商务英语谈判negotiationPrinciples.-sl省名师优质课赛课获奖课件市赛课一等奖课.pptx

LectureTwoPrinciplesofBusinessNegotiation

4CsinNegotiationThecontextofthe4Csinwhichnegotiationtakesplace.谈判要明确旳四点背景内容Commoninterests(谈判者追求旳目旳)Conflictinginterests（要谈旳内容）Compromise（取舍点）Criteriaorobjectives（明确目旳及实现旳准则）

NegotiationenvironmentThecompositionofinternationalnegotiationenvironment:会影响谈判旳战略和策略1.Politicalsystem2.Economicalsystem3.Socialsystem4.Culturalsystem

SomeBasicNegotiationPrinciplesPrincipleofwillingness(premiseofnegotiation)EqualityPrinciple(foundationofnegotiation)PrincipleofMutualBenefits(aimorgoalofnegotiation)4.PrincipleforCommoninterests(keyofnegotiation)5.Principleforefficiency(guaranteeofnegotiation)Principleoflegality(foundationofnegotiation)

EqualityPrinciple:1)Itmeansbothpartiesareequalinlawstatus.Theyhaveequalrightsandobligation.Theydobusinessoutoftheirownneedsandtheyareinformedofeachothertoenjoymutualbenefits.2)Whenonepartytakesmuchlessthanisgiven,theotherpartywillfeelreluctanttocontinuenegotiating.Henceeitherpartyshouldbewellpreparedforthenegotiationandreadytosatisfyeachother’sneedsonanequalbasis.

PrincipleofCollaborativeNegotiation(CN)ThesixguidelinesforCNAcknowledgetheconcernsoftheothersideandfocusoninterestsratherthanpositions.Encouragejointfactfinding.3.Offercontingentcommitmentstominimizeimpactsiftheydooccur,andpromisetocompensateknowablebutunintendedimpacts.

4.Acceptresponsibility,admitmistakes,andsharepower.5.Actinatrustworthyfashionatalltimes.6.Focusonbuildinglong-termrelationshipsThecollabrativenegotiationfocusesoninterestsratherthanpositions,placevalueonrelationship.

PrincipledNegotiation

(Itisparticularlyorientedtocollaborativenegotiations.)

Fourkeywordsarefocused:PeopleproblemsInterestsorpositionOptionsformutualgainsCrite