白远-国际商务谈判（第六版）Chapter 5.pptVIP

Chapter FiveCollaborativive Principled Negotiation Introduction CaseRead the introduction case first.Discuss the implication of the case.Point out what you have leart from the case before you start a new chapter. First Component of CPN—Separate People from ProblemUnderstand the other party: put yourself in their shoes, not blame them for your problem;Control emotion: Allow the other side to let off steam, not react to emotional outbursts;Strengthen communication: listen actively and acknowledge what is being said, Speak about yourself, not about them, Avoid trying to score points and debating them as opponents Second component of CPNFocus on Interests Not PositionsPosition is the attitude or stance of negotiators toward their interests.Story of two readers and the librarianIdentify interests: Explore their interests which stood in our way, Examine the different interests of different people, Look at their human needs underlying their positions Talk about interests: explain each other’s interests and showing appreciation, Be hard on the problem, soft on the people Overpass one’s position, look for alternatives or other way out Third component of CPN----Invent options for mutual gainThere are three reasons hindering people from looking for other solutions:Fixed distributive plan: the size of the cake is fixedSeeking for only one solution: not willing to give up what have achievedConsidering only one’s own option suiting one’s own needsHow to get rid of the barrier?Invent creative options: Separate inventing options from evaluating them, Develop several options before looking for a solution Look for mutual gain: Identify shared interests, Look for options that would make the decision easier for them Forth component of CPN----Introduce an Objective CriterionLook for fair standard:Independent of wills of all parties and free from one’s sentimental influenceValid and realisticTheoretically accepted by both partiesLook for fair procedureA successful agreement should: S