文档介绍：Business Negotiation
Chapter 1 The Nature of Negotiation
Characteristics of negotiation
It is a process of give and take.
It is a process of conflict and cooperation.
Each party has its bottom lines.
Each party’s bargaining power as well as its negotiating skills decide the size of the pie each can get.
It is a science as well as an art.
Conflict
Definition: the interaction of interdependent people who perceived incompatible goals and interference from each other in achieving those goals.
Types: Conflict in interests; Conflict in structure;
Conflict in values; Conflict in relations; Conflict in data
The dual concerns model
Strategies for conflict management （参见书本）
Contending（争先的）/competing/dominating strategy
Yielding（屈从的，让步的）/accommodating（肯通融的）/obliging strategy
Inaction strategy
Problem-solving/collaborating/integrating strategy
Compromising strategy
Sources of power
a. expert power：A negotiator could have considerable power through the control of information 了解
b. reward power: resource control The negotiator can have considerable power through the control of resources that could reward
c. legitimate power: The negotiator may have considerable power as a result of the position he or she holds.
d. personal power: The negotiator may have considerable power because of his special charisma.（魅力）
6. Competitive interdependence
The more one party gains, the more the other loses. Or if one party achieves its goal, the other’s goal attainment is blocked.
——distributive bargaining
promotive interdependence
one party’s goal achievement helps the other to achieve its goal.
Distributive bargaining
Distributive bargaining is often defined as a win-lose approach to bargaining. In distributive bargaining, the goals of one party and the attainment of those goals are in fundamental and direct conflict with the goals of the other party. One party’s gain is at the expense of the other.
Integrative bargaining
Integrative bargaini