文档介绍：1 1 CHAPTER 4 CHAPTER 4 Negotiation : Strategy Negotiation : Strategy and Planning and Planning Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 2 2 Learning Goals: 1、 Relationship between key steps in the planning process 2、 Goals and Strategy 3、 Negotiation Model 4、 Understanding the Flow of Negotiation : Stages and Phases 5、 Getting Ready to Implement the Strategy: The Planning Process Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 3 3 1、 Relationship between key steps in the planning process ?扩大谈判的选择边界, ?努力寻求共同点, ?投入更多的时间关注谈判结果的长期有效性, ?尽可能设定目标的上下限。 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 4 42、 Goals and Strategy Goals — The Focus That Drives a Negotiation Strategy Strategy — The Overall Plan to Achieve One ’ s Goals Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 5 5 Goals — The Focus That Drives a Negotiation Strategy 目标对战略选择的直接影响: ?愿望反映兴趣和需求,但不是目标。目标是具体的,通过计划可以在现实中实现的。?谈判双方目标必须是彼此关联的。关联的差距就是谈判的冲突点。如:买车,买主要低价,卖主要高价。?目标有界限。超过界限,或者改变目标,或者结束谈判。?有效的目标必须是具体的,明确的,可测量的。否则,将不能( a)传达我方需求( b)理解对方需求(c)确定报价能否满足我方目标。 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 20