白远-国际商务谈判（第六版）chapter 1.pptx

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BUSINESSNEGOTIATION
BAIYUAN
Whatarethefocuses?
Basicnegotiationtheories:negotiationmotivation,negotiationstructure,win-winconcepts,CPN,lawofinterestdistribution,negotiatingpower,lawoftrust,Gametheoryinnegotiation,personalityvsnegotiationmodes,culturalpatternvsnegotiationpattern
Casestudy:famouscasesfacilitatingunderstandingofthetheories
Negotiationpractices:simulations,teamwork,groupdiscussion,Q&A,negotiationcompetition
IntroductionCase
Characters:
MrZhang:ateacherofamiddleschool
Hiswife:ateacherofaprimaryschool
Hisson:auniversitygraduate,applyingfortheentranceintoaforeignuniversityforpostgraduatestudy
Event:300,000yuanofdeposit
MrZhang:acarfortravelling
Hiswife:anewflat
Hisson:financialsupportforstudyingabroad
Questionforconsideration:howtodistributethelimiteddeposit
UnlimitedDemandofHumanbeing
LimitedNaturalResources
Introduction
Economical
Political
Religious
Cultural
Conflicts
Fighting
Negotiating
KeyTerminology
Negotiation
Conflict
Stake
NEGOTIATION
Aprocessofcommunication;
tomanageconflicts;
tocometoanagreement,solveaproblemormakearrangements
First
.
Second,
negotiationshappenduetotheexistenceofconflicts;however,nonegotiationscanproceedsmoothlyandcometoasatisfactorysolutionwithoutcollaborationbetweentheparticipants.
Third,
inspiteofinequalityinnegotiator’sstrengthandpower,allnegotiators,nomatterstrongorweak,havetherighttosay“no”totheconditionsputforwardbytheotherparty,whichisashowofequalrightofthenegotiators.
CONFLICTS
Adispute,disagreement,argumentbetweeninterdependentpartieswhohavedifferent&commoninterests;
Conflictsblockpeople’sabilitytosatisfytheirinterests
First,
partiesinconflictareinterdependent,whichmeansthereremainsakindofrelationshipdevelopedbyinterrelatedinterestsandconcerns.
Second,bothdifferentandcommoninterestscoexist
Third,twopartiesinconflictwillnaturallyfightforeachother’sowninterestsandmakeeveryefforttogainmorefromtheotherside,asaresultitwillreducegainofinterestexpectedinitially.
STAKE
Valueofinterestsgainedorlost,costsincurredoravoided;
Stakescomparedtostatusquo,options,alternatives;
orshortorlongterminterests,underlyingdesiresandissues
First,,canitbecomesactivelyengagedinthenegotiation.
Second,,bothpartieshavetopayforthegainingateitherhighcostorlowcostdependingonhowwellnegotiatorsmanagethesituation.
Third,howmuchofstakescanbegainedandwhetheraparticulargainistheonethatapartydesiresforisalsogaugedinviewofthecurrentsituation.
NEGOTIATION
Aprocessofcommunication;
tomanageconflicts;
tocometoanagreement,solveaproblemormakearrangements
CONFLICTS
Adispute,disagreement,argumentbetweeninterdependentpartieswhohavedifferent&commoninterests;
Conflictsblockpeople’sabilitytosatisfytheirinterests
STAKE
Valueofinterestsgainedorlost,costsincurredoravoided;
Stakescomparedtostatusquo,options,alternatives;
orshortorlongterminterests,underlyingdesiresandissues