上海有一家衣厂与日本A株式会社作了一笔生意日本A株.ppt

Chapter 3 Basic Principles for Successful Negotiation 上海有一家制衣厂与日本A株式会社作了一笔生意。日本A株式会社对该国内消费市场预测错误，当上海的货物按合同日期发到日本后已错过了营销旺季，导致了货物的大量积压。日方试图退货，双方为此而进行了一场谈判。由于日方是进货，而不是代销，按理买卖成交后所有权与风险责任都已转嫁。如果不是质量问题，中方就没有必要接受日方的退货。 中方如何做才能赢得长远利益？ Chapter 3 Basic principles of successful negotiation We are going to put forward six principles which would be abided by all participants through examining six frequently-committed mistakes by negotiators. At first, let’s review “theory of needs” and its application in negotiation, followed by the concept of “win-win mind” . 美国钢铁大王安德鲁.卡内基：谈判要满足对方逻辑上的需要，情感上的需要，满足对方想赢的需要。 Theory of needs There’s only one reason for explaining why different individuals, organizations can come together and exchanging their ideas to communicate their divergences. That is, they just want to their needs to be satisfied. Human needs are multi-leveled, endless, but with certain laws. 1. Needs Needs are the primitive motive for all human activity. Need means the state of being deprived. (1) Need of commercial benefits. (2) Individual negotiator’s various needs. Chapter 3 Basic principles of successful negotiation 2. Maslow: Theory of Needs levels Physiological needs; Needs for security; Needs for loving and being loved; Needs for being respected; Needs for self-realization. 3. Application of Theory of Needs in negotiations To make good arrangements to meet the physical needs; To try to build up a secure environment to meet the security needs; To establish a trust and harmonious atmosphere to meet the social needs; With proper language and attitudes in negotiation to meet the need for being respected To give enough time and patience to individual negotiator to speak. Chapter 3 Basic principles of successful negotiation 4. Discovering the needs （1）To gather as much information about counterpart as possible in the preparatory stage. （2）To listen carefully in the process of negotiati