谈判技巧.ppt

NegotiationnConceptsnApproachesnStagesConcepts-what is negotiationn nNegotiation is a process of interaction,by which two or more parties who need to be jointly involved in an outcome but who initially have different objectives,seek by the use of argument and persuasion,to resolve their differences in order to achieve a mutually acceptable solution.Concepts-basic characteristicsn nNegotiation involves Negotiation involves two or more partiestwo or more parties n nThe parties must need each others involvement in achieving The parties must need each others involvement in achieving some some jointly desired outcomejointly desired outcome n nThe parties start with The parties start with different interests and objectivesdifferent interests and objectives,and these,and these differences prevent the achievement of an outcome.differences prevent the achievement of an outcome.n nEach party must consider that there is some Each party must consider that there is some possibility of possibility of persuadingpersuading the other to modify their initial position.the other to modify their initial position.n nEach party must retain Each party must retain hope of an outcomehope of an outcome which they can which they can accept,and some concept of what this outcome might be.accept,and some concept of what this outcome might be.n nEach party must have some degree of Each party must have some degree of powerpower over the others over the others ability to act.ability to act.n nThe negotiating process itself is essentially one of The negotiating process itself is essentially one of interaction interaction between peoplebetween people primarily direct verbal inter-communication,primarily direct verbal inter-communication,though in some cases with a significant written element.though in some cases with a significant written element.Approachesn nDistributive Approachn nIntegrative Approach Distributive Approachn nNegotiation in which strategic influence and guarding information have priority over dialogue and relationship is frequently described as a distributive approach.Integrative Approach n nNegotiation based on co-creation of understandings about the problem and an integration of parties needs is known as an integrative approach.Approaches to NegotiationIntegrative NegotiationIntegrative Negotiation Distributive NegotiationDistributive NegotiationOpen sharing of informationOpen sharing of informationHidden informationHidden informationTradeoff of valued interestsTradeoff of valued interestsDemand of interestsDemand of interestsInterest-based discussionInterest-based discussionPositional discussionPositional discussionMutual goalsMutual goalsSelf goalsSelf goalsProblem solving Problem solving ForcingForcingExplanationExplanationArgumentArgumentRelationship buildingRelationship buildingRelationship sacrificingRelationship sacrificingHard on problemHard on problemHard on peopleHard on peopleStages Four main stages n nwhat happens before negotiation begins n nwhat happens at the beginning of the actual negotiation n nwhat happens in the course of the actual negotiation n nwhat happens at the end of the actual negotiation Stage 1:Before negotiation beginsPreparation and planningPreparation and planningresearching the background and researching the background and planning specific bargaining ploysplanning specific bargaining ploys n nSetting bargaining objectives.Setting bargaining objectives.A A top linetop line objective objective A A bottom linebottom line objective objective A A target target objectiveobjective BATNABATNAbest alternative to no agreementbest alternative to no agreementn nAssessing the other sides case.Assessing the other sides case.n nAssessing relative strengths and weaknesses.Assessing relative strengths and weaknesses.Stage 1:Before negotiation beginsn nDeveloping a strategyWhat style will I adopt?What style will I adopt?CollaboratingCollaborating ControllingControlling AccommodatingAccommodating CompromisingCompromising Avoiding Avoiding What tactics will I use?What tactics will I use?Stage 2:Getting startedEstablishing a proper atmosphere,getting to know each othern nOpening the negotiationn nSetting the agendaStage 3:BargainingMajor phase in the whole process n nBuilding understandingBuilding understandingl lGetting information and defining initial positionsGetting information and defining initial positions l lTesting arguments and positionsTesting arguments and positionsn nGetting and making concessionsGetting and making concessionsn nBreaking deadlocksBreaking deadlocksn nMoving towards an agreementMoving towards an agreementStage 4:ClosingClosing a deal in the right way at the right time Closing a deal in the right way at the right time n nFormulating an agreementFormulating an agreementn nEnsuring implementationEnsuring implementationl linclude an implementation program in the agreementinclude an implementation program in the agreementl lset up a joint implementation review team set up a joint implementation review team l lensure adequate information and explanation ensure adequate information and explanation n nReviewing your negotiating experienceReviewing your negotiating experience