国际商务谈判（英文版）-课件 Topic 8 Teams and Multiparties

Topic8:

TeamsandMulti-partiesinInternationalBusinessNegotiationInternationalBusinessNegotiationByZeningSongLearningObjectivesUponcompletionofthischapter,youwillbeabletoknowthebasiccharacteristicsofteamandmulti-partynegotiations;developstrategiesforteamandmulti-partynegotiations.2LessonPlanPart1TeamsandMulti-partiesinNegotiationPart2CaseStudy:RegionalComprehensiveEconomicPartnership(RCEP)Negotiations1.1CharacteristicsofTeamNegotiation5Figure8-1.TeamNegotiation(Source:TheMindandHeartoftheNegotiator)1.1CharacteristicsofTeamNegotiationIncertaincircumstances,teamsbringbetterresults,because:

Teamscanusuallyproducemoreinnovativeandintegratedsolutions.Teamnegotiationcanoftenenhanceone’snegotiationpowerandcreateabargainingadvantage(谈判优势地位),

becauseoftheTeamHaloEffect(团队晕轮效应).Thepresenceofateamhelpstoshowhowyouvaluethenegotiation,thusdemonstratingsinceritytoyourcounterparts.However,therearecertaincostsandrisks,suchashighercosts,inadequateteampreparations,andapossiblelackofteamunity.51.2OrganizationandManagementofNegotiationTeamsCriteriaofTeamMemberSelection：NegotiationExpertise

TechnicalExpertiseInterpersonalSkills51.2OrganizationandManagementofNegotiationTeamsTeamOrganizationandManagementThreesourcesofteamcohesion(团队凝聚力):(1)attractiontothegrouporresistancetoleavingthegroup,(2)moraleormotivation,and(3)consistencyofeffortTeammembersalsoneedtohaveacommondiscoursesystem(话语体系)andcommonproblem-solvingmethodstofacilitatesmoothteamcommunications.51.3StrategiesforTeamNegotiation5StepsContentStep1.IndividualPreparation•determinethenegotiationissues•determineyourBATNA•determinewhatyouthinkisyour“worst-case”scenario•determinewhatyouthinkisyour“best-case”scenario•writethesedownandbereadytosharethemwithyourteammembersStep2.TeamPreparation:DeterminingProcedures•determinethepersonwhochairsthemeeting•identifythematerialsneeded(calculators,wallcharts,computers,etc.),andthepersonresponsibleforpreparingthem•arrangeyourscheduleandtheresponsiblepersonforexecution1.3StrategiesforTeamNegotiation5StepsContentStep3.TeamPreparation:ClarifyingFactsandInformation•sortout“positionsandinterests”•identifyyourteam’sprioritiesandpossibleprioritiesoftheotherparty•identifywhatinformationyouneedfromthecounterpart•determineyourteam’sBATNAanddiscusshowmuchyouknowabouttheotherparty’sBATNA•identifyyourteam’sworst-casescenario(reservationprice)•identifyyourteam’sbest-casescenario(negotiationtarget)•identifysensitiveinformationthatcannotbedisclosedunderanycircumstances•identifyinformationthatyouarewillingtosharewiththeotherpartyStep4.TeamPreparation:DevelopingStrategies•determinetheopeningoffer(初始报价)•determineyourteamroles(e.g.,aleadnegotiator,oneresponsibleforstrategies,anaccountant,andoneinchargeofmeetingminutes)•determineasignalforaprivatecaucus2.1CharacteristicsofIntergroupNegotiation5Figure8-2.IntergroupNegotiation(Source:TheMindandHeartoftheNegotiator)2.1CharacteristicsofIntergroupNegotiationWhenpeoplenegotiatewithothergroupsorteams,theytendtobebiasedagainstthoseout-groups.Whenpeoplenegotiatewithout-groupmembers,theyusuallyengageindownwardsocialcomparison(向下的社会比较);thatis,theytendtoevaluatethemembersofthecounterparttobeinferiortotheirownmembers.Opposinggroupsmayresultinalessaccurateunderstandingoftheviewsoftheotherparty,witheachsidebelievingthattheothersideholdsmoreextremeviewsthanisactuallythecase.52.2StrategiesforIntergroupNegotiationFocusontheRealCauseofConflictSeekaCommonIdentityAvoidOut-groupHomogeneityEffectEngageinEffectiveContactGRITStrategy:TheGraduatedandReciprocalInitiativeinTensionReduction(渐进互惠降低紧张策略)63.MultipartyNegotiation(多边谈判)5Whentwoormorepartiesattempttoreconciletheiropposinginterestsandattaincommonobjectives,amultipartynegotiationisestablished.3.1ChallengesofMultipartyNegotiationFormingandMaintainingCoalitions

FormulatingTrade-offsChoosingDecisionRulesEnsuringEffectiveCommunication5Figure8-3.IntergroupNegotiation(Source:TheMindandHeartoftheNegotiator)3.2StrategiesforSuccessfulMultipartyNegotiationsTheFormationandMaintenanceofCoalitionsandtheDistributionofBenefitsamongCoalitionMembersHowtoformcoalitions?Howtomaintaincoalitions?Howtodistributeresourceswithincoalitions?53.2StrategiesforSuccessfulMultipartyNegotiationsOtherCommonStrategiesforMultipartyNegotiationsPre-negotiations:GetAdequateInformationaboutOtherParties,ManageInformationSystematically,EffectivelyDesignBrainstormingDuringthenegotiations:AssignProcessRoles,Don’tLeavetheTable,AvoidtheAgreementBias5LessonPlanPart1TeamsandMulti-partiesinNegotiationPart2CaseStudy:RegionalComprehensiveEconomicPartnership(RCEP)NegotiationsCaseStudyNext,wewilldiscusstheRCEPnegotiationandapplywhatwehavelearnttothereal-lifenegotiationcase.18JapanAustraliaNewZealandChinaASEANSouthKoreaIndiaCaseStudyPleasereadthecasebackground,anddiscuss:Whatdoyouthinkarethemainchallengesformultilateralnegotiations?AsthenegotiatoroftheChineseside,howshouldyoupreparefortheRCEPnegotiation?Basedontheabovenegotiationbackground,whatdoyouthinkaretheadvantagesanddisadvantagesofeachnegotiatingpartyintheRCEPnegotiation?Whatfactorswillaffectthenegotiatingpowerofeachpartyinamulti-partynegotiation?19CaseStudyPleaseread“processandstrategies”,anddiscuss:W