商务英语Principlessl-资料教学课件

4CsinNegotiationThecontextofthe4Csinwhichnegotiationtakesplace.谈判要明确的四点背景内容Commoninterests(谈判者追求的目标)Conflictinginterests(要谈的内容)3.Compromise(取舍点)4.Criteriaorobjectives(明确目标及实现的准则)NegotiationenvironmentThecompositionofinternationalnegotiationenvironment:会影响谈判的战略和策略1.Politicalsystem2.Economicalsystem3.Socialsystem4.CulturalsystemSomebasicnegotiationPrinciplesPrincipleofwillingnesspremiseofnegotiationEqualityPrinciple/(foundationofnegotiationPrincipleofMutualBenefits(aimorgoalofnegotiation4.4.PrincipleforCommoninterests(keyofnegotiationPrincipleforefficiency(guaranteeofnegotiation6.Principleoflegality(foundationofnegotiation)Equalityprinciple)Itmeansbothpartiesareequalinlawstatus.Theyhaveequalrightsandobligation.Theydobusinessoutoftheirownneedsandtheyareinformedofeachothertoenjoymutualbenefits2)Whenonepartytakesmuchlessthanisgiven,theotherpartywillfeelreluctanttocontinuenegotiating.Henceeitherpartyshouldbewellpreparedforthenegotiationandreadytosatisfyeachother'sneedsonanequalbasisPrincipleofcollaborativeNegotiation(CNThesixguidelinesforCN1.Acknowledgetheconcernsoftheothersideandfocusoninterestsratherthanpositions2.Encouragejointfactfinding3.Offercontingentcommitmentstominimizeimpactsiftheydooccur,andpromisetocompensateknowablebutunintendedimpacts4.Acceptresponsibility,admitmistakes,andsharepower5.Actinatrustworthyfashionatalltimes6.Focusonbuildinglong-termrelationshipsThecollabrativenegotiationfocusesoninterestsratherthanpositions,placevalueonrelationshipPrincipledNegotiation(ItisparticularlyorientedtocollaborativenegotiationsFourkeywordsarefocusedPeopleproblemsInterestsorpositionOptionsformutualgainsCriteria:insistonusingobjectivecriteria(continuedformoredetailsSeparatethepeoplefromtheproblem2.PeopleproblemsareoftencausedbyInaccurateperceptions,inappropriateemotionsandpoorcommunication.Threetechniquesarerecommended1)Establishanaccurateperception2)Cultivateappropriateemotion3)StriveforbettercommunicationEstablishanaccurateperceptionConflict,veryoften,isnotcausedbywhathappens,butbyhowpeopleperceivewhathappensIncreasethecapabilityofeachpartytoseetheotherside'spointofviewbyreversingrolesAvoidblamingtheotherpartyforyourproblem2)CultivateappropriateemotionYouremotionaffectsthatoftheotherpartyRecognizeandunderstandemotionsofbothpa