国际商务谈判（英文）chapter10NegotiationStrategies

International

BusinessNegotiation1

Chapter10

NegotiationStrategies2TeachingObjectives

Afterstudyingthismodule,youshouldbeabletoknow:

1.Strategicconsiderations2.negotiationstrategies；3.choicesofstrategy；4.howtodevelopyourownnegotiationstyle3ImprovingNegotiationSkillsDevelopingYourNegotiationstrategies

123ContentsStrategicConsiderations410.1ImprovingNegotiationSkills“Strategy〞isconsideredascomprisingthetechniquesusedintheactualprocessofnegotiation,aswellasthetacticsusedasdevicestoimplementthestrategy.

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10.2StrategicConsiderations10.2.1Therepeatabilityofanegotiation10.2.2Thestrengthsofnegotiatingparties10.2.3Theimportanceofadeal10.2.4Thetimescale10.2.5Thenegotiationresources6

10.3.1TheCompetitiveStrategy(1)AlternativestoSettlement(2)“AnythingButThat〞(3)Bluffing(4)BringingintheMedia(5)CreatingDeadlock(6)Diversion/Distraction(7)DoneDeal(8)GoodCop/BadCop

10.3DevelopingYourNegotiationstrategies7

10.3DevelopingYourNegotiationstrategies10.3.1TheCompetitiveStrategy(9)IrrationalBehavior

(10)LimitedAuthority(11)LimitedTime(12)“PoorMe〞(13)Silence(14)StrawMan(15)Turnabout(16)UseofPower8

10.3.2TheAccommodationStrategy

(1)Face-Saving(2)Identification(3)TaketheLeadOar(4)TakeReasonableActions9

10.3.3TheCompromisingStrategy(1)Bit-by-Bit(2)ConditionalProposals(3)“Log-Rolling〞(4)“SplittingtheBaby〞(5)Tit-for-Tat10

10.3.4TheCollaborativeStrategy(1)Flexibility(2)FocusonProcess(3)IdentifywithOthersinSimilarCircumstances11

10.3.5TheAvoidanceStrategy(1)NegotiateMoneyIssuesFirst(2)NegotiateNon-MoneyIssuesFirst(3)RefusetoCombineNegotiationofRelatedDis