商务英语 谈判策略(英语)

1、，Principled Negotiation，By mei gaojie徐昊罗，Principled Negotiation，Principled Negotiation is the name given to the interest-babasthe book advocites four fundamental principles of negotiation : 1)separate the people from the problem；2) focus on interests，not positions3)用于mutual gain的invent options4) in

2、sist on objective criteria。1)separate the people from the problem means separating relationship issues(or people problems )from substance issues第一，总是强调在触及实际问题的时候，人和问题必须分开处理。people problems also often invoie difficult emotions-fear、anger、Distrust and anxiety for example . these emotions get intertwin

3、ationsfisher，Ury and Patton suggest five tactics for dis entangling and defusing emotional problems in the negotiation process。2)negoting about interests means negotiating about things that people really want and need，not what they say that want or need .第二，协商的焦点应该放在利益上，而不是立场上，因此，要随时掌握协商当事人的利益，尽可能克服

4、立场上的争吵。3) by focus on interests，disputiling parties can more easily fulfill the third principle-invent options for mutual gain。第三，在决定实施方案的方法之前，要设想各种可能的选择，谈判者要制定特定的时间周期，设计各种可能的解决方案，创造性地努力避免或削弱各方的利益冲突，主动提供对方谈判者解决问题的建设性建议的机会。this means negotiators should look for new solutions to the problem that will

5、allow both sides to win，Not just fight over the original positions win，4)the fourth rule is to in sist on objective criteria for decisions。while not always available，if some outside，Objective criteria for fairness can be found，This can greaty simplify the negotiation prortsthis gives both sides more

6、 guidance as to what is fair， and makes it hard to oppose offers in this range .第四，要坚持客观标准，谈判者要努力引进尽可能多的具有科学优势的客观标准。客观标准权威高，不容易受到指责，通过引进和应用客观标准，逐步达成协议，有利于提高协商的效率，减少无谓的争端。A typical case、There were two people who argued with each other。the reason why they argued was that one of them wanted to close th

7、e window while other wanted to open it . they have been quarelling with each other for a loosthe answere were that for getting fresh air and for avoiding the noise。after knew the reasons for them，The librarian dealed with The problem by opening The next room s window .图书馆里有两个互相争吵互不让步的男人，一个关上窗户，一个想打开

8、窗户。他们要为窗户吵多久：一个接缝？半开放？四分之三？没有能满足双方的解决方案。图书管理员进来了。她问其中一个人为什么打开窗户。答案是：“循环空气。点击另一个人问为什么想关上，回答“防止噪音干扰”，管理员想了一会儿，打开了隔壁房间的窗户。也就是说，空气的循环和噪音的预防都可以。，the librarian followed the second rule of principled negotiation“focus on interests，Not positions”。if he just focusused on positions but not The interests，The n

9、egootaition would have a deadlock . in fact，The librarian found The hidden internestsand this way can be very efficient because interest can be satisfied by many ways and the common interests are more than othn other I ntersests . because，a true case，The Japanese company wanted to buy Chinese compan

10、y s calium carbide。this is the fifth year of their transactions ar .last year the our price had been reduced by $ 30 each ton by the Japanese company and this year it was r Educed by $ 20 each ton .(which means from $ 410 each ton to $ 390 each ton)。日本的一家公司从中国的一家公司购买钙卡维。此时，在他们之间交易第5年的去年价格谈判时，日本方面从中国

11、施压30美元/吨，今年从410美元到390美元/吨，再压20美元/吨。acco arding to the Japanese company，they had got many prices from different companies。there were $430 each ton，390 each ton，$ 370 each ton . as both sides had a long-term cooperation with each other，They need to givethe Chinese found out that $ 370 each ton was quo

12、ted by the self-employed and $ 430 each ton was quoted by the company with a Low production capacachin addition，the Chinese company needed this business to keep producting so they agreed with the price of $ 390 each ton。据日本方面说，他已经得到了多项报价，拥有430美元/吨、370美元/吨、390美元/吨，双方长期合作，要求让步。中方370美元/吨是个体经营者报告的价格430美

13、元/产能低的工厂供应的商品、供应工厂的厂长由中国公司代表和4人组成协商组，由中国公司代表主管。谈判前，工厂厂长与中国公司代表签订了价格共同意见。工厂能以390美元交易。因为工厂需要连续生产。with these situation，The Chinese company decided to negotiate with The Japanese company . during The negotiation，The Chinese representativesin the end，They concluded a transaction with $ 400 each ton . bot

14、h sides were saris fied。公司代表说：“在国外不能说，价格水平我会掌握的。”公司代表还向他的负责人报告和分析了价格情况。监督人认为价格不是最低的，因为我们是大公司，谈质量，谈服务。谈判中灵活，态度温和，但利益最重要，步子要小，赢了400美元以上就能达成交易，不能的时候把价格定在405-410美元之间，然后请负责人再面谈后协助工厂。中国公司代表将这一意见传达给工厂厂长，为达成协议和工厂厂长-起谈判桌上的这一条件，中国公司代表主谈。交战后，价格只降了100美元/吨，以400美元中标，比工厂厂长的要价高了10美元/吨。工厂代表也很满意，日本也很满意。，Analysis，The Chinese compay followed The first rule of principled negotiation separate The people from The problem when They neythey also kept their Good manner all the time。secondly，they followed the rule of focus on interests，not positio