第三章 合作型谈判.ppt

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,*,CHAPTER 3,Strategy and Tactics of Integrative Negotiation,合作型谈判的战略和战术,1,Main Contents,1.What is integrative negotiation?,2.Why is Integrative Negotiation Difficult to Achieve?,3.The fundamental processes of integrative negotiation,4.Conditions necessary for successful integrative bargaining,5.Key Steps in the Integrative Negotiation,6.Principled negotiation tactics,2,Negotiation Practice,Consider the following dialogue between a company recruiter and a job applicant over starting salary.,Recruiter:,what were you thinking about as a starting salary?,Applicant:,I would like$40,000,Recruiter:,We can only offer$35,000.,Applicant:,thats not acceptable.,.,They have exposed their positions.They are$5000 apart.What are they going to do?,3,Case,Consider the following dialogue between a company recruiter and a job applicant over starting salary.,Recruiter:,what were you thinking about as a starting salary?,Applicant:,I would like$40,000,Recruiter:,We can only offer$35,000.,Applicant:,thats not acceptable.,They have exposed their positions.They are$5000 apart.What are they going to do?,4,Recruiter:,$40,000 is a problem for our company.Can you tell me why you decided you wanted$40,000?,Applicant:,Well,I have lots of education loans to pay off,and I will need to pay for a few more courses to finish my degree.I cant really afford to pay these bills and live comfortably for less than$40,000.,Recruiter:,Our company has new program to help new employees refinance their education loans.In addition,we also have a program to provide tuition assistance for new courses if the courses you need to take are related to your job.Would these programs help you with your problem?,Applicant:,Yes!,5,1.,What is integrative negotiation,?,The word,integrative,means to join several parts into a whole.Conceptually,this implies some cooperation,or a joining of forces to achieve something together.,Integrative negotiation,is often referred to as win-win and typically entails two or more issues to be negotiated.It often involves an agreement process that better integrates the aims and goals of all the involved negotiating parties through creative and collaborative problem solving.,6,Distributive Negotiations,-the Fixed Pie,Integrative Negotiations,-Everybody Wins Something(usually),Integrative Negotiation allows both sides to achieve their objectives.,The goals of the parties are not mutually exclusive.One partys gain is not at the other partys expense.,It is known as cooperative,collaborative,win-win,mutual gains,or problem solving.,7,For a negotiation to be characterized as integrative,negotiators must also:,Focus on commonalities rather than differences,Attempt to address needs and interests,not positions.,Commit to meeting the needs of all involved parties,Exchange information and ideas,Invent options for mutual gain,为实现互利出谋划策,Use objective criteria for stands of performance,衡量谈判的标准要客观,8,2.Why is Integrative Negotiation Difficult to Achieve?,(1)The primary reason,Negotiators fail to perceive a situation as having integrative potential and are primarily motivated to achieve outcomes that satisfy their own needs.,(2),Three additional reasons:,The history of relationship between the parties,A belief that an issue can only be resolved distributively,认为某个问题只能对立性解决,The mixed-motive nature of most negotiating situations,大多数谈判形式的“复合动机”本质,(3)The Dual Concerns Model,9,Yielding,屈服,Problem,Solving,解决问题,(compromising,),折衷,Inaction,不作为,Contending,争斗,Concern about own outcomes,C,oncern about others outcomes,The Dual Concerns Model,（双重关心模型）,p23,10,1.Contending/competing or dominating,争夺战略（竞争或强制战略）,It is the strategy in the lower right-hand corner.Actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes.,2.Yielding/accommodating or obliging,屈服战略,/,适应或被迫,It is the strategy in the upper left-hand corner.Actors pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes,but they are quite interested in whether the other party attains his or her outcomes,11,3.inaction/avoiding,（不作为,/,逃避）,It is the strategy in the lower left-hand corner.Actors pursuing the inaction strategy show little interest in whether they attain their own out comes,as well as little concern about whether the other party obtains his or her outcomes,。,4.Problem solving/collaborating/integrating(,解决问题,/,合作,/,融合,),It is the strategy in the upper right-hand corner.Actors pursuing the problem-solving strategy show high concern for attaining their own out comes and high concern for whether the other party attains his or her outcomes.,12,5.Compromising,折中战略,It is the strategy located in the middle of the figure.It represents a moderate effort to pursue ones own outcomes and a moderate effort to help the other party achieve his or her outcomes.,13,3.The fundamental processes of integrative negotiation,合作型谈判的基本过程,(1)Creating a Free Flow of Information,建立畅通的信息沟通渠道,Effective information exchange promotes the development of good integrative solutions.,reveal your objectives;free and open discussion,Creating a free flow of information includes having both parties know and share their alternatives.,14,(2)Attempting to Understand the Other Negotiators Real Needs and Objectives.,努力理解对方的真实需要和目标,Negotiators differ in their values and preferences,One must understand the others needs before helping to satisfy them,15,Emphasizing the Commonalities between the Parties and Minimizing the Differences.,强调共同点减少分歧,Example of manufacturing factory,Searching for Solutions That Meet the Needs and Objectives of Both Sides.,寻求能够满足双发需要和目标的解决方案,both negotiators not only to define and pursue their own goals,but also to be mindful of the others and to search for solutions that satisfy both sides,16,4,、,Conditions necessary for successful integrative bargaining,成功进行谈判的必要条件,Factors are necessary to accomplish the integrative bargaining process,（,1,）,Some common objectives or goals,共同的目的,/,目标,Common goal,共同：,it is one that all parties share equally,each one benefiting in a way that would not be possible if they did not work together.,Shared goal,共享,:it is one that both parties work toward but that benefits each party differently.,Joint goal,联合,:it is one that involves individuals with different personal goals agreeing to combine them in a collective effort.,17,（,2,）,Faith in ones problem-solving ability,相信自己或他人解决问题的能力,Parties who believe they can work together are more likely to be able to do so.,（,3,）,The motivation and commitment to work together,共同努力的动机和承诺,For integrative negotiation to succeed,the parties must be motivated to collaborate rather than to compete.,（,4,）,Trust,（,5,）,Clear and accurate communication,（,6,）,A belief in the validity of the others position,考虑对方的立场,18,5.Key Steps in the Integrative Negotiation,（,1,）,Identify and Define the Problem.,确定和阐述问题,（,2,）,Understand the Problem FullyIdentify Interests and Needs.,充分理解问题，明确需要和利益,（,3,）,Generate Alternative Solutions.,产生可行的方案,（,4,）,Evaluate and Select Alternatives.,评估和选择可行性方案,Step1-step3:Creating Value,价值创造,Step4:Claiming Value,价值索取,19,3.Key Steps in the Integrative Negotiation-2,Figure 3.1,Creating and Claiming Value and the Pareto Efficient Frontier,Increasing,Value to,Buyer,增加,买方的价值,Increasing,Value to,Seller,Pareto efficient,Frontier,帕累托效率边界,Claiming,Value,Creating Value,20,5.1 Identify and Define the Problem,确定和阐述问题,Define the problem in a way That is Mutually Acceptable to both sides.,以双方都可,接受的方式阐述问题,-,中立的语言,State the Problem with an Eye toward Practicality and Comprehensiveness,.,实际而又全面地阐述问题,State the Problem as a Goal and Identify the Obstacles to Attaining This Goal.,将问题作为目标陈述并要明确实现目标的障碍,-,不阐述解决问题的过程,21,Depersonalize the Problem.,客观地处理问题,Your point of view is wrong and mine is right.-personalized,We have different viewpoints on this problem.-depersonalized,Separate the Problem Definition from the Search for Solutions.,将阐述问题与寻求解决方案区分,开,it,is important not to jump to solutions until the problem is fully defined.,22,5.2,Understand the Problem FullyIdentify Interests and Needs.,充分理解问题，明确需要和利益,5.2.1T,ypes of Interests,:,Substantive interests,实质利益,-economic and financial issues such as price or rate or the division of resources,Process interests,过程利益,-they are related to the way a dispute is settled.,eg,:“have some say”,发言权,Relationship interests,关系,利益：,indicate that one or both parties value their relationship with each other and do not want to take actions that will damage it.,Interests in principle,原则利益,concerning what is fair,what is right,what is ethical,23,5.2.2 Some observations on interests,有关利益的结论,1.There is almost always more than one type of interest underlying a negotiation.,2.Parties can have different types of interest at stake.,3.Interests often stem from deeply rooted human needs or values.,4.Interests can change.,5.Surfacing interests.,What do I want from this negotiation?,Why do I want that?Why is important to me?,What will happen if I dont achieve my objective?,6.Surfacing interests is not always easy or to ones best advantage.,7.Focusing interests can be harmful.,24,5.3 Generate Alternative Solutions-1,产生可行的方案,(1)Inventing Options:Generating Alternative Solutions by Redefining the Problem or Problem Set,：重新界定问题提出备选方案,Expand the Pie,把,蛋糕做大,Logroll,相互妥协,Use Nonspecific Compensation,使用非特定补偿,Cut the Costs for Compliance,为妥协消减成本,Find a Bridge Solution,搭桥式解决方法,when the parties are able to invent new options that meet all their respective needs they have created a bridge solution.,25,5.3 Generate Alternative Solutions,-2,产生可行的方案,（,2,）,Generate Alternative Solutions to the Problem as Given:,从问题出发提出解决问题的备选方案,Brainstorming,In brainstorming,small groups of people work to generate as many possible solutions to the problem as they can.,Surveys,Distribute a written questionnaire to a large number of people,stating the problem and asking them to list all possible solutions they can imagine.,Electronic Brainstorming,Summary,26,5.4 Evaluate and Select Alternatives,N,arrow the Range of Solution Options,缩小解决方案选择的方位,Evaluate Solutions on the Basis of Quality,Standards,and Acceptability.,基于质量、标准和可接受性来评价方案,Take Time Out to Cool Off,暂停谈判冷却,Explore Different Ways to Logroll,利用不同的方法相互妥协,27,Fisher and Ury(1981)summarized the major principles of the integrative bargaining process,and used these principles to generate a set of“stock phrases,(,常用术语,)”.,These phrases capture the essence of an integrative negotiation.,6.S,tock Phrases,(,常用术语,28,Stock phrases,常用术语,1.Please correct me if Im wrong,。,2.We appreciate what youve done for us.,3.Our concern is fairness.,4.We would like to settle this on the basis not of selfish interest and power,but principle,Underlying concepts,潜在内涵,1.Very the facts so that both sides agree on them.,2.Separate the people from the problem,give personal support to the other person but not to his or her position.,3.Our position is based on principle.,4.Defend your position based on the principle,even is the opponent tries to personalize it.,29,Stock phrases,常用术语,5.Could I ask a few questions to see whether my facts are right?,6.whats the principle behind your actions?,7.Let me see if I understand what you are saying?,8.Let me get back to you.,Underlying concepts,潜在内涵,5.Ask questions rather than making assertions.,6.Find out the principle behind the others actions if there is one.,7.use”active listening”-clarify your understanding of the others position.,8.Evaluate your position outside of the negotiation.Verify facts,think it over,and check with constituency.,30,Stock phrases,常用术语,9.let me show you where I have difficulty following your reasoning.,10.one fair solution might be.,11.if we agree,or if we disagree.,12.wed be happy to settle in a manner most convenient for you.,13.its been a pleasure dealing with you.,Underlying concepts,潜在内涵,9.Present your rationale before presenting a new proposal.,101.Present your proposal in context of the principle.,11.Present alternative out comes in the event of agreement or no agreement.,12.Let the other have some influence on the final agreement.,13.,End the negotiation on a conciliatory(,和解的,)note,even if you dont feel conciliatory.,31,