《商务谈判》课程教学资源（PPT课件讲稿）CHAPTER 3 Strategy and Tactics of Integrative Negotiation 一体化（整合型）谈判（expanding the pie 增大蛋糕）

CHAPTER 3 Strategy and Tactics of Integrative Negotiation 一体化(整合型)谈判 ( expanding the pie增大蛋糕) Approach: a comparative view

CHAPTER 3 Strategy and Tactics of Integrative Negotiation 一体化（整合型）谈判 (expanding the pie 增大蛋糕) Approach: a comparative view

Learning objective Understand the relationship btwn Strategy Tactics 2. Remember and internalize the distinctive features of Integrative Negotiation, in comparison with those of Distributive Bargaining 3. Develop the awareness of and capacity to applying the fundamentals of Integrative Negotiation for better outcomes of negotiation, including creating value, developing alternatives and applying objective criteria at the value-claiming stage

Learning Objective 1. Understand the relationship btwn Strategy & Tactics 2. Remember and internalize the distinctive features of Integrative Negotiation, in comparison with those of Distributive Bargaining 3. Develop the awareness of and capacity to applying the fundamentals of Integrative Negotiation for better outcomes of negotiation, including creating value, developing alternatives and applying objective criteria at the value-claiming stage

O utline 1. Strategy tactics 2. Integrative vS Distributive: Case illustrations 3. Q&A exercise: Salary Negotiation 4. Pair Work 5. Case studies 6. Assignment: Discussion Questions

Outline 1. Strategy & Tactics 2. Integrative vs Distributive: Case illustrations 3. Q&A exercise: Salary Negotiation 4. Pair Work 5. Case Studies 6. Assignment: Discussion Questions

1 Strategy and Tactics Strategy(thought): overall guideline, indicating the direction we need to take from our wishes and needs to our objectives Tactics(its formulation): a concrete line of action following after strategy The thought comes before the word

1 Strategy and Tactics • Strategy (thought): overall guideline, indicating the direction we need to take from our wishes and needs to our objectives. • Tactics (its formulation): a concrete line of action following after strategy. • The thought comes before the word

Strategy and Tactics Obiective Tactics Tactics Tactics Interests

1 Strategy and Tactics

2 Integrative vs Distributive Warming-up Questions 1. Do you believe in IN? 2. Can you name some differences btwn in dn? 3. Why is the distinction in btwn so important?

2 Integrative vs Distributive Warming-up Questions 1. Do you believe in IN? 2. Can you name some differences btwn IN & DN? 3. Why is the distinction in btwn so important?

Why is the distinction in btwn so important? If'you want to play well, you need to know the rules of the game The Negotiators mental models are central to understanding how the negotiation game is defined How parties understand the game is a critical determinant of how they play the game

Why is the distinction in btwn so important? If you want to play well, you need to know the rules of the game. The Negotiators’ mental models are central to understanding how the negotiation game is defined. How parties understand the game is a critical determinant of how they play the game

2 Case illustrations Case illustrations

2 …Case illustrations • Case illustrations

Case 1 Customer Storekeeper How much do you want for this This is a beautiful antique, isnt brass dish? it? i guess i could let it go for $500 Oh come on, it's dented. I'll give Really! I might consider a you $175 serious offer, but $175 certainly Isnt serious Well, I could go to $200, but I You drive a hard bargain, young would never pay anything like lady. $425 cash, right now $500. Quote me a realistic price It cost me a great deal more than $200 that. make me a serious offer

Case 1 Customer Storekeeper How much do you want for this brass dish? This is a beautiful antique, isn’t it? I guess I could let it go for $500. Oh come on, it’s dented. I’ll give you $175. Really! I might consider a serious offer, but $175 certainly isn’t serious. Well, I could go to $200, but I would never pay anything like $500. Quote me a realistic price. You drive a hard bargain, young lady. $425 cash, right now. $200. It cost me a great deal more than that. Make me a serious offer

Distributive negotiation As goals and B’ s goals and demands demands

Distributive negotiation A’s goals and demands B’s goals and demands