国际商务谈判 课件 双语CHAPTER 4.pptVIP

CHAPTER 4Win-Win Negotiation: Expanding the Pie Faulty Perceptions of Win-Win Negotiation A. Most people think win-win negotiation means one or more of the following: 1. Compromise 2. Even split 3. Feeling good 4. Building a relationship B. Win-win really means that all creative opportunities are exploited and no resources are left on the table (integrative negotiation) What Make Integrative Negotiation Different? Focus on commonalties rather than differences Attempt to address needs and interests, not positions Commit to meeting the needs of all involved parties Exchange information and ideas Invent options for mutual gain Use objective criteria for standards of performance Telltale Signs of Win-Win Potential Does the negotiation contain more than one issue? Can other issues be brought in? Can side deals be made? Do parties have different preferences across negotiation issues? Overview of the Integrative Negotiation Process Create a free flow of information Attempt to understand the other negotiator’s real needs and objectives Emphasize the commonalties between the parties and minimize the differences Search for solutions that meet the goals and objectives of both sides Factors That Facilitate Successful Integrative Negotiation Some common objective or goal Faith in one’s own problem solving ability A belief in the validity of one’s own position and the other’s perspective The motivation and commitment to work together A Pyramid Model of Integrative Agreements A. Three levels of integrative, or win-win, agreements 1. Level 1: agreements that exceed parties’ no-agreement possibilities or reservation points 2. Level 2: agreements that are better for both parties than other feasible negotiated agreements (situation is not purely fixed-sum) 3. Level 3: agreements that are impossible to improve on from the perspective of both parties (along pareto-optimal frontier of agreement) B. Less than 25 percent of executives in negotiation simulations reach level 3 agreeme