国际商务谈判英文版课件PPT罗伯特 马士澳978 7 81134 561 2Lecture 3.pptVIP

International Team Negotiation Format of Your Study Diary 1. My participation of the class activity ———————————————————————————————————————————————————————————————————————————————————————— 2、The feedback ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 3. What do I learn from this section? __________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________  Role Play No.1 Men Versus Women Role Play No.1 Post-negotiation activity 1. Discussion about the negotiation role play. 2. One representative of each team gives assessment of the negotiating ability of each member of the other team, and of the team as a whole. Give a score out of ten. 3. Observers give the comments to each team and its team members. 4. What can we learn from this role play? Principle of Interest Distribution Personal interest, organizational interest and national interest Principle of Trust in Negotiation Trust Building in Negotiation Professor Malhotra, Risky Business: Trust in Negotiation Six ways to build trust in negotiation 1. Speak their language 2. Manage your reputation 3. Make dependence a factor 4. Make unilateral concessions 5. Name your concessions 6. Explain your demands Trust building 1. Speak their language - Understand technical terms and lingo - Catch the nuances and cultural implications 2. Manage your reputation - Make your reputation a tool in negotiation by providing references from mutually trusted third parties 3. Make dependence a factor - Start the trust-building process by highlighting the unique benefits you can provide and by emphasizing the damage that might result from