review

5.Results of Negotiation
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Chapter 2 Negotiation Procedure and Structure
谈判程序与结构
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ⅠNegotiation Procedure
1.Introduction of team members 介绍谈判组成员 2.Negotiation agenda and its arrangement 制定谈判日程 3.Formal negotiation
安排谈判日程
Both parties will be negotiating to the same formal agenda, but each own hidden agenda will be different.
实质性谈判
4.Wrapping up
谈判总结
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1.Introduction of team members 介绍谈判组成员
• host team
• Information: name, official and professional titles(职务、 职称）, specialities（专业领 域）, major responsibility etc.
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Good Features
（正面特性）
Bad Features
（反面特性）
Communication （沟通）
Interests（利益） Issues（事件） Creativity（创造性） learning（学习） Innovation(创新） Relationship（关系） tension（紧张） Satisfaction（满意） Outcomes(结局） optimize（乐观） Increase（增加） Increase（升级） decrease（下降） help（促进） Stimulate（激励） hinder（阻碍） Inhibit（抑制） disclose （揭开） clarify（澄清） Suppress（掩盖） Cloud（混淆）
3.Stakes 利益得失
1.The negotiations are pertinent to relevant parties’ own affairs and interests.谈判是对于各方具有利害关系的事件 2.All parties have to pay for the gaining, but what they will get is determined by how well negotiators manage the situation.谈判各方必须有所付出才能获取利益，但所获取 利益取决于谈判者如何应对谈判 3.How much of stakes can be gained are also gauged in view of the current situation.谈判开始时事态的发展状况是 衡量利益得失的一个标准 4.Negotiators will have to compare and balance the relation between the current interests and long-term interests.谈 判者必须对眼前利益和长远利益之间作出权衡
Benefit（获利） escalation（局面）
high（高） control（控制）
Low（低） Incite（激化）
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• Stakes
• Four points
are the value of benefits that may be gained or lost,and costs that may be incurred or avoided.利益得 失是指（通过谈判）可以获得的利益或者是失去的利益及可以引 发或者是避免的成本。
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2.Conflicts 冲突
What is a conflict ?
A conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and common interests. 冲突是发生在两个或更 多既有不同利益又有共同利益的相 互依赖的当事人之间的对抗、争执 或不同意见。
国际商务谈判
International Business Negotiation
主讲人：谭飞燕
(Delphinium)

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Chapter 1
Negotiation Motives and Key Terminology 谈判动机与关键概念
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Reasons For Negotiations
Man’s unlimited demand has constantly given rise to conflicts between such demand and limited ,scare natural resources. People differ, and they use negotiation to handle their differences. How to settle the conflicts: itaty means: wars 2.Peaceful means: negotiations. Negotiation is one part of our lives.
突对谈判所带来的正、反两方面的影响
P5 table 1.1 Conflicts can bring about both favorable and unfavorable results depending on how people manage conflicts so that bad effects may be diminished to the minimum degree.
4.Ws and 1 H
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• 胜者王侯 = Win-Lose ( unbalanced ) • 败者贼 = Lose-Win ( unbalanced ) • 鱼死网破 = Lose-Lose ( balanced ) • 皆大欢喜 = Win-Win ( balanced ) • 失一地而得全局 = Lose A Battle, Win A War
3.Stakes 利益得失
1.The negotiations are pertinent to relevant parties’ own affairs and interests.谈判是对于各方具有利害关系的事件 2.All parties have to pay for the gaining, but what they will get is determined by how well negotiators manage the situation.谈判各方必须有所付出才能获取利益，但所获取 利益取决于谈判者如何应对谈判 3.How much of stakes can be gained are also gauged in view of the current situation.谈判开始时事态的发展状况是 衡量利益得失的一个标准 4.Negotiators will have to compare and balance the relation between the csts.谈 判者必须对眼前利益和长远利益之间作出权衡
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• In negotiations, both parties should know • -- Why we negotiate? • -- Who we negotiate with? • -- What we negotiate about? • -- Where we negotiate? • -- When we negotiate? • -- How we negotiate?
突对谈判所带来的正、反两方面的影响
P5 table 1.1 Conflicts can bring about both favorable and unfavorable results depending on how people manage conflicts so that bad effects may be diminished to the minimum degree.
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• Three points
1. Parties in conflict are interdependent. 冲突的当事方是相互依赖的 2. Both different and common interests coexist.冲突的当事人之间不同利益与相同 利益并存 3. Parties in conflict will fight for each other’s own interests各方均为实现自己 的利益而努力 • Good and bad features of conflicts冲
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• 1.What is a negotiation?
• A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements.谈 判是各方为化解冲突而进行沟通的过程，目的是使各方达成一项 协议、解决一个问题或做出某种安排。
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• Stakes
• Four points
are the value of benefits that may be gained or lost,and costs that may be incurred or avoided.利益得 失是指（通过谈判）可以获得的利益或者是失去的利益及可以引 发或者是避免的成本。