Negotiation skills - 談判技巧課件

NegotiationskillsNegotiationskills-談判技巧Negotiationskills-談判技巧Whatisnegotiation?

Negotiationisdefinedastheabilitytocollaboratewithanotherpartyinordertoconcludeanagreementtothemutualbenefit.

Negotiationisalsoaprocessinwhichtwoormorepeopleororganizationswithcommonorconflictinginterestsworktowardsawayofresolvinganissueoragreesonhowtheywillcooperate.Negotiationskills-談判技巧Theremustbebothcommoninterestsandissuesofconflict.Withoutcommonintereststhereisnothingtonegotiatefor,withoutconflictingissuesthereisnothingtonegotiateabout.Negotiationskills-談判技巧TheNegotiationProcess:FourStagesNegotiationskills-談判技巧TheFourStages:Stage1:Preparation(準(zhǔn)備）Stage2:Opening Statements

（開局說辭）Stage3:Bargaining

（磋商）Stage4:Settlement

（簽約）OpeningStatementsBargainingPreparationSettlementNegotiationskills-談判技巧HowtoDetermineYourBATNA!

(Answerthefollowingquestions)

Howimportantisyourlong-termrelationshipwiththeotherparty?Canyouassignadollarvaluetoit?Doesitoverrideotherfactors?CanyouimproveyourBATNAbyseekingnewalternativestonoagreement?Negotiationskills-談判技巧Stage1:Preparation1.DecideyourBATNA-

alwaysstartwithaclearlydefinedBATNAandsticktoit2.Listallkeyissueseitherpartywillwantdecided.Includetangibles,intangibles,throwaways…themorethebetter!Negotiationskills-談判技巧（3）.Setprioritiesforthekeyissues（對(duì)談判進(jìn)程按重要性進(jìn)行排序）

byeither:1.Ranking;2.Weights(%);3.Assigneachissuetooneoffourprioritylevels—Essential,Important,Desirable,Throwaway（4）.Developsupportargumentsbasedoninformation,facts,logic,getusefulinformationfornegotiation.(獲取信息）Negotiationskills-談判技巧Preparation(Planningstage）Beforenegotiating,takethetimetoplancarefullyandthoughtfully.Intheplanningstage,createasetofclearobjectstosteertheprocessintherightdirectionandachievethedesiredresults.Thoughtfulnegotiatorsthinkaboutthewaysinwhichtheobjectivescanbeachieved.Negotiationskills-談判技巧Whatweprepareintheplanningstage?Negotiationskills-談判技巧(1).PersonalstylesinnegotiationWheneverpeoplecometogethertonegotiate,theybringtheirownpersonalstylestothesituation.Thesepersonalstylesaffectthewaytheycommunicateandhandletheconflict.Negotiationskills-談判技巧personalstyles個(gè)人性格對(duì)談判的影響Negotiationskills-談判技巧Hellreigel’sclassificationofinterpersonalstylesP267Self-denyingSelf-protectingSelf-exposingSelf-bargainingSelf-actualizingNegotiationskills-談判技巧膽汁質(zhì)--沖動(dòng)是魔鬼

Negotiationskills-談判技巧抑郁質(zhì)的代表人物是林黛玉，特點(diǎn)是情感細(xì)膩、感受深刻，易觸景生情，多愁善感

Negotiationskills-談判技巧多血質(zhì)的代表人物是王熙鳳，特點(diǎn)是處事靈活

Negotiationskills-談判技巧粘液質(zhì)代表人物是薛寶釵，表現(xiàn)為考慮周全、細(xì)致、穩(wěn)重Negotiationskills-談判技巧Self-denyingpeoplemaybedifficulttonegotiatewith,astheyareintrovertedandreticentinprovidinginformation,especiallyfeedback.Feelingsandideasarehiddenfromothers.Self-denying（內(nèi)向沉默型）Negotiationskills-談判技巧沉默型的談判對(duì)手

這類人的心理特點(diǎn)是：（1）不自信。由于不善言辭，生怕被別人誤解或被小看，這類人常常悶悶不樂，具有自卑感。（2）想逃避。他們對(duì)于說話一事感到很麻煩，從來不會(huì)因沒有說話而感到不自在，自然而然地以聽者自居。他們表現(xiàn)欲差，不愿在人多的場合出頭露面，對(duì)事物的認(rèn)識(shí)以來直覺，對(duì)好惡反應(yīng)極為強(qiáng)烈。（3）行為表情不一致。當(dāng)他面帶微笑時(shí)，可能內(nèi)心正處于一種焦慮和不耐煩的心態(tài)。（4）給人不熱情的感覺。這些人看似態(tài)度傲慢，其實(shí)，內(nèi)心深處也有一種愿為人做事的想法。Negotiationskills-談判技巧Self-protecting(偽裝型）

Self-protecingpeopleusediversonarytacticssuchasdiscussingotherpeopleorside-trackingtootherissues.Diversionarytacticsareusedtohidetruefeelingsandideas.Negotiationskills-談判技巧

深藏不露的談判對(duì)手（1）不露“廬山真面目”。這些人城府很深，難以琢磨他們想說什么或想做什么（2）精于“裝糊涂”，善于偽裝自己，有時(shí)故意裝糊涂，好像沒聽懂對(duì)方所表達(dá)的意思，回答問題吞吞吐吐，閃爍其詞。（3)慣于“后發(fā)制人”Negotiationskills-談判技巧Self-exposing(張揚(yáng)型）

Self-exposingpeoplewishtobethecenterofattention.Thisattentioncanbedemandedbyspeakingloudly,speakingoverothers,usingattention-seekingbodymovements,ignoringfeedbackandtheviewsofothers.Negotiationskills-談判技巧

頑固的談判對(duì)手（1)非常固執(zhí)，你說東，他說西，你越想說服他，他會(huì)更加固執(zhí)地抵抗。這種人很難后退一步，合作起來會(huì)不愉快。（2）自信滿滿。他們自以為無所不能，認(rèn)識(shí)事物帶有片面性，只按自己的標(biāo)準(zhǔn)行事，往往聽不進(jìn)別人的意見。（3）控制別人。他們經(jīng)常對(duì)某些事拘泥于行事，深信自己的所作所為是絕對(duì)正確的，怕自己身心的一切被別人修正。此外，想讓別人也按他的意志行事。（4）不愿有所拘束，個(gè)性外向者居多。這類人精力充沛，做起事來很有魄力。Negotiationskills-談判技巧

Self-bargainingpeoplewillshowtheirfeelingsandideasifothersshowtheirsfirst.Thesepeoplewaituntiltheyareledintonegotiation.Theycanopenupandnegotiatewhenothersinitiatetheprocess.Self-bargaining遲疑謹(jǐn)慎型Negotiationskills-談判技巧遲疑的談判對(duì)手（1）不信任對(duì)方。這類人不信任對(duì)方，沒有特殊的理由，只是怕受騙上當(dāng)。懷疑是他們保衛(wèi)自己的一種手段。（2）不讓對(duì)方看透自己。他們希望自己有一塊領(lǐng)地不被人知曉（3）極端討厭被說服。Negotiationskills-談判技巧

謹(jǐn)慎穩(wěn)重的談判對(duì)手（1）理智穩(wěn)妥。（2）謹(jǐn)小慎微（3）“忠于職守，一絲不茍”Negotiationskills-談判技巧Self-actualizingSelf-actualizingpeopleareidealnegotiatorsastheywanttohaveinformationandfeedbackfromtheotherperson.Thisinformationandfeedbackispresentedconstructivelytoaidthenegotiationprocessandtoachievegoalsandresultsthatareeffectivewithoutanyconflict.Negotiationskills-談判技巧

善言靈巧的談判對(duì)手（1)愛說話。（2)善于表達(dá)

(3)樂于交際

(4）為人處世機(jī)靈。典型代表：法國人Negotiationskills-談判技巧（2）.Concernwithprotocol拉丁美洲國家比較多，也是一個(gè)多民族聚集的地區(qū)，風(fēng)俗習(xí)慣差異較大，因此禁忌各不相同。如哥倫比亞人喜歡紅，藍(lán)，黃色，禁忌淺色，圖案喜愛圓形、三角形和六角形，數(shù)字喜愛3、5、7等單數(shù)，但忌諱13。打手勢也要格外注意，如將手掌水平放置來表示某人的高度，是將此人當(dāng)做牲畜對(duì)待的含義。兩個(gè)伸直的手指是一種猥褻的手勢，在北美人表示“OK”的手勢，在這里確是同性戀的表示，雙手舉過頭頂拍手呼喚人等都是不禮貌的。此外，由于哥倫比亞海拔較高，不易大量喝酒和做劇烈運(yùn)動(dòng)，否則容易引起高原反應(yīng)。Negotiationskills-談判技巧在阿拉伯國家，伊斯蘭教一向被奉為國教，是除阿拉伯語以外阿拉伯民族的又一重要凝聚力量。阿拉伯人非常反感別人用貶損或開玩笑的語氣來談?wù)撍麄兊男叛龊土?xí)慣，嘲弄或漠視他們的風(fēng)俗。由于受阿拉伯社會(huì)宗教意識(shí)的影響，婦女地位較低，一般是不能再公開場合拋頭露面的。因此，應(yīng)該盡量避免派女性去阿拉伯國家談生意，如果談判小組中有婦女，也應(yīng)該將其安排在從屬地位，以表示他們的風(fēng)俗。在談話中應(yīng)盡量不涉及婦女問題。Negotiationskills-談判技巧德國人尊重契約的態(tài)度就是受到了基督教的影響，他們的守約觀念非常強(qiáng)。而與此相反，葡萄牙人常常違約。他們簽訂合同之后常常會(huì)延期付款，并且毫無愧色地提出各種要求。據(jù)說他們是受了天主教教義“富者應(yīng)該濟(jì)貧”的影響。因此，與這些國家談判，簽訂契約時(shí)一定要注意對(duì)方的宗教信仰及其影響下的履約態(tài)度。Negotiationskills-談判技巧

在西班牙，女人上街一定要戴耳環(huán)葡萄牙人講究打扮，及時(shí)在很熱的天氣也穿著西裝革履，在工作和社交等場合一般都打領(lǐng)帶。北歐人將蒸氣浴視為日常生活中必不可少的一部分，大多數(shù)北歐國家的賓館里都設(shè)有蒸汽浴室。在北歐，談判之后去洗蒸氣浴幾乎成了不成文的規(guī)定。如果被邀去洗蒸氣浴，不要以為很荒唐，這充分說明對(duì)方是很受歡迎的。Negotiationskills-談判技巧TableEtiquette

餐桌禮儀TheBasicsNegotiationskills-談判技巧IntroductionTablemannersplayanimportantpartinmakingagoodimpression.Herearesomebasictipstohelpyou…Negotiationskills-談判技巧SittingdownAtaveryformaldinnernamecardswillshowyouwhereyoushouldsit.Iftherearenonamecardsonthetables,thehostwilltakeyoutothecorrectplace.Negotiationskills-談判技巧SittingdownIfyouareataromanticdinner,themanshouldpushthewoman’schairinforher.Sometimesthewaiterwilldothis.Negotiationskills-談判技巧UsingthenapkinPlacethenapkinonyourlap.Ifitissmall–unfolditcompletely.Ifitisbig–folditinhalf,lengthwise.Negotiationskills-談判技巧UsingthenapkinThenapkinstaysonyourlapthewholetime.Ifyouneedtoleavethetableduringthemeal,placeyournapkinonyourchairorplaceitonthetabletotheleftofyourplate,asasignaltoyourserverthatyouwillcomeback.Negotiationskills-談判技巧UsingthenapkinYoushouldonlydabyourlipsandshouldnotmakethenapkindirty.Dab 輕抹

Negotiationskills-談判技巧UsingthenapkinOncethemealisover,youtooshouldplaceyournapkinlooselyonthetabletotherightofyourdinnerplate.Negotiationskills-談判技巧UsingthenapkinItshouldnotbecrumpledortwisted,whichrevealuntidinessornervousness.Norshoulditbefolded,whichmightshowthatyouthinkyourhostmightreuseitwithoutwashing.Negotiationskills-談判技巧OrderingIfthereissomethingyoudon’tunderstandonthemenu,askyourserveranyquestionsyoumayhave.Answeringyourquestionsispartoftheserver’sjob.Negotiationskills-談判技巧OrderingAnemployerwillgenerallyletyouorderfirst;hisorherorderwillbetakenlast.Sometimes,however,theserverwilldecidewhoordersfirst.Often,women’sordersaretakenbeforemen’s.Negotiationskills-談判技巧OrderingAsaguestyoushouldnotorderoneofthemostexpensiveitemsonthemenuormorethantwocoursesunlessyourhostshowsthatitisallright.Negotiationskills-談判技巧TheMenuReadthemenutodecidewhatyouwanttoeat.Decide 決定 Negotiationskills-談判技巧TheMenuNegotiationskills-談判技巧第一道菜我們一般把它叫做頭盤或者叫頭盆，嚴(yán)格講這是開胃菜，比如以色拉類為主，有的時(shí)候還有什么鵝肝醬，凍子，泥子這樣一些東西，但是我們中國人熟悉的頭盤主要是色拉，這個(gè)色拉有很多種，比如有蔬菜色拉，這比較清口的，有海鮮色拉，是比較名貴的，還有什錦色拉，混拌在一起的。除此之外這個(gè)頭盤還有泥子、凍子之類的東西。Negotiationskills-談判技巧1.Appetizer開胃菜

Negotiationskills-談判技巧正餐西餐第二道，主角就要開始了，如果我們說前面是前奏的話，那下面就是序幕就開始了就是湯。西餐跟廣東菜有點(diǎn)相似，是先喝湯的，西餐這個(gè)湯也叫做開胃湯，比如有三種類型，紅湯、清湯，白湯，紅湯，瓊汁，圓白菜，紅蘿卜，西紅柿它在一塊兒做的，那種湯它比較酸甜，很多人喜歡喝。還有就是白湯，蘑菇湯，奶油湯，這在法國菜里比較常見的，還有就是清湯，它比較清淡的湯。Soup湯類Negotiationskills-談判技巧2.Soup

Negotiationskills-談判技巧3.Sideorders(副菜）下面一個(gè)就是副菜，叫副菜。它菜分為主菜跟副菜的區(qū)別，這個(gè)副菜是什么副菜一般是海鮮類的東西，一般叫白肉，白肉是什么，就是魚肉和雞肉，因?yàn)轸~肉和雞肉做熟了之后你注意了嗎？它是白色的，另外這個(gè)副菜吃完了就會(huì)是主菜，主菜一般特點(diǎn)是紅肉，就是牛肉、羊肉、豬肉，它做熟了之后它是紅色的，相對(duì)來講紅肉味比較濃，比較厚重，吃了之后耐饑耐餓，而白肉它比較單薄，屬于一個(gè)過渡的情況。一般來講，也可以不吃副菜，就是直接上來就吃主菜了。Negotiationskills-談判技巧Sideorders(副菜）

Negotiationskills-談判技巧Desertsanddrinks冰淇淋，水果，干果，堅(jiān)果，鮮果以及什么各種各樣的布丁，炸薯?xiàng)l，三明治，曲奇餅，烤餅這樣一些甜品，接下來最后結(jié)束曲是什么呢？Negotiationskills-談判技巧Mostcultureshaveunusualfoodsthatareviewedwithsurpriseorevendisdainbypersonsinothercultures.Negotiationskills-談判技巧Japanesesushi

Negotiationskills-談判技巧Mexicanchickensoup

Negotiationskills-談判技巧Sheep’seyeballsSaudiArabia

Negotiationskills-談判技巧

Poodle卷毛狗

Negotiationskills-談判技巧MuslimsMuslimsdonotConsumepork(orAnyanimalthatisascavenger食腐動(dòng)物）Negotiationskills-談判技巧strictMuslimsalsoobserveritualslaughtering.Hindusdonoteatanybeefbecausethecowisconsideredsacred.PeoplefromcountriessuchasIndiaareoftenvegetariansbecauseofpersonalorreligiousbeliefs.Negotiationskills-談判技巧有一個(gè)學(xué)生，男孩談女朋友，女朋友他們宿舍的女生打牙祭，起哄，那個(gè)男孩是剛工作，記者，報(bào)社里當(dāng)記者，說你請我們吃飯吧，那個(gè)男孩說請，行啊，請到一個(gè)涉外酒店去了。先打了打保齡球，然后吃飯，女孩子就在那兒點(diǎn)，點(diǎn)了半天菜不上來，這個(gè)記者嘛，有時(shí)候就有點(diǎn)那個(gè)，耐不住氣，找人家總經(jīng)理去了，我要的菜為什么沒上？總經(jīng)理找人一查已經(jīng)上過了，他說活見了鬼了，我們?nèi)膫€(gè)人在那兒坐著，難道我們騙吃嗎？沒上，盤兒都沒有，后來一問，還真上了。你知道點(diǎn)的什么嗎？點(diǎn)了四首樂曲。它現(xiàn)場有演奏的，他們這兒他不懂外文，你不點(diǎn)他也演奏，你要點(diǎn)，你點(diǎn)什么給你演奏什么，它就出現(xiàn)點(diǎn)菜的問題了。Negotiationskills-談判技巧據(jù)說是確有其事的。甲午海戰(zhàn)之后，當(dāng)時(shí)中國是蒙受屈辱了，兵臨城下，滿清政府慈禧就派某一個(gè)高官到日本去談事去了，這某高官地位倒挺高，但是大概西餐這個(gè)東西很少碰到，不懂餐桌禮儀，他就犯一個(gè)錯(cuò)誤。西餐的餐具是不能擦的，你別看餐具放在桌子上，放在餐巾邊上，它實(shí)際上是經(jīng)過蒸的，蒸煮消毒的，它一般都是你看外國人用的洗碗柜洗碗爐，它是蒸煮的，所以它一般而論，它這個(gè)餐具都是很干凈的，所以你不能擦，如果你要在主人面前拿餐巾把這餐具擦一下，等于罵他，認(rèn)為這玩意不干凈你給我換，有挑釁之嫌。Negotiationskills-談判技巧這往往是兩家談生意，兩國關(guān)系不好，找事，借題發(fā)揮。當(dāng)時(shí)我們派到日本談事這某高官，吃日本一個(gè)高官的請，這倆人是私交，但是兩國交兵各為其主，所以在談判桌上都是據(jù)理力爭的。中國當(dāng)時(shí)國力不強(qiáng)，吃了敗仗，肯定是吃虧了，甲午海戰(zhàn)之后談這個(gè)事，我們是有損失的，這個(gè)高官他有氣，其實(shí)他當(dāng)時(shí)不是生氣，他習(xí)慣動(dòng)作，往那兒一坐，吃西餐把那刀叉拿過來就擦。對(duì)面那日本人就誤會(huì)了，認(rèn)為他覺得自己不夠朋友，因?yàn)閮蓚€(gè)人是朋友，他就告訴服務(wù)生，換。換了一副刀叉我們接著擦，然后換，接著擦，歷史記載，如是者七，就是連換七撥。這也是挺出洋相的事Negotiationskills-談判技巧TheTableSettingSidePlateDinnerPlateSoupBowlNegotiationskills-談判技巧Justguess!Negotiationskills-談判技巧TheTableSettingDesertSpoonSoupSpoonButterKnifeDinnerForkDinnerKnifeSaladForkNegotiationskills-談判技巧ChampagneGlassRedWineGlassWhiteWineGlassNegotiationskills-談判技巧TheTableSettingWhiteWineGlassRedWineGlassChampagneGlassChampagne香檳酒Negotiationskills-談判技巧TheTableSettingNegotiationskills-談判技巧Usingtheknives,forksandspoonsInmostrestaurantsyouwillonlyfindoneknifeandoneforkonthetable.Iftherearemorethanone,youshouldusetheoneonthe“outside”first.Negotiationskills-談判技巧Usingtheknives,forksandspoonsTherearetwowaystouseaknifeandafork:TheAmericanStyleTheEuropeanStyleNegotiationskills-談判技巧TheAmericanStyleWhenyouneedtocutsomething,youshouldholdtheforkinyourlefthandandtheknifeinyourrighthand.Aftercuttingoffasmallpiece,youputyourknifeandforkdown,picktheforkupwithyourrighthandandeatit.Negotiationskills-談判技巧TheEuropeanStyleWhenyouneedtocutsomething,youshouldholdtheforkinyourlefthandandtheknifeinyourrighthand.Aftercuttingoffasmallpiece,youputthefooddirectlyintoyourmouthwithyourlefthand.Negotiationskills-談判技巧Usingtheknives,forksandspoonsWhenyouholdtheknifeorfork,youshouldrelaxyourfingers.Neverlettheknife,forkorspoontouchthetableafteryoustartedeating.Negotiationskills-談判技巧Usingtheknives,forksandspoonsWhenyoutakeabreakfromeating,yousimplyputyourknifeandforkontheplate.Whenyouhavefinishedeating,youshouldputyourknifeandforktogetherpointingtotheleft.Negotiationskills-談判技巧PostureSitupstraightwithyourarmsnearyourbody.Don’tputyourelbowsonthetable.Negotiationskills-談判技巧EatingSoupDipthespooninthesoupawayfromyourbody.Siptheliquidfromthesideofthespoon.Don’tputthewholespooninyourmouth.Negotiationskills-談判技巧CocktailpartyThegoalatacocktailpartyistomeetasmanypeopleaspossible.NobodyexpectstogetIntodeepdiscussion.Negotiationskills-談判技巧TippingNegotiationskills-談判技巧TippingcultureInsouthAfrica,you’llbeexpectedtotipalmosteveryone.

Negotiationskills-談判技巧Non-tippingcultureTippingcaninsultoroffendthepeopleofthatculture.Forexample,countrieslikeAustraliaandNewZealand,ChinaandJapan,etc.Insuchcountries,peoplethinktheylosefacewhentheyreceivetips.Sometimes,servicepersonnelmaynotbeallowedtoreceivetips.Negotiationskills-談判技巧3.Gift-givingIngeneral,peoplelovetogiveandreceivegifts.Theyareremindersofpleasanttimesandfriendships.Buteachcountryhasitsseasonsandoccasionsforgivinggifts.Negotiationskills-談判技巧Gift-givingGiftgivinginsomeculturesisanartandisconsideredanintegralpartofbuildinginterculturalprofessionalandsocialrelationships.Thecarefulselectionandwrappingofagiftandpresentingitatthepropertimewithpropermannersconveystoothersyoursocialsensitivityandgoodmanners.Negotiationskills-談判技巧French

Negotiationskills-談判技巧Chinese

Negotiationskills-談判技巧3.NatureofpersuasionDifferentgroupsattempttopersuadeandarepersuadedbytheuseofavarietyofdifferenttypesofarguments.Argumentationinglobalnegotiationinvolvesablendoflogic,emotionanddogma.(以事實(shí)為依據(jù)，憑直覺，教條式等）(case1,case2)Negotiationskills-談判技巧Case有一次，一位貴婦人打扮的女人牽著一條狗上了公車，她問售票員：“我給狗買一張票，讓它也像人一樣坐個(gè)座位行么？售票員的回答是：“行，不過它得跟人一樣，把雙腳放在地上?！痹谶@個(gè)例子中，售票員沒有直接地給予否定答復(fù)，而是巧妙地根據(jù)對(duì)方設(shè)置的條件“像人一樣坐著”去限制對(duì)方，提出要“像人一樣把腳放在地上”的限制條件，因而輕松地制服了對(duì)方。Negotiationskills-談判技巧

4.mostsignificanttypeofissue(談判中關(guān)注的關(guān)鍵問題）

Atleastfourtypesofissuesmaycallfornegotiationorariseduringit:a)asubstance.(實(shí)質(zhì)性問題）

Itcoverssuchmattersaspriceandnumberofunitstobesold;b)personal/internal(關(guān)系型的問題)

Itcoversrespect,reputation,anddissent（異議）

withinone’sownnegotiatingteam.theappropriatenessofacknowledgingandopenlyaddressingtheseissuresmayvarybyculture.

Negotiationskills-談判技巧Sotoo,maytheimportancebeattatchedtotheirresolution.Thatimportancecanobviouslyaffectthecourseofdiscussions,theircontent,andtheverylikelihoodofagreement.That’stosay,differentgroupsstressdifferentaspectsofthenegotiations.Somegroupsstresssubstantiveissuesdirectlyrelatedtotheagreementwhileothersstressraltionships.Negotiationskills-談判技巧5.Selectionofnegotiators

Culturevaryinchoosingindividualstosendtothenegotiatingtable.Thesecriteriaincludenegotiatingexperience,status(seniority,politicalaffiliation,sex,ethicties,orkinship),knowledgeofthesubject,andpersonalattributes(e.g.affability,loyalty,andtrustworthinessintheeyesoftheprincipal).Negotiatingskillperse,asindicatedbyrecordofsuccess,reputation,orparticularskillsnowbeingrecongnized,couldalsobeusedasacriterion.Negotiationskills-談判技巧Chinese:LargeteamsofvariedcompositiontendtobeusedFrench:statusisthemajorcriterion,althoughabilityisgaininguse.Negotiationskills-談判技巧6.Basicconceptofnegotiationprocess(thechoiceofnegotiationstrategy)

談判中的基本觀念(關(guān)系到談判策略的選擇）

Manydifficultiesininterculturalbusinessnegotiationaremainlyattributedtothedifferentbasicconceptindifferentcultures.Negotiationskills-談判技巧Asageneralvariable,abasicconceptofbusinessnegotiationseemstorestontheirattitudetowardconflict(win-winstrategyorwin-losestrategy)

Negotiationskills-談判技巧InAmericanbusiness,negotiationhastraditionallybeen,andinmanyplacescontinuestobe,constructedasacompetitiveprocessofoffersandcounteroffersinwhichoneparty’sgainsaretheother’slosses.Formally,thishasbeencalled“distributivebargaining”Negotiationskills-談判技巧Bargaining,too,meansdifferentthingstodifferentpeoplefromdifferentcultures.InAmerica,thosewhorefusetobargainareviewedascold,andnotreallyseriousaboutconductingbusiness.IfonedoesnotbargainaggressivelywithArabs,oneisconsiderednaive.IntraditionalArabculture,theprocessofbargainingismeanttoestablishpersonalrelationshipsbuiltonamutualperceptionofvirtue,honestyandpersonalmerit.Negotiationskills-談判技巧TheMexicanwillnotcompromiseasamatterofhonor,dignityandintegrity.TheArabfearslossofmanlinessifhecompromises.InRussia,compromisehasanegativeconnotation;principlesaresupposedtobeinviolableandcompromiseisamatterofintegrity.ForRussians,anegotiationistreatedasawholewithoutconcessions.Negotiationskills-談判技巧Stage2:OpeningSession（開局階段）GroundRules:Considerthe“5Ws”InitialoffersoneachissueofimportancetoeithersidearepresentedPosturingtostateone’scase,blowoffsteam,etc.,mayincludepresentingconflictingviews,concealingobjectives,caucusing,inflexibility,unwillingnesstocompromiseNegotiationskills-談判技巧GroundRules:Consider“The5Ws”WHO

speaksforeachparty,isauthorizedtomake/rejectoffers,andhowmanypeoplewillbeoneachteam?(negotiator談判者)WHERE

willnegotiationtakeplace,andwhatwillbetheseatingarrangement?（place談判地點(diǎn))WHEN

willnegotiationsbegin,andhowlongwillsessionslast?(time談判時(shí)間）HOW

willoffersbemade,issuesincludedinthediscussion?（談判方式）WHATformoffinalagreementisacceptable(handshake,verbal,written,notarized)?（agreement協(xié)議Negotiationskills-談判技巧BargainingStyles:FOTE&POTEFOTE=Full,Open,TruthfulExchange,whichincludesacompletelyopen,honest,andtruthfulexchangeofinterests.FOTEisprimarilyonlyusedbyfamily,friends,long-timebusinessassociates,students。POTE=Partial,Open,TruthfulExchangewhichincludestheconcealmentofrealinterests,posturing,bluffing,etc.,andcausesthepartiestopractice“thenegotiationdance.”POTEisusedbymostnegotiatorsWhyisPOTEusedmore?ThepartieslackthetrustrequiredtoengageinFOTENegotiationskills-談判技巧CommonBargainingTacticstoPrepareForExtreme(highorlow)openingoffersClaiminglimitedauthorityEmotionaloutburstsOfferingfewconcessionsResistingdeadlinesNegotiationskills-談判技巧Offeringstrategy報(bào)價(jià)技巧

Negotiationskills-談判技巧

賣方在參與談判之前，通常都會(huì)定一個(gè)”最低可接納價(jià)格”，在談判之初所開的價(jià)格大概都比“最低可接受的價(jià)格”高，而這高出的金額成為討價(jià)還價(jià)過程中讓步的范圍?，F(xiàn)若賣方的最低可接受價(jià)格為350元，但開價(jià)410元，因此最大減價(jià)數(shù)額是60元，在下列八項(xiàng)最常見的讓步方式中，你認(rèn)為哪一種最理想？Negotiationskills-談判技巧讓步方式第一階段第二階段第三階段第四階段

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