国际谈判(原理).pptx

InternationalNegotiation;Course Structure;Abstract;Definition;Peace of Westphalia;Political Economic Military;Phases of a negotiation;Plans are always crucial. Generally you should form your position, establish baseline and evaluate others negotiators’ position. Or, it may occur that … ;Before a formal negotiation, good relationships with opponents are essential. No one tends to reach an agreement with who is not trusted. A good relationship means: ;Only when based upon a mutual-understanding relationship, can a negotiation be substantive. Necessary steps for an agreement: Ensure your opponent’s goal Exchange opinions Seek win-win solution ;A common mistake is to deem it victorious to sign a protocol. Never assume you opponents will fulfill their obligations . Always ascertain your benefit is protected. ;Define Defend Position;To define a position, you need to clarify: What you can/can’t do. What your purposes are.(Ceiling) What your limits are.(Floor) ;In negotiation theory, the baseline is called resistance point(RP). No request beyond your RP will be accepted in any circumstance. Defending your position is the process of concealing your real RP and estimating your opponent’s RP to maximize your benefit.;In negotiation theory, the expectation is called aspiration point(AP). An AP is where you would ideally and realistically like to sign a contract. Defending your position is the process of managing to approach your AP and optimize your strategy.;In negotiation theory, the leverage is called best alternative to a negotiated agreement?(BATNA). An BATNA is your plan B when you quit the negotiation. The more alternatives you have, the more proactive you are. Defending your position is the process of preparing your BATNA to seize the initiative of the negotiation.; ; Definition Types PRAM Model Position Defense ;Persuasion;CEL;德国某大公司应日方邀请去日本进行为期四天的访问，以草签协议的形式洽谈一笔生意，双方都很重视。德方派出了由公司总裁带队，由财务、律师等部门负责人及其夫人组成的庞大代表团，代表团抵达日本时受到了热烈的欢迎。在前往宾馆的途中，日方社长夫人询问德方公司总裁夫人：“这次是你们第一次