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1、StrategyandTacticsofIntegrativeNegotiationEvaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.negotiate （1） vi. 谈判，协商，交涉 例句：It is not clear whether the president is willing to negotiate 还不清楚总统是否愿意洽谈。（2）vt. 谈判达成；成功越过；议价出售 例句：I negotiated t
2、he corner 我顺利通过转角。negotiator 谈判者Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.inappropriate adj. 不恰当的，不适宜的；（1）不适用的;不适合的 eg.The industry is inappropriate to the future needs 该行业不适合该地区未来的需要（2）表示程度的副词或介词词组修饰的形容词I feel the comment was i
3、nappropriate for such a serious issue. 我认为对于如此严肃的问题来说,该评论不合时宜。Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.strategyn. 策略，战略；战略学 同义词： tactics两者区别：tactics： 指战场或军事行动中如何用兵的具体战术 strategy： 指全局性的前线战略部署，也指为达到某种目的而采取的策略。词组：strategy of contr
4、ol管理策略 strategy space策略空间 strategy polygon策略多角形 Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Lmit vt. 犯罪，做错事；把托付给；保证（做某事、遵守协议或遵从安排等）；承诺，使承担义务 1. 使作出保证 释义下的同义词 pledge/promise 2.委托，托付释义下的同义词 entrust 3. 犯罪 释义下的词组 commit a crime 犯罪 commit
5、a prize boner犯了极愚蠢的错误 4.承诺 释义下的词组 commit oneself on sth 对表态 Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.solutionn. 解决；溶解；溶液；答案 1. 溶解状态;混合物 释义下的同义词 mixture 2. 答案，结果 释义下的同义词outcome/ result/ resolution finding 词组：solution analyse溶液分析
6、 solution check解答校验 Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd. integrative adj . 综合的，一体化的例句1. Chinese economy needs integrative management 中国经济发展需要综合管理。近义词：synthetical comprehensiveEvaluation only.Created with Aspose.Slides for
7、.NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.cooperative adj 合作的；协助的；共同的；n. 合作社，联合体 词组：cooperative accounting合作社会计 cooperative advertising工商业联合广告 cooperative bankn. 合作银行，储蓄贷款协会 cooperative trade合作贸易Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.C
8、opyright 2004-2011 Aspose Pty Ltd.mutual adj. 共有的；共同的；相互的；彼此的 含“共同的，相互的”之意的形容词 mutual common jointEvaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.initially adv 开始，最初 例句： Feathers initially developed from insect scales.羽毛最初由昆虫的翅瓣演化而来。E
9、valuation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.contrastn. 对比，对照；差异；vi. 对比；形成对照 vt. 使对照，使对比 同义词：comparecompare： 侧重比较两个或更多东西的异同优劣，强调相同或类似之处。 contrast： 指比较两个或更多东西之间的差异，侧重不同点。词组： compare to：把(一物)比作(另一物)。 compare with： 指把用作比较以便找出差异或好坏。by c
10、ontrast with 和某物比起来in contrast to 和某物形成对比Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.What makes integrative negotiation different?For a negotiation to be characterized as integrative , negotiators must also 对于一个想要表现为合作型的谈判，谈判者必须也1
11、.Characterize v. 表示的特性引申： 1.character n. 特性、特征；性格、品质（类似personality);人物，角色；汉字，字符 2.characteristic adj .特有的，独特的Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.Attempt to address needs and interests, not position。尽力专注于需要和利益，而不是地位。2.表示“尽力
12、”： (1).Strive v.努力，奋斗 (2).Endeavor 努力，尽力 (3).Try one utmost 尽某人的最大努力 (4). Exert all ones strength 尽某人的全力 (5).Strain to 尽力，努力，拼命3.adress n.地址，演讲，演说；谈吐，殷勤 v. 忙于，专注于；讲演；处理，在上写姓名地址Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.Commit to
13、meeting the needs of all involved parties. 决心满足所有涉及到的当事人的需要。 mit （1）v. 犯，干 词组：commit a crime 犯罪 commit a mistake 犯错 commit a foul 犯规 commit suicide 自杀 （2) v. 委托，提交； 使承担义务，使承诺；调拨，用于 句型：committo 决心做好某事 例子: the contract commits him to playing for team for the next 3 years. 合约规定以后3年他要为该队效力。5.Involve v.使
14、卷入，陷入 ；包含，涉及 定语前置：the involved story 复杂的经历 定语后置：the people involved 所涉及的人易混淆词： evolve v.发展，进化 evolution n. 进化，演化 Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd. Those requisite behaviors and perspective are the main components of the
15、 integrative process. 这些必要的行为和看法是合作型过程的主要组成部分。6.requisite rekwzt n.必需品；要素，要件 adj.需要的，必要的 引申：request v. 要求，需要 （后接虚拟语气）7.perspective pspektv n.观点，看法；前途，远景 句型：From my perspective 常用于作文中，表观点。 易混淆的：prospect n.景色；前景，前途 v.勘探，勘察 prospective adj. 预期的，未来的，可能的。ponent kmpnnt n.成分，部分 类似的：constituent n.成分，要素Evalu
16、ation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.Those with an abundance mentality do not perceive a concession of monies, 那些有丰富思想的人不会觉得是对金钱的让步。9.perceive v.察觉，感知；领悟，理解 句型：perceive sb. do / doing sth. 察觉到某人做某事 举例：I dont perceive anyone comi
17、ng towards me . perception n. 感觉，感知 引申：sensation n. 感觉，知觉 intuition n. 直觉 Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.while being able to recognize that others issues and values are just as valid. 同时会承认别人的论点和价值也是有效力合理的。10.Valid ad
18、j.有效力的，合理的。 反义词：invalid adj. 无效的，作废的；站不住脚的；伤残的，有病的 validate v.使生效，证实 validate passport 签证护照 引申：vain adj.徒劳的，无效的；自负的 n. 徒劳，白费 词组：in vain 徒劳，白费Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd. The entire system can be optimized ,rather t
19、han focusing on suboptimizing components of the system. 整个系统可达到最优化，而不是集中于系统的组成部分局部最优化。11.optimize v. 使最优化12.suboptimize v. 使局部最优化Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.IntroductionEven well-intentioned negotiators can make th
20、e following three mistakes:failing to negotiate when they shouldnegotiating when they should not negotiating when they should but choosing an inappropriate strategyEvaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.In many negotiations t
21、here does not need to be winners and losersall parties can gain.Rather than assume that negotiations are win-lose situations , negotiators can look for win-win solutionsand often they will find them.Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 As
22、pose Pty Ltd.Integrative negotiationvariously known as cooperative , collaborative , win-win ,mutual gains, or problem solvingEvaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.fixed-pie In distributive bargaining ,the goals of the parti
23、es are initially at oddsor at least appear that way to some or all of the parties. Central to such conflict is the belief that there is a limited,controlled amount of key resources to be distributedBoth parties may want to be the winner ;both may want more than half of what is availableEvaluation on
24、ly.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.behalf of the stockholders behalf of the rank and life both management and labor may believe they deserve the larger share of the companys profits.Evaluation only.Created with Aspose.Slides for .NET
25、3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.Both may want to win on the same dimension , such as the financial package or control of certain policy decisions . In these situations , their goals are mutually exclusive and lead to conflict.control of policy decisionsfinancial package
26、behalf of the stockholdersbehalf of the rank and lifeEvaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.In contrast ,the goals of parties in integrative negotiation are not mutually exclusive . If one side achieves its goals , the other
27、is not precluded from achieving its goal as well.One partys gain is not at the other partys expense .Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.The fundamental structure of an integrative negotiation situation is such that it all
28、ows both side to achieve their objectives. Although the situation may initially appear to the parties to be win-lose, discussion and mutual exploration will often suggest alternatives where both parties can gain.Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright
29、 2004-2011 Aspose Pty Ltd.the major part of this chapterA description of the efforts and tactics that negotiators use to discover these alternativesEvaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.What makes integrative negotiation dif
30、ferent?For a negotiation to be characterized as integrative , negotiators must also 对于一个想要表现为合作型的谈判，谈判者必须也Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.Focus on commonalties rather than differences关注共同点而非差异点商务上的合作关系会给双方更多的商业机会，更能促进谈
31、判双方关系的延续。搞清楚双方的真正需求，能使双方明白格子的利益所在。Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.Attempt to address needs and interests，not positions 关心需求和利益，而非立场needsinterestsEvaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.
32、2.0.0.Copyright 2004-2011 Aspose Pty Ltd.Commit to meeting the need of all involved parties 尽量满足所有各方的需求谈判双方首先要树立双赢的概念。一场谈判的结局应该使谈判的双方都有“赢”的感觉。采取什么样的谈判手段、谈判方法和谈判原则使谈判的结局对谈判各方都有利，这是商务谈判的实质追求。Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty L
33、td.Exchange information and ideas交流信息和想法交流是一种相互关系。只有当每一方满足另一方的需求时，交流才会起作用。所以进行交流就是要充分考虑你的想法、语言和表达风格，使之同时满足讲话人的意愿和听讲人的需要。 Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd. Invent options for mutual gain 为互惠出谋划策 双方调整，以达到更优的目标Evaluation o
34、nly.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.Use objective criteria for standards of performance使用客观标准作为表现的标准在谈判过程中，有时双方会就某一个利益问题争执不下，互不让步，此时，客观标准的使用在商务谈判中就起到了非常重要的作用。对于谈判中经常遇到的价格问题，当双方无法达成协议时，可以参照一些客观标准，如市场价值、替代成本、折旧、账面价值等等。此种方式在实际谈判中非常有效，可以不
35、伤和气地快速取得谈判成果。但基本原则应该是公平有效的原则、科学的原则和先例原则。 Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.Main traintsHonesty and integrity 诚实和正直Abundance mentality 富有智慧Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Cop
36、yright 2004-2011 Aspose Pty Ltd.maturity 成熟Systems orientation 系统方向Superior listening skills 高级的听力技巧Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.谢谢观赏WPS OfficeMakePresentationmuchmorefunWPS官方微博kingsoftwpsEvaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.
