文档介绍：NEGOTIATINGNegotiating means taking action in order to achieve a situation acceptable to both negotiation is a meeting between two parties, and the objective is to reach an agreement over issues which:? are important in both parties’ views? may involve conflict between the parties? need both parties to work together to achieve their objective ★管理者的世界是张谈判桌★谈判动力:需要和需要的满足?谈判的要素和种类?谈判策略?谈判技巧第一节谈判的要素和种类一、谈判活动的基本要素■谈判主体 (参与谈判的当事人) ■谈判客体 (谈判的议题及内容)■谈判目的■谈判结果CHECKLIST: Negotiating Objectives?What are our objectives? What es do we want??Are our objectives specific, timed, and measurable??Do we have a fall-back position??If we were in their shoes, what would our position be? Do we know their objectives? If not, how can we find out??What demands are they likely to make? What concessions are we likely to have to give??Do they know our objectives? Our fall-back position??How much room for manoeuvre is there between our two positions??How strongly are mitted to our objectives as a negotiating team??As representatives, how strongly are our constituents behind us??What is the best e we can realistically hope for? The worst we would be prepared to settle for?二、谈判的种类■对抗性谈判(“零和”谈判,竞争性谈判)■合作性谈判(“双赢”谈判) 对抗性谈判与合作性谈判比较对抗性谈判合作性谈判预期的目标短期,双方目标不相协调都在竞取眼下的实利,无视长期关系的发展长期,同时强调眼下实利和长期合作关系对对方的观感不信任,怀疑,相互提防开诚布公,倾向于相信对方谈判的导向强调己方的要求和谈判的实力地位,无视对方的关系,甚至利用这种关系达到眼前的成果设法满足对方的要求,认为这样对达到自己的目标更有利,努力增进至少不损害双方的关系让步妥协的做法让步越少越小越好如果必须的话,愿意妥协让步,旨在促进关系谈判时间时间用作谈判手段,用以压迫对方让步把时间看做是解决问题的手段,尽量和对方沟通, 对抗性谈判与合作性谈判中的谈判者比较对抗性谈判中的谈判者合作性谈判中的谈判者·视谈判对手为敌人·追求的目标:获得谈判的胜利·不信任谈判对手·对谈判对手及谈判主题均采取强硬态度·借底牌以误导谈判对手·对谈判对手施加压力·坚持立场·以自身受益作为达成协议的条件·视谈判对手为问题解决者·追求的目标:在顾及效率及人际关系之下达成需要的满足·对对手提供的资料采取审慎的态度·对对手温和,但对谈判主题采取强硬态度·不掀底牌·讲理,但不屈服于压力·眼光摆在利益上,而非立场上·探寻共同利益★背景·谈判的具体内容·谈判对方的经历、经验、能力等有关知识·对方的需要·谈判时间·谈判地点目标·我们的目的是什么·所期望最佳结果·可接受的最坏结果