Definition of Negotiation谈判的定义.doc

Definition of Negotiation谈判的定义 　　Negotiating is part of everyday life. You negotiate far more than you realize. In a business or an administrative position, you do so when you’re dependent upon others for getting your ideas accepted, your goals accomplished or your problems solved. You also negotiate on how tasks, rights and responsibilities, resources and risks, and monetary gains and losses should be assigned or divided up. 　　Negotiation is a cooperative undertaking, in which you and the opposing party attempt constructively to find solutions that satisfy both your needs. Successful cooperation results in solutions that are more cost-effective and involve less risk. The needs of others and the needs of the environment are more likely to be given consideration. 　 　Negotiator of Two Extremes两种极端的谈判者 　　We not only negotiate to solve problems, but also how to divide up responsibilities and work, as well as the distribution of costs, risks, profits and gains. Accomplishing this successfully places special demands on you as a negotiator. You need to be businesslike. This requires your finding a happy balance between two extreme behaviors, that of being na’i’ve, and that of being greedy. 　　A na’i’ve negotiator gives away too many advantages and too much potential profit. He accepts too much of the work and responsibility, and too many of the risks. Thus, a na’i’ve negotiator is expensive for the organization. He is easily taken advantage of. Even the parties he negotiates for many have little trust in him. 　　A greedy negotiator wants to get everything without being willing to give. He is unable to accept the idea of the other party gaining anything. He wants to threat the other party and defeat it. A greedy negotiator is also expensive for the organization. No one wants to deal with him. People avoid him if they can. Those he has victimized are likely to seek revenge. A greedy negotiator, just like the na’i’ve one, fails to gain trust and support. 　　 Dynamics of Negot