《国际商务谈判》罗伊列维奇原版课件,第一章PPT.ppt
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1、国际商务谈判罗伊列维奇。原版课件,第一章PPTMcGraw-Hill/Irwin 2004 The McGraw-Hill Companies,Inc.,All Rights Reserved.The Titles 1.A Few Words about Our Style&Approach.2.Joe and Sue Carter.3.Characteristics of a Negotiation Situation.4.Interdependence.5.Mutual Adjustment.6.Value Claiming and Value Creation.7.Conflict.8.
2、Effective Conflict Management.9.Overview of the whole book&Chapter Summary.McGraw-Hill/Irwin 2004 The McGraw-Hill Companies,Inc.,All Rights Reserved.McGraw-Hill/Irwin 2004 The McGraw-Hill Companies,Inc.,All Rights Reserved.McGraw-Hill/Irwin 2004 The McGraw-Hill Companies,Inc.,All Rights Reserved.McG
3、raw-Hill/Irwin 2004 The McGraw-Hill Companies,Inc.,All Rights Reserved.4.InterdependenceWhen the parties depend on each other to achieve their own preferred outcome they are interdependent.Most relationships between parties may be characterized in one of three ways:independent,dependent,or interdepe
4、ndent.Note that having interdependent goals do not mean that everyone wants or needs exactly the same thingTypes of interdependence affect outcomes.Alternatives shape interdependence.McGraw-Hill/Irwin 2004 The McGraw-Hill Companies,Inc.,All Rights Reserved.5.Mutual AdjustmentMutual adjustment and co
5、ncession making.When one party agrees to make a change in his or her position,a concession has been made.Concessions restrict the range of options,with which a solution or agreement will be reached;when a party makes a concession,the bargaining range is further constrained.Two dilemmas in mutual adj
6、ustment.First,the dilemma of honesty,concerns how much of the truth to tell?Second,the dilemma of trust,how much should the negotiators believe what the other party tells them?McGraw-Hill/Irwin 2004 The McGraw-Hill Companies,Inc.,All Rights Reserved.6.Value Claiming and Value Creation -1Identify two
7、 types of interdependent situations zero-sum and non-zero-sum.The structure of interdependence shapes the strategies and tactics that negotiators employ.In distributive situations negotiators are motivated to win the competition and beat the other party to gain the largest piece of the fixed resourc
8、e that they can.In integrative situations the negotiators should employ win-win strategies and tactics.McGraw-Hill/Irwin 2004 The McGraw-Hill Companies,Inc.,All Rights Reserved.Unfortunately,most actual negotiations are combination of claiming and creating value processes.The implications for this a
9、re significant:(1)Negotiators must be able to recognize situations that require more of one approach than the other.(2)Negotiators must be versatile in their comfort and use of both major strategic approaches.(3)Negotiator perceptions of situations tend to be biased toward seeing problems as more di
10、stributive/competitive than they really are.6.Value Claiming and Value Creation -2McGraw-Hill/Irwin 2004 The McGraw-Hill Companies,Inc.,All Rights Reserved.Value may be created in numerous ways,and the heart of process lies in exploiting the differences that exist between the negotiators.The key dif
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