第三章合作型谈判

Chapter3StrategyandTacticsofIntegrativeNegotiation合作型谈判INTERNATIONALBUSINESSNEGOTIATION国际商务谈判主讲人：邓谊[e-mail]egotiationDifferent?合作型谈判的特点•Focusoncommonaltiesratherthandifferences•Addressneedsandinterests,notpositions•Committomeetingtheneedsofallinvolvedparties•Exchangeinformationandideas•Inventoptionsformutualgain•UseobjectivecriteriatosetstandardsOutline主要内容①合作型谈判概述•Overview②合作型谈判过程•ProcessOverviewoftheIntegrativeNegotiationProcess•Createafreeflowofinformation创建畅通的信息流•Attempttounderstandtheothernegotiator’srealneedsandobjectives了解对方的真实需求和意图3-4•Emphasizethecommonaltiesbetweenthepartiesandminimizethedifferences关注共同点，减少不同点•Searchforsolutionsthatmeetthegoalsandobjectivesofbothsides寻求能实现双方目标的解决方案Overview1.创建畅通的信息流I.showwillingnesstoshareinformationII.createtheconditionsforafreeandopendiscussionofallrelatedissuesandconcernsIII.buildtrustbetweenbothtwosidesmeyouissue3factorsofcommunicationyou3factorsofcommunication讨好型①me3factorsofcommunication利己型②3factorsofcommunication超理性型issue③3factorsofcommunication废话型?④meyouissue3factorsofcommunication有效沟通⑤Overview2.试着了解对方的真实需要和目标→needsVs.standpoint→preferencesandpriorities→exchangeVs.doubtOverview3.强调共同点，减少不同点→Sometimesthecollectivegoalisclearandobvious.Politicsmakesstrangersbedfellows.→Atothertimes,thelargergoalisnotsoclear,norisitsoeasytokeepinsight.工厂的搬迁Vs.工人的资历Overview4.寻求能实现双方目标的解决办法→negotiatorsmustbefirmandflexible对基本利益和需求坚定不移,但是满足利益和需求的方式要灵活；→bothtowsides’goalsVs.onesidegettingmorethantheother竞争情境下，谈判双方更倾向于关心各自的目标——打败；合作情境下，谈判双方也需要留心双方共同的利益——双赢。Outline主要内容①合作型谈判概述•Overview②合作型谈判过程•ProcessKeyStepsintheIntegrativeNegotiationProcess①Identifyanddefinetheproblem②Understandtheproblemfully—identifyinterestsandneedsonbothsides③Generatealternativesolutions④EvaluateandselectamongalternativesIntroductorycase一家大型电器工厂的总装车间，一个部件发生了重大问题。大量的针脚和配件都弯曲或毁坏，使组装工作停滞不前。事情发生后，整条主生产线的主品都被作为不合格品放在一边。月末，不合格品重新返工，而当部件到达组装车间时，正赶上工人忙着完成本月末的指标，工人因此降低了对部件的检验标准。结果，返工只能匆忙完成，而且是通过加班才完成。Introductorycase加班的额外费用不能计入标准成本分配系统。组装车间的经理不希望这部分成本加在车间管理费中。而总装车间的经理坚持不支付这笔额外费用，他认为问题是由组装车间低质量的工作引起的。组装车间经理反驳，出货时部件都是良好的，是总装的不良工艺导致了毁坏。思考：如果你是两位经理中的一位，你该如何处理？KeyStepsintheIntegrativeNegotiationProcess①Identifyanddefinetheproblem②Understandtheproblemfully—identifyinterestsandneedsonbothsides③Generatealternativesolutions④EvaluateandselectamongalternativesProcessStep1.明确谈判的问题和目标；•问题向目标转换•责任•加班费•目标具体化•降低次品率•减少冲突，加强合作降低次品率减少冲突，加强合作XXX时间内，次品率降低一半费用分担ProcessStep2.探索解决方案。•次品率降低一半•加强质检，找到关键环节，加以改进。如：总装车间工人对部件不够了解，组装时损毁严重•费用分担•为未来的同类事件处理提供先例。如：对总装车间工人转入组装车间进行培训，同时帮助组装车间工人完成紧急订单IdentifyandDefinetheProblem•Definetheprobleminawaythatismutuallyacceptabletobothsides•Statetheproblemwithaneyetowardpracticalityandcomprehensiveness•Statetheproblemasagoalandidentifytheobstaclesinattainingthisgoal•Depersonalizetheproblem•SeparatetheproblemdefinitionfromthesearchforsolutionsKeyStepsintheIntegrativeNegotiationProcess①Identifyanddefinetheproblem②Understandtheproblemfully—identifyinterestsandneedsonbothsides了解双方的利益和需求③Generatealternativesolutions④EvaluateandselectamongalternativesUnderstandtheProblemFully—IdentifyInterestsandNeedsInterests:theunderlyingconcerns,needs,desires,orfearsthatmotivateanegotiatorInterests利益VS.standpoint立场–Substantiveinterestsrelatetokeyissuesinthenegotiation（可见利益/焦点问题）–Processinterestsarerelatedtothewaythedisputeissettled（解决过程/谈判风格)–Relationshipinterestsindicatethatoneorbothpartiesvaluetheirrelationship（双方关系）–Interestsinprinciple:doingwhatisfair,right,acceptable,ethicalmaybesharedbytheparties3-26TangibleTypesofinterestsTypesofinterests利益的类型：根本利益、过程利益、关系利益根本利益——与谈判的焦点问题相关，是谈判者最重要的谈判收益。过程利益——与解决纠纷的方法、谈判者的个人偏好、风格等有关，一般是谈判的辅助利益。关系利益——与谈判未来的收益相关，体现出谈判者对谈判长远利益的重视程度。Someobservationsoninterests有关利益的讨论冲突中的利益总是不只一种方式存在Thereisalmostalwaysmorethanonetypeofinterestunderlyinganegotiation谈判各方所关注的利益类型，可能大相径庭。PartiescanhavedifferenttypesofinterestsatstakeSomeobservationsoninterests利益的产生根源于谈判各方的需求和价值。Interestsoftenstemfromdeeplyrootedhumanneedsorvalues.利益会不断改变。Interestscanchange.Case•几个商人在一条船上开国际贸易洽谈会，突然船开始下沉。•“快去叫那些人穿上救生衣，跳下船去。”船长命令大副。•几分钟后，大副回来。“那些家伙不肯跳。”他报告说。•船长只得亲自出马。不一会儿，他回来告诉大副：“他们全部跳下去了。”•“您采用了什么方法？”大副问道。Case•“我告诉英国入跳水是有益于健康的运动，他就跳了。告诉法国人那样做很时髦，告诉德国人那是命令，告诉意大利人那样做是被禁止的，告诉苏联人这是革命的.....”•“你是怎么说服那帮美国人的呢？”•“很容易，”船长说；“我就说已经帮他们上了保险了。”KeyStepsintheIntegrativeNegotiationProcess①Identifyanddefinetheproblem②Understandtheproblemfully—identifyinterestsandneedsonbothsides③Generatealternativesolutions产生可选择的解决方案④EvaluateandselectamongalternativesGeneratealternativesolutions①重新定义条件和问题•Redefiningtheproblemorproblemset②根据现有条件和问题•GeneratingsolutionstotheproblemasgivenGeneratealternativesolutions①重新定义条件和问题•Redefiningtheproblemorproblemset②根据现有条件和问题•GeneratingsolutionstotheproblemasgivenCase引入案例Page71Samantha&Emma公司搬迁选址Brainstorm：1.Whatarepositionsandinterests/prioritiesofbothpartiesrespectively?2.WhatifyouwereSorE?RedefiningtheproblemA.Compromise完全妥协B.Logroll相互妥协C.Expandthepie把蛋糕做大D.Modifyingtheresourcepie调整蛋糕E.Findabridgesolution搭桥式F.Cutthecostsforcompliance为妥协方减少成本G.Nonspecificcompensation非特定补偿H.Super