商务谈判StrategyandTacticsofIntegrativeNegotiation.ppt

Strategy and Tactics of Integrative Negotiation,negotiate,（1） vi. 谈判，协商，交涉 例句：It is not clear whether the president is willing to negotiate 还不清楚总统是否愿意洽谈。 （2）vt. 谈判达成；成功越过；议价出售 例句：I negotiated the corner 我顺利通过转角。 negotiator 谈判者,inappropriate,adj. 不恰当的，不适宜的； （1）不适用的;不适合的 eg.The industry is inappropriate to the future needs 该行业不适合该地区未来的需要 （2）表示程度的副词或介词词组修饰的形容词I feel the comment was inappropriate for such a serious issue. 我认为对于如此严肃的问题来说,该评论不合时宜。,strategy,n. 策略，战略；战略学 同义词： tactics 两者区别：tactics： 指战场或军事行动中如何用兵的具体战术 strategy： 指全局性的前线战略部署，也指为达到某种目的而采取的策略。 词组：strategy of control管理策略 strategy space策略空间 strategy polygon策略多角形,commit,vt. 犯罪，做错事；把托付给；保证（做某事、遵守协议或遵从安排等）；承诺，使承担义务 1. “使作出保证“ 释义下的同义词 pledge/promise 2.“委托，托付“释义下的同义词 entrust 3. “犯罪“ 释义下的词组 commit a crime 犯罪 commit a prize boner犯了极愚蠢的错误 4.“承诺“ 释义下的词组 commit oneself on sth 对表态,solution,n. 解决；溶解；溶液；答案 1. “溶解状态;混合物“ 释义下的同义词 mixture 2. “答案，结果“ 释义下的同义词 outcome/ result/ resolution finding 词组：solution analyse溶液分析 solution check解答校验,integrative,adj . 综合的，一体化的 例句1. Chinese economy needs integrative management 中国经济发展需要综合管理。 近义词：synthetical comprehensive,cooperative,adj 合作的；协助的；共同的； n. 合作社，联合体 词组：cooperative accounting合作社会计 cooperative advertising工商业联合广告 cooperative bankn. 合作银行，储蓄贷款协会 cooperative trade合作贸易,mutual,adj. 共有的；共同的；相互的；彼此的 含“共同的，相互的”之意的形容词 mutual common joint,initially,adv 开始，最初 例句： Feathers initially developed from insect scales. 羽毛最初由昆虫的翅瓣演化而来。,contrast,n. 对比，对照；差异；vi. 对比；形成对照 vt. 使对照，使对比 同义词：compare compare： 侧重比较两个或更多东西的异同优劣，强调相同或类似之处。 contrast： 指比较两个或更多东西之间的差异，侧重不同点。 词组： compare to：把(一物)比作(另一物)。 compare with： 指“把用作比较“以便找出差异或好坏。 by contrast with 和某物比起来 in contrast to 和某物形成对比,What makes integrative negotiation different? For a negotiation to be characterized as integrative , negotiators must also 对于一个想要表现为合作型的谈判，谈判者必须也 1.Characterize v. 表示的特性 引申： 1.character n. 特性、特征；性格、品质（类似personality);人物，角色；汉字，字符 2.characteristic adj .特有的，独特的,Attempt to address needs and interests, not position。 尽力专注于需要和利益，而不是地位。 2.表示“尽力”： (1).Strive v.努力，奋斗 (2).Endeavor 努力，尽力 (3).Try one utmost 尽某人的最大努力 (4). Exert all ones strength 尽某人的全力 (5).Strain to 尽力，努力，拼命 3.adress n.地址，演讲，演说；谈吐，殷勤 v. 忙于，专注于；讲演；处理，在上写姓名地址,Commit to meeting the needs of all involved parties. 决心满足所有涉及到的当事人的需要。 4.commit （1）v. 犯，干 词组：commit a crime 犯罪 commit a mistake 犯错 commit a foul 犯规 commit suicide 自杀 （2) v. 委托，提交； 使承担义务，使承诺；调拨，用于 句型：committo 决心做好某事 例子: the contract commits him to playing for team for the next 3 years. 合约规定以后3年他要为该队效力。 5.Involve v.使卷入，陷入 ；包含，涉及 定语前置：the involved story 复杂的经历 定语后置：the people involved 所涉及的人 易混淆词： evolve v.发展，进化 evolution n. 进化，演化,Those requisite behaviors and perspective are the main components of the integrative process. 这些必要的行为和看法是合作型过程的主要组成部分。 6.requisite rekwzt n.必需品；要素，要件 adj.需要的，必要的 引申：request v. 要求，需要 （后接虚拟语气） 7.perspective pspektv n.观点，看法；前途，远景 句型：From my perspective 常用于作文中，表观点。 易混淆的：prospect n.景色；前景，前途 v.勘探，勘察 prospective adj. 预期的，未来的，可能的。 8.component kmpnnt n.成分，部分 类似的：constituent n.成分，要素,Those with an abundance mentality do not perceive a concession of monies, 那些有丰富思想的人不会觉得是对金钱的让步。 9.perceive v.察觉，感知；领悟，理解 句型：perceive sb. do / doing sth. 察觉到某人做某事 举例：I dont perceive anyone coming towards me . perception n. 感觉，感知 引申：sensation n. 感觉，知觉 intuition n. 直觉,while being able to recognize that others issues and values are just as valid. 同时会承认别人的论点和价值也是有效力合理的。 10.Valid adj.有效力的，合理的。 反义词：invalid adj. 无效的，作废的；站不住脚的；伤残的，有病的 validate v.使生效，证实 validate passport 签证护照 引申：vain adj.徒劳的，无效的；自负的 n. 徒劳，白费 词组：in vain 徒劳，白费,The entire system can be optimized ,rather than focusing on suboptimizing components of the system. 整个系统可达到最优化，而不是集中于系统的组成部分局部最优化。 11.optimize v. 使最优化 12.suboptimize v. 使局部最优化,Introduction,Even well-intentioned negotiators can make the following three mistakes: failing to negotiate when they should negotiating when they should not negotiating when they should but choosing an inappropriate strategy,In many negotiations there does not need to be winners and losersall parties can gain.,Rather than assume that negotiations are win-lose situations , negotiators can look for win-win solutionsand often they will find them.,Integrative negotiationvariously known as cooperative , collaborative , win-win ,mutual gains, or problem solving,fixed-pie,In distributive bargaining ,the goals of the parties are initially at oddsor at least appear that way to some or all of the parties. Central to such conflict is the belief that there is a limited,controlled amount of key resources to be distributed,Both parties may want to be the winner ;both may want more than half of what is available,behalf of the stockholders behalf of the rank and life both management and labor may believe they deserve the larger share of the companys profits.,Both may want to win on the same dimension , such as the financial package or control of certain policy decisions . In these situations , their goals are mutually exclusive and lead to conflict.,behalf of the stockholders,behalf of the rank and life,In contrast ,the goals of parties in integrative negotiation are not mutually exclusive . If one side achieves its goals , the other is not precluded from achieving its goal as well.One partys gain is not at the other partys expense .,The fundamental structure of an integrative negotiation situation is such that it allows both side to achieve their objectives.,Although the situation may initially appear to the parties to be win-lose, discussion and mutual exploration will often suggest alternatives where both parties can gain.,the major part of this chapter,A description of the efforts and tactics that negotiators use to discover these alternatives,What makes integrative negotiation different?,For a negotiation to be characterized as integrative , negotiators must also 对于一个想要表现为合作型的谈判，谈判者必须也,Focus on commonalties rather than differences 关注共同点而非差异点,商务上的合作关系会给双方更多的商业机会，更能促进谈判双方关系的延续。搞清楚双方的真正需求，能使双方明白格子的利益所在。,Attempt to address needs and interests， not positions 关心需求和利益，而非立场,Commit to meeting the need of all involved parties 尽量满足所有各方的需求,谈判双方首先要树立双赢的概念。一场谈判的结局应该使谈判的双方都有“