國際商務(wù)談判 課件 雙語CHAPTER

1、CHAPTER 3Distributive NegotiatiDistributive Negotiationon: : Slicing Slicing the Piethe PieKey TermsBargaining zoneBargaining surplusNegotiators surplus Equity rule Pattern of concessionsTHE BARGAINING ZONE Bargaining zone, or zone of possible agreements(ZOPA), represents the region between eachpart

2、ys reservation pointBargaining zone can be positive or negative (Figures 31A and 31B)a) If parties fail to reach agreement in positive bargaining zone, the result is suboptimalb) In a negative bargaining zone, parties should pursue other alternativesFigure 3-1A: Positive Bargaining ZoneSellers Barga

3、ining RangeBuyers Bargaining Range$5$10$15$20Positive Bargaining ZoneBT, Buyers Target PointSR, Sellers Reservation PointBR, Buyers Reservation PointST, Sellers Target PointFigure 3-1B: Negative Bargaining ZoneSellers Bargaining RangeBuyers Bargaining Range$5$10$15$20Negative Bargaining ZoneBT, Buye

4、rs Target PointBR, Buyers Reservation PointSR, Sellers Reservation PointST, Sellers Target PointTHE NEGOTIATION DANCEBargaining surplus: Amount of overlap between parties reservation pointsNegotiators surplus (Figure 32): Positive difference between the settlement outcome and the negotiators reserva

5、tion point; illustrates mixed-motive nature of negotiation. Figure 3-2: Negotiators SurplusSellers Bargaining RangeBuyers Bargaining Range$10$15Sellers SurplusSettlementBuyers SurplusSRBRPie-Slicing Strategies Strategy 1: Assess your BATNA and improve itStrategy 2: Determine your reservation point,

6、but do not reveal itStrategy 3: Research the other partys BATNA and estimate their reservation pointStrategy 4: Set high aspirations (be realistic, but optimistic)Pie-Slicing Strategies Strategy 5: Make the first offer (if you are prepared)Strategy 6: Immediately reanchor if the other party opens fi

7、rstStrategy 7: Plan your concessions Pattern of concessions Magnitude of concessions (GRIT model) Timing of concessionsPie-Slicing Strategies Strategy 8: Use an objective-appearing rationale to support your offersStrategy 9: Do not fall for the “even split” ployStrategy 10: Appeal to norms of fairne

8、ssThe Power of Fairness A. There are multiple methods of fair division 1.Equality rule 2.Equity rule 3.Needs-based ruleB. Rules of fairness are situation-specificC. People are concerned about the “other person” 1.Upward comparison 2.Downward comparison 3.Comparison with similar othersWhat drives the

9、 choice of the comparison other? 1.Self-improvement 2.Self-enhancement 3.Accurate self-evaluationThe Power of Fairness D. People seek equity in their relationships with othersE. When people sense inequity, they will attempt to restore it How to eliminate tension arising from inequity a)Alter your in

10、puts b)Alter your outcomes c) Cognitively distort your inputs or outcomes d)Leave the situation e)Cognitively distort either the inputs or outcomes of your exchange partner f) Change the object of comparison The Power of Fairness F. People evaluate not only the fairness of outcomes, but also the fai

11、rness of procedures by which those outcomes are determinedG. Judgments about what is fair are driven by the nature of the relationship we have with the other party H. Egocentrism taints judgments of fairness I. People do not realize that they are self-serving 1.Selective encoding and memory 2.Differ

12、ential retrieval 3.Informational disparityThe Most Commonly Asked QuestionsA.Should I reveal my reservation point?B.Should I lie about my reservation point? 1. Lying is unethical 2. Lying does not make sense strategically 3. Lying hurts your reputationC.Should I try to manipulate the other partys reservation point?D.Should I make a “final offer” or commit to a position?E.Saving faceBackdrops:- These are full sized backd