国际商务谈判chapter 3.ppt

International Business Negotiations (2)Discussion of agenda oEvery negotiation have sth. hard to be dealt with. (hard bones) strategic To let the worst go first. To have the tough issue the later the better. oHow to choose? when foreseeing of discrepancy appears large and no party will make easy compromises until the last moment of deadline comes. Chapter 3 Negotiation Principle Collaboration Principled Negotiation CPN (Harvard Principled Negotiation) Getting to Yes BY: Roger Fisher William Ury Core: reach a solution beneficial to both parties by way of stressing interests and value not by way of bargaining. oCPN suggest that you look for mutual gains whenever possible, and that where your interests conflict, you should insist that the result be based on some fair standards independent of the will of either side. The method of principled negotiation if hard on the merits, soft on the people. Principled negotiation shows you how to obtain what you are entitled to and still be decent. It enables you to be fair while protecting you against those who would take advantage of your fairness. CPN consists of four basic components: oGaining: invent options for mutual gain oInterests: focus on interests not position oPeople: Separate the people from the problem oCriteria: introduce objective criteria Gaining: invent options for mutual gain oWin-win Concept oWin-lose concept Win-win concept Tradition Concept oIn the early history of human being, negotiations, although as a peaceful approach to conflicts, could be extremely dangerous for negotiators, who would prepare to risk their lives for talking with antagonistic side because if the talk failed the envoy would be beheaded. The outcomes of negotiations: o1.overwhelming victory; o2.disastrous defeat. Win-lose model Conventional practice of win-lose model takes the following steps: oDetermine each partys own interests and stance; oDefend ones own interests and stance; oDiscuss the possibilities of making concession; oReach an agreement of compromising; or Declare failure of negotiation. Outcomes: o1.consessions often prove to be very different to make, which would lead to impasse or failure. o2.the loser can hardly accept the fact of being defeated. oIn the second half of the twentieth century, countries started to view each other an partners and cooperators . oOutstanding figure: US: Roger Fisher UK: Bill Scott William Ury oThe core of their thinking is mutual success and convergence of interests. A better and bigger cake! “The father of Negotiating Training”- Gerard Nierenberg “everybody wins” Win-win concept oDetermine each partys interests and needs; oFind out the other partys interests and demand; oOffer constructive options and solutions; oAnnounce success of negotiations; or oDeclare failure of negotiations in impasse. Options for mutual interests oThe method of making success of negotiation is always more than on way of fulfilling each others interests, and both sides can always find out certain common interests. Otherwise they will not sit together discussing and talking. Case study oThe Middle East War of 1967 ended with Israels occupation of 60,000square kilometers of Sinai Peninsula. As the mediators between the two countries, US and some other countries had striven for 11 years to help the two countries settle the disputes through negotiations. However all efforts failed since both sides adhered firmly to their own stance and showed no flexibility. oFor Egypt, the occupied Sinai was indisputable part of Egyptian territory. In view of the territorial integrity and national sovereignty, Egypt was entitled to recovering it without any conditions; for Israel, the occupation of Sinai was the sake of Israels security since several military attacks against Israel were launched from the Peninsula. oIn 1978 the peaceful negotiation was reopened at the Camp David in US, which was conducted, This time, by a completely new guideline of win-win concept. The two parties were encouraged to reexamine their own interests as well as interests of their counterparts. It was found out that Egyptians primary interest lied in the recovery of its territory, not threatening Israels security whereas Israel did not mean to expand its territory but rather to ensure its safety. oBased in this mutual understanding, an acceptable accord was reached: Israel returned the occupied territory to Egypt, who in turn designated much part of Sinai as Nonmilitary Zone. A dispute dragging for 11 years was resolved in a matter of 12 days. Question : o1. what is the type of negotiation venue? And how the negotiating parties consider about it ? Camp David o2. Please analyze who is the third part of the negotiation and why (what interests are the third part care for)? Impact Middle East o3.what is the mutual interests of each parties of negotiating? And what is the different things the care for? Peace Territory safety Interests: focus on interests not position oInterests or stance? oWhy are negotiato。