经济学第三章-合作型谈判课件

CHAPTER3StrategyandTacticsofIntegrativeNegotiation

合作型谈判的战略和战术1CHAPTER31

MainContents1.Whatisintegrativenegotiation?2.WhyisIntegrativeNegotiationDifficulttoAchieve?3.Thefundamentalprocessesofintegrativenegotiation4.Conditionsnecessaryforsuccessfulintegrativebargaining5.KeyStepsintheIntegrativeNegotiation6.Principlednegotiationtactics2MainContents1

NegotiationPracticeConsiderthefollowingdialoguebetweenacompanyrecruiterandajobapplicantoverstartingsalary.Recruiter:whatwereyouthinkingaboutasastartingsalary?Applicant:Iwouldlike$40,000Recruiter:Wecanonlyoffer$35,000.Applicant:that’snotacceptable.….Theyhaveexposedtheirpositions.Theyare$5000apart.Whataretheygoingtodo?3NegotiationPractice

Case

Considerthefollowingdialoguebetweenacompanyrecruiterandajobapplicantoverstartingsalary.Recruiter:whatwereyouthinkingaboutasastartingsalary?Applicant:Iwouldlike$40,000Recruiter:Wecanonlyoffer$35,000.Applicant:that’snotacceptable.Theyhaveexposedtheirpositions.Theyare$5000apart.Whataretheygoingtodo?4CRecruiter:$40,000isaproblemforourcompany.Canyoutellmewhyyoudecidedyouwanted$40,000?Applicant:Well,Ihavelotsofeducationloanstopayoff,andIwillneedtopayforafewmorecoursestofinishmydegree.Ican’treallyaffordtopaythesebillsandlivecomfortablyforlessthan$40,000.Recruiter:Ourcompanyhasnewprogramtohelpnewemployeesrefinancetheireducationloans.Inaddition,wealsohaveaprogramtoprovidetuitionassistancefornewcoursesifthecoursesyouneedtotakearerelatedtoyourjob.Wouldtheseprogramshelpyouwithyourproblem?Applicant:Yes!5Recruiter:$40,000isaproble1.Whatisintegrativenegotiation

?

Thewordintegrativemeanstojoinseveralpartsintoawhole.Conceptually,thisimpliessomecooperation,orajoiningofforcestoachievesomethingtogether.Integrativenegotiationisoftenreferredtoas'win-win'andtypicallyentailstwoormoreissuestobenegotiated.Itofteninvolvesanagreementprocessthatbetterintegratestheaimsandgoalsofalltheinvolvednegotiatingpartiesthroughcreativeandcollaborativeproblemsolving.61.WhatisintegrativenegotiDistributiveNegotiations-theFixedPieIntegrativeNegotiations-EverybodyWinsSomething(usually)IntegrativeNegotiationallowsbothsidestoachievetheirobjectives.Thegoalsofthepartiesarenotmutuallyexclusive.Oneparty’sgainisnotattheotherparty’sexpense.Itisknownascooperative,collaborative,win-win,mutualgains,orproblemsolving.7DistributiveNegotiations-thForanegotiationtobecharacterizedasintegrative,negotiatorsmustalso:FocusoncommonalitiesratherthandifferencesAttempttoaddressneedsandinterests,notpositions.CommittomeetingtheneedsofallinvolvedpartiesExchangeinformationandideasInventoptionsformutualgain为实现互利出谋划策Useobjectivecriteriaforstandsofperformance衡量谈判的标准要客观

8Foranegotiationtobecha

2.WhyisIntegrativeNegotiationDifficulttoAchieve?(1)Theprimaryreason

Negotiatorsfailtoperceiveasituationashavingintegrativepotentialandareprimarilymotivatedtoachieveoutcomesthatsatisfytheirownneeds.(2)

Threeadditionalreasons:

①Thehistoryofrelationshipbetweentheparties

②Abeliefthatanissuecanonlyberesolveddistributively认为某个问题只能对立性解决

③Themixed-motivenatureofmostnegotiatingsituations大多数谈判形式的“复合动机”本质(3)TheDualConcernsModel

92.WhyisIntegrativeNegot

Yielding屈服ProblemSolving解决问题(compromising)折衷Inaction不作为Contending争斗ConcernaboutownoutcomesConcernaboutother’soutcomesTheDualConcernsModel（双重关心模型）p23

10Yielding屈服Problem(compromisi1.Contending/competingordominating

争夺战略（竞争或强制战略）Itisthestrategyinthelowerright-handcorner.Actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes.2.Yielding/accommodatingorobliging屈服战略/适应或被迫Itisthestrategyintheupperleft-handcorner.Actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes111.Contending/competingordomi3.inaction/avoiding（不作为/逃避）Itisthestrategyinthelowerleft-handcorner.Actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownoutcomes,aswellaslittleconcernaboutwhethertheotherpartyobtainshisorheroutcomes。4.Problemsolving/collaborating/integrating(解决问题/合作/融合)Itisthestrategyintheupperright-handcorner.Actorspursuingtheproblem-solvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheotherpartyattainshisorheroutcomes.123.inaction/avoiding（不作为/逃避）125.Compromising折中战略Itisthestrategylocatedinthemiddleofthefigure.Itrepresentsamoderateefforttopursueone’sownoutcomesandamoderateefforttohelptheotherpartyachievehisorheroutcomes.135.Compromising折中战略133.Thefundamentalprocessesofintegrativenegotiation合作型谈判的基本过程(1)CreatingaFreeFlowofInformation建立畅通的信息沟通渠道Effectiveinformationexchangepromotesthedevelopmentofgoodintegrativesolutions.

revealyourobjectives;freeandopendiscussionCreatingafreeflowofinformationincludeshavingbothpartiesknowandsharetheiralternatives.143.Thefundamentalprocesseso(2)AttemptingtoUnderstandtheOtherNegotiator’sRealNeedsandObjectives.努力理解对方的真实需要和目标NegotiatorsdifferintheirvaluesandpreferencesOnemustunderstandtheother’sneedsbeforehelpingtosatisfythem

15(2)AttemptingtoUnderstandthEmphasizingtheCommonalitiesbetweenthePartiesandMinimizingtheDifferences.强调共同点减少分歧ExampleofmanufacturingfactorySearchingforSolutionsThatMeettheNeedsandObjectivesofBothSides.寻求能够满足双发需要和目标的解决方案

bothnegotiatorsnotonlytodefineandpursuetheirowngoals,butalsotobemindfuloftheother’sandtosearchforsolutionsthatsatisfybothsides16EmphasizingtheCommonalities4、Conditionsnecessaryforsuccessfulintegrativebargaining成功进行谈判的必要条件Factorsarenecessarytoaccomplishtheintegrativebargainingprocess（1）Somecommonobjectivesorgoals共同的目的/目标Commongoal共同：itisonethatallpartiesshareequally,eachonebenefitinginawaythatwouldnotbepossibleiftheydidnotworktogether.Sharedgoal共享:itisonethatbothpartiesworktowardbutthatbenefitseachpartydifferently.Jointgoal联合:itisonethatinvolvesindividualswithdifferentpersonalgoalsagreeingtocombinetheminacollectiveeffort.174、Conditionsnecessaryforsuc（2）Faithinone’sproblem-solvingability

相信自己或他人解决问题的能力Partieswhobelievetheycanworktogetheraremorelikelytobeabletodoso.（3）Themotivationandcommitmenttoworktogether共同努力的动机和承诺Forintegrativenegotiationtosucceed,thepartiesmustbemotivatedtocollaborateratherthantocompete.（4）Trust（5）Clearandaccuratecommunication（6）Abeliefinthevalidityoftheother’sposition考虑对方的立场18（2）Faithinone’sproblem-solv5.KeyStepsintheIntegrativeNegotiation（1）IdentifyandDefinetheProblem.确定和阐述问题（2）UnderstandtheProblemFully—IdentifyInterestsandNeeds.充分理解问题，明确需要和利益（3）GenerateAlternativeSolutions.产生可行的方案（4）EvaluateandSelectAlternatives.评估和选择可行性方案Step1---step3:CreatingValue价值创造Step4:ClaimingValue价值索取195.KeyStepsintheIntegrative3.KeyStepsintheIntegrativeNegotiation-2Figure3.1CreatingandClaimingValueandtheParetoEfficientFrontier

IncreasingValuetoBuyer增加买方的价值IncreasingValuetoSellerParetoefficientFrontier帕累托效率边界ClaimingValueCreatingValue203.KeyStepsintheIntegrati5.1IdentifyandDefinetheProblem

确定和阐述问题DefinetheprobleminawayThatisMutuallyAcceptabletobothsides.

以双方都可接受的方式阐述问题---中立的语言StatetheProblemwithanEyetowardPracticalityandComprehensiveness.

实际而又全面地阐述问题StatetheProblemasaGoalandIdentifytheObstaclestoAttainingThisGoal.

将问题作为目标陈述并要明确实现目标的障碍---不阐述解决问题的过程215.1IdentifyandDefinethePDepersonalizetheProblem.客观地处理问题Yourpointofviewiswrongandmineisright.---personalizedWehavedifferentviewpointsonthisproblem.---depersonalizedSeparatetheProblemDefinitionfromtheSearchforSolutions.将阐述问题与寻求解决方案区分开itisimportantnottojumptosolutionsuntiltheproblemisfullydefined.22DepersonalizetheProblem.客观地处5.2UnderstandtheProblemFully—IdentifyInterestsandNeeds.充分理解问题，明确需要和利益

5.2.1TypesofInterests:Substantiveinterests实质利益---economicandfinancialissuessuchaspriceorrateorthedivisionofresourcesProcessinterests过程利益---theyarerelatedtothewayadisputeissettled.eg:“havesomesay”发言权Relationshipinterests关系利益：indicatethatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwilldamageit.Interestsinprinciple原则利益concerningwhatisfair,whatisright,whatisethical235.2UnderstandtheProblemFul5.2.2Someobservationsoninterests有关利益的结论

1.Thereisalmostalwaysmorethanonetypeofinterestunderlyinganegotiation.2.Partiescanhavedifferenttypesofinterestatstake.3.Interestsoftenstemfromdeeplyrootedhumanneedsorvalues.4.Interestscanchange.5.Surfacinginterests.

WhatdoIwantfromthisnegotiation?WhydoIwantthat?Whyisimportanttome?WhatwillhappenifIdon’tachievemyobjective?6.Surfacinginterestsisnotalwayseasyortoone’sbestadvantage.7.Focusinginterestscanbeharmful.245.2.2Someobservationsonint5.3GenerateAlternativeSolutions-1

产生可行的方案(1)InventingOptions:GeneratingAlternativeSolutionsbyRedefiningtheProblemorProblemSet：重新界定问题提出备选方案

ExpandthePie把蛋糕做大

Logroll相互妥协UseNonspecificCompensation使用非特定补偿CuttheCostsforCompliance为妥协消减成本FindaBridgeSolution搭桥式解决方法

whenthepartiesareabletoinventnewoptionsthatmeetalltheirrespectiveneedstheyhavecreatedabridgesolution.255.3GenerateAlternativeSolu5.3GenerateAlternativeSolutions-2

产生可行的方案（2）GenerateAlternativeSolutionstotheProblemasGiven:从问题出发提出解决问题的备选方案

BrainstormingInbrainstorming,smallgroupsofpeopleworktogenerateasmanypossiblesolutionstotheproblemastheycan.

SurveysDistributeawrittenquestionnairetoalargenumberofpeople,statingtheproblemandaskingthemtolistallpossiblesolutionstheycanimagine.

ElectronicBrainstormingSummary

265.3GenerateAlternativeSolu5.4EvaluateandSelectAlternativesNarrowtheRangeofSolutionOptions缩小解决方案选择的方位EvaluateSolutionsontheBasisofQuality,Standards,andAcceptability.基于质量、标准和可接受性来评价方案TakeTimeOuttoCoolOff暂停谈判冷却ExploreDifferentWaystoLogroll利用不同的方法相互妥协275.4EvaluateandSelectAlterFisherandUry(1981)summarizedthemajorprinciplesoftheintegrativebargainingprocess,andusedtheseprinciplestogenerateasetof“stockphrases(常用术语)”.Thesephrasescapturetheessenceofanintegrativenegotiation.

6.StockPhrases(常用术语28FisherandUry(1981)summarizeStockphrases常用术语1.PleasecorrectmeifI’mwrong。2.Weappreciatewhatyou’vedoneforus.3.Ourconcernisfairness.4.Wewouldliketosettlethisonthebasisnotofselfishinterestandpower,butprincipleUnderlyingconcepts潜在内涵1.Verythefactssothatbothsidesagreeonthem.2.Separatethepeoplefromtheproblem,givepersonalsupporttotheotherpersonbutnottohisorherposition.3.Ourpositionisbasedonprinciple.4.Defendyourpositionbasedontheprinciple,evenistheopponenttriestopersonalizeit.29Stockphrases常用术语UnderlyingcoStockphrases常用术语

5.CouldIaskafewquestionstoseewhethermyfactsareright?6.what’stheprinciplebehindyouractions?7.LetmeseeifIunderstandwhatyouaresaying?8.Letmegetbacktoyou.Underlyingconcepts潜在内涵

5.Askquestionsratherthanmakingassertions.6.Findouttheprinciplebehindtheother’sactionsifthereisone.7.use”activelistening”-clarifyyourunderstandingoftheother’sposition.8.Evaluateyourpositionoutsideofthenegotiation.Verifyfacts,thinkitover,andcheckwithconstituency.30Stockphrases常用术语UnderlyingcoStockphrases常用术语9.letmeshowyouwhereIhavedifficultyfollowingyourreasoning.10.onefairsolutionmightbe.11.ifweagree,orifwedisagree.12.we’dbehappytosettleinamannermostconvenientforyou.13.it’sbeenapleasuredealingwithyou.Underlyingconcepts潜在内涵9.Presentyourrationalebeforepresentinganewproposal.101.Presentyourproposalincontextoftheprinciple.11.Presentalternativeoutcomesintheeventofagreementornoagreement.12.Lettheotherhavesomeinfluenceonthefinalagreement.13.Endthenegotiationonaconciliatory(和解的)note,evenifyoudon’tfeelconciliatory.31Stockphrases常用术语Underlyingco

CHAPTER3StrategyandTacticsofIntegrativeNegotiation

合作型谈判的战略和战术32CHAPTER31

MainContents1.Whatisintegrativenegotiation?2.WhyisIntegrativeNegotiationDifficulttoAchieve?3.Thefundamentalprocessesofintegrativenegotiation4.Conditionsnecessaryforsuccessfulintegrativebargaining5.KeyStepsintheIntegrativeNegotiation6.Principlednegotiationtactics33MainContents1

NegotiationPracticeConsiderthefollowingdialoguebetweenacompanyrecruiterandajobapplicantoverstartingsalary.Recruiter:whatwereyouthinkingaboutasastartingsalary?Applicant:Iwouldlike$40,000Recruiter:Wecanonlyoffer$35,000.Applicant:that’snotacceptable.….Theyhaveexposedtheirpositions.Theyare$5000apart.Whataretheygoingtodo?34NegotiationPractice

Case

Considerthefollowingdialoguebetweenacompanyrecruiterandajobapplicantoverstartingsalary.Recruiter:whatwereyouthinkingaboutasastartingsalary?Applicant:Iwouldlike$40,000Recruiter:Wecanonlyoffer$35,000.Applicant:that’snotacceptable.Theyhaveexposedtheirpositions.Theyare$5000apart.Whataretheygoingtodo?35CRecruiter:$40,000isaproblemforourcompany.Canyoutellmewhyyoudecidedyouwanted$40,000?Applicant:Well,Ihavelotsofeducationloanstopayoff,andIwillneedtopayforafewmorecoursestofinishmydegree.Ican’treallyaffordtopaythesebillsandlivecomfortablyforlessthan$40,000.Recruiter:Ourcompanyhasnewprogramtohelpnewemployeesrefinancetheireducationloans.Inaddition,wealsohaveaprogramtoprovidetuitionassistancefornewcoursesifthecoursesyouneedtotakearerelatedtoyourjob.Wouldtheseprogramshelpyouwithyourproblem?Applicant:Yes!36Recruiter:$40,000isaproble1.Whatisintegrativenegotiation

?

Thewordintegrativemeanstojoinseveralpartsintoawhole.Conceptually,thisimpliessomecooperation,orajoiningofforcestoachievesomethingtogether.Integrativenegotiationisoftenreferredtoas'win-win'andtypicallyentailstwoormoreissuestobenegotiated.Itofteninvolvesanagreementprocessthatbetterintegratestheaimsandgoalsofalltheinvolvednegotiatingpartiesthroughcreativeandcollaborativeproblemsolving.371.WhatisintegrativenegotiDistributiveNegotiations-theFixedPieIntegrativeNegotiations-EverybodyWinsSomething(usually)IntegrativeNegotiationallowsbothsidestoachievetheirobjectives.Thegoalsofthepartiesarenotmutuallyexclusive.Oneparty’sgainisnotattheotherparty’sexpense.Itisknownascooperative,collaborative,win-win,mutualgains,orproblemsolving.38DistributiveNegotiations-thForanegotiationtobecharacterizedasintegrative,negotiatorsmustalso:FocusoncommonalitiesratherthandifferencesAttempttoaddressneedsandinterests,notpositions.CommittomeetingtheneedsofallinvolvedpartiesExchangeinformationandideasInventoptionsformutualgain为实现互利出谋划策Useobjectivecriteriaforstandsofperformance衡量谈判的标准要客观

39Foranegotiationtobecha

2.WhyisIntegrativeNegotiationDifficulttoAchieve?(1)Theprimaryreason

Negotiatorsfailtoperceiveasituationashavingintegrativepotentialandareprimarilymotivatedtoachieveoutcomesthatsatisfytheirownneeds.(2)

Threeadditionalreasons:

①Thehistoryofrelationshipbetweentheparties

②Abeliefthatanissuecanonlyberesolveddistributively认为某个问题只能对立性解决

③Themixed-motivenatureofmostnegotiatingsituations大多数谈判形式的“复合动机”本质(3)TheDualConcernsModel

402.WhyisIntegrativeNegot

Yielding屈服ProblemSolving解决问题(compromising)折衷Inaction不作为Contending争斗ConcernaboutownoutcomesConcernaboutother’soutcomesTheDualConcernsModel（双重关心模型）p23

41Yielding屈服Problem(compromisi1.Contending/competingordominating

争夺战略（竞争或强制战略）Itisthestrategyinthelowerright-handcorner.Actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes.2.Yielding/accommodatingorobliging屈服战略/适应或被迫Itisthestrategyintheupperleft-handcorner.Actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes421.Contending/competingordomi3.inaction/avoiding（不作为/逃避）Itisthestrategyinthelowerleft-handcorner.Actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownoutcomes,aswellaslittleconcernaboutwhethertheotherpartyobtainshisorheroutcomes。4.Problemsolving/collaborating/integrating(解决问题/合作/融合)Itisthestrategyintheupperright-handcorner.Actorspursuingtheproblem-solvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheotherpartyattainshisorheroutcomes.433.inaction/avoiding（不作为/逃避）125.Compromising折中战略Itisthestrategylocatedinthemiddleofthefigure.Itrepresentsamoderateefforttopursueone’sownoutcomesandamoderateefforttohelptheotherpartyachievehisorheroutcomes.445.Compromising折中战略133.Thefundamentalprocessesofintegrativenegotiation合作型谈判的基本过程(1)CreatingaFreeFlowofInformation建立畅通的信息沟通渠道Effectiveinformationexchangepromotesthedevelopmentofgoodintegrativesolutions.

revealyourobjectives;freeandopendiscussionCreatingafreeflowofinformationincludeshavingbothpartiesknowandsharetheiralternatives.453.Thefundamentalprocesseso(2)AttemptingtoUnderstandtheOtherNegotiator’sRealNeedsandObjectives.努力理解对方的真实需要和目标NegotiatorsdifferintheirvaluesandpreferencesOnemustunderstandtheother’sneedsbeforehelpingtosatisfythem

46(2)AttemptingtoUnderstandthEmphasizingtheCommonalitiesbetweenthePartiesandMinimizingtheDifferences.强调共同点减少分歧ExampleofmanufacturingfactorySearchingforSolutionsThatMeettheNeedsandObjectivesofBothSides.寻求能够满足双发需要和目标的解决方案

bothnegotiatorsnotonlytodefineandpursuetheirowngoals,butalsotobemindfuloftheother’sandtosearchforsolutionsthatsatisfybothsides47EmphasizingtheCommonalities4、Conditionsnecessaryforsuccessfulintegrativebargaining成功进行谈判的必要条件Factorsarenecessarytoaccomplishtheintegrativebargainingprocess（1）Somecommonobjectivesorgoals共同的目的/目标Commongoal共同：itisonethatallpartiesshareequally,eachonebenefitinginawaythatwouldnotbepossibleiftheydidnotworktogether.Sharedgoal共享:itisonethatbothpartiesworktowardbutthatbenefitseachpartydifferently.Jointgoal联合:itisonethatinvolvesindividualswithdifferentpersonalgoalsagreeingtocombinetheminacollectiveeffort.484、Conditionsnecessaryforsuc（2）Faithinone’sproblem-solvingability

相信自己或他人解决问题的能力Partieswhobelievetheycanworktogetheraremorelikelytobeabletodoso.（3）Themotivationandcommitmenttoworktogether共同努力的动机和承诺Forintegrativenegotiationtosucceed,thepartiesmustbemotivatedtocollaborateratherthantocompete.（4）Trust（5）Clearandaccuratecommunication（6）Abeliefinthevalidityoftheother’sposition考虑对方的立场49（2）Faithinone’sproblem-solv5.KeyStepsintheIntegrativeNegotiation（1）IdentifyandDefinetheProblem.确定和阐述问题（2）UnderstandtheProblemFully—IdentifyInterestsandNeeds.充分理解问题，明确需要和利益（3）GenerateAlternativeSolutions.产生可行的方案（4）EvaluateandSelectAlternatives.评估和选择可行性方案Step1---step3:CreatingValue价值创造Step4:ClaimingValue价值索取505.KeyStepsintheIntegrative3.KeyStepsintheIntegrativeNegotiation-2Figure3.1CreatingandClaimingValueandtheParetoEfficientFrontier

IncreasingValuetoBuyer增加买方的价值IncreasingValuetoSellerParetoefficientFrontier帕累托效率边界ClaimingValueCreatingValue513.KeyStepsintheIntegrati5.1IdentifyandDefinetheProblem

确定和阐述问题DefinetheprobleminawayThatisMutuallyAcceptabletobothsides.

以双方都可接受的方式阐述问题---中立的语言StatetheProblemwithanEyetowardPracticalityandComprehensiveness.

实际而又全面地阐述问题StatetheProblemasaGoalandIdentifytheObstaclestoAttainingThisGoal.

将问题作为目标陈述并要明确实现目标的障碍---不阐述解决问题的过程525.1IdentifyandDefinethePDepersonalizetheProblem.客观地处理问题Yourpointofviewiswrongandmineisright.---personalizedWehavedifferentviewpointsonthisproblem.---depersonalizedSeparatetheProblemDefinitionfromtheSearchforSolutions.将阐述问题与寻求解决方案区分开itisimportantnottojumptosolutionsuntiltheproblemisfullydefined.53DepersonalizetheProblem.客观地处5.2UnderstandtheProblemFully—IdentifyInterestsandNeeds.充分理解问题，明确需要和利益

5.2.1TypesofInterests:Substantiveinterests实质利益---economicandfinancialissuessuchaspriceorrateorthedivisionofresourcesProcessinterests过程利益---theyarerelatedtothewayadisputeissettled.eg:“havesomesay”发言权Relationshipinterests关系利益：indicatethatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwilldamageit.Interestsinprinciple原则利益concerningwhatisfair,whatisright,whatisethical545.2UnderstandtheProblemFul5.2.2Someobservationsoninterests有关利益的结论

1.Thereisalmostalwaysmorethanonetypeofinterestunderlyinganegotiation.2.Partiescanhavedifferenttypesofinterestatstake.3.Interestsoftenstemfromdeeplyrootedhumanneedsorvalues.4.Interestscanchange.5.Surfacinginterests.

WhatdoIwantfromthisnegotiation?WhydoIwantthat?Whyisimportanttome?WhatwillhappenifIdon’tachievemyobjective?6.Surfacinginterestsisnotalwayseasyortoone’sbestadvantage.7.Focusinginterestscanbeharmful.555.2.2Someobservationsonint5.3GenerateAlternativeSolutions-1

产生可行的方案(1)InventingOptions:GeneratingAlternativeSolutionsbyRedefiningtheProblemorProblemSet：重新界定问题提出备选方案

ExpandthePie把蛋糕做大

Logroll相互妥协UseNonspecificCompensation使用非特定补偿CuttheCostsforCompliance为妥协消减成本FindaBridgeSolution搭桥式解决方法

whenthepartiesareabletoinventnewoptionsthatmeetalltheirrespectiveneedstheyhavecreatedabridgesolution.565.3GenerateAlternativeSolu5.3GenerateAlternativeSolutions-2

产生可行的方案（2）GenerateAlternativeSolutionstotheProblemasGiven:从问题出发提出解决问题的备选方案

BrainstormingInbrainstorming,smal