Chapter 1 Principles of Business Negotiation
商务谈判的原则
何谓商务谈判？谈判是人们为了协调彼此之间的关系，满足各自的需要，通过协商争取达到意见一致的行为和过程。
Negotiation takes place between human beings. It is the most common form of social interaction. Almost everybody in the world is involved in negotiations in one way or another for a good part of any given day. People negotiate over where to go for dinner, which movie to watch or how to split houhold chores.
Negotiation, in its modern n, is defined in The Roots of Sound Rational Thinking as follows: the ability to deal with business affairs, to arrange by discussion the ttlement of terms, to reach agreements through treaties and compromi, and to travel through challenging territory. All of the suggest a purpoful effort to resolve problems through talking and intellectual maneuvering. Negotiation includes consultation, bargaining, mediation, arbitration, and sometimes, even litigation.
Competitive style To try to gain all there is to gain
(竞争式谈判)
Accommodative style To be willing to yield all there is to yield显示的反义词
(通融式谈判)
Avoidance style To try to stay out of negotiation
朱淑真
(回避式谈判)
Compromising style To try to split the difference or find (妥协式谈判) an intermediate point according to
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some principle
Collaborative style To try to find the maximum possible (合作式谈判) gain for both parties----by careful
exploration of the interests of all
parties----and often by enlarging the pie
Vengeful style To try to harm the other
(离骚节选翻译报复式谈判)
Self-inflicting style To act so as to harm onelf
(自损式谈判)
Vengeful and lf-inflicting style To try to harm the other and also
(报复和自损式谈判) onelf
People who go for the competitive style are known as hard-bargaining negotiators. They start off with outrageous demands, using threats and other tactics to get what they want. One side typically starts out high and the other low. After veral rounds of offer and coun
ter-offer, the negotiators end up “splitting the difference”. In this form, negotiation is viewed as a game where each side tries to get the best deal for themlves. Neither side exhibits concern for the other side.
1.1 Principle of Collaborative Negotiation
合作式谈判的原则
Ⅰ. Collaborative Negotiation
Negotiation can also assume the form of collaborative style. It involves people with diver interests working together to achieve mutually satisfying outcomes. Collaborative negotiation is known by many names. Some popular names include “problem-solving negotiation”, “connsus-building negotiation”, “interest-bad negotiation”, “win-win negotiation”, “mutual gains negotiation”, and so on.
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 involve
s exploitation and coercion. A constructive outcome fosters communication, problem-solving, and improved relationships.
● The negotiation parties have both diver and common interests.
● The common interests are valued and sought.
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● The negotiation process can result in both parties gaining something.
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● The negotiating arena is controlled by enlightened lf-interest.
● Interdependence is recognized and enhanced.
● Limited resources do exist, but they can usually be expanded through cooperation and creativity.周由
●提睾肌 The goal is a mutually agreeable solution that is fair to all parties and effective for the community/group.
The collaborative negotiation focus on interests rather positions. Integrative solutions are obtained by understanding other’s lf-interests, not by jostling for positions.
The collaborative negotiation places value on relationship. It requires trust and relies on full disclosure of relevant information.
The disadvantages of this approach are:
● It may pressure an individual to compromi and accommodate in ways not in his best interest.
● It avoids confrontational strategies, which can be helpful at times.
