文档介绍：1关键词语
What is a negotiation?
A negotiation is a process munication between parties to manage conflicts in order for them e to an agreement, solve a problem or make ,目的是使各方达成一项协议、解决一个问题或做出某种安排。
Factors in a essful negotiation
1. Result of mutual taking and giving共同的给予和获取的结果
2. The existence of conflicts and collaboration 冲突与合作并存
party can exercise(行使) veto right(否决权) to the results of the negotiation各方都可对谈判决议行使否决权
What is a conflict ?
A conflict is a dispute, disagreement or argument between two or more interdependent parties who have different mon interests. 冲突是发生在两个或更多既有不同利益又有共同利益的相互依赖的当事人之间的对抗、争执或不同意见。
Stakes are the value of benefits that may be gained or lost,and costs that may be incurred or (通过谈判)可以获得的利益或者是失去的利益及可以引发或者是避免的成本。
Four points
negotiations are pertinent to relevant parties’
parties have to pay for the gaining, but what they will get is determined by how well negotiators manage the ,但所获取利益取决于谈判者如何应对谈判
they will get is also determined by the current
have to balance the relation between the current interests and long-term
2谈判结构
ⅡGeneral Structure of Negotiation
interests and issues确定利益与议题
Negotiators should identify their own interests and the other side’s interests (specially their underlying interests) and find out what issues are involved.
and offer options设计和提出方案
Set forth suggestions and options
Generate a number of options before making a final decision
criteria to evaluate options引入评价方案的标准
For their own interests, all parties will examine and evaluate all suggested options according to their own criteria to find out the most favorable one .
reservation points估计各自的保留点和底线
alternatives to agreement寻求达成协议的替代方案
If the agreement is important, negotiators e up with some altern