Chapter 13、14.pptVIP

NEGOTIATING STRATEGIESAND THEIR COUNTERING ONES Chapter 13 Chapter 14 Strategies and their counterings the Zero-Sum Games the concepts of “win” and “lose” the concepts of “wants” and “needs” What is enough? How to share the “pie”? Concepts of “win”and “lose” What to win and lose? Negotiation is often taken as a battle, and two sides are thought to be fighting against each other, preparing to win over the other side, fearing to lose the battle, lose oneself. However, negotiation is not actually a battle in military sense, for negotiation, by its name, is just for peace, for surviving of both sides and for mutual development of both sides. So the goal of, and result expected from the negotiation can only be compromise and aggreement. If there is something to win or to lose, it must be the trust of the other side and the opportunity to make profits. Concepts of “wants” and “needs” On what base to start negotiation? It seems to be convinced that doing business is to meet one’s wants instead of the needs. So starting negotiation should be based on what people really want, which seems to be the truth. However, on the back of what people want there is greediness. Greediness will be easily amplified when wants are to be the starting point in doing business. It is believed that the more you want, the less you can feel to have. There is never enough. On the other hand, needs can be different, for what we need is what we work for. If we start business based on meeting the needs, the story would be different. You can feel enough when your needs are really met. The Zero-Sum Games The “Pie Sharing” In its real sense, the Zero-sum Game is to share a pie within the two sides. There is only one pie between the two sides. In doing business, it is impossible that one side gets the whole pie while the other side none. So sharing the pie is the true story of doing business. As to how to share the pie, it is the nature of negotiation, for there is often a conflict on pr