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1、引子1(introduction one),谈判在日常生活中随处可见，事实上人们每天都在进行着谈判。 Negotiations take place in our routine life and occur everywhere 例1：上街买菜、到个体商店买衣服等 例2：在家里为做家务事与父母兄弟协商 例3：同学在宿舍里出现矛盾而进行协商。 例4：房屋拆迁与拆迁公司就补偿进行谈判 例5：工商企业从国内外采购原辅材料 例6：中国加入WTO的谈判； 例7：中国商务部就中欧纺织品的反倾销谈判 例8：朝核六方谈判与伊朗核危机谈判等 Example 9: Copenhagen climate talk
2、s pertain to the global climate warm tendency OR trends,引子2(introduction two),我们来做一个实际案例演练(practice for bargaining)： 请两位同学上台，一方是卖衣服的个体老板，另一方同学要去买一件时装。假设衣服的进货价100元；而老板开价400元；买衣服同学心理成交价位在150元。试演练价格谈判的过程。 Pls perform the whole procedure for cloths bargaining. Talking about the difference between” barga
3、ining” and “negotiation “-page 4,案例演练总结(summary),1、总是让对方先自己降低价格。 Always price reduction by his opponent 2、讨价过程中“事不过三”原则。 Never exceed three during bargaining 3、讨价过程中不断找出不同理由。 Finding out the different reasons during bargaining 4、还价要低，出价要高。 Counteroffer with lower limitation ,as offer with higher lim
4、itation,案例演练总结(summary),5、要善于在谈判中说服对方。 To be good at persuading opponent during the negotiation 6、有时要欲擒故纵 playing hard is necessary sometimes 7、抬价压价策略的运用 Applying the strategy of high ball and low ball 8、要善于对标的挑缺点。 Critical attitude towards the objects,1. Concept of Negotiation,Relevant reading mate
5、rial 1 Introduction to Negotiation Then tell us “What is negotiation?” in your opinion? Next pls read some listed definition (定义) of “negotiation” by authorized (权威) scholars Compare the difference between your definitions and scholars,Whats about negotiation,Nierenber state:Whenever people exchange
6、 ideas with the intention of changing relationships ,whenever they confer for agreement, then they are negotiating. negotiation takes place between human beings. It is the most common form of social interaction. “ the ability to deal with business affairs;to arrange by discussion the settlement of t
7、erm ;to reach agreements through treaties and comprise, and to travel through challenging territory. All of these suggest a purposeful effort to resolve problems through talking and intellectual maneuvering.” Generally speaking: Negotiation is the process we use to satisfy our needs when someone els
8、e controls what we need,1. Concept of Negotiation,To sum up, all the definitions include the following 3 points Purpose Interactive Conferment (exchange views)商谈 So we defies “negotiation” as “an activity between two or more parties who confer together in order to reach a satisfying purpose ”,2. Mot
9、ives of Negotiation,Pursue interest-purpose The Maslows need theory/ in terms of time/in terms of main body Seek corporation-interaction Division of social work, development level, resource scarcity,geographical restraints,people always develop various reliance Strive for consensus (common understan
10、ding )-conferment,3. Fundamental Elements of Negotiation,Negotiator Those who are engaged in negotiation. On-table/off-table negotiator Negotiating topic Specific problems that should be discussed Topic should be common interest Negotiating background Objective condition of negotiation Environment/o
11、rganization/staff background,案例讨论(case discussion),例：由于国内对石油化工产品需求日益增加，其中甲苯产品广泛运用于建筑、涂料、轻工、化纤等行业；而国内的现有产能远不能满足市场的需求。中化国际公司是中国世界强中化集团的子公司，长期从事化工产品的进出口业务，该公司抓住这一市场机会，在国际市场询价采购，并最终与美孚爱克森石油公司达成合作意向；并准备进行谈判，拟从这家跨国石油公司进口一万吨甲苯。 Students: Pls discuss the subject of negotiationnegotiators backdrop.,INTRODUCT
12、ION TO NEGOTIATION,2.按谈判的态度与方法分(according to attitudes and methods) ：classification A 软式谈判(soft /easy negotiation-compromising style)：关系型/合作型谈判(collaborative negotiation)， feature 1:将对方当朋友，强调建立良好的关系，互谅互让，友好协商。 to consider opponent as friend, emphasis to build mutual good relations ,strengthen mutual
13、 understanding and Friendly consultations,INTRODUCTION TO NEGOTIATION,Feature 2:一方实力较弱或双方已是多年合作伙伴的基础；为了实现长期利益； the power of one party is inferior to anothers;or both parties had been making friends for many years; to take effort to pursue the long-term of interests operating procedure：信任对方提出建议作出让步达成
14、协议维系关系。 trustproposal concession agreement maintain relations Advantage: easy to approach agreement ,high efficiency, maintain and strengthen the bilateral relation disadvantage：一味妥协、退让给对方可乘之机。 Blindly compromise and concessions to give the opponent opportunity,INTRODUCTION TO NEGOTIATION,B 硬式谈判(har
15、d bargaining)（立场型谈判）(position style or competitive style) ： 视对方为敌人，重立场而非利益(focus on positions ,not interests)，认为谈判是意志力的较量(willpower contest)、将自己的立场强加给别人。 To consider the opponent as enemy ,pay more attention to the stand position rather than interests gain, focus to willpower test so as to impose se
16、lf position on the other.,INTRODUCTION TO NEGOTIATION,Advantage: 给对方以压力,促进协议达成much more pressure imposed on the opponent ,to promote the agreement disadvantage：容易导致僵局(deadlock)，影响长期关系，影响协议的履行(perform)。 Easy to cause deadlock and lead to failure of performing agreement and maintaining the long-term cooperation. 适用：己方实力超强，一次性合作、在无可退让的情形下、在对方玩弄阴谋时。 Suitable for super power by self;one time cooperation ,the situation of no concession and the opponent playing the
