文档介绍：NEGOTIATING
谈判
Negotiating means taking action in order to achieve a situation acceptable to both parties.
A 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
谈判的要素和种类
谈判策略
谈判技巧
Negotiation
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
对抗性谈判与合作性谈判中的谈判者比较
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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
谈判的准备工作