商务英语 谈判策略(英语)

assume that for one side to win, the other side must
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4)The fourth rule is to insist on objective criteria for decisions. While not always available, if some outside, objective criteria for fairness can be found, this can greatly simplify the negotiation process. This gives both sides more guidance as to what is "fair," and makes it hard to oppose offers in this range.
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2)Negotiating about interests means negotiating about things that people really want and need, not what they say that want or need. 第二，主张谈判的重点应放在利益上，而不是立场上，因此 必须随时把握住谈判各方的利益，尽量克服立场的争执。
创造性地努力避免或削弱各方利益上的冲突，为对方谈判者
主动提供某些解决问题的建设性提案的机会；
This means negotiators should look for new solutions
to the problem that will allow both sides to win,
not just fight over the original positions which
a satisfied solution.
Then a librarian came and asked them why they wanted to
open the window.The answer were that for getting fresh
air and for avoiding the noise.After knew the reasons for
图书管理员进来了。她问其中一位为什么要开窗户?回答
是：“使空气流通。”她问另一位为什么想关上，回答是：
“避免噪音干扰”，管理员想了一会儿之后，打开了旁边房
间内的窗户：既可使空气流通，又可避免噪音。
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Analysis
The librarian followed the second rule of principled negotiation “focus on interests, not positions”.If he just focused on positions but not the interests,the negotaition would have a deadlock.In fact,the librarian found the hidden interests that were fresh air and quiet. So he tried to handle this problem by reconciling both sides of interests but not the positions.And this way can be very efficient because every interest can be satisfied by many ways and the common interests are more than other interests.Because all of these,the librarian can solve the problem quickly and prefect.
reason why they argued was that one of them wanted to
close the window while other wanted to open it.They have
been quarrelling with each other for a long time without
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A true case
The Japanese company wanted to buy Chinese company’s calcium carbide(电石).This is the fifth year of their st year the our price had been reduced by $30 each ton by the Japanese company and this year it was reduced by $20 each ton.(which means from $410 each ton to $390 each ton).
them,the librarian dealed with the problem by opening the
next room’s window.
有两位男人在图书馆里争吵且互不相让，一位想关窗，
一位想开窗。他们为了窗户应开多大吵个没完：一条缝?半开?
四分之三?……没有一种解决方法能使双方满足。
3)By focusing on interests, disputing parties can
more easily fulfill the third principle--invent
options for mutual gain.
第三，在决定如何实施方案前，先构思各种可能的选择，谈
判者应该安排一段特定的时间，构思各种可能的解决方案，
Principled Negotiation
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By 梅高洁 许昊珺 骆炜雯 1
Principled Negotiation
Principled negotiation is the name given to the interest-based approach to negotiation set out in the best-known conflict resolution book, Getting to Yes, first published in 1981 by Roger Fisher and William Ury. The book advocates four fundamental principles of negotiation:
All negotiation focused on interests and our representatives
all had mild mannered.In the end,they concluded a transaction
with $400 each ton.Both sides were sarisfied.
日本某公司向中国某公司购买电石。此时，是他们间交易的第 五个年头，去年谈价时，日方压了中方30美元/吨，今年又要 压20美元/吨，即从410美元压到390美元/吨。
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Accoarding 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 needed to give ground.The Chinese found out that $370 each ton was quoted by the self-employed and $430 each ton was quoted by the company with a low production capacity.In addition,the Chinese company needed this business to keep producing so they agreed with the price of $390 each ton.
People problems also often involve difficult emotions — fear, anger, distrust and anxiety for example. These emotions get intertwined with the substantive issues in the dispute and make both harder to deal with. Fisher, Ury and Patton suggest five tactics for disentangling and defusing emotional problems in the negotiation process.
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1)Separate the people from the problem means separating relationship issues (or "people problems") from substantive issues, and dealing with them independently. People problems tend to involve problems of perception, emotion, and communication. 第一，始终强调在触及实质问题时，人与问题一定要分开分别处 理。