谈判概述课件

1、 第一章第一章 谈判概述谈判概述I.谈判与商务谈判谈判与商务谈判一、什么是谈判？一、什么是谈判？pNegotiationofficial discussion between the representatives of opposing groups, who are trying to reach an agreement, especially in business or politics . Longman DictionaryI.谈判与商务谈判谈判与商务谈判一、什么是谈判？一、什么是谈判？pNegotiationconfer with others in order to reac

2、h a compromise or an agreement. Oxford DictionaryI.谈判与商务谈判谈判与商务谈判一、什么是谈判？一、什么是谈判？y广义的谈判广义的谈判包括非正式场合的协商、包括非正式场合的协商、交涉、磋商和商量等。交涉、磋商和商量等。y狭义的谈判狭义的谈判在正式场合进行的谈判。在正式场合进行的谈判。I.谈判与商务谈判谈判与商务谈判一、什么是谈判？一、什么是谈判？y All interactions between two or more points of views are negotiations.a) 观点的分歧观点的分歧b) 达成一致的意向达成一致的意

3、向导入案例：导入案例：the Joe Carter Story 阅读案例并回答下列问题阅读案例并回答下列问题 为什么为什么Joe感觉非常疲劳？感觉非常疲劳？ 这一天这一天Joe都遇到了哪些问题？都遇到了哪些问题？ 在你看来，这些问题中，哪个问题是最棘手的？在你看来，这些问题中，哪个问题是最棘手的？为什么？为什么？ 在你看来，这些问题中，哪个问题是最简单的？在你看来，这些问题中，哪个问题是最简单的？为什么？为什么？导入案例：导入案例：the Joe Carter StoryJoe CaterSue CaterProblem A导入案例：导入案例：the Joe Carter StoryJoe C

4、aterEd LaineProblem B导入案例：导入案例：the Joe Carter StoryAutomobile SalesmanJoe CaterProblem C导入案例：导入案例：the Joe Carter StoryJoe CaterFinance DepartmentProblem D导入案例：导入案例：the Joe Carter StoryJoe CaterConservation CommissionProblem E导入案例：导入案例：the Joe Carter Story请给请给Joe今天遇到的问题，按照今天遇到的问题，按照“观点分歧观点分歧程度程度”和和“达

5、成一致的可能性达成一致的可能性”排序，并排序，并说明原因。说明原因。 参考排序：参考排序： ACB D CL CL attractive attractiveO O CL CLaltCLalt hold holdO O CLaltCLalt change change Laura has been employed by an organization for six months and making $31,000 per year. When hired, the average salary of Lauras college classmates who were accepting

6、 new jobs was $30,000. Recently, the organization where Laura works was downsized and Lauras job was eliminated. Her boss offered her another job in the organization at $28,000. Laura realizes that most other companies are not currently hiring because it is not the end of school year, and she believ

7、es that it would be difficult to find a new job more than $25,000.IV. 影响谈判的因素影响谈判的因素CLCLO OCLaltCLalt-$30,000-$30,000-$28,000-$28,000-$25,000-$25,000Better Better OutcomeOutcomeWorse Worse OutcomeOutcomeLauras SituationLauras SituationO O $28,000$28,000CL CL $30,000$30,000CLaltCLalt$25,000 or $25,00

8、0 or Unemployment UnemploymentO OCL CLaltCLalt dependentdependentLaura will stay!Laura will stay!Why?Why?O OCLaltCLaltCLCL$32,000$32,000$31,00$31,000 0$30,00$30,000 0A AO OCLCLCLaltCLalt$32,000$32,000$30,000$30,000B BIV. 影响谈判的因素影响谈判的因素$27,000$27,000 Which one is more reliable and steady between Whic

9、h one is more reliable and steady between relationship A and B? relationship A and B?4. Practice (Standards for Evaluating Relationship Outcomes)CLCLO OCLaltCLalt$30,000$30,000$28,00$28,000 0unemploymentunemploymentCLCLCLaltCLaltO O$30,000$30,000$15,000$15,000unemploymentunemploymentD DIV. 影响谈判的因素影响

10、谈判的因素C C Can you know the reason that both two are not Can you know the reason that both two are not satisfied with their jobs while one stay and one leavsatisfied with their jobs while one stay and one leave?e?CLaltCLaltO OCLCL$36,000$36,000$30,00$30,000 0E ECLaltCLaltCLCLO O$30,000$30,000+ +$30,00$30,000 0F FIV. 影响谈判的因素影响谈判的因素$28,00$28,000 0$32,000$32,000 Could you tell me which one is the so called “bi Could you tell me which one is the so called “bitter sweet” situation?tter sweet” situation?IV. 影响谈判的因素影响谈判的因素5. What could we learn?a.attractiveness/satis