文档介绍：1 1国际商务谈判国际商务谈判( (2 2) ) 对立型谈判对立型谈判 Distributive Distributive bargaining bargaining ??对立型谈判的起始点、目标点和对立型谈判的起始点、目标点和拒绝点拒绝点??拒绝点之间的距离拒绝点之间的距离= = 谈判的范围谈判的范围??显著特点:自身利益最大化显著特点:自身利益最大化 2 2 Learning Goals Learning Goals 1 1、、 The Basic Elements of a Distributive The Basic Elements of a Distributive Bargaining (competitive, win-lose) Bargaining (competitive, win-lose) 2 2、、 The Natures of a Distribtutive The Natures of a Distribtutive Negotiation Negotiation : : win win -lose -lose 3 3、、 Timing of Using a Distributive Timing of Using a Distributive Negotiation Negotiation 4 4、、 The Distributive Bargaining Situation The Distributive Bargaining Situation 5 5、、 Results of Distributive Negotiation Results of Distributive Negotiation 6 6、、 Strategies for buyers Strategies for buyers 7 7、、 Information Control Information Control 8 8、、 Dealing with Typical Hardball Tactics Dealing with Typical Hardball Tactics 3 3 Why should be familiar with Why should be familiar with distributive bargaining? distributive bargaining? ?? Negotiators face some interdependent Negotiators face some interdependent situations that are distributive,and to do situations that are distributive,and to do well in them they need to understand how well in them they need to understand how they work. they work. ?? Negotiators need to understand how to Negotiators need to understand how to counter their effects. counter their effects. ?? Distributive bargaining skills when at the Distributive bargaining skills when at the claiming value are required. claiming value are required. 4 4 1 1、、 The Basic Elements of a Distributive The Basic Elements of a Distributive Bargaining (competitive, win-lose) P32 Bargaining (competitive, win-lose) P32 ?? In a distributive bargaining situation, the In a distributive bargaining situation, the goals of one party are usually in goals of one party are usually in fundamental and direct conflict with goals fundamental and direct conflict with goals of