谈判与冲突的解决方案

路漫漫其悠远
• Situation where two or more parties must make a decision about
• their interdependent goals and objectives. • 双方或多方对相互依赖的目标和目的作出决策的情景 • The parties are committed to peaceful means for resolving their
“NEGOTIATION” AS AN EXECUTIVE
TOOL
“谈判”是一种执行工具
Negotiation Fundamentals 谈判基础 Part I 第I部分
• Chapter 1
• 第1章
• The Nature of Negotiation • 谈判的性质
路漫漫其悠远
When is Negotiation Needed? 什么时候需要谈判？
谈判与冲突的解决方案
路漫漫其悠远 2020/3/23
NEGOTIATION AND CONFLICT RESOLUTION 谈判与冲突的解决
•
negotiation of conflict and intervening in
Negotiation skills are critical to success in today’s globalized work environment. Theories, strategies, and ethics underlying negotiation
dispute. • 双方承诺以和平的方法解决他们的分歧 • There is no clear or established method or procedure for making the • decision. • 对于决策没有明确的或现成的方法或程序
When is “Negotiation” Or “Bargaining” Used ? 什么时候使用“谈判”或“讨价还价” ？
路漫漫其悠远
• Interpersonal or Intergroup process人际或群组之间的过程 • Conflict of Interest between two or more parties双方或多方利益的冲突
• Parties negotiate because they think they can use some form of influence to get a better deal than by simply taking what the other side offers
• Tangibles (price) v. Intangibles (Need to look “good”, desire to “book” more business, save “face”, setting precedent for future, etc.)
NEGOTIATION AND CONFLICT RESOLUTION 谈判与冲突的解决
• 双方谈判因为他们认为他们利用一些形式的影响比另一方给予能够达成 更好的交易
• Parties prefer to search for agreement rather than “fight” • 各方愿意达成协议而不是“争斗”
• When we negotiate, WE EXPECT GIVE AND TAKE! • 谈判时，我们期望给予和得到！
路漫漫其悠远
• Interdependence相互依赖
• Mutual Adjustment共同调整
• Conflict冲突
• Divergent Needs, Ideas, Interests, or Persons • 不同的需要，意愿，利益或人 • Working toward same goal • 为了共同的目标工作
路漫漫其悠远
• Negotiation Fundamentals Part I谈判基础第I部分 • Negotiation Subprocesses Part II谈判阶段第I I部分 • Negotiation Contexts Part III谈判过程第III部分 • Negotiation Remedies Part IV谈判补救第IV部分
路漫漫其悠远
• What is Bargaining?什么是讨价还价？
• “Haggle” over price对价格争论不休
• Whwenku.baidu.comt is Negotiation?什么是谈判？
– More “formal” process that occurs when parties are trying to find
– a mutually acceptable solution to a complex conflict. – 双方对复杂的冲突试图寻找共同的可接受的解决方法时所 – 采取的更“正规”的方式
Characteristics of a “Negotiation” Or “Bargaining” Situation “谈判”或“讨价还价”的特征
•
谈判技巧是当今全球工作环境成功的关键。在临时组织和社区中，理论，
•
战略和伦理是谈判和说服力的基础。为了有效地谈判和说服，强调知识和
•
技能也涵盖和组织解决冲突的理论与实践，分析与论述冲突的战略，以及
•
路漫漫其悠远
在冲突环境下诊断和介入的技巧。
NEGOTIATION AND CONFLICT RESOLUTION 谈判与冲突的解决
and persuasion in contemporary organizations and societies. Emphasizes the knowledge and skill needed for effective
and persuasion. Also covers theories and practices resolution in organizations, strategies for analyzing addressing conflicts, and skills for diagnosing and conflict situations.