第四章 谈判分配 《国际商务谈判》PPT课件
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Negotiation and Bargaining
Distributive or integrated Negotiation ?
Negotiation and Bargaining
• Introduction • Need Theory and Negotiation • Strategies of Distributive Bargaining • Strategies and Tactics of Integrated
best possible deal.
Strategy and Tactics of Integrative Negotiation—Principled Negotiation
• People Problem VS Physical Problem • Positional Negotiation VS Interest
Negotiation • Invent Options for Mutual Gains • Insist on UsingBiblioteka Objective Criteria
Three levels of interests
• Individual interest • Company interest • State interest
Strategies and Tactics of Distributive Bargaining
• Features of distributive negotiation • Strategies used
The Features of Needs
• Specific • Repetitious and continuous • Selective • Constantly developing
Maslow’s Need Theory
• Physical needs • Security or safety needs • Social needs • Ego or Esteem needs • Self-actualization needs
Features of distributive negotiation
• Conflicting goals • Money issues • One-shot deal
Strategies Used
• The buyer has four strategies to choose from:
– to push for a settlement close to the seller’s resistance point;
– to persuade the seller to change his/her resistance point;
– to get the seller to reduce his/her resistance point; – to get the other party to think that he/she has got the
Negotiation
Need Theory and Negotiation
• Needs
– the Basis – Driving Forces for a Negotiation
• Features of Needs • Maslow’s Need Theory • Application of Need Theory in Negotiation • Three levels of Interests
Distributive or integrated Negotiation ?
Negotiation and Bargaining
• Introduction • Need Theory and Negotiation • Strategies of Distributive Bargaining • Strategies and Tactics of Integrated
best possible deal.
Strategy and Tactics of Integrative Negotiation—Principled Negotiation
• People Problem VS Physical Problem • Positional Negotiation VS Interest
Negotiation • Invent Options for Mutual Gains • Insist on UsingBiblioteka Objective Criteria
Three levels of interests
• Individual interest • Company interest • State interest
Strategies and Tactics of Distributive Bargaining
• Features of distributive negotiation • Strategies used
The Features of Needs
• Specific • Repetitious and continuous • Selective • Constantly developing
Maslow’s Need Theory
• Physical needs • Security or safety needs • Social needs • Ego or Esteem needs • Self-actualization needs
Features of distributive negotiation
• Conflicting goals • Money issues • One-shot deal
Strategies Used
• The buyer has four strategies to choose from:
– to push for a settlement close to the seller’s resistance point;
– to persuade the seller to change his/her resistance point;
– to get the seller to reduce his/her resistance point; – to get the other party to think that he/she has got the
Negotiation
Need Theory and Negotiation
• Needs
– the Basis – Driving Forces for a Negotiation
• Features of Needs • Maslow’s Need Theory • Application of Need Theory in Negotiation • Three levels of Interests