国际商务谈判（英文）chapter10negotiationstrategies.ppt

1,International Business Negotiation,,2,,Chapter10 Negotiation Strategies,3,Teaching Objectives,After studying this module, you should be able to know: 1. Strategic considerations 2. negotiation strategies； 3. choices of strategy； 4. how to develop your own negotiation style,4,Improving Negotiation Skills,Developing Your Negotiation strategies,1,2,3,Contents,Strategic Considerations,5,10.1 Improving Negotiation Skills,“Strategy” is considered as comprising the techniques used in the actual process of negotiation, as well as the tactics used as devices to implement the strategy.,,,6,,,,10.2 Strategic Considerations,10.2.1 The repeatability of a negotiation 10.2.2 The strengths of negotiating parties 10.2.3 The importance of a deal 10.2.4 The time scale 10.2.5The negotiation resources,7,,10.3.1 The Competitive Strategy (1)Alternatives to Settlement (2)“Anything But That” (3)Bluffing (4)Bringing in the Media (5)Creating Deadlock (6)Diversion/Distraction (7)Done Deal (8)Good Cop/Bad Cop,,,10.3 Developing Your Negotiation strategies,8,,,,10.3 Developing Your Negotiation strategies 10.3.1 The Competitive Strategy,(9)Irrational Behavior (10)Limited Authority (11)Limited Time (12)“Poor Me” (13)Silence (14)Straw Man (15)Turnabout (16)Use of Power,9,,,,10.3.2The Accommodation Strategy,(1)Face-Saving (2)Identification (3)Take the Lead Oar (4)Take Reasonable Actions,10,,,,10.3.3 The Compromising Strategy (1)Bit-by-Bit (2)Conditional Proposals (3)“Log-Rolling” (4)“Splitting the Baby” (5)Tit-for-Tat,11,,,,10.3.4 The Collaborative Strategy (1)Flexibility (2)Focus on Process (3)Identify with Others in Similar Circumstances,12,,,,10.3.5 The Avoidance Strategy (1)Negotiate Money Issues First (2)Negotiate Non-Money Issues First (3)Refuse to Combine Negotiation of Related Disputes (4)Walk Out of the Negotiation (5)Withdraw an Issue (6)Switching Strategies,13,,Thanks!,。