refer to the terms of no value to one party, but it is designed to be lost, and there will be an opportunity for the party to secure a real concession from the other side in return. enable the opponent to get benefit.ensure the something in the bank, choose the worthless issues from the o

16、ther sides views2.3 The Basic Strategies of Business Negotiation 商务谈判的基本策略4.Tit for tat and exposing tricks Tit for tat. （an effective strategy） Being hard-shelled to make your opponent give upFooling the opponent to make concessions to close the deal (2) Exposing tricks.Negotiators in negotiations

17、usually find their opponents improper means. Let the opponent recognize unfair means happened Let the opponent realize you have known it 2.3 The Basic Strategies of Business Negotiation 商务谈判的基本策略5.Fait accompli and resiliency (1) Fait accompli. This is a risky strategy but there is often a temptation to use it. It demands that one should act and achieve the goal against the opposition .(2) Resiliency. When we tend to lose our ability to control the problem for being attacke