引子1 introductionone 谈判在日常生活中随处可见 事实上人们每天都在进行着谈判 Negotiationstakeplaceinourroutinelifeandoccureverywhere例1 上街买菜 到个体商店买衣服等例2 在家里为做家务事与父母兄弟协商例3 同学在宿舍里出现矛盾而进行协商 例4 房屋拆迁与拆迁公司就补偿进行谈判例5 工商企业从国内外采购原辅材料例6 中国加入WTO的谈判 例7 中国商务部就中欧纺织品的反倾销谈判例8 朝核六方谈判与伊朗核危机谈判等Example9 CopenhagenclimatetalkspertaintotheglobalclimatewarmtendencyORtrends 引子2 introductiontwo 我们来做一个实际案例演练 practiceforbargaining 请两位同学上台 一方是卖衣服的个体老板 另一方同学要去买一件时装 假设衣服的进货价100元 而老板开价400元 买衣服同学心理成交价位在150元 试演练价格谈判的过程 Plsperformthewholeprocedureforclothsbargaining Talkingaboutthedifferencebetween bargaining and negotiation page4 案例演练总结 summary 1 总是让对方先自己降低价格 Alwayspricereductionbyhisopponent2 讨价过程中 事不过三 原则 Neverexceedthreeduringbargaining3 讨价过程中不断找出不同理由 Findingoutthedifferentreasonsduringbargaining4 还价要低 出价要高 Counterofferwithlowerlimitation asofferwithhigherlimitation 案例演练总结 summary 5 要善于在谈判中说服对方 Tobegoodatpersuadingopponentduringthenegotiation6 有时要欲擒故纵playinghardisnecessarysometimes7 抬价压价策略的运用Applyingthestrategyofhighballandlowball8 要善于对标的挑缺点 Criticalattitudetowardstheobjects 1 ConceptofNegotiation Relevantreadingmaterial1IntroductiontoNegotiationThentellus Whatisnegotiation inyouropinion Nextplsreadsomelisteddefinition 定义 of negotiation byauthorized 权威 scholarsComparethedifferencebetweenyourdefinitionsandscholars What saboutnegotiation Nierenberstate Wheneverpeopleexchangeideaswiththeintentionofchangingrelationships whenevertheyconferforagreement thentheyarenegotiating negotiationtakesplacebetweenhumanbeings Itisthemostcommonformofsocialinteraction theabilitytodealwithbusinessaffairs toarrangebydiscussionthesettlementofterm toreachagreementsthroughtreatiesandcomprise andtotravelthroughchallengingterritory Allofthesesuggestapurposefulefforttoresolveproblemsthroughtalkingandintellectualmaneuvering Generallyspeaking Negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatweneed 1 ConceptofNegotiation Tosumup allthedefinitionsincludethefollowing3pointsPurposeInteractiveConferment exchangeviews 商谈Sowedefies negotiation as anactivitybetweentwoormorepartieswhoconfertogetherinordertoreachasatisfyingpurpose 2 MotivesofNegotiation Pursueinterest purposeTheMaslow sneedtheory intermsoftime intermsofmainbodySeekcorporation interactionDivisionofsocialwork developmentlevel resourcescarcity geographicalrestraints peoplealwaysdevelopvariousrelianceStriveforconsensus commonunderstanding conferment 3 FundamentalElementsofNegotiation NegotiatorThosewhoareengagedinnegotiation On table off tablenegotiatorNegotiatingtopicSpecificproblemsthatshouldbediscussedTopicshouldbecommoninterestNegotiatingbackgroundObjectiveconditionofnegotiationEnvironment organization staffbackground 案例讨论 casediscussion 例 由于国内对石油化工产品需求日益增加 其中甲苯产品广泛运用于建筑 涂料 轻工 化纤等行业 而国内的现有产能远不能满足市场的需求 中化国际公司是中国世界 强中化集团的子公司 长期从事化工产品的进出口业务 该公司抓住这一市场机会 在国际市场询价采购 并最终与美孚 爱克森石油公司达成合作意向 并准备进行谈判 拟从这家跨国石油公司进口一万吨甲苯 Students Plsdiscussthesubjectofnegotiation negotiators backdrop INTRODUCTIONTONEGOTIATION 2 按谈判的态度与方法分 accordingtoattitudesandmethods classificationA软式谈判 soft easynegotiation compromisingstyle 关系型 合作型谈判 collaborativenegotiation feature1 将对方当朋友 强调建立良好的关系 互谅互让 友好协商 toconsideropponentasfriend emphasistobuildmutualgoodrelations strengthenmutualunderstandingandFriendlyconsultations INTRODUCTIONTONEGOTIATION Feature2 一方实力较弱或双方已是多年合作伙伴的基础 为了实现长期利益 thepowerofonepartyisinferiortoanother s orbothpartieshadbeenmakingfriendsformanyyears totakeefforttopursuethelong termofinterestsoperatingprocedure 信任对方 提出建议 作出让步 达成协议 维系关系 trust proposal concession agreement maintainrelationsAdvantage easytoapproachagreement highefficiency maintainandstrengthenthebilateralrelationdisadvantage 一味妥协 退让给对方可乘之机 Blindlycompromiseandconcessionstogivetheopponentopportunity INTRODUCTIONTONEGOTIATION B硬式谈判 hardbargaining 立场型谈判 positionstyleorcompetitivestyle 视对方为敌人 重立场而非利益 focusonpositions notinterests 认为谈判是意志力的较量 willpowercontest 将自己的立场强加给别人 Toconsidertheopponentasenemy paymoreattentiontothestandpositionratherthaninterestsgain focustowillpowertestsoastoimposeselfpositionontheother INTRODUCTIONTONEGOTIATION Advantage 给对方以压力 促进协议达成muchmorepressureimposedontheopponent topromotetheagreementdisadvantage 容易导致僵局 deadlock 影响长期关系 影响协议的履行 perform Easytocausedeadlockandleadtofailureofperformingagreementandmaintainingthelong termcooperation 适用 己方实力超强 一次性合作 在无可退让的情形下 在对方玩弄阴谋时 Suitableforsuperpowerbyself onetimecooperation thesituationofnoconcessionandtheopponentplayingtheplotduringnegotiation Introductiontonegotiation C 原则式谈判 principlednegotiation 价值型谈判 valuenegotiation 强调公平价值 fairvalue 与公正原则 fairprinciple 哈佛谈判术 tostrengthenfairvalueandfairprinciplederivedfromHarvardnegotiationtechniquefeature 在平等基础上 thebasisofequality 进行谈判 tonegotiatebasedonequality对事强硬 对人温和 将人与事分开 toseparatethepeoplefromtheproblem按客观标准来达成协议 Toinsistonusingobjectivecriteria INTRODUCTIONTONEGOTIATION 谈判开诚布公 不搞阴谋诡计 TotalkFranklyandopenlyinsteadofbeingengagedinintrigue寻求共同点 消除分歧 争取双赢 seekcommonalities takeasmuchmoreeffortaspossibletoeliminatedifferenceandstriveforwin win求同存异 互谅互让 inventoptionsformutua