negotiation-ZJ

L/O/G/O1ModuleTwoBusinessNegotiation2TeachingObjectivesAfterstudyingthismodule,youshouldbeableto:MakepreparationforanegotiationBeginanegotiationwithanopeningstatementManageconflictsBargainMakeconcessionsEndanegotiationskillfullyBeawareofculturaldifferencesinnegotiation3Negotiationislikefighting！WinLoseHi!Hi!Ucomeon!Ucomeon!4PreparationOpeningBargainingEnding4123Contents5I.PreparationA.Whatis“Negotiation”?Anegotiationis()inwhichparties()or().ameetingoraseriesofmeetingsneedeachother’sagreementreachaspecificobjectiveAnegotiationisdiscussionaimedatreachinganagreement.6Win-winnegotiationWin-losenegotiationIndependentNegotiationB.Whatarethetypes?Eachpartythinksonlyaboutitsowninterests.I.Preparationopponentpartypartyasharedobjectiveworktogethermutualbenefits7TaskVideoTime.I.PreparationC.Howtoprepare?Pre-ViewingViewingPost-ViewingTothecontents8LevienSAisbasedinBrussels,Belgium.Itisaninternationalcompanymajoringinpaintsanddyes.IthasasmallITteam,butnotstrongenough.Soitdecidestooutsource.Pre-viewingI.Scenario(剧情说明)KarenProjectManager.shehaspreparedthespecificationsforthecontract.thisisthefirsttimeshehasbeeninvolvedinanoverseasnegotiation.OkusITisbasedinSwindon,intheSouthofEngland.ItspecializesinmanagingITprojectsandtakingovertheITdepartmentsoftheirclientcompanies.FrancoisethecurrentITManager.keenthatherITteamareprotected.AndrewSeanfromLevien’smainsubsidiaryinChicago.ExportSalesManager.hehasbeenassignedtostrengthentheirmarketingeffortoutsideBritain.hemadetheinitialcontactwithLevien.9ViewingI.ThebackgroundAndrewandKaren(fromOkus)arewaitinginthemeetingroomforFrancoiseandSean(fromLevien)…Scene1:AndrewandKarenarediscussingtoprepareforthenegotiation…Scene2:FrancoiseandSeancomes.Thetwopartiesmeetforthefirsttime…101.Whowrotetheproposal?A.LevienB.Okus2.Whatarethemainissue?A.staff&priceB.time&price3.Whowilldothepresentation?A.KarenB.Andrew4.Whowillwatchforthereactionsanddealwithquestions?A.KarenB.Andrew5.Whodriveahardbargain?A.FrancoiseB.Sean6.WhowillhandleSean?A.KarenB.AndrewII.Watchandchoose.√√√√√√1:50AndrewSeanKarenFrancoiseOkusLevien117.Howlongistheflight?A.MorethananhourB.Lessthananhour8.Whosuggestsacoffeebeforetheystart?A.FrancoiseB.Sean9.HaveAndrewandSeanmetbefore?A.Yes.B.No.II.Watchandchoose.√√√2:43AndrewSeanKarenFrancoiseOkusLevien12ObjectivesStrategiesRolesAgendaI.ChecklistforPreparation①Whatarethemainareas?②Whatarelikelytobestickingpoints?③whatconcessionscanwegive?①Whoisresponsibleforwhat?②Whatspecialskilldoindividualshave?③Whatdoweknowabouttheotherteam?④Whoistakingnotesandtoaskquestions?①Whatistheagenda?②Whatisbestordertodiscussit?①Whatisthebestwecanget?②Whatistheworstwecanget?③Whatisourbottomline?Post-Viewing13StrategiesThemainareasare_________________.RolesAndrewisresponsiblefor____________.Karenisresponsiblefor________________________.TheyknowSeanfromLevien__________________.AgendaTheagendais____________________.Post-ViewingII.ReadthescriptsandfillinOkus’checklist.staffcutsandpricespresentationLevien’sreaction&questionsdrivesahardbargainleftfortheLevientoset14Post-ViewingIII.Gametime.Pleasewriteioriionyourpaper.1.iIstartthedaywithalistofthingstodo.iiIstartthedaybyhavingachatwithmycolleagues.2.iIdon’tletpersonalfeelingsinfluencedecisions.iiWhenmakingdecisions,Ilookatthehumananglefirst.3.iIfcolleaguesdoagoodjob,itdoesnotmatterifIlikethemornot.iiIt’simportantformetolikethepeopleIworkwith.4.iIseemeetingsonlyasameanstogetbusinessdone.iiIseemeetingspartlyasanopportunitytodevelopteamrelationships.5.iAttheendoftheday,IamfrustratedifIhaven’tachievedwhatIsetoutto.iiAttheendoftheday,Ifeel“low”ifIhaven’tgotonwithmycolleagues.15Post-ViewingIV.Answerthefollowingquestion.Whatdoyouthink----Francoisofferscoffeebeforetheystartthenegotiation,whileSeaniseagertogetdowntobusinessimmediately?FrancoisisPeople-oriented.SeanisTask-oriented.16Post-ViewingV.Analysisforthequestionnaire.Scoreforyourself:Score2pointsforeveryisentenceyouticked.Score0pointsforeveryiisentenceyouticked.Score1pointforeverytimeyoutickedneither.WhoamI?6-10pointstask-oriented4-5pointsbalanced0-3pointspeople-orientedWhoamI?17II.OpeningCreateAGoodNegotiationAtmosphereIntroducingrolesIntroducingpurposeSettingagendaSettingtiming18Principlesinsettinganagenda：①Fullyprepare.②Don’tmissanythingimportant.③Considercarefullytheorderofagenda.④Don’tagreetheagendasetbytheotherpartywithoutfullyconsideration.⑤Studytheagendaproposedbytheothersidetomakesurenothingisomittedonpurpose.19谈判中的实力对比201999年3月，大华的母亲生病住院了，手术医疗费对一个普通的家庭而言不是一笔小数目。大华找到母亲以前的单位领导黄厂长说明了情况，并提供了这种病是多年工作造成的职业病的医院证明，希望得到资助费用。厂长表示非常理解，一定照顾。但由于国有企业效益不好，只好先由个人垫付，等出院后再来厂里报销。经过一个多月的治疗后，母亲病愈出院了，共花费12000多元。4月中旬，大华找到黄厂长报销医疗费用，但厂长面有难色，说本应该马上报销，但目前企业资金困难，让大华2星期后再来，大华想黄厂长说的确是事实，就答应了。两个星期后，大华再次找到黄厂长，得到的却是同样的托词。大华认为，事情不能这样托下去了，于是……CASE121大华认为这件事情不能再拖了。国企效益不好，医疗费用不能报是常见的事情。黄厂长的托词是企业暂时没钱，所以首先要攻破这一点。于是他找到母亲财务科的熟人李阿姨，说明了情况。李阿姨答应，厂里收到大额的回款时就会通知大华。过了10天李阿姨来电说厂里刚刚收到大笔回款。于是大华又一次找到了黄厂长。还没等厂长说话，大华就说明通过一个偶然的机会，得知**厂刚把欠款付清了。厂长很惊讶大华知道这件事情，又不好意思否认。大华又说妈妈的病是工作多年的职业病，企业不能忘记这些老员工。于是厂长只能在单据上签上了“报销”二字和自己的大名。CASE122NegotiationTips：一个通常的谈判技