Chapter 5 Collaborative Principled Negotiation 合作原则谈判法
I.Separate the People from the Problem 对事不对人
II.Focus on Interests Not Positions 针对利益而非立场
III.Invent Options for Mutual Gain 为共同利益献策
IV.Introduce an Objective Criterion 以客观标准为本
V.Communication practice交际练习
VI.Effective negotiating 成功谈判
4. Clarifying Positions （VCD）
Collaborative Principled Negotiation (CPN) is also commonly known as Harvard Principled Negotiation, which is developed by Roger Fisher and William Ury in the book Getting to Yes.
The core of the principle is to reach a solution to both parties by way of stressing interests and not by way of bargaining.
It suggests that you look for mutual gains whenever , and that where your interests , you should insist that the result be bad on some fair standards of the will of either side. i.e. an criterion should be applied to.
It enables you to be while protecting you against tho who would take advantage of your fairness.
CPN consists of four basic components:
1.parate the people from the problem
2.focus on interests not positions
3.invent options for mutual gain
4.introduce an objective criterion
The four components are with each other and should be applied to throughout the whole cour of the negotiations.
1.Separate the People from the Problem
It is generally understood that in negotiations problems will be discusd and resolved if talks are going on in a and atmosphere. Unfortunately more often than not high is build up due to negotiators’prejudice against the other party or poor on each other or misled of the other party’s intention.
As a result negotiators’feeling is mingled with interests and events to be discusd.
For situation as such, CPN develops threes steps for both parties to follow, which are:
1.Develop empathy
1)We put ourlves in their ;
2)We avoid blaming them for our ;
3)We help them in the process.
2.Manage emotions:
温婉的反义词1)We allow them to let steam;
2)We overreact to emotional outbursts
3.Communicate:
猪肉炖酸菜1)We listen and summarize what we ;
2)We trying to score points and debating them as opponents;
3)We do not berate them about what they are doing .
On the whole, to parate people from problem, the crucial point is to the other party, one’s own emotion and communication.
We look for chances to correct our counterparts if their opinion is not right; we allow them to express their if they feel upt and we find more chances to our opinions if misunderstanding happens.
By doing so we treat our counterpart as a cooperator sitting on the same_____ sinking and floating together, and the cour of negotiation as a of achieving______ success hand in hand.
2. Focus on Interests Not Positions
______ of interests bring people to negotiation table. Negotiating parties holding on to their own positions is for the purpo of having their realized or protecting their or gaining more .
Successful negotiations are the result of mutual and of interests rather than keeping firm on one’s own .
Negotiating parties can try the following methods in order to concentrate on______ not .
1.Identify interests
1)We explore their which stand in our way;
2)We examine the different of different people on their sides;
3)We look at their human needs underlying their .
2.Talk about interests
1)We and accept their interests;
2)We our understanding or a problem before proposing solutions;
技嘉主板超频3)We try not to look and focus more on looking forward.
In negotiation it is very often difficult to focus on since the interests of one party are frequently not clearly identified and expresd , and comparatively speaking are concrete and explicitly expod to each other.
One important task of negotiations is to overpass one’s position and to look for solutions satisfying both parties’.
The prolonged dispute over the Sea among neighboring countries has been a disturbing factor for the instability in the region. Some countries have demanded a territory and some other countries have declared actual controlling right over some islands.
Facing the dispute, China, being the real owner of the a area, reiterates China’s sovereignty over the territory, meanwhile exploring the real interests of the neighboring countries’ demanding for the territory.
It was found out that an important reason behind their claim is the rich fishing and mineral resources
in the area.
The Chine government hence propod in talks with relative countries that “put aside dispute, engage in joint exploration”.
The proposal met with general acceptance and proved to be quite effective in lightening the ten atmosphere in the region.
3. Invent Options for Mutual Gain
The first two components look at the relation between people and problems, and interests and positions, which are conducive for negotiators to establishing an objective view on tho important factors in negotiations. The third component of inventing options for mutual gain provides an approach to fulfillment of the two parties’ demands.
There are in fact always solutions to problems to be solved, which is unfortunately, often not fully understood.
Generally speaking, there are three factors hindering people from eking for alternative solutions:
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One is the fixed distributive plan. The distributive concept retards creative thinking and options and hence results in failure of negotiations.
The cond is eking for only solution. Negotiators are not aware of the fact that creative thinking and options are part of a successful negotiation.
The third is considering only one’s options suiting one’s own .
To get rid of the above mentioned barriers and offer creative options, the following steps can be considered:
1.Diagno
1)We t aside the idea that their have to be at our expen;
2)We encourage each other to help problems;
3)We do not prematurely focus on an option people are ready.
2.Invent creative options:
1)We parate inventing options from them;
2)We develop veral options before looking for a ;
3)We look for common and interests;
4)We look for options that would make the decision for them.
Selecting an option requires a to decide one option is better than the other or is the among veral options, and now it comes to the fourth component---introducing an objective criterion.
4. Introduce an Objective Criterion
The first three components advocate the benefits of considering parties’interests and designing a distributive pattern that would satisfy both sides’ demands.
However, conflicts and disputes of the two parties over interest gaining will not______ no matter how considerable the two sides try to be and how creative in providing options.
When the two sides can not which option is and rational, looking for an will be a way .
An objective criterion should be fair, effective and rational if it is regarded as objective.
The following points will be considered when telling if a criterion is fair and objective or not.
1.An objective criterion should be independent of of all parties and
thus be from ntimental influence of any one.
2.An objective criterion should be and realistic
3.An objective criterion should be at least theoretically by both
sides.
One point is clear that different have different objective criteria.
For example,
Criteria of price talking will include factors of cost, market situation, depreciation, price competition and other necessary factors.
In other negotiations, experts’ opinions, international conventions and norms and legal documents will all rve as objective criteria.
In the Sino-US negotiation on into WTO, the two parties disputed over China’s developing country status.
US took the position that China should be treated as a developed country. To back US stance, American negotiator cited China’s growing exports and large foreign rerve holdings.
They argued that in developing countries China’s sophisticated technology in launching and retrieving satellites had no parallel.
One American negotiator even compared the situation in China with that in India
and some African countries. He said when he opened the door of a family in a poorest area randomly chon by the Chine government and asked the people if they had their breakfast, he was told they did, and he went on asking if lunch and supper were guaranteed, the answer was yes. However he had a very different story in some African countries and even in some areas in India. Pe
ople there had little food for breakfast, not to mention lunch and supper.
The two countries insisted on their own standards and it was hard to bridge the discrepancy.
When an objective criterion is agreed upon, the other important thing to do is to______ a fair procedural standard, which means the procedure or ______ of carrying out the criteria.
The procedure will be regarded as fair when one party cuts a cake and asks the other party to choo first.
和女孩聊天Other procedures which may be called fair can be
1.doing in turns
2.drawing lots
3.looking for an arbitrator
To sum up, in introducing an objective criterion:
1.We look for______ objective criteria;
2.We discuss ______ different standards may be appropriate;
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3.We look for______ procedural standard.
In Fisher and Ury’s view, the three standards described below can be applied to for judging success or failure of a negotiation approach:
1.If an agreement is possibly reached, it should satisfy the ______
梦里依稀慈母泪送男生生日礼物interests of both parties to the ______ and resolve their conflicts,
meanwhile protecting public interests;
2.The agreement should be highly ______;
3.The agreement will ______, or at least not hurt the relationship of the
two parties.
Summary to Collaborative Principled Negotiation:
Collaborative Principled Negotiation provides us with a way to reach a ______agreement for tough negotiations. CPN has proved to be suitable to almost ______ situations:
from international negotiations to ______ and private negotiations;
from simple events to ______ situations and
from ______ talks to urgent meetings.
