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1、Unit2 Principle of Business Negotiation,Learning Focus（学习要点） Master the basic principles of business negotiations 掌握商务谈判的基本原则。 Implement flexibly the basic principles of negotiation at all stages 在谈判的各个阶段，灵活执行谈判的基本原则。 Apply consciously the principles to consultation and improve negotiation ability 自
2、觉运用谈判的原则进行磋商，提高商务谈判能力。,下一页,返回,Unit2 Principle of Business Negotiation,Negotiation Awareness As the saying goes，“No rules，no standards.” Everything has its own rules and guidelines，and the business negotiation is no exception. The principles of business negotiations are the guiding ideology and basic
3、 codes of conduct that should be followed by negotiators The business negotiation is a complex activity. A good mastery of the principles and approaches of negotiation can help us to reach the desired results. It may also help us to grasp the mechanism of business negotiations and achieve the succes
4、s of business negotiations,下一页,上一页,返回,Unit2 Principle of Business Negotiation,In the process of negotiation, one principle widely adopted is the “win-win” principle. Win-Win Negotiation It is an approach in which parties collaborate to look for a solution that maximizes joint gain and allows everyon
5、e to walk away feeling like they have won something The basic idea is that both sides can achieve their objectives. Win-win bargaining focuses on developing mutually beneficial agreements based on the interest of the negotiators. Interest includes the needs，desires，concerns and fears important to ea
6、ch side,下一页,上一页,返回,Unit2 Principle of Business Negotiation,This is because the parties must be able to make trade offs across issues in order that both sides are to be satisfied with the outcome “Win-win” negotiation is about the alliance not conflict. Successful negotiations result in a long and fr
7、uitful relationship between professionals, reduced tension and stress associated with aggressive negotiation methods and lead negotiation to more productive and creative ends,下一页,上一页,返回,Unit2 Principle of Business Negotiation,Effective negotiators create an environment where people feel encouraged t
8、o explore the possibilities together as a team. Brainstorming together to find potential solutions is a good start. Invent first，decide later. As a negotiator，you will do much inventing by yourself. It is not easy. You should therefore consider the desire and underlying interests of each party under
9、 the positive cooperation of other negotiators including those people in the other party Win- win model is expressed as:,下一页,上一页,返回,Unit2 Principle of Business Negotiation,Determine each partys interests and needs. Find out the other partys interests and demands. Offer constructive options and solut
10、ions. Announce success of negotiations；or declare failure of negotiations or negotiations in an impasse ,下一页,上一页,返回,Unit2 Principle of Business Negotiation,A significant point that win-win model differs from win-lose model is that to examine interests of both parties，not getting stuck on positions b
11、ut underlying interests. Practically speaking, shared interests help produce agreement. Stressing your shared interests can make the negotiation smoother and more amicable. They may not be obvious immediately, but they are good opportunities for both sides meeting their goals. On the other hand，dont
12、 be afraid of the differences in interest between the two parties，but try to look for methods by which the underlying interests may complement each other. Negotiation is to bring both sides together，thus realizing mutual gains ,下一页,上一页,返回,Unit2 Principle of Business Negotiation,Fisher and Ury design
13、ed “win-win negotiation” as a kind of “principled negotiation.” Principled negotiation can be summarized as follows: Separate the people from the problems. Focus on interests，not position. Principles of standards insist on objective criteria Separate the people from the problems Put yourself in your
14、 opponents shoes and dont take disagreements personally. If the other party feels personally threatened by an attack on the problem，he may grow defensive and may cease to listen. This is why it is important to separate the people from the problem ,下一页,上一页,返回,Unit2 Principle of Business Negotiation,F
15、isher and Ury point it out that “negotiators are people first” that there are always relational and substantive issues in negotiation. The relational issue tends to become entangled with the problem and the positional bargaining puts relational and substantive issues in conflict Fisher and Ury sugge
16、st negotiators separate the relationship from the substance and deal directly with the people problem ,下一页,上一页,返回,Unit2 Principle of Business Negotiation,It is achievable to deal with a substantive problem and maintain a good working relationship between negotiating parties People problems are usually caused by inaccurate perceptions, inappropriate emotions and poor communication. In order to deal with those problems，three techniques are recom
