国际商务谈判-ppt课件
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5
2、The Natures of a Distribtutive Negotiation：win-lose
• 谈判双方的注意力都集中在如何维护自己的立场，
否定对方的立场上。
• 谈判者只关心自己的需要，以及从谈判中能够得
到的利益，而无视对方的需要以及对利益的追求。
• 他们只看到谈判内在的冲突的一面，总是利用一
2
Why should be familiar with distributive bargaining?
• Negotiators face some interdependent
situations that are distributive,and to do well in them they need to understand how they work.
• In a distributive bargaining situation, the
goals of one party are usually in fundamental and direct conflict with goals of the other party.
• 在对立型谈判情况下，一方的目标通常和
国际商务谈判 （2） 对立型谈判
Distributive bargaining
• 对立型谈判的起始点、目标点和拒绝点 • 拒绝点之间的距离 = 谈判的范围 • 显著特点：自身利益最大化
1
Learning Goals
1、The Basic Elements of a Distributive Bargaining (competitive, win-lose)
另一方的目标存在根本的和直接的冲突。
4
The Basic Elements of a Distributive Bargaining (competitive, win-lose)
• Resources (money) are fixed and limited,
and both parties want to maximize their share. As a result, each party will use a set of strategies to maximize his or her share of the outcomes to be obtained.
negotiations get under way.目标点时随着谈判的不 断深入而逐渐暴露出来的
• One party may not learn the other's resistance
point even after the end of a successful negotiation.谈判者不愿意接受低于拒绝点的报价， 宁愿终止谈判。拒绝点应该是保密的
切机会向对方施加压力，忽视去寻找能兼顾双方 需要的合作途径。
• 谈判各方之间互不信任，可能隐藏、编造信息或
千方百计地打探对方信息以增强自身谈判优势。
6
3、Timing of Using a Distributive Negotiation
在
• 事关自身的根本利益而无退让的余地、 • 竞争性商务关系（双方目标和利益存在根本冲突，
statements each party makes.(eg. the seller's listing price and the buyer's first offer)起始点是在 各方开始表述时做出的
• The target point is usually learned or inferred as
3）积极的谈判空间：双方拒绝点的交集，双 方达成一致协议பைடு நூலகம்可能空间。
4）消极的谈判空间：无交集，即卖方拒绝点 高于买方拒绝点。
8
1）Establish starting， target and resistance points
• starting points are often in the opening
9
4、The Distributive Bargaining Situation
1）谈判前，双方都应设定自己的起始点，目 标点，拒绝点。
2、The Natures of a Distribtutive Negotiation：win-lose
3、Timing of Using a Distributive Negotiation
4、The Distributive Bargaining Situation 5、Results of Distributive Negotiation 6、Strategies for buyers 7、Information Control 8、Dealing with Typical Hardball Tactics
双方追求利益最大化，资源有限）、
• 一次性交往而不考虑今后合作、 • 对方思维天真并缺乏洞察利弊得失之能力
等场合，运用硬式谈判是有必要的。
7
4、The Distributive Bargaining Situation P33
1）谈判前，双方都应设定自己的起始点，目 标点，拒绝点。
2）漫天要价，坐地还钱：买方的起始点低于 拒绝点，而卖方的起始点高于拒绝点。
• Negotiators need to understand how to
counter their effects.
• Distributive bargaining skills when at the
claiming value are required.
3
1、The Basic Elements of a Distributive Bargaining (competitive, win-lose) P32
• One important strategy is to guard
information carefully -one party tries to give information to the other oarty only when it provides a strategic advantage.
2、The Natures of a Distribtutive Negotiation：win-lose
• 谈判双方的注意力都集中在如何维护自己的立场，
否定对方的立场上。
• 谈判者只关心自己的需要，以及从谈判中能够得
到的利益，而无视对方的需要以及对利益的追求。
• 他们只看到谈判内在的冲突的一面，总是利用一
2
Why should be familiar with distributive bargaining?
• Negotiators face some interdependent
situations that are distributive,and to do well in them they need to understand how they work.
• In a distributive bargaining situation, the
goals of one party are usually in fundamental and direct conflict with goals of the other party.
• 在对立型谈判情况下，一方的目标通常和
国际商务谈判 （2） 对立型谈判
Distributive bargaining
• 对立型谈判的起始点、目标点和拒绝点 • 拒绝点之间的距离 = 谈判的范围 • 显著特点：自身利益最大化
1
Learning Goals
1、The Basic Elements of a Distributive Bargaining (competitive, win-lose)
另一方的目标存在根本的和直接的冲突。
4
The Basic Elements of a Distributive Bargaining (competitive, win-lose)
• Resources (money) are fixed and limited,
and both parties want to maximize their share. As a result, each party will use a set of strategies to maximize his or her share of the outcomes to be obtained.
negotiations get under way.目标点时随着谈判的不 断深入而逐渐暴露出来的
• One party may not learn the other's resistance
point even after the end of a successful negotiation.谈判者不愿意接受低于拒绝点的报价， 宁愿终止谈判。拒绝点应该是保密的
切机会向对方施加压力，忽视去寻找能兼顾双方 需要的合作途径。
• 谈判各方之间互不信任，可能隐藏、编造信息或
千方百计地打探对方信息以增强自身谈判优势。
6
3、Timing of Using a Distributive Negotiation
在
• 事关自身的根本利益而无退让的余地、 • 竞争性商务关系（双方目标和利益存在根本冲突，
statements each party makes.(eg. the seller's listing price and the buyer's first offer)起始点是在 各方开始表述时做出的
• The target point is usually learned or inferred as
3）积极的谈判空间：双方拒绝点的交集，双 方达成一致协议பைடு நூலகம்可能空间。
4）消极的谈判空间：无交集，即卖方拒绝点 高于买方拒绝点。
8
1）Establish starting， target and resistance points
• starting points are often in the opening
9
4、The Distributive Bargaining Situation
1）谈判前，双方都应设定自己的起始点，目 标点，拒绝点。
2、The Natures of a Distribtutive Negotiation：win-lose
3、Timing of Using a Distributive Negotiation
4、The Distributive Bargaining Situation 5、Results of Distributive Negotiation 6、Strategies for buyers 7、Information Control 8、Dealing with Typical Hardball Tactics
双方追求利益最大化，资源有限）、
• 一次性交往而不考虑今后合作、 • 对方思维天真并缺乏洞察利弊得失之能力
等场合，运用硬式谈判是有必要的。
7
4、The Distributive Bargaining Situation P33
1）谈判前，双方都应设定自己的起始点，目 标点，拒绝点。
2）漫天要价，坐地还钱：买方的起始点低于 拒绝点，而卖方的起始点高于拒绝点。
• Negotiators need to understand how to
counter their effects.
• Distributive bargaining skills when at the
claiming value are required.
3
1、The Basic Elements of a Distributive Bargaining (competitive, win-lose) P32
• One important strategy is to guard
information carefully -one party tries to give information to the other oarty only when it provides a strategic advantage.