白远-国际商务谈判（第六版）Chapter 4.pptxVIP

Chapter FourWin-win Concept 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. Traditional Concept for NegotiationDetermine each party’s own interest and stanceDefend one’s own interests and stance;Discuss the possibility of concessionReach an agreement of compromising;Declare failure of negotiationLOSEORWIN Modern Concept for NegotiationDetermine each party’s interests needs;Find out other party’s interests and demand;Offer constructive options and solutions;Announce success of negotiations; orDeclare failure of negotiation or negotiation in impasse A Case Contrasting the Results of Win-lose and Win-winGuided by win-lose concept11 years passed without any result because both parties consider only from their own perspectiveGuided by win-win conceptThe conflict was resolved in 12 days because both parties had a new understanding of their interests from each other’s perspective SubsidyDiscountPriceTerms of PaymentPackaging QuantityTerms of PaymentQuantitySubsidyPricePackagingDiscountSeller’s Hidden AgendaBuyer’s Hidden AgendaPossibilities of achieving win-win results for both sides Simulation Financial Leasing Negotiation Work out your hidden agenda according to the importance of the issues. Make decision on what interests that you will defend and where you can make concession. You can compare leasing with having bank loans, considering such factors as bank interest rate, service fee, tax rate paid and leasing interest rate. Try to reach an agreement on the major issues satisfying both sides’ most important interests. Case studyFormulating a Negotiation Plan -- Taking Financing Negotiation as an ExampleRequirement:Discuss what are the fundamental elements of negotiation planning ?