教学材料《谈判英语》-Unit8

Unit8StrategyofBusinessNegotiationNegotiationAwarenessGoodstrategyalwaysstartsoffasaproactiveprocess,butitmustalsohavetheabilitytobecomereactivetonewinformation,whichmaybetechnical,political,legal,financial,orevenpersonalinnatureNegotiationprocessisanextremelycomplexprocess.Howtoensuretherealizationoftheestablishednegotiatingobjectivesdependslargelyonthedevelopmentandflexibleuseofnegotiatingstrategy.Theyareactingguidelinesandpoliciesofthewholenegotiatingprocessandaresubjecttomodificationwiththeprogressofthenegotiation下一页上一页返回Unit8StrategyofBusinessNegotiationSincedifferentorganizationsworkindifferentways,andeachhasacharacteristicstyleofnegotiation,negotiatorsneedtrainingandexperiencebeforetheycansuccessfullyhandlethedifferentstylesofotherparties.Nosinglestyleofnegotiation“wins”.Itisthemoreskillednegotiatorwhowillprevail.下一页上一页返回Unit8StrategyofBusinessNegotiationTheStrategiesofBusinessNegotiationNegotiationstrategiesareexpectedtoachievethenegotiationobjectives.Theyareactingguidelinesandpoliciesofthewholenegotiatingprocessandaresubjecttomodificationwiththeprogressofthenegotiation.Sincedifferentorganizationsworkindifferentways，andeachhasacharacteristicstyleofnegotiation，negotiatorsneedtrainingandexperiencebeforetheycansuccessfullyhandlethedifferentstylesofotherparties.Nosinglestyleofnegotiation“wins”Itisthemoreskillednegotiatorwhowillprevail.下一页上一页返回Unit8StrategyofBusinessNegotiationDefensivestrategiesAskingquestions:Themosteffectivedefensivestrategyinnegotiationsistosayjustenoughtocompeltheothersidetogoontalking.Themoretheytalk，themoretheywillreveal，themoretheywillfeelcompelledtorevealinordertobepersuasive，andthenearertheywillcometoexposingtheirgenuinemotivesandtherealleveloftheirbottomlinenegotiatingobjective.下一页上一页返回Unit8StrategyofBusinessNegotiationKeepingsilent:Ifonepartyishighlyemotional，approachesinathreateningwayorisextremelydemanding，keepingquietcanbeveryunsettlingtothemMostpeoplearetroubledbysilenceinthemidstofaheateddiscussion.Sometimessilenceisregardedasdisapproval；butsincenospecificdisapprovalisvoiced，itcannotbetreatedasanattackIthashappenedonmanyoccasionsthatwhenmetwithsilence，peoplemodifytheirpreviousstatementstomakethemmorepalatable.下一页上一页返回Unit8StrategyofBusinessNegotiationMoreover，thejobofagoodnegotiatoristolistentoandunderstandwhatothersaresaying.ItisanimportantelementinthecrucialtoolcalledActiveListeningwhichhassomeinterestingconsequences；thelistenermayactuallybeabletogetaclearerpictureoftheotherparty’sideas；thedisciplineoffocusingonotheropinionscanalsogivethelistenerthechancetoreflectontheprocessandstrategy.下一页上一页返回Unit8StrategyofBusinessNegotiationMaking:ItissomewhatlikelookingtotherightbutgoingtotheleftThisstrategyinvolvesanapparentmoveinonedirectiontodivertattentionfromtherealgoalorobjectItcanalsoinvolveasituationinwhichonegivestheopponentafalseimpressionthathehasmoreinformationorknowledgethanisactuallypossessedInthecourseofanegotiation，feintcanbeusefulwhengivinginonapointthatisnotespeciallyimportantandcanbeusedtocoverupimportantelementsIgnoretheimportantandstressthethingsthatarenotimportant下一页上一页返回Unit8StrategyofBusinessNegotiationThepurposeofdoingthisistoallowenoughtimetomakethecoordinationanddecisionforsomekeyarticles，todiverttheothersattentionfromimportantmattersandsatisfytheothersidethroughconcessionsonmattersofminorimportance.Thiswillcreateapositiveatmosphereandpavewayforsettlementonitemsofvitalimportance.Beingimpassive:TheimpassivestrategyhasbeensuccessfullyusedbymanyskillednegotiatorsallovertheworldTheimpassivenegotiatorsoftenpretendtobeunreadable.下一页上一页返回Unit8StrategyofBusinessNegotiationBycreatinganimageofbeingindifferenttoeitherwinningorlosingonanyparticularpoint，impassivebuyersalsomaketheoppositiongotoextremelengthstoplease.Becausetheycan’tseewhatpleaseordispleasethebuyers，sellersoften“shoottheworks”inanefforttogetareactionfromthesphinxacrossthetable.Skilled，impassivebuyerscangetmuchmorewithsilencethantheycanwithvocalmanipulations.下一页上一页返回Unit8StrategyofBusinessNegotiationImpassivesellersattackfromtheoppositedirection.Sellerswhohavemanysuitorscannametheirownpriceaswellaspickandchooseamongmanysuitors.It’sbasicsupplyanddemand.Animpassivesellercreatesinthebuyer’smindasenseofinsecuritythatthesalemaynotgothroughorthatacompetitorwillgetitinsteadThisattitudeputsthebuyerinapositionofbeggingtospendmoney.Inthiscase，moneydoesn’ttalkbutstares.Impassivitybysellersisahighlyeffectivestrategyforbothtradeandinvestment，butitrequirescounterpartswhoareshortonresearch.下一页上一页返回Unit8StrategyofBusinessNegotiationForbearance:Whenoneholdsoffandsuspendsinanegotiation，heputsoffananswerinsteadofgivingitatthatmoment，doesnotansweraquestion，ortakestimeouttodecide，thisisusingthestrategyofforbearance.WaitingsothattheteammemberscanthinkandlettingtheothersidehavetimetothinkaboutitalsocomeunderthisheadingForbearanceavoidsadirectconflict，andeventuallyachievesasettlement.Atthebasisofrestraint，wemustalsoknowwhentostop.下一页上一页返回Unit8StrategyofBusinessNegotiationOffensivestrategiesTitfortat:Itisaneffectivestrategyinbusinessnegotiations.SometimesyouneedtobehardshelledtomakeyouropponentgiveupInmostcases，thistechniquecanservetopushthenegotiationforwardifthenegotiatordealswithitappropriately.Itcanusuallyfooltheopponentintomakingconcessionsandclosingthedeal.下一页上一页返回Unit8StrategyofBusinessNegotiationReversal:Inthisstrategy，theactionperformedisoppositetowhatmaybeconsideredtobethepopulartrendorgoalBernardBaruchoncesaidthatpeoplewhomakemoneyinthestockmarketarethosewhoarethefirstinandthefirstoutBythishemeantthatoneshouldbuyinwheneveryonewaspessimisticandselloutwhentheprevailingatmospherewasoptimistic.Thisstrategymaysoundeasytoexecute，butinrealityitisexceedinglydifficult.Wereitnotso，everyonecouldimmediatelybecomerichandpowerful.下一页上一页返回Unit8StrategyofBusinessNegotiationFaitaccompli:ThisisariskystrategybutthereisoftenatemptationtouseitItdemandsthatoneshouldactandachievethegoalagainsttheoppositionandthenseewhattheoppositionwilldoaboutit.Thosewhoemploythisstrategymustmakeanappraisaloftheconsequencesincaseitshouldprovetobeafailure.Forexample，ifacontractissentwhichcontainsaprovisionthatisnotagreedwith，crossouttheportionthatisnotwanted，signthecontract，andsentitbackThus，youropponentisconfrontedwithafaitaccompli，whichmeansit’snowuptothemTheycaneitherreturnthecontractandreopenthenegotiation，oracceptthedeletion.Quiteoftentheywillacceptthechangedcontract.下一页上一页返回Unit8StrategyofBusinessNegotiationSurpriseSurprisestrategymeansthatapartyinvolvedinthenegotiationssuddenlychangestheirattitude，demand，argument，ormethod，whichresultinopponentslosingthenegotiation.Thismethodcanbeusedgenerallyfortheemergenceofnewsituationsandnewproblems.Forexample，duringthenegotiations，itisalwayseffectivetoreplacethechiefrepresentative.Ifopponentscontinuetonegotiate，theyhavetofacesomenewfacesandnewissues，andthismaymeantomakenewconcessions.下一页上一页返回Unit8StrategyofBusinessNegotiationSometimesduringthenegotiations，whenonepartymakesunreasonabledemands，itispossibletousesurprisestrategy.Thisstrategywillmakeitdifficultforopponentstocopewiththesituation.ExposingtricksNegotiatorsinnegotiationsusuallyfindtheiropponent’simpropermeans.Firstofall，theymustrecognizewhathappenedisreallyunfairmeansSecondly，theyshouldexposeit，andlettheotherrealizethatweknowyouareplayingdirtytricks.下一页上一页返回Unit8StrategyofBusinessNegotiationForexample，onepartywhohavenewlyarrivedarearrangedfornegotiations；organizingmanystaffmemberstoreceivethem，thenapolitesolutiontotheproblemis:”WeareverypleasedtoseesomanystaffmembersthismorningMaybetomorrowweholdthemeetingatourhotelWewanttoreturnyourhospitality”下一页上一页返回Unit8StrategyofBusinessNegotiationWorthlessissues:Asforthetermsinthenegotiations，worthlessissuesrefertothetermsofnovaluetooneparty，butitisdesignedtobelost，andtherewillbeanopportunityforthepartytosecurearealconcessionfromtheothersideinreturn.Ifyouwanttogainconcessionsfromtheopponent，youmustenabletheopponenttogetbenefit.Thepartyneedstoaddoneorsomeworthlessissuestotheinitialdemandsinordertoensurethe“somethinginthebank，”whichisasthecompensationfortheothersideabandoningormodifyingitsoriginalrequest.Thepartyshouldchoosetheworthlessissuesfromtheotherside’sviews.下一页上一页返回Unit8StrategyofBusinessNegotiationComprehensivestrategiesKeepingemotion:Knowingafewnegotiationstrategiesisnotenough.AnothermeanstoachieveanegotiationistokeepyouremotionItisanoldandtruesayingthat“adropofhoneycatchesmorefliesthanagallonofvinegar”.Therefore，ifyouwouldwinamantoyourcause，youneedtoconvincehimthatyouarehissincerefriend.下一页上一页返回Unit8StrategyofBusinessNegotiationAskquestionsinafriendlyway，showingacooperativespiritThiswillwarmtheothersideandmeltanytensionbetweenyouIfitisnotyour“turn”tobeangry，theexerciseofrestraintcanbeturnedintopositivefactors，andyouwillhavetheopportunitytoobservethedevelopmentofthesituationcarefully.Similarly，yellingateachotherisnotnegotiation，butconfrontation.Inthiscase，therewillbeapossible“winner，”butmorelikelya“loser”下一页上一页返回Unit8StrategyofBusinessNegotiationResiliency:Eventhebestnegotiatorsmakemistakesinevitably.However，experiencednegotiatorsknowhowtosolvetheseproblemsTheywillleaveroomforthemselvestomaintainflexibilityinthenegotiations.Therefore，theyalwaysrecovertheiradvantagesafterthedilemma.Whenouremotionsareattackedinthenegotiation，orwhenwerealizethatwemadeaseriousmistake，wetendtoloseourabilitytocontroltheproblem.Thewaystodealwiththissituationare：straighteningouttheidea;understandingtheerrors；seizingthecorevalues；nevergivingupthefundamentalinterests;controllingourowntemper下一页上一页返回Unit8StrategyofBusinessNegotiationPermittingconcessions:Contradictionsareexistinginallnegotiations.Usually，thesecontradictionsaresolvedbycompromisesbetweenthetwosidesTraditionalapproachisthis：thesellerssayahigherprice，andthepricewillbedownautomaticallyafterthebargainingprocess.However，inmanycases，thisisnotasensibleapproach.Thewisemeansis:eachconcessionshouldbeexchangedforonefromtheotherparty.下一页上一页返回Unit8StrategyofBusinessNegotiationNotesBycreatinganimageofbeingindifferenttoeitherwinningorlosingonanyparticularpoint，impassivebuyersalsomaketheoppositiongotoextremelengthstoplease.这一类型的谈判者故意使自己变得无法捉摸，摆出一副对任何特定的问题的输赢都无所谓的态度，而使对 方竭尽全力去取悦他们。gotolengthstodosth：竭尽全力做某事下一页上一页返回Unit8StrategyofBusinessNegotiationBecausetheycan’tseewhatpleaseordispleasethebuyers，sellersoften“shoottheworks”inanefforttogetareactionfromthesphinxacrossthetable.卖方常常费尽心机来得到坐在对面的斯芬克斯（比喻谜一样的人）的反应。sphinx：［希神］斯芬克斯（有翼的狮身女怪，传说她常叫过路行人猜谜，猜不出者即遭杀害）下一页上一页返回Unit8StrategyofBusinessNegotiationWhenoneholdsoffandsuspendsinanegotiation，heputsoffananswerinsteadofgivingitatthatmoment，doesnotansweraquestion，ortakestimeouttodecide，thisisusingthestrategyofforbearance.在商务谈判中，当我们对某些问题犹豫不决、不能立即回答时，就是使用戒急用忍策略的时候了。下一页上一页返回Unit8StrategyofBusinessNegotiationWereitnotso，everyonecouldimmediatelybecomerichandpowerful.如果它不难，那每个人都可以变成富翁。在虚拟语气中，Wereitnotso=Ifitwerenotso，为虚拟语气的倒装语序。IfIwereyou，Iwouldstay=WereIyou，Iwouldstay.倘若我是你，