商务英语谈判Chapter One--2
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▪ If you think you won, you did. On the other hand, if you think you were cheated, you did get cheated.
Implications
▪ Before negotiations you should ask yourself two questions: "What is my bestcase scenario? What is the least I'm willing to settle for?" The area in between is called your settlement range.
Win-win negotiation
▪ When all is said and done, you didn't get everything that you wanted, but neither did the other side. Did you win?
Answer
▪ Two people may receive the same outcome in measurable terms, say $10, but for one side that may be a loss, while for the other it is a win. In other words, expectations determine one's perception of any given result.
Disadvantages
May compromise and accommodate in ways not in his/her best interests; It increases vulnerability to deception and manipulation; It makes it hard to establish definite aspiration levels and bottom lines; It requires strong confidence on one’s perceptions regarding the interests and needs of the other side.
What does the manager of IBM mean? Taking each other as friends not as adversaries.
Features of Collaborative Negotiation
Common interests are valued and sought; Limited resources do exist, but they can usually be expanded through cooperation and creativity;
Chapter 1
Principles of Business Negotiation
Principles of Collaborative Negotiation
▪ Collaborative Negotiation ▪ Principled Negotiation ▪ Negotiation Skills ▪ Homework Analysis
Interdependence is recognized and enhanced; The goal is a mutually agreeable solution that is fair to all parties and efficient for the community/group.
▪ If you can reach an agreement within your settlement range, it's a win!
Integrative Bargaining
▪ Integrative bargaining refers to the potential for the parties' interests to be combined in ways that create joint value or enlarge the pie.
Case Study
▪ 一次，IBM公司同一家大银行做一笔计算机 生意，双方为价格争执不下，银行拿另一家公司 来压IBM公司。在关键时刻，IBM公司的总经理向 银行的负责人问道：“阁下，您是想要和一个硬 件商人做生意？还是想找一个合作伙伴？” 对方 愣了一下，立即明白了他的意思，说道：“我想 找个合作伙伴。” “那么和你的新伙伴握手吧。” 随后两只大手握在一起，生意就此成交了。
Collaborative Negot源自文库ation
▪ It involves people with diverse interests working together to achieve mutually satisfying outcomes.
▪ Win/win negotiation ▪ Integrative bargaining ▪ Features of Collaborative Negotiation
▪ This strategy focuses on developing mutually beneficial agreements based on long term interests of the disputants.
Distributive Bargaining
▪ Distributive bargaining is a competitive negotiation strategy that is used to decide how to distribute a fixed resource. The parties assume that they cannot "expand the pie," so the more one side gets, the less the other side gets.
Implications
▪ Before negotiations you should ask yourself two questions: "What is my bestcase scenario? What is the least I'm willing to settle for?" The area in between is called your settlement range.
Win-win negotiation
▪ When all is said and done, you didn't get everything that you wanted, but neither did the other side. Did you win?
Answer
▪ Two people may receive the same outcome in measurable terms, say $10, but for one side that may be a loss, while for the other it is a win. In other words, expectations determine one's perception of any given result.
Disadvantages
May compromise and accommodate in ways not in his/her best interests; It increases vulnerability to deception and manipulation; It makes it hard to establish definite aspiration levels and bottom lines; It requires strong confidence on one’s perceptions regarding the interests and needs of the other side.
What does the manager of IBM mean? Taking each other as friends not as adversaries.
Features of Collaborative Negotiation
Common interests are valued and sought; Limited resources do exist, but they can usually be expanded through cooperation and creativity;
Chapter 1
Principles of Business Negotiation
Principles of Collaborative Negotiation
▪ Collaborative Negotiation ▪ Principled Negotiation ▪ Negotiation Skills ▪ Homework Analysis
Interdependence is recognized and enhanced; The goal is a mutually agreeable solution that is fair to all parties and efficient for the community/group.
▪ If you can reach an agreement within your settlement range, it's a win!
Integrative Bargaining
▪ Integrative bargaining refers to the potential for the parties' interests to be combined in ways that create joint value or enlarge the pie.
Case Study
▪ 一次，IBM公司同一家大银行做一笔计算机 生意，双方为价格争执不下，银行拿另一家公司 来压IBM公司。在关键时刻，IBM公司的总经理向 银行的负责人问道：“阁下，您是想要和一个硬 件商人做生意？还是想找一个合作伙伴？” 对方 愣了一下，立即明白了他的意思，说道：“我想 找个合作伙伴。” “那么和你的新伙伴握手吧。” 随后两只大手握在一起，生意就此成交了。
Collaborative Negot源自文库ation
▪ It involves people with diverse interests working together to achieve mutually satisfying outcomes.
▪ Win/win negotiation ▪ Integrative bargaining ▪ Features of Collaborative Negotiation
▪ This strategy focuses on developing mutually beneficial agreements based on long term interests of the disputants.
Distributive Bargaining
▪ Distributive bargaining is a competitive negotiation strategy that is used to decide how to distribute a fixed resource. The parties assume that they cannot "expand the pie," so the more one side gets, the less the other side gets.