谈判.ppt35

   第一节  谈判的要素和种类
一、谈判活动的基本要素
    
■  谈判主体  (参与谈判的当事人)
■  谈判客体  (谈判的议题及内容)
■  谈判目的
■  谈判结果
CHECKLIST:  Negotiating Objectives
What are our objectives? What outcomes do we want?
Are our objectives specific, timed, and measurable?
Do we have a fall-back position?
If we were in their shoes, what would our position be? Do we know their objectives? If not, how can we find out?
What demands are they likely to make? What concessions are we likely to have to give?
Do they know our objectives? Our fall-back position?
How much room for manoeuvre is there between our two positions?
How strongly are we committed to our objectives as a negotiating team?
As representatives, how strongly are our constituents behind us?
What is the best outcome we can realistically hope for? The worst we would be prepared to settle for?
二、谈判的种类
对抗性谈判 
(“零和”谈判，竞争性谈判)
 合作性谈判 
(“双赢”谈判 )
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