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NEGOTIATIONSANDCONFLICTMANAGEMENTXUELIWANGSCHOOLOFECONOMICSANDMANAGEMENTTSINGHUAUNIVERSITY第一页,共二十三页。NegotiationNegotiation:aninterpersonaldecision-makingprocessbywhichtwoormorepeopleagreehowtoallocatescarceresources.Whyoccurtocreatesomethingnewthatneitherpartycoulddoonhisorherowntoresolveaproblemordisputebetweentheparties第二页,共二十三页。ManagerisnegotiatorDynamicnatureofbusinessInterdependenceCompetitionInformationageDiversity第三页,共二十三页。CharacteristicsofnegotiationTwoormorepartiesconflictofinterestbetweentwoormorepartiesvoluntaryprocessandastrategypursuedbychoicenofixedorestablishedsetofrulesorprefertoinventtheirowngiveandtakebothintangiblesandtangiblesareconcerned第四页,共二十三页。NatureofNegotiation---InterdependenceMutualdependency(goal)andmutualadjustment(process)ActualstructureofinterdependenceVs.perceivedinterdependenceDilemmainnegotiationdilemmaofhonestydilemmaoftrustBuildingtrust(effortsontheperceptionoftheoutcomeandeffortsontheprocess)第五页,共二十三页。ThemajorsinsofnegotiationLeavingmoneyonthetableSettlingfortoolittleWalkingawayfromthetableSettlingfortermsthatareworsethanyouralternative第六页,共二十三页。MythsaboutnegotiatorsGoodnegotiatorsarebornExperienceisagreatteacherGoodnegotiatorstakerisksGoodnegotiatorsrelyonintuition第七页,共二十三页。SometermsusedinN&CBATNA:(BestAlternativetoaNegotiatedAgreement)determinesthepointatwhichanegotiatorispreparedtowalkawayfromthenegotiationtableoryourfallbackposition.PositionVsInterest:apositioniswhatyousayyouwantormusthave.Whileaninterestiswhyyouwantwhatyouwant.Positionalbargainingisusuallydistributive------andmaybeinefficientinthesensethatvaluemaybeleftonthetableatthetimeofsettlementbecauseeachpartydidnotknowwhattheotherreallywanted---butitmayhelponepartygainmoreshort-termprofit.Interest-basedbargainingaddsintegrativepotential.第八页,共二十三页。SometermsusedinN&CReservationpoint:thepointatwhichtheBATNAbecomespreferabletostartingorcontinuinganegotiation.Targetpoint:yourobjectiveAskingofferandcounteroffer:thestartofthenegotiationBargainingRange:thedistancebetweenthereservationpointsoftheparties.第九页,共二十三页。PreparationworksheetfornegotiationSelf-assessmentAssessmentoftheotherpartyAssessmentofthesituationDetailsinthehandoutworksheet第十页,共二十三页。HowtoevaluatethenegotiationRelationshipbuildingConstructivecommunicationInterestsatisfied(includingtheotherpartyandthethirdparty)SolutionsReasonableBANTA(benchmark)COMMITMENT(understandingandfeasible)第十一页,共二十三页。DistributiveBargainingWhenanegotiatorwantstomaximizethevalueobtainedinasingledealandwhentherelationshipwiththeotherpartyisnotimportant.Targetpointandresistancepoint;askingpriceandinitialoffer;alternativeoutcome第十二页,共二十三页。TwotasksindistributivebargainingDiscovertheotherparty’sresistancepointinfluencingtheotherparty’sresistancepointwillvarydirectlywithhisestimateofyourcostofdelayorabortingnegotiationswillvaryinverselywithhiscostofdelayorabortingwillvarydirectlywiththevaluetheotherpartyattachestothatoutcomewillvaryinverselywiththeperceivedvaluethefirstpartyattachestoanoutcome第十三页,共二十三页。TacticaltasksToassesstheotherparty’soutcomevaluesandthecostsofterminatingnegotiationtomanagetheotherparty’simpressionofthenegotiator’soutcomevaluestomodifytheotherparty’sperceptionofhisownoutcomevaluestomanipulatetheactualcostsofdelayingorabortingnegotiationsplandisruptiveactionalliancewithoutsidersschedulemanipulation第十四页,共二十三页。PositionsduringnegotiationOpeningofferopeningstanceinitialconcessionsroleofconcessionspatternofconcessionmakingfinaloffer第十五页,共二十三页。CommitmentEstablishingacommitmentpublicpronouncementlinkwithanoutsideallyincreasetheprominenceofdemandsreinforcethethreatorpromise第十六页,共二十三页。CommitmentAbandonacommitmenttoindicatetheconditionsunderwhichitappliedhavechangedtoletthematterdiesilentlytorestatethecommitmentinmoregeneraltermstominimizeanypossibledamagetohisself-esteemortoconstituentrelationships第十七页,共二十三页。ClosingthedealProvidealternativesassumetheclosesplitthedifferenceexplodingofferssweeteners第十八页,共二十三页。Pie-slicingstrategiesKnowyourBATNAResearchtheotherparty’sBATNAsethighaspirationsmakethefirstoffercounterofferimmediatelyavoidstatingrangesmakebilateralconcessionsuseanobjective-appearingrationaletosupportyouroffersappealtonormsoffairnessdonotfallforthe“evensplit”ploy第十九页,共二十三页。TacticstouseindistributivebargainingDelaySilenceandBracketingLimitedAuthorityThebottomlineNoNibblingExpectationandcontrolAuctionConcessionsRationaleMessage-sendingDeadlines第二十页,共二十三页。HardballtacticsGoodguy/badguyhighball/lowballbogeythenibblechickenintimidationaggressivebehaviorsnowjob第二十一页,共二十三页。HowtodealwithhardballIgnorethemDiscussthem
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