哈尔滨工业大学：《管理沟通 Management Communication》课程教学资源（PPT课件讲稿，双语版）第五讲 谈判 NEGOTIATING

Part 5 NEGOTIATING

Part 5 NEGOTIATING

Negotiating means taking action in order to achieve a situation acceptable to both parties a negotiation is a meeting between two parties, and the objective is to reach an agreement over issues which are important in both parties' views may involve conflict between the parties o need both parties to work together to achieve their objective

Negotiating means taking action in order to achieve a situation acceptable to both parties. A negotiation is a meeting between two parties, and the objective is to reach an agreement over issues which: are important in both parties’ views may involve conflict between the parties need both parties to work together to achieve their objective

★管理者的世界是张谈判桌 ★谈判动力:需要和需要的满足来

★ 管理者的世界是张谈判桌 ★ 谈判动力：需要和需要的满足

Negotiation ◆谈判的要素和种类 ◆谈判策略 ◆谈判技巧

谈判的要素和种类 谈判策略 谈判技巧

第一节谈判的要素和种类 谈判活动的基本要素 谈判主体(参与谈判的当事人) ■谈判客体(谈判的议题及内容) ■谈判目的 谈判结果

第一节 谈判的要素和种类 一、谈判活动的基本要素 ■ 谈判主体 (参与谈判的当事人) ■ 谈判客体 (谈判的议题及内容) ■ 谈判目的 ■ 谈判结果

CHECKLIST: Negotiating Objectives What are our objectives? What outcomes do we want? o Are our objectives specific, timed, and measurable? o Do we have a fall-back position? o If we were in their shoes, what would our position be? Do we know their objectives? If not how can we find out? o What demands are they likely to make? What concessions are we likely to have to give? do they know our objectives? Our fall-back position? How much room for manoeuvre is there between our two positions? o How strongly are we committed to our objectives as a negotiating team? o As representatives, how strongly are our constituents behind us? o What is the best outcome we can realistically hope for? The worst we would be prepared to settle for?

CHECKLIST: Negotiating Objectives What are our objectives? What outcomes do we want? Are our objectives specific, timed, and measurable? Do we have a fall-back position? If we were in their shoes, what would our position be? Do we know their objectives? If not, how can we find out? What demands are they likely to make? What concessions are we likely to have to give? Do they know our objectives? Our fall-back position? How much room for manoeuvre is there between our two positions? How strongly are we committed to our objectives as a negotiating team? As representatives, how strongly are our constituents behind us? What is the best outcome we can realistically hope for? The worst we would be prepared to settle for?

谈判的种类 对抗性谈判 (“零和”谈判,竞争性谈判 ■合作性谈判 (“双赢”谈判)

二、谈判的种类 ■ 对抗性谈判 (“零和”谈判，竞争性谈判) ■ 合作性谈判 (“双赢”谈判 )

表5.1对抗性谈判与合作性谈判比较 对抗性谈判 合作性谈判 预期的目标 短期,双方目标不相协调都在竞取「长期,同时强调眼下实利和长 眼下的实利,无视长期关系的发展期合作关系 对对方的观感不信任,怀疑,相互提防 开诚布公,倾向于相信对方 强调己方的要求和谈判的实力地设法满足对方的要求,认为这 谈判的导向位,无视对方的关系,甚至利用这种样对达到自己的目标更有利,努 关系达到眼前的成果 力增进至少不损害双方的关系 让步妥协的做法让步越少越小越好 如果必须的话,愿意妥协让步 在促进关系 谈判时间 时间用作谈判手段,用以压迫对方/把时间看做是解决问题的手 让步 段,尽量和对方沟通,让对方有 考虑的余地

表5．1 对抗性谈判与合作性谈判比较 对抗性谈判 合作性谈判 预期的目标 短期，双方目标不相协调都在竞取 眼下的实利，无视长期关系的发展 长期，同时强调眼下实利和长 期合作关系 对对方的观感 不信任，怀疑，相互提防 开诚布公，倾向于相信对方 谈判的导向 强调己方的要求和谈判的实力地 位，无视对方的关系，甚至利用这种 关系达到眼前的成果 设法满足对方的要求，认为这 样对达到自己的目标更有利，努 力增进至少不损害双方的关系 让步妥协的做法 让步越少越小越好 如果必须的话，愿意妥协让步， 旨在促进关系 谈判时间 时间用作谈判手段，用以压迫对方 让步 把时间看做是解决问题的手 段，尽量和对方沟通，让对方有 考虑的余地

表5.2对抗性谈判与合作性谈判中的谈判者比较 对抗性谈判中的谈判者 合作性谈判中的谈判者 视谈判对手为敌人 视谈判对手为问题解决者 追求的目标:获得谈判的胜利|·追求的目标:在顾及效率及人际关 ·不信任谈判对手 系之下达成需要的满足 ·对谈判对手及谈判主题均采取强·对对手提供的资料采取审慎的态度 硬态度 ·对对手温和,但对谈判主题采取强 ·借底牌以误导谈判对手 硬态度 对谈判对手施加压力 不掀底牌 ·坚持立场 讲理,但不屈服于压力 ·以自身受益作为达成协议的条件·眼光摆在利益上,而非立场上 ·探寻共同利益

表5．2 对抗性谈判与合作性谈判中的谈判者比较 对抗性谈判中的谈判者 合作性谈判中的谈判者 ·视谈判对手为敌人 ·追求的目标：获得谈判的胜利 ·不信任谈判对手 ·对谈判对手及谈判主题均采取强 硬态度 ·借底牌以误导谈判对手 ·对谈判对手施加压力 ·坚持立场 ·以自身受益作为达成协议的条件 ·视谈判对手为问题解决者 ·追求的目标：在顾及效率及人际关 系之下达成需要的满足 ·对对手提供的资料采取审慎的态度 ·对对手温和，但对谈判主题采取强 硬态度 ·不掀底牌 ·讲理，但不屈服于压力 ·眼光摆在利益上，而非立场上 ·探寻共同利益

★谈列的准备工窄 背景 谈判的具体内容 谈判对方的经历、经验、能力等有关知识 对方的需要 ·谈判时间 谈判地点 目标 我们的目的是什么 所期望最佳结果 可接受的最坏结果

★ 背景 · 谈判的具体内容 · 谈判对方的经历、经验、能力等有关知识 · 对方的需要 · 谈判时间 · 谈判地点 目标 · 我们的目的是什么 · 所期望最佳结果 · 可接受的最坏结果