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

International Team Negotiation  Different forms of negotiation Negotiation includes consultation bargaining mediation arbitration litigation Different styles of Negotiation Competitive style 1. hard-bargaining negotiators 2. outrageous demands, threats and tactics 3. one side high and one side low 4. offer and counter-offer 4. try to get the best deal for themselves no concern for the other side Collaborative style 1. Goal: The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive. A destructive outcome results in damages and involves exploitation and coercion. A constructive outcome fosters communication, problem-solving and improved relationship. Collaborative style 2. The assumptions of this style (William Wilmot and Joyce Hocker, Interpersonal Conflict): ＊ The negotiating parties have both diverse and common interests. ＊ The common interests are valued and sought. ＊ The negotiation processes can result in both parties gaining something. ＊ Interdependence is recognized and enhanced. ＊ Limited resources do exist, but they can usually be expanded through cooperation and creativity. ＊ The goal is a mutually agreeable solution that is fair to all parties and effective for the community. Collaborative style 3. Disadvantages of this approach: ＊ It may pressure an individual to compromise and accommodate in ways not in his best interest. ＊ It avoids confrontational strategies, which can be helpful at times. ＊ It increases vulnerability to deception and manipulation by a competitive opponent. ＊ It makes it hard to establish bottom lines. ＊ It requires strong confidence in one’s perceptions regarding the interests and needs of the other side. Collaborative style 4. It is a method that is centered with the following considerations: ＊People: Separate the people from the problem. ＊ Interest: Focus on interests, not positions. ＊.Options: Invent options for mutual gains. ＊Criteria: