Negotiation skills - 谈判技巧.ppt

Negotiation skills 谈判技巧 What is negotiation? Negotiation is defined as the ability to collaborate with another party in order to conclude an agreement to the mutual benefit. Negotiation is also a process in which two or more people or organizations with common or conflicting interests work towards a way of resolving an issue or agrees on how they will cooperate. There must be both common interests and issues of conflict. Without common interests there is nothing to negotiate for, without conflicting issues there is nothing to negotiate about. The Negotiation Process: Four Stages The Four Stages: Stage 1: Preparation (准备） Stage 2: Opening Statements （开局说辞） Stage 3: Bargaining （磋商） Stage 4: Settlement （签约） How to Determine Your BATNA!(Answer the following questions) How important is your long-term relationship with the other party? Can you assign a dollar value to it? Does it override other factors? Can you improve your BATNA by seeking new alternatives to no agreement? Stage 1: Preparation 1. Decide your BATNA - always start with a clearly defined BATNA and stick to it 2. List all key issues either party will want decided. Include tangibles, intangibles, throwaways…the more the better! （3）. Set priorities for the key issues （对谈判进程按重要性进行排序） by either: 1. Ranking; 2. Weights (%); 3. Assign each issue to one of four priority levels—Essential, Important, Desirable, Throwaway （4）. Develop support arguments based on information, facts, logic, get useful information for negotiation. (获取信息） Preparation (Planning stage） Before negotiating, take the time to plan carefully and thoughtfully. In the planning stage, create a set of clear objects to steer the process in the right direction and achieve the desired results. Thoughtful negotiators think about the ways in which the objectives can be achieved. What we prepare in the planning stage? (1). Personal styles in negotia