商务谈判unit 7 bargaining.ppt

Unit 7 Bargaining Communication skills What can cause negotiations to fail? Competitors offer a better deal. Problems seem too difficult to solve Personalities clash. Negotiating styles clash. viewing VCD context Andrew is beginning to feel that his team are conceding too much. Francoise is very preoccupied with saving the jobs of as many of her IT team as possible. Questions Watch Version 1. What do you notice about Andrew and Karen’s participation. Watch Version 2. When does Karen introduce the concession of taking on a third member of the team? What impact does it have? Word study Beyond that, we can’t commit ourselves. Make a pledge We’ve got our own team, and we’re going to utilize them. Put into service But we have to have more than two jobs to take back to the Works Council. a council representing employer and employees of a plant or business to discuss working conditions etc; also: a committee representing the workers elected to negotiate with management about grievances and wages etc 劳资联合委员会 Karen and Andrew put obstacles in the way. They continuously say no. they need to keep the main objective in mind to achieve a more positive tone. She uses the concession to maintain a positive approach while ruling out taking on all their staff. Negotiation Concessions:?are also sometimes referred to as ‘Trade-Offs’ where one or more parties to a negotiation engage in conceding, yielding, or compromising on issues under negotiation and do so either willingly or unwillingly. Any concessions go with 3 problems: When should I make it? How much ground should I give? What am I going to get in return? Concession patterns One-off concession 100/0/0/0 Two equal concessions 50/50/0/0 Four equal concession 25/25/25/25 Increasing evenly 10/20/30/40 Decreasing evenly 40/30/20/10 The last one is the wise choice. Discuss the benifts of this method Read the following text about a recent big business deal. Then replace each word in italics with the word or expression