国际商务谈判第二版Chapter7-10.ppt

--Integrity to ask for a win-win solution persistently --Ability to endure equivocal things --Spirit of competition --Good negotiator should not have a strong desire to be liked (Maslow—theory layers of human needs: Survival, safety, social communication, self-satisfaction, self-realization) 2. Creative negotiation agreement -- Segmenting the problem into parts that can be solved --To find differences: prioritizing and reprioritizing of problems -- Enlarging the pie -- Bridging -- Reducing cost -- Unspecific compensation -- Creating contingent contract 3. Creative negotiating strategies (1)Meditation --Preparation (collect information, understand define problems, find good question) --Meditation (set aside, do other things) --Enlightenment (key method, unrelated to solving) --Modification (check solution, make sure) (2)Rational problem-solving model --Understand problem (known/unknown, data, hypothesis) --Formulate plan (past experience, find solution/objective) --Carry out plan (carry out, test plan) --Retrospect (another method, Review, beginning step) (3)Fluency, flexibility and originality --Fluency (think out several ways, quantity) --Flexibility (transfer problem solving, many solution) --Originality (think out unusual methods) (4)Brainstorming --Liberate minds of creative group --Avoid negative influence of group dynamics to creativity (5)Convergent divergent thinking -- Convergent thinking (pointing to specific problem) --Divergent thinking (branches into many possible directions) 4. The advantages of group problem-solving --Being capable of generating a greater quantity and variety of ideas than the average individual. --People usually are more committed to a solution when they have been given a fair opportunity to participate in its development and are aware of all the factors underlying its existence. 5. Structuring the problem-solving process a. Ask whether there really is a conflict of interest. b. If there is a re