谈判与冲突管理 (2)

NEGOTIATIONANDCONFLICTRESOLUTION谈判与冲突的解决谈判与冲突的解决NEGOTIATIONANDCONFLICTRESOLUTION谈判与冲突的解决谈判与冲突的解决NegotiationskillsarecriticaltosuccessintodaysNegotiationskillsarecriticaltosuccessintodaysglobalizedglobalizedworkworkenvironment.Theories,strategies,andethicsunderlyingnegotiationenvironment.Theories,strategies,andethicsunderlyingnegotiationandpersuasionincontemporaryorganizationsandsocieties.andpersuasionincontemporaryorganizationsandsocieties.EmphasizestheknowledgeandskillneededforeffectivenegotiationEmphasizestheknowledgeandskillneededforeffectivenegotiationandpersuasion.Alsocoverstheoriesandpracticesofconflictandpersuasion.Alsocoverstheoriesandpracticesofconflictresolutioninorganizations,strategiesforanalyzingandresolutioninorganizations,strategiesforanalyzingandaddressingconflicts,andskillsfordiagnosingandinterveninginaddressingconflicts,andskillsfordiagnosingandinterveninginconflictsituations.conflictsituations.谈判技巧是当今全球工作环境成功的关键。在临时组织和社区中，理论，谈判技巧是当今全球工作环境成功的关键。在临时组织和社区中，理论，战略和伦理是谈判和说服力的基础。为了有效地谈判和说服，强调知识和战略和伦理是谈判和说服力的基础。为了有效地谈判和说服，强调知识和技能也涵盖和组织解决冲突的理论与实践，分析与论述冲突的战略，以及技能也涵盖和组织解决冲突的理论与实践，分析与论述冲突的战略，以及在冲突环境下诊断和介入的技巧。在冲突环境下诊断和介入的技巧。NEGOTIATIONANDCONFLICTRESOLUTION谈判与冲突的解决谈判与冲突的解决n nNegotiationFundamentalsPartINegotiationFundamentalsPartI谈判基础第谈判基础第I I部分部分n nNegotiationNegotiationSubprocessesSubprocessesPartIIPartII谈判阶段第谈判阶段第I I I I部分部分n nNegotiationContextsPartIIINegotiationContextsPartIII谈判过程第谈判过程第IIIIII部分部分n nNegotiationRemediesPartIVNegotiationRemediesPartIV谈判补救第谈判补救第IVIV部分部分“NEGOTIATION”ASANEXECUTIVETOOL“谈判谈判”是一种执行工具是一种执行工具4 4NegotiationFundamentals谈判基础谈判基础PartI第第I部分部分Chapter1Chapter1第第1 1章章TheNatureofNegotiationTheNatureofNegotiation谈判的性质谈判的性质WhenisNegotiationNeeded?什么时候需要谈判？什么时候需要谈判？n nSituationwheretwoormorepartiesmustmakeadecisionaboutSituationwheretwoormorepartiesmustmakeadecisionabouttheirinterdependentgoalsandobjectives.theirinterdependentgoalsandobjectives.双方或多方对相互依赖的目标和目的作出决策的情景双方或多方对相互依赖的目标和目的作出决策的情景n n Thepartiesarecommittedtopeacefulmeansforresolvingtheirdispute.Thepartiesarecommittedtopeacefulmeansforresolvingtheirdispute.双方承诺以和平的方法解决他们的分歧双方承诺以和平的方法解决他们的分歧n n ThereisnoclearorestablishedmethodorprocedureformakingtheThereisnoclearorestablishedmethodorprocedureformakingthedecision.decision.对于决策没有明确的或现成的方法或程序对于决策没有明确的或现成的方法或程序Whenis“Negotiation”Or“Bargaining”Used?什么时候使用什么时候使用“谈判谈判”或或“讨价还价讨价还价”？n nWhatisBargaining?WhatisBargaining?什么是讨价还价？什么是讨价还价？“Haggle”overpriceHaggle”overprice对价格争论不休对价格争论不休n nWhatisNegotiation?WhatisNegotiation?什么是谈判？什么是谈判？More“formal”processthatoccurswhenpartiesaretryingtofindMore“formal”processthatoccurswhenpartiesaretryingtofindamutuallyacceptablesolutiontoacomplexconflict.amutuallyacceptablesolutiontoacomplexconflict.双方对复杂的冲突试图寻找共同的可接受的解决方法时所双方对复杂的冲突试图寻找共同的可接受的解决方法时所采取的更采取的更“正规正规”的方式的方式Characteristicsofa“Negotiation”Or“Bargaining”Situation“谈判谈判”或或“讨价还价讨价还价”的特征的特征n nInterpersonalorInterpersonalorIntergroupIntergroupprocessprocess人际或群组之间的过程人际或群组之间的过程n nConflictofInterestbetweentwoormorepartiesConflictofInterestbetweentwoormoreparties双方或多方利益的冲突双方或多方利益的冲突n nPartiesnegotiatebecausetheythinktheycanusesomeformofinfluencetogetaPartiesnegotiatebecausetheythinktheycanusesomeformofinfluencetogetabetterdealthanbysimplytakingwhattheothersideoffersbetterdealthanbysimplytakingwhattheothersideoffers 双方谈判因为他们认为他们利用一些形式的影响比另一方给予能够达成更双方谈判因为他们认为他们利用一些形式的影响比另一方给予能够达成更好的交易好的交易n nPartiesprefertosearchforagreementratherthan“fight”Partiesprefertosearchforagreementratherthan“fight”各方愿意达成协议而不是各方愿意达成协议而不是“争斗争斗”n nWhenwenegotiate,WEEXPECTGIVEANDTAKE!Whenwenegotiate,WEEXPECTGIVEANDTAKE!谈判时，谈判时，我们期望给予和得到！我们期望给予和得到！我们期望给予和得到！我们期望给予和得到！n nTangibles(price)v.Intangibles(Needtolook“good”,desireto“book”moreTangibles(price)v.Intangibles(Needtolook“good”,desireto“book”morebusiness,save“face”,settingprecedentforfuture,etc.)business,save“face”,settingprecedentforfuture,etc.)有形的（价格）与无形的（需要看得好些，期望有形的（价格）与无形的（需要看得好些，期望“记录记录”更多商务活动，更多商务活动，不丢不丢“面子面子”，为未来创先例。等），为未来创先例。等）NEGOTIATIONANDCONFLICTRESOLUTION谈判与冲突的解决谈判与冲突的解决n nInterdependenceInterdependence相互依赖相互依赖n nMutualAdjustmentMutualAdjustment共同调整共同调整n nConflictConflict冲突冲突n nDivergentNeeds,Ideas,Interests,orPersonsDivergentNeeds,Ideas,Interests,orPersons 不同的需要，意愿，利益或人不同的需要，意愿，利益或人n nWorkingtowardsamegoalWorkingtowardsamegoal 为了共同的目标工作为了共同的目标工作LEVELSOFCONFLICT冲突的层次冲突的层次n nInterpersonalInterpersonal个人内部个人内部n nIntragroupIntragroup组织内部组织内部n nIntergroupIntergroup组织之间组织之间DESTRUCTIVENATURE/IMAGEOFCONFLICT?冲突的破坏性本质冲突的破坏性本质/形象形象n nCompetitiveProcessesCompetitiveProcesses竞争过程竞争过程n nMisperceptionandBiasMisperceptionandBias误解和偏见误解和偏见n nEmotionalityEmotionality激动激动n nDecreasedCommunicationDecreasedCommunication减少沟通减少沟通n nBlurredIssuesBlurredIssues污损问题污损问题n nRigidCommitmentsRigidCommitments刻板的承诺刻板的承诺n nMagnifiedDifferencesMagnifiedDifferences夸大差异夸大差异n nEscalationoftheConflictEscalationoftheConflict冲突升级冲突升级BENEFITSOFCONFLICT冲突的好处冲突的好处n nCreatesorganizationalawarenessandthusabletocopeCreatesorganizationalawarenessandthusabletocope 使组织能够意识到，并能够妥善处理使组织能够意识到，并能够妥善处理n nConflict“promises”change!Conflict“promises”change!冲突冲突“许诺许诺”变革变革n nMakespeoplestronger-knowtheywillsurvivetheconflict!Makespeoplestronger-knowtheywillsurvivetheconflict!n n使人们清楚地知道他们处于冲突之中使人们清楚地知道他们处于冲突之中n nHeightensmoraleHeightensmorale加强伦理道德加强伦理道德n nWhatareyouwillingto“fightfor”Whatareyouwillingto“fightfor”你想为什么而你想为什么而“斗争斗争”n nEnhancespersonaldevelopmentEnhancespersonaldevelopment强调个人发展强调个人发展n nStimulatingand“fun”Stimulatingand“fun”刺激与刺激与“愉悦愉悦”CONFLICT冲突冲突DifficulttoResolvev.EasytoResolveDifficulttoResolvev.EasytoResolve不容易解决与容易解决不容易解决与容易解决DualConcernsModelDualConcernsModel双重影响模式双重影响模式STRATEGYOFCONFLICTMANAGEMENT冲突管理战略冲突管理战略n nContending(CompetingorDominating)Contending(CompetingorDominating)斗争（竞争或控制）斗争（竞争或控制）n nYielding(AccommodatingorObliging)Yielding(AccommodatingorObliging)屈从（调停或履行）屈从（调停或履行）n nInaction(Avoidance)Inaction(Avoidance)迟钝（回避）迟钝（回避）n nProblemSolving(CollaboratingorIntegrating)ProblemSolving(CollaboratingorIntegrating)解决问题（合作或整合）解决问题（合作或整合）n nCompromisingCompromising许诺许诺STRATEGYOFCONFLICTMANAGEMENT冲突管理的战略冲突管理的战略n nThirdPartyInterventionThirdPartyIntervention第三方干涉第三方干涉n n“Boss”Boss”老板老板n n“Mediator”Mediator”中介中介n n“ConflictManagementSystem”ConflictManagementSystem”冲突管理系冲突管理系统统NegotiationFundamentals谈判基础谈判基础PartI第第I部分部分Chapter2Chapter2第第2 2章章Negotiation:Negotiation:谈判谈判Framing,Strategizing,andPlanningFraming,Strategizing,andPlanning框架，战略与规划框架，战略与规划FramingtheProblem-TheProcessof DefiningWhatsImportant问题结构问题结构-确定重点的过程确定重点的过程n nWhyFramesAreCriticaltoUnderstandingStrategyWhyFramesAreCriticaltoUnderstandingStrategy为什么结构是理解战略的关键为什么结构是理解战略的关键n n MajorApproachestoUnderstandingFrames-MajorApproachestoUnderstandingFrames-理解结构的主要方法理解结构的主要方法n nFramesAsaSetofRulesFramesAsaSetofRules 结构是一系列规则结构是一系列规则n nFramesAsCategoriesofExperienceFramesAsCategoriesofExperience 结构作为经验的分类结构作为经验的分类ChineseNegotiationFrames中国人谈判的框架中国人谈判的框架Box2.2Box2.2表表表表2.22.2FiveConceptsofChineseCultureFiveConceptsofChineseCulture 中国文化的五种理念中国文化的五种理念n nSocialLinkageSocialLinkage社会联系社会联系n nHarmonyHarmony融洽融洽n nRolesRoles作用作用n nReciprocalobligationsReciprocalobligations相互的义务相互的义务n nFaceFace脸面脸面Goals-TheObjectivesThatDriveaNegotiationStrategy目标目标-驱动谈判战略的目驱动谈判战略的目的的n nSimultaneousDevelopmentofGoalsandFramesSimultaneousDevelopmentofGoalsandFrames同时开发目标与结构同时开发目标与结构n n DirectEffectsofGoalsonChoiceofStrategy-DirectEffectsofGoalsonChoiceofStrategy-在战略选择上目标的直接影响在战略选择上目标的直接影响n nWishesarenotgoalsWishesarenotgoals希望不是目标希望不是目标n nOurgoalsareoftenlinkedtoothersgoalsOurgoalsareoftenlinkedtoothersgoalsn n我们的目标经常与其他目标相连接我们的目标经常与其他目标相连接n nTherearelimits/boundariestowhatgoalscanbeTherearelimits/boundariestowhatgoalscanben n目标有限目标有限/无限无限n nEffectivegoalsmustbespecificEffectivegoalsmustbespecific必须有特定的有效目标必须有特定的有效目标Strategy-TheOverallPlanToAchieveOnesGoals战略战略-实现一个目标的总实现一个目标的总体规划体规划n nStrategy,Tactics,orPlanningStrategy,Tactics,orPlanning战略，战术，或规划战略，战术，或规划n n StrategicOptions-VehiclesforAchievingGoalsFigure2.2StrategicOptions-VehiclesforAchievingGoalsFigure2.2 战略选项战略选项-实现目标的媒介实现目标的媒介 n nAlternativeSituationalStrategiesAlternativeSituationalStrategies情景战略的备选方案情景战略的备选方案n nAvoidance:TheAvoidance:TheNonengagementNonengagementStrategyStrategy 回避：非进入战略回避：非进入战略n nActive-EngagementStrategies:Competition,Active-EngagementStrategies:Competition,Collaboration,andAccommodationCollaboration,andAccommodation主动主动-进入战略：竞争，合作和和解进入战略：竞争，合作和和解Strategy-TheOverallPlanToAchieveOnesGoals战略战略-实现一个目标的总实现一个目标的总体规划体规划Table2.2Table2.2n nCompetitive(DistributiveBargaining)Competitive(DistributiveBargaining)竞争（分散性讨价还价）竞争（分散性讨价还价）n nCollaboration(IntegrativeNegotiation)Collaboration(IntegrativeNegotiation)合作（整合谈判）合作（整合谈判）n nAccommodativeNegotiationAccommodativeNegotiation 和解谈判和解谈判UnderstandingTheFlowOfNegotiations:Stages&Phases了解谈判的流程：层次与阶段了解谈判的流程：层次与阶段n nPhaseModelsofNegotiationPhaseModelsofNegotiation谈判的阶段模式谈判的阶段模式n nHowtheinteractionchangesovertimeHowtheinteractionchangesovertime如何随时影响变化如何随时影响变化n nHowtheinteractionstructures,overtime,relatetoinputsandHowtheinteractionstructures,overtime,relatetoinputsandoutcomesoutcomes如何随时影响结构，相关的投入与产出如何随时影响结构，相关的投入与产出n nHowthetactics/interventionsaffectthenegotiationsHowthetactics/interventionsaffectthenegotiations 战术战术/干涉如何影响谈判干涉如何影响谈判GettingReadytoImplementtheStrategy:ThePlanningProcess-1准备实施战略：计划过程准备实施战略：计划过程-1n nTheNeedforPlanning-Doyour“homework”!TheNeedforPlanning-Doyour“homework”!计划的需要计划的需要-做做“家庭作业家庭作业”！n n DefiningtheIssuesDefiningtheIssues确定问题确定问题n nAssemblingIssues&DefiningtheBargainingMixAssemblingIssues&DefiningtheBargainingMix 集中问题并确定讨价还价组合集中问题并确定讨价还价组合n nDefiningyourInterests-Whydowe“want”it?DefiningyourInterests-Whydowe“want”it?确定利益确定利益-我们为什么我们为什么“要要”它它n nConsultingwithOthersConsultingwithOthers有其他人咨询有其他人咨询n nConstituenciesConstituencies选区选区n nOthersideOtherside其他方面其他方面GettingReadytoImplementtheStrategy:ThePlanningProcess-2准备实施战略：计划过程准备实施战略：计划过程-2n nTheNeedforPlanning-Doyour“homework”TheNeedforPlanning-Doyour“homework”计划的需要计划的需要-做做“家庭作业家庭作业”n n AssessingtheOthersPrioritiesAssessingtheOthersPriorities评估其他优先选项评估其他优先选项n nKnowingyourLimitsKnowingyourLimits了解你的限度了解你的限度n nSettingTargetsSettingTargets设定目标设定目标n nWheretostart-Optimistic,Realistic,orPessimisticWheretostart-Optimistic,Realistic,orPessimistic 从哪里开始从哪里开始-乐观，实际或悲观乐观，实际或悲观n nAnticipationof“Packaging”amongIssues/ObjectivesAnticipationof“Packaging”amongIssues/Objectives 对问题对问题/目标目标“整体整体”的预期的预期n nUnderstandingofTrade-Offsand“Throwaways”UnderstandingofTrade-Offsand“Throwaways”了解补偿和了解补偿和“放弃放弃”GettingReadytoImplementtheStrategy:ThePlanningProcess-3准备实施战略：计划过程准备实施战略：计划过程-3n nTheNeedforPlanning-Doyour“homework”!TheNeedforPlanning-Doyour“homework”!计划的需要计划的需要-做做“家庭作业家庭作业”！n n DevelopingSupportingArgument-ResearchDevelopingSupportingArgument-Research-Box2.4Box2.4支持论据支持论据-调研调研n nAnalyzingtheOtherParty-Box2.5AnalyzingtheOtherParty-Box2.5分析对方分析对方 n nResources,Interests,NeedsResources,Interests,Needs资源，利益，需求资源，利益，需求n nObjectivesObjectives目标目标n nReputation&StyleReputation&Style信誉与风格信誉与风格n nOtherPartysAlternativesOtherPartysAlternatives对方备选方案对方备选方案n nOtherPartysAuthorityOtherPartysAuthority对方授权对方授权n nOtherPartysStrategy&TacticsOtherPartysStrategy&Tactics对方的战略与战术对方的战略与战术NegotiationFundamentals谈判基础谈判基础PartI第第1部分部分Chapter3Chapter3第第3 3章章StrategyandTacticsofDistributiveStrategyandTacticsofDistributiveBargainingBargaining分散性讨价还价的战略与战术分散性讨价还价的战略与战术TheDistributiveBargainingSituation分散性讨价还价的情景分散性讨价还价的情景n nTheRoleofAlternativestoaNegotiatedTheRoleofAlternativestoaNegotiatedAgreementAgreement 谈判协议备选方案的作用谈判协议备选方案的作用n nSettlementPointSettlementPoint解决点解决点n nBargainingMixBargainingMix讨价还价组合讨价还价组合FundamentalStrategies基础战略基础战略DiscoveringtheOtherPartysResistancePointTHEBUYERSACTIONS发现对方抵制点发现对方抵制点-买方的行为买方的行为n nMakingextremeofferstofind“resistancepoint?”Makingextremeofferstofind“resistancepoint?”做最大报价寻找做最大报价寻找“抵制点抵制点”n nProvidesBuyerthelargestpartofsettlementrangeProvidesBuyerthelargestpartofsettlementrange提供买方最大部分的设定范围提供买方最大部分的设定范围n nInfluencethe“value,”theitemis“overpriced?”Influencethe“value,”theitemis“overpriced?”影响影响“价值价值”，“价格过高价格过高”吗吗n nMaylowerresistanceandthusenlargesbargainingrangeMaylowerresistanceandthusenlargesbargainingrange 降低抵制点以增大讨价还价范围降低抵制点以增大讨价还价范围n nEachpointistoofarapart,“Selleracceptlowerprice?”Eachpointistoofarapart,“Selleracceptlowerprice?”每一点差距很大，每一点差距很大，“卖主接受较低的价格吗？卖主接受较低的价格吗？”n nWithout“overlappingsettlementrange,”oneofthepartiesneedsto“move”Without“overlappingsettlementrange,”oneofthepartiesneedsto“move”n n没有达到没有达到“预期设定范围预期设定范围”，一方需，一方需“让步让步”n n“Thissettlement”isthebestthatispossible!Thissettlement”isthebestthatispossible!“这一设定是最可行的！这一设定是最可行的！”FundamentalStrategies基础战略基础战略InfluencingtheOtherPartysResistancePoint影响对方抵制点影响对方抵制点n nImpactofestimate/perceptionofcostofdelayorabortingnegotiationsImpactofestimate/perceptionofcostofdelayorabortingnegotiations 延迟或结束谈判的成本对估计延迟或结束谈判的成本对估计/感觉的影响感觉的影响n nWhoneedssettlementquick?Whoneedssettlementquick?谁需要快速达成结果谁需要快速达成结果n nSatisfactoryalternativesavailabletoBuyerand/orSeller?SatisfactoryalternativesavailabletoBuyerand/orSeller?对买主和对买主和/或卖主满意的备选方案或卖主满意的备选方案n nPointvariesdirectlywithvalueotherpartyattachestooutcomePointvariesdirectlywithvalueotherpartyattachestooutcome 抵制点直接与对方希望达到目标的结果的不同而变化抵制点直接与对方希望达到目标的结果的不同而变化n nPointismoremodestasvalueofoutcomeisreducedPointismoremodestasvalueofoutcomeisreduced作为产出的价值降低，抵制点更实际作为产出的价值降低，抵制点更实际n nOtherpartyspointvariesinverselywiththeperceivedvalueyouhave/attachtotheOtherpartyspointvariesinverselywiththeperceivedvalueyouhave/attachtotheoutcomeoutcome 对方抵制点随着你所希望达到目标的结果的不同而变化对方抵制点随着你所希望达到目标的结果的不同而变化n nLowerexpectationsandotherpartymovestomoremodestlevelLowerexpectationsandotherpartymovestomoremodestlevel 期望值越低，对方就越靠近实际的水平期望值越低，对方就越靠近实际的水平TacticalTasks战术任务战术任务n nAssessOutcomeValues&CostsofTerminationAssessOutcomeValues&CostsofTermination 评估产出价值与终止成本评估产出价值与终止成本n nIndirect/DirectAssessmentIndirect/DirectAssessment间接间接/直接评估直接评估n nForexample,howdoyouascertainrent/priceforRealEstate?Forexample,howdoyouascertainrent/priceforRealEstate?举例，你如何确定租赁举例，你如何确定租赁/价格的实际评估？价格的实际评估？Laborrates/negotiations?Auto/Commercialprices?-Comparables?Laborrates/negotiations?Auto/Commercialprices?-Comparables?劳动率劳动率/谈判？汽车谈判？汽车/产品价格？产品价格？-可比吗？可比吗？n nNeedtoobtaininformation,Needtoobtaininformation,e.g.internete.g.internet,library,andtelephone,library,andtelephone ifunableifunabletoobtainfromtheotherpartytoobtainfromtheotherparty 需要获得信息，如：如果不能从其他方面获得就使用因特网，图书馆，和电需要获得信息，如：如果不能从其他方面获得就使用因特网，图书馆，和电话。话。n nForexample,inIntlnegotiationsonemaycultivatesourcesofinfo,messagesareForexample,inIntlnegotiationsonemaycultivatesourcesofinfo,messagesare“intercepted”,codesarebroken,etc.“intercepted”,codesarebroken,etc.举例，在国际谈判中，一方会寻找信息来源，信息可举例，在国际谈判中，一方会寻找信息来源，信息可“截取截取”，密码破译，密码破译TacticalTasks战术任务战术任务n nManageOtherPartysImpressionsManageOtherPartysImpressions控制对方印象控制对方印象n nScreeningActivities-ScreeningActivities-筛选活动筛选活动n nSay/dolittle-“SilenceisGolden”Say/dolittle-“SilenceisGolden”少说少说/做做-“沉默是金沉默是金”n nStonewallingStonewalling拖延拖延n nCluesofdisappointment/boredomorprobingcouldindicateCluesofdisappointment/boredomorprobingcouldindicateinterestinterest 失望失望/厌烦的暗示或探察能够显示兴趣厌烦的暗示或探察能够显示兴趣n nMerelyMerelyfactfindingfactfinding?仅仅是查找事实吗？仅仅是查找事实吗？TacticalTasks战术任务战术任务n nManageOtherPartysImpressionsManageOtherPartysImpressions控制对方印象控制对方印象n nDirectActiontoAlterImpressionsDirectActiontoAlterImpressions直接活动以改变印象直接活动以改变印象n nLogicalargumentsLogicalarguments逻辑论据逻辑论据n n“Ifyouwereinmyshoes,hereisthewaythesefactswouldIfyouwereinmyshoes,hereisthewaythesefactswouldlookinlightoftheproposalyoupresented.”lookinlightoftheproposalyoupresented.”“如果我是你的话，这是你所展示的建议如果我是你的话，这是你所展示的建议”n nSelectivepresentations,i.e.revealfactsonlynecessarytoSelectivepresentations,i.e.revealfactsonlynecessarytosupportyourviewsupportyourview 有选择性的展示，如：仅在有必要支持你的观点时展示事实有选择性的展示，如：仅在有必要支持你的观点时展示事实n nDisplayemotionalreactionsDisplayemotionalreactions显示情感反应显示情感反应TacticalTasks战术任务战术任务n nModifyOtherPartysPerceptionsModifyOtherPartysPerceptions改变对方感觉改变对方感觉n nMakedemandsmoreattractivetoother,i.e.explaintheimportofMakedemandsmoreattractivetoother,i.e.explaintheimportoftheirpositioninlogicalterms.theirpositioninlogicalterms.n n给对方提出更有吸引力的要求，如：逻辑性地解释他们立场给对方提出更有吸引力的要求，如：逻辑性地解释他们立场的重要性的重要性n nManipulatetheActualCostsofDelay/TerminationManipulatetheActualCostsofDelay/Termination 控制延迟控制延迟/终止的实际成本终止的实际成本n nDisruptiveAction-IncreasedCostDisruptiveAction-IncreasedCost破坏活动破坏活动-增加成本增加成本n nAlliancewithOutsidersAlliancewithOutsiders与外界联盟与外界联盟n nScheduleManipulationScheduleManipulation控制安排控制安排PositionsTakenDuringNegotiation谈判过程中所采用的地位谈判过程中所采用的地位n nOpeningOfferOpeningOffer开放报价开放报价n nWhatshoulditbe?Toohigh?TooLow?Whatshoulditbe?Toohigh?TooLow?应是什么样的报价？太高？太低？应是什么样的报价？太高？太低？n nThe“Dance”The“Dance”“跳舞跳舞”n nExtreme?Getshighersettlements?Extreme?Getshighersettlements?极限？得到较高的解决方法？极限？得到较高的解决方法？n nAdvantages:Givesroomformovement,sendsmessageAdvantages:Givesroomformovement,sendsmessage 优势：有移动的空间，传递信息优势：有移动的空间，传递信息n nDisadvantages:Rejected,conveys“attitude”oftoughnessDisadvantages:Rejected,conveys“attitude”oftoughness 劣势：拒绝，转变成粗暴的劣势：拒绝，转变成粗暴的“态度态度”n nMayneedalternativesifextreme!Mayneedalternativesifextreme!如果是极限，需备选方如果是极限，需备选方案案PositionsTakenDuringNegotiation谈判过程中所采用的地位谈判过程中所采用的地位n nOpeningStance/AttitudeOpeningStance/Attitude开放姿态开放姿态/态度态度n nCooperative?Cooperative?合作？合作？n nFightforeverything?Fightforeverything?为任何事都争斗？为任何事都争斗？n nModerate,makeconcessionsModerate,makeconcessions有节制，作出让步有节制，作出让步n n“Letsbereasonable”Letsbereasonable”“让其合理让其合理”n n“Titfortat”Titfortat”“针锋相对针锋相对”n nOtherpartymaymirroryourstance/attitudeOtherpartymaymirroryourstance/attitude 对方会以你的姿态对方会以你的姿态/态度为鉴态度为鉴PositionsTakenDuringNegotiation谈判过程中所采用的地位谈判过程中所采用的地位n nInitialConcessionsInitialConcessions初始让步初始让步n nInitialofferandcounterofferdefinethebargainingrangeInitialofferandcounterofferdefinethebargainingrange 初始报价和反报价确定了讨价还价的范围初始报价和反报价确定了讨价还价的范围n nIfunacceptable,askforanotherofferIfunacceptable,askforanotheroffer 如果不接受，寻求另外的报价如果不接受，寻求另外的报价n nUsedforcommunicationsUsedforcommunications用于沟通用于沟通 Whatmovement/concessionismade?Whatmovement/concessionismade?做了什么变化做了什么变化/让步让步n nForexample,firm/smallpositionreflectsthatone“wantsForexample,firm/smallpositionreflectsthatone“wantsmostofthebargainingrange”mostofthebargainingrange”举例，强硬的举例，强硬的/小的地位显示出一方小的地位显示出一方“希望范围的大部分希望范围的大部分”PositionsTakenDuringNegotiation谈判过程中所采用的地位谈判过程中所采用的地位n nRoleofConcessionsRoleofConcessions让步的作用让步的作用n nPeopleexpectthedance!Peopleexpectthedance!人们希望跳舞！人们希望跳舞！n nHowlarge?Howlarge?多大的让步？多大的让步？n nCooperativev.CombativeCooperativev.Combative合作与争斗合作与争斗n nFairnessreturnsfairness?Fairnessreturnsfairness?公平合理吗？公平合理吗？n nFirmness“shortens”thenegotiations?Firmness“shortens”thenegotiations?强硬强硬“缩短缩短”谈判？谈判？n nFlexibilityandlearnfromtheexchange?Flexibilityandlearnfromtheexchange?灵活以及从交换中吸取教训吗？灵活以及从交换中吸取教训吗？PositionsTakenDuringNegotiation谈判过程中所采用的地位谈判过程中所采用的地位n nPatternofConcessionMakingPatternofConcessionMaking作出让步的模式作出让步的模式n n“IfyougiveA,IllgiveB”IfyougiveA,IllgiveB”“如果你给我如果你给我A A，我将给你，我将给你B B”n n“Notakeitorleaveit”usuallyresented“Notakeitorleaveit”usuallyresented“没有取舍没有取舍”-通常不满通常不满n nProgressionshowspeoplefeelbetterProgressionshowspeoplefeelbetter进步显示人们感觉良好进步显示人们感觉良好n nOpeninggoestoshowwhereyouwillendup!Openinggoestoshowwhereyouwillendup!开放说明你将如何结束开放说明你将如何结束n nMajorconcessioncallsforreturnoffer/similarweight&Majorconcessioncallsforreturnoffer/similarweight&somewhatcomparablemagnitudesomewhatcomparablemagnitude 主要让步需要报价的回应主要让步需要报价的回应/类似的权重和可比的量类似的权重和可比的量PositionsTakenDuringNegotiation谈判过程中所采用的地位谈判过程中所采用的地位n nFinalOfferFinalOffer最终报价最终报价n nSendamessageSendamessage传输信息传输信息n n“ThisisallIcando”ThisisallIcando”“这是我所能够做的这是我所能够做的”n n“ThisisasfarasIcango”ThisisasfarasIcango”“这是尽我所能这是尽我所能”n nMakeitsubstantialconcessionMakeitsubstantialconcession作出实际的让步作出实际的让步n n“IwenttothebossandgotaspecialdealjustIwenttothebossandgotaspecialdealjustforforyou”you”“我去找我老板为你所得到的特殊交易我去找我老板为你所得到的特殊交易”Commitment承诺承诺n nTacticalConsiderationinUsingCommitmentsTacticalConsiderationinUsingCommitments 战术考虑使用承诺战术考虑使用承诺n n“Pledgeregardingthefuturecourseofaction”Pledgeregardingthefuturecourseofaction”“对未来行动的保证对未来行动的保证”n nEstablishingaCommitmentEstablishingaCommitment建立一个承诺建立一个承诺n nMusthavefinality,specificityand