Negotiation_Process_and_skills

Negotiationskills谈判技巧WHATISNEGOTIATION?Negotiationisdefinedastheabilitytocollaboratewithanotherpartyinordertoconcludeanagreementtothemutualbenefit.Negotiationisalsoaprocessinwhichtwoormorepeopleororganizationswithcommonorconflictinginterestsworktowardsawayofresolvinganissueoragreesonhowtheywillcooperate.AKeyConceptforAllNegotiationsNegotiatorandmediatorTheodoreKheelsummarizedacriticalconcept:2“Negotiationsareaboutchangingthestatusquo.Unlessbothpartiescanreceivesomethingmorethanwhatthestatusquoprovides,thereisnothingforthemtonegotiate.”Why?Ifnot,theywillchoosethestatusquoandwalkaway.2TheodoreW.Kheel,TheKeystoConflictResolution(NewYork,NY:FocusWallsEightWindows,1999).FiveNegotiationSkillsSkill1:PreparationbeforeenteringanegotiationincludesdecidingaBATNASkill2:ConsiderappropriategroundrulesSkill3:DevelopaninitialofferSkill4:AnticipateposturingSkill5:Decideifthenegotiationisasingleissueormultipleissuesandifitincludestwoormorepartiesandtheappropriatestrategy.AlsodecideifanimpasseoccurshowitshouldberesolvedWhatIsBATNA?BATNA=theBestAlternativeToaNegotiatedAgreementAlwaysdecideyourBATNAbeforeenteringanynegotiation!BATNA=thevalueorpointatwhichyouwillchoosenoagreementoverasettlementBATNAissimilartothe“walk-away”valueorpointHowtoDetermineYourBATNA!(Answerthefollowingquestions)Iftheotherpartywithdrewfromnegotiationstoday,whatareyouralternatives?Canyoulistandplaceanestimatedvalueonalltheeconomicvariablessuchasprice,timing,warranty,options,etc.?Howimportantisyourlong-termrelationshipwiththeotherparty?Canyouassignadollarvaluetoit?Doesitoverrideotherfactors?CanyouimproveyourBATNAbyseekingnewalternativestonoagreement?TheNegotiationProcess:FourStagesTheFourStages:Stage1:PreparationStage2:OpeningStatementsStage3:BargainingStage4:SettlementOpeningStatementsBargainingPreparationSettlementTheBasicStagesofNegotiationStage1:PreparationDecideyourBATNA-alwaysstartwithaclearlydefinedBATNAandsticktoitListallkeyissueseitherpartywillwantdecided.Includetangibles,intangibles,throwaways…themorethebetter!Setpriorities（对谈判进程按重要性进行排序）forthekeyissuesbyeither:1.Ranking;2.Weights(%);3.Assigneachissuetooneoffourprioritylevels—Essential,Important,Desirable,ThrowawayDevelopsupportargumentsbasedoninformation,facts,logic,getusefulinformation（获取信息）Preparation(Planningstage）Beforenegotiating,takethetimetoplancarefullyandthoughtfully.Intheplanningstage,createasetofclearobjectstosteertheprocessintherightdirectionandachievethedesiredresults.Thoughtfulnegotiatorsthinkaboutthewaysinwhichtheobjectivescanbeachieved.Whatweprepareintheplanningstage?1.PersonalstylesinnegotiationWheneverpeoplecometogethertonegotiate,theybringtheirownpersonalstylestothesituation.Thesepersonalstylesaffectthewaytheycommunicateandhandletheconflict.personalstyles个人性格对谈判的影响Hellreigel(赫尔雷格尔)’sclassificationofinterpersonalstylesSelf-denyingSelf-protectingSelf-exposingSelf-bargainingSelf-actualizing胆汁质--冲动是魔鬼抑郁质的代表人物是林黛玉，特点是情感细腻、感受深刻，易触景生情，多愁善感多血质的代表人物是王熙凤，特点是处事灵活粘液质代表人物是薛宝钗，表现为考虑周全、细致、稳重Self-denyingpeoplemaybedifficulttonegotiatewith,astheyareintrovertedandreticent（沉默的）inprovidinginformation,especiallyfeedback.Feelingsandideasarehiddenfromothers.Self-denying（内向沉默型）沉默型的谈判对手这类人的心理特点是：（1）不自信。由于不善言辞，生怕被别人误解或被小看，这类人常常闷闷不乐，具有自卑感。（2）想逃避。他们对于说话一事感到很麻烦，从来不会因没有说话而感到不自在，自然而然地以听者自居。他们表现欲差，不愿在人多的场合出头露面，对事物的认识以来直觉，对好恶反应极为强烈。（3）行为表情不一致。当他面带微笑时，可能内心正处于一种焦虑和不耐烦的心态。（4）给人不热情的感觉。这些人看似态度傲慢，其实，内心深处也有一种愿为人做事的想法。Self-protecting(伪装型）Self-protecingpeopleusediversionarytacticssuchasdiscussingotherpeopleorside-trackingtootherissues.Diversionarytacticsareusedtohidetruefeelingsandideas.深藏不露的谈判对手（1）不露“庐山真面目”。这些人城府很深，难以琢磨他们想说什么或想做什么（2）精于“装糊涂”，善于伪装自己，有时故意装糊涂，好像没听懂对方所表达的意思，回答问题吞吞吐吐，闪烁其词。（3)惯于“后发制人”Self-exposing(张扬型）Self-exposingpeoplewishtobethecenterofattention.Thisattentioncanbedemandedbyspeakingloudly,speakingoverothers,usingattention-seekingbodymovements,ignoringfeedbackandtheviewsofothers.顽固的谈判对手（1)非常固执，你说东，他说西，你越想说服他，他会更加固执地抵抗。这种人很难后退一步，合作起来会不愉快。（2）自信满满。他们自以为无所不能，认识事物带有片面性，只按自己的标准行事，往往听不进别人的意见。（3）控制别人。他们经常对某些事拘泥于行事，深信自己的所作所为是绝对正确的，怕自己身心的一切被别人修正。此外，想让别人也按他的意志行事。（4）不愿有所拘束，个性外向者居多。这类人精力充沛，做起事来很有魄力。Self-bargainingpeoplewillshowtheirfeelingsandideasifothersshowtheirsfirst.Thesepeoplewaituntiltheyareledintonegotiation.Theycanopenupandnegotiatewhenothersinitiatetheprocess.Self-bargaining迟疑谨慎型迟疑的谈判对手（1）不信任对方。这类人不信任对方，没有特殊的理由，只是怕受骗上当。怀疑是他们保卫自己的一种手段。（2）不让对方看透自己。他们希望自己有一块领地不被人知晓（3）极端讨厌被说服。谨慎稳重的谈判对手（1）理智稳妥。（2）谨小慎微（3）“忠于职守，一丝不苟”Self-actualizing自我实现型Self-actualizingpeopleareidealnegotiatorsastheywanttohaveinformationandfeedbackfromtheotherperson.Thisinformationandfeedbackispresentedconstructivelytoaidthenegotiationprocessandtoachievegoalsandresultsthatareeffectivewithoutanyconflict.善言灵巧的谈判对手（1)爱说话。（2)善于表达(3)乐于交际(4）为人处世机灵。典型代表：法国人2.Concernwithprotocol拉丁美洲国家比较多，也是一个多民族聚集的地区，风俗习惯差异较大，因此禁忌各不相同。如哥伦比亚人喜欢红，蓝，黄色，禁忌浅色，图案喜爱圆形、三角形和六角形，数字喜爱3、5、7等单数，但忌讳13。打手势也要格外注意，如将手掌水平放置来表示某人的高度，是将此人当做牲畜对待的含义。两个伸直的手指是一种猥亵的手势，在北美人表示“OK”的手势，在这里确是同性恋的表示，双手举过头顶拍手呼唤人等都是不礼貌的。此外，由于哥伦比亚海拔较高，不易大量喝酒和