国际商务谈判 课件 双语CHAPTER 6.ppt
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1、CHAPTER 6Developing a Negotiating Style Your Subtitle Goes HereMOTIVATION-APPROACH-EMOTIONBasic motivations influence behavior in negotiations.Approach(interests-based,rights-based or legalistic,or power-based)affects negotiation.Emotions(or lack thereof)are also type of bargaining style.Most people
2、 have a dominant or instinctive style.(Sidebar 61)Figure 6-1:Subset of Social ValuesFigure 6-1:Subset of Social ValuesIndividualismMasochismOwn OutcomeOthers Outcome54321-1-2-3-4-512345-5-4-3-2-1MartyrdomCooperationSadomasochismCompetitionAltruismAggressionAssessing Your Motivational Style Individua
3、listic negotiatorCompetitive negotiatorCooperative negotiator Table 6-1:Motivational StylesTable 6-1:Motivational StylesObjectiveView of othersSituational factors that trigger this MOIndividualisticCompetitiveCooperativeMotivational Style Self-interest Self-interested Group competition When organiza
4、tions make interpersonal comparisons salient Victory Joint welfare Competitive Heterogeneous:Some cooperators,some competitive;some individualistic Incentives to maximize own gain Social identity;superordinate goalsTools for overly cooperative negotiatorTools for overly cooperative negotiator Avoid
5、concentrating too much on your bottom lineDevelop your BATNAGet an agent and delegate the negotiation taskBargain on behalf of someone or something else,not yourselfCreate an audienceSay“youll have to do better than that,because”,not“yes”Insist on commitments,not just agreementsTools for overly comp
6、etitive negotiatorTools for overly competitive negotiator Think about pie expansion,not just pie-slicingAsk more questions than you think you shouldRely on standardsHire a relationship managerBe scrupulously reliableDont haggle when you can negotiateAlways acknowledge the other party and protect his
7、/her self-esteemStrategic Issues Concerning Strategic Issues Concerning Motivational StyleMotivational StyleThe myth of the hard bargainerDo not lose sight of your own interestsSocial comparison can cause breakdowns in negotiationUse the principle of reinforcement to shape behaviorRecognize the powe
8、r of reciprocityAnticipate motivation clashes at the bargaining tableAnticipate convergenceAssessing your approach Interests Rights Power Table Table 6 6-2:Approaches to Negotiation-2:Approaches to NegotiationGoalInterestsRightsPowerApproach Self-interest Dispute resolution Understanding others conc
9、erns Fairness Justice Winning RespectTemporal focusDistributive strategies(pie slicing)Integrative strategies(pie expansion)Implications for future negotiations and relationship Present(what needs and interests do we have right now?)Past(what has been dictated by the past?)Future(what steps can I ta
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