国际商务谈判作业(1)

with others in personal and
professional networks
Goal Interdependence
目标的相互依赖 • How the parties view their goals－and how much achievement
of their goal depends on the behavior of the other party －has
why power is critical to negotiation.
◆Explore different sources or bases of power in negotiation.
Why Is Power Important to Negotiators?
Seeking power in negotiating usually arises from one of two
◆ Derived from the negotiator‟s ability to assemble and organize facts
and data to support his or her position, arguments, or desired outcomes.
◆ A tool to challenge the other party‟s position of desired outcomes, or
strong impact on how likely parties will be to constructively use
of the concession-making process.
◆ Power derived from expertise is a special form of information power.
02
Power Based on Personality and Individual Difference
Resource Control
People who control resources have the capacity to give them to someone who will do what they want and withhold them (for take them away) from someone who doesn't do what they want.
Some of the most important esources
Money
01

02
Supplies
04
Human capital
Time
03
06
Equipment
Critical services
05
07
Interpersonal support
Some of the most important esources Money: cash,salary,budget,bonus money.
04
Power Based on Realationship
Sources of Power---How People Acquire Power
Power Based on Realationship
01
02
03
Goal Interdependence
Referent Power
Power based on relationsip
1 2
Informational Sources of Power Power Beased on Personality and Individual Differences Power Beased on Position in an Organization Power Based on Realationship Contexual Sources of Power
Sources of Power---How People Acquire Power
Power Based on Personality and Individual Difference-1
Personal Orientation . Individuals have different psychological orientations to social situations. Cognitive Orientation. Three types of ideological frames：the unitary，the radical，the pluralist . each ideological perspective operates as a frame，shaping expectations about what one should pay attention to，how events will evolve，and how one should engage situations of power.
Some of the most important esources
Equipment:machines,computer hardware and software.
Critical services:repair,technical support,upkeep. Interpersonal support:verbal praise and encouragement for good performance or criticism for bad performance.
perceptions.
◆The negotiator believes he or she currently has less power
than the other party .
◆The negotiator believes he or she needs more power than the other party increase the probability of securing a desired outcome.
to undermine the effectiveness of the other‟s negotiating arguments.
Informational Sources of Power
◆ The exchange of information in negotiation is also at the heart
Supplies:raw materials,componets,pieces and parts.
Human capital:temporary help,available labor supply. Time:free time,the ability to meet deadlines.
CONTENTS
3
4
5
01
Informational Sources of Power
Sources of Power---How People Acquire Power
Informational Sources of Power
Information is the most common source of power.
Why Is Power Important to Negotiators?
In general, negotiators who don‟t care about their power or who have matched power will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfy and acceptable outcome.
Power Based on Personality and Individual Difference -2
Motivational Orientation. Differences rooted in needs and “energizing elements ”of the personality rather than in ideology. Disposition Orientation. Moral Orientation. Individuals differ in their moral views about power and its use. There is a significant positive relationship between people‟s implicit ideals regarding egalitarianism.
Finding and Using Negotiation Power
小组成员：陈筱曼 武俊霞 冯清源 黄玫 刘海燕
OUTLINE OF THE WEEK’S SESSION
◆Understand different approaches to understanding power in negotiations and
A Definition of Power
By power : We mean the capabilities negotiators can assemble to give themselves and advantage or increase the probability of achieving their objectives. In a broad sense, people have power when they have “the ability to bring out outcomes they desire ” or “the ability to get things done the way [they want] them to be done .”presumably ,a party with power can induce another to do what the latter otherwise would not do.