单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,第一篇 谈判的基础知识,1,谈判,:,心灵与智慧,2,谈判流程（程序与结构）,3,谈判准备：谈判之前干什么？,4,分配式谈判：分割馅饼,5,公平的力量,6,双赢谈判：扩大馅饼,7,合作原则谈判,8,利益分配法则,第一篇 谈判的基础知识1 谈判: 心灵与智慧,4 Distributive Negotiation: Slicing the Pie,4.1 The Negotiation Dance,4.2 The Bargaining Zone,4.3 Pie-Slicing Strategies,4.4 The Most Commonly Asked Questions,4.5 Saving Face,4 Distributive Negotiation: Sl,第四章 对立性谈判：分割馅饼,4.1,谈判之舞,4.2,议价区间,4.3,馅饼分割策略,4.4,常见问题,4.5,挽回面子,第四章 对立性谈判：分割馅饼4.1 谈判之舞,4.1 Negotiation Dance,The entire process,of making an opening offer and then,reaching a mutually agreeable settlement is known as,the negotiation dance,.,Unfortunately, most of us,have never taken dance lessons or,know what to do once we find ourselves on the dance,floor.,分配性谈判ppt课件,4.1 Negotiation Dance,4.1,谈判之舞,谈判之舞（,Negotiation Dance,）：,从初始报价到最后达成可接受协议的,整个过程。,遗憾的是，大多数人,从不参加舞蹈课，或者,不知道一旦置身于舞池之中应该做什么。,分配性谈判ppt课件,Should we lead?,Should we follow?,A few hard-and-fast,rules of thumb,apply,but the negotiator must make many choices that are,not so,clear-cut,.,We wrestle with these issues in this chapter.,分配性谈判ppt课件,我们应该领舞吗？,我们应该跟着别人跳舞吗？,一些,严格,的,经验法则,可以应用，,然而，,谈判者则需要做很多并非如此,清晰明确,的选择。,我们将在本章对此进行深入阐述。,分配性谈判ppt课件,Negotiations, according to,strategies and,tactics,may fall into two categories:,distributive negotiation and,integrative negotiation.,分配性谈判ppt课件,谈判类型的划分方法很多。,本课程按照：,战略,策略,把谈判分为两类：,对立性谈判（,Distributive negotiation,）,合作性谈判（,Integrative negotiation,）,分配性谈判ppt课件,Distributive negotiation,also be called:,competitive distributive negotiation,win-lose negotiation or,zero-sum game,分配性谈判ppt课件,分配性谈判,（对立性谈判、两分法谈判、赢输谈判）,分割馅饼,分配稀缺资源,力争各自的利益最大化,零和博弈（,zero-sum game,）：,谈判双方的利益之和是一个常数。,一方利益的获得以另一方利益的失去为代价。,分配性谈判ppt课件,Integrative negotiation,also be called:,cooperative integrative negotiation,win-win negotiation or,non zero-sum game,分配性谈判ppt课件,整合型谈判,（合作性谈判、双赢谈判）,扩大馅饼,创造价值,所有创造性的机会都被利用,充分协调各方利益,非零和博弈（,non zero-sum game,）：,谈判双方的利益之和是一个变数。,各方都能多得。,分配性谈判ppt课件,1) Distributive Negotiation,Negotiators,distribute scarce resources,(money, controlling power, options etc.),between each other.,分配性谈判ppt课件,1) Distributive Negotiation,1,）分配性谈判,谈判者们在彼此之间,分配稀缺资源。,如：,金钱,控制权,选择权（期权）等,分配性谈判ppt课件,In this chapter, we focus on,how negotiators can best achieve their,outcomes,economic,(e.g., money and resources) as well as,social,(e.g., preserving relationships and building trust).,分配性谈判ppt课件,本章中，,我们着重介绍谈判者如何尽力获取,成果，,包括：,经济成果（利益）,（如：金钱和资源）,社会成果（利益）,（如：维护关系和建立信任）。,分配性谈判ppt课件,We also provide several examples of how these strategies,are used in actual business negotiations.,In this chapter,we address the question of,how best to,claim resources,.,分配性谈判ppt课件,我们会举些说明，,这些策略在实际商务中的应用。,本章中，,我们解决如何尽力,索取资源,的问题。,（即：分割馅饼）,分配性谈判ppt课件,This chapter discusses,who should make the,first offer,how to,respond,to an offer made by the other party,the amount of,concessions,to make, and,how to,handle an aggressive negotiator,.,分配性谈判ppt课件,本章将探讨以下问题：,应该由,谁先出价，,如何,应对,对方的,报价,做出多少,让步,才恰当，,如何,对付攻击,性强的谈判者。,分配性谈判ppt课件,2,）,Win-Win Negotiations,Although this chapter deals with slicing the pie, it is,important to realize that most negotiations involve,a win-win,aspect (expanding the pie),which we discuss in detail in the,next chapter.,However, even in,win-win negotiations,the pie of resources created by negotiators eventually has,to,be sliced,.,分配性谈判ppt课件,2,）,Win-Win Negotiations,2,）双赢的谈判,尽管本章主要讲述的是分馅饼的问题，,但是大多数谈判都涉及到,双赢状况（扩大馅饼）,。,我们将在下一章具体探讨这个问题。,然而，即使,在双赢的谈判中，,谈判者所创造的资源馅饼最终也不得不被,分割,。,分配性谈判ppt课件,4.2 The Bargaining Zone and the Negotiation Dance,You analyzed the negotiation situation as best you can.,You,thought about your target point and your BATNA in,realistic fashion,developed a reservation point, and,used all available information to assess the,counterpartys BATNA.,Now,it is time for face-to-face negotiation,.,分配性谈判ppt课件,4.2 The Bargaining Zone and the Negotiation Dance,4.2,议价区间和谈判之舞,你尽可能地分析了谈判形势。,你考虑了,真实情形中自己的目标点和,BATNA,，,设置了保留点，,并且依据所有可利用的信息评估了对方的,BATNA,。,现在，,到了面对面谈判的时候了。,分配性谈判ppt课件,Typically, negotiators,target points,do not overlap,:,The seller wants more than the buyer is willing to pay.,However,it is often (but not always) the case that negotiators,reservation point,do overlap, meaning that,the most the buyer is willing to pay is more than the,least the seller is willing to accept.,分配性谈判ppt课件,通常情况下，谈判者的,目标点,不会重叠,。,卖方会争取高价，买方想出低价。,然而，有时候谈判者的,保留点,却,会相互重叠,。,即买方愿意出的价格高于卖方可以接受的价格。,分配性谈判ppt课件,Under such circumstances,mutual settlement,is profitable for both parties.,However,the,challenge,of negotiation is to reach a settlement,that is most favorable to oneself and,does not give up too much of the bargaining zone.,分配性谈判ppt课件,这种情况下，,达成共识的协议,对双方都有利。,但是，谈判的,挑战,在于，,如何在不失去过多的议价区间的前提下，,达成对自己尽可能有利的解决方案。,分配性谈判ppt课件,双方的首次出价设定了双方继续谈判的范围,在谈判中，双方将逐渐向对方的出价靠拢,填补双方的价差,逐渐朝着最后双方都能接受的价格移动。,而最终双方达成的成交价格一般,低于卖方的起始价格,而高于买方的起始价格,卖方的起始价格成交价格买方的起始价格,分配性谈判ppt课件,4.2.1 The Bargaining Zone,The bargaining zone, or,zone of possible agreements,（,ZOPA,）,is the,range,between negotiators,reservation points,.,分配性谈判ppt课件,4.2.1 The Bargaining Zone,4.2.1,议价区间,议价区间（讨价还价区间）（,The Bargaining Zone,）,或：,可协议区间（,Zone of Possible Agreements,，,ZOPA,）：,指的是谈判双方,保留点之间,的,重叠区域。,分配性谈判ppt课件,The final settlement of a negotiation will,fall somewhere,above,the sellers reservation point and,below,the buyers reservation point.,The bargaining zone can be,either,positive,or,negative,.,分配性谈判ppt课件,谈判的最终结果就会落在以下两点之间的,某处,：,高于,卖方的保留点，,而,低于,买方的保留点。,议价区间,可以是,正数，,也可以是,负数。,分配性谈判ppt课件,Bargaining Zone,Sellers Target Point,Sellers Bargaining Range,Buyers Target Point,$5,$15,$10,$20,Positive Bargaining Zone,$5,Buyers Bargaining Range,Buyers Bottom Offer,Sellers Bottom Offer,Bargaining ZoneSellers Target,议价区间,卖方 目标点,卖方的议价范围,买方目标点,$5,$15,$10,$20,议价区间,$5,买方的议价范围,买方底价,卖方底价,议价区间卖方 目标点 卖方的议价范围买方目标点,1,）,A Positive Bargaining Zone,In a positive bargaining zone,negotiators reservation points,overlap, such that,the most the buyer is willing to pay is,greater,than,the least the seller will accept.,This,overlap,means that,mutual agreement is better than resorting to BATNAs.,分配性谈判ppt课件,1,）,A Positive Bargaining Zone,1,）正议价区间,在正议价区间内，谈判者的保留点是,互相重叠,的。,即：,买方愿意出的最高价格,高于,卖方愿意接受的最低价格。,这个,重叠区域,意味着如果达成一致同意的协议，,要比采用,BATNA,更好一些。,分配性谈判ppt课件,Positive Bargaining Zone,Sellers Target Point,Sellers Bargaining Range,Buyers Target Point,$5,$15,$10,$20,Positive Bargaining Zone,$5,Buyers Bargaining Range,Buyers Bottom Offer,Sellers Bottom Offer,Positive Bargaining ZoneSeller,正议价区间,卖方 目标点,卖方的议价范围,买方目标点,$5,$15,$10,$20,正议价区间,$5,买方的议价范围,买方底价,卖方底价,正议价区间卖方 目标点 卖方的议价范围买方目标,If the parties fail to reach agreement in this situation,the outcome,is an impasse and,is suboptimal,because,negotiators leave money on the table,and are worse off by not reaching agreement than,reaching agreement.,分配性谈判ppt课件,如果在这种情况下，双方未能达成一致。,其结果将会是,僵局,是不理想的。,因为,谈判者把该赚的钱丢在了谈判桌上，,并且本应达成的协议未能达成，,从而，使情况更糟。,分配性谈判ppt课件,2,）,The Negative Bargaining Zone,In some cases, the bargaining zone may be,nonexistent or,even negative.,However, negotiators,may not realize it,and may spend,fruitless hours trying to reach an agreement.,This situation can be costly for negotiators; during the time,in which they are negotiating, their opportunities may be,worsening (i.e., negotiators have time-related costs).,分配性谈判ppt课件,2,）,The Negative Bargaining Zone,2,）负议价区间,有时候，这个,议价区间,可能,并不存在，,或者,甚至,是负数。,然而，谈判者,可能并没有意识到这一点,，,而徒劳地花费了好几个小时试图达成协议。,在这种情况下，,谈判者付出的代价可能很大，,其机会可能就在谈判中慢慢失去（,时间成本,）。,分配性谈判ppt课件,Negative Bargaining Zone,Sellers Target Point,Sellers Bargaining Range,Buyers Target Point,$5,$15,$10,$20,Negative Bargaining Zone,-$5,Buyers Bargaining Range,Buyers Bottom Offer,Sellers Bottom Offer,Negative Bargaining ZoneSeller,负议价区间,卖方 目标点,卖方的议价范围,买方目标点,$5,$15,$10,$20,负议价区间,-$5,买方的议价范围,买方底价,卖方底价,负议价区间卖方 目标点 卖方的议价范围买方目标,The negative bargaining zone indicates that,there is,no positive overlap,between the parties,reservation points.,In this situation,negotiators should exercise,their best alternative to,agreement,.,分配性谈判ppt课件,负议价区间,表明,双方保留点之间不存在正数的重叠。,在这种情况下，,谈判者们应试着运用,其最佳替代方案,来达成协议。,分配性谈判ppt课件,Because negotiations are costly to prolong, it is in both,parties interests to determine whether a positive bargaining,zone is possible.,If not,the parties should not waste time negotiating;,instead, they should pursue other alternatives,.,分配性谈判ppt课件,由于谈判的拖延代价巨大，,因此，尽快确定是否存在正议价区间,对谈判双方都有好处。,如果不存在正议价区间，,那么谈判双方都不应该再浪费时间继续谈判了，,而应该另谋他法。,分配性谈判ppt课件,4.1.2 Bargaining Surplus,Mutual settlement,is,possible,when parties reservation points,overlap,and,impossible,when parties reservation points,do not,overlap,.,Bargaining surplus,is,the amount of overlap,between parties reservation,points.,分配性谈判ppt课件,4.1.2 Bargaining Surplus,4.1.2,议价盈余,当双方的保留点,相互重叠,时，,就,可能,达成,一致协议,；,当双方的保留点,不重叠,时，,则,无法,达成协议。,议价盈余（,Bargaining Surplus,）：,指双方保留点之间,相互重叠的数额,。,分配性谈判ppt课件,It is,a measure,of the size of the bargaining zone.,(what we refer to in this chapter as “,the pie,”),The bargaining surplus is a measure of the value that a,negotiated agreement,offers to both parties,over the value,of not reaching settlement.,分配性谈判ppt课件,它是衡量,议价区间大小（,馅饼,的大小）的,一个尺度。,议价盈余衡量的是,相对于谈判失败而言，,谈判,达成协议时,带给双方的价值。,分配性谈判ppt课件,Sometimes the surplus is,very large,;,other times it is,very small,.,Skilled negotiators,know,how to reach agreements even when the bargaining,zone is small.,分配性谈判ppt课件,有时议价盈余,很,大,，,有时却,非常,小,。,经验丰富的谈判者,懂得,如何在议价区间很小的情况下达成协议。,分配性谈判ppt课件,4.1.3 Negotiators Surplus,Negotiated outcomes will,fall somewhere,in the bargaining,zone.,But,what determines,where in this range the settlement,will occur?,Obviously, each negotiator would like the settlement to be,as,close to the other partys reservation point,as possible,thereby,maximizing his or her slice of the pie,.,分配性谈判ppt课件,4.1.3 Negotiators Surplus,4.1.3,谈判者的盈余,谈判的结果将落在议价区间的,某个点上。,但是，最终落在哪个点上是,由什么决定的呢,？,很明显，,每一方都想让这个点尽可能,靠近对方的保留点,，,这样可以使自己的那块,馅饼最大化,。,分配性谈判ppt课件,The best possible economic outcome for the negotiator is,one,that just,meets,the counterpartys reservation point,thereby inducing the other party to,agree,but allows the focal negotiator to reap as,much gain,as,possible.,分配性谈判ppt课件,谈判者所能获得的,最佳经济成果，,就是使谈判结果正好等于,对方的保留点。,从而，,使得对方,同意交易,，,又令,自己获得了,最大收益。,分配性谈判ppt课件,This outcome provides the focal negotiator with,the,greatest possible share,of the resources to be divided.,In other words,one person,gets all or most of the pie,.,分配性谈判ppt课件,这样的结果，,使该方谈判者,得到了可分资源中的,最大份额。,换句话说，,一方,获得了,全部,或,者大部分,的馅饼,。,分配性谈判ppt课件,1,）,The Negotiators Surplus,The negotiators surplus,is the,positive difference,between,the settlement outcome,and,the negotiators,reservation point,.,The total surplus of the two negotiators,adds up,to the size,of the ZOPA or bargaining surplus.,分配性谈判ppt课件,1,）,The Negotiators Surplus,1,）,谈判者盈余,谈判者盈余（,Negotiators Surplus,）：,指,成交点,与谈判者的,保留点,之间的,正数差。,双方谈判者盈余,相加之和,就是协议区间的大小。,即议价盈余的大小。,分配性谈判ppt课件,Obviously, negotiators want to maximize their surplus in,negotiation;,surplus represents resources in excess of what is possible,for negotiators to attain in the absence of negotiated,agreement.,分配性谈判ppt课件,显然，谈判者在谈判中,总是想让自己的,盈余最大化。,当未能达成协议时，,盈余,就代表了,超出,谈判者所能获得,的,那部分资源。,Bargaining Range and Surplus,Sellers Target Point,Sellers Bargaining Range,Buyers Target Point,$15,$19,$16,$20,Positive Bargaining Zone,$,3,Buyers Bargaining Range,Buyers Bottom Offer,Sellers Bottom Offer,Sellers Surplus,Buyers Surplus,Settlement,Bargaining Range and SurplusSe,议价范围和盈余,卖方目标点,卖方的议价范围,买方目标点,$15,$19,$16,$20,正议价区间,$,3,买方的议价范围,买方底价,卖方底价,卖方盈余,买方盈余,成交点,议价范围和盈余卖方目标点 卖方的议价范围买方目标点$15$1,2) The Mixed-Motive,The fact,that negotiated,settlements,fall somewhere in the ZOPA,and,that each negotiator tries to,maximize,his or her share,of the bargaining surplus,illustrates the,mixed-motive,nature of negotiation:,分配性谈判ppt课件,2) The Mixed-Motive,2,）混合动机,谈判的,混合动机（,mixed-motive,）,特性体现在：,谈判,成交点,落于可协议区间的某点上，,每个谈判者都试图使他的议价盈余额,最大化,。,分配性谈判ppt课件,Negotiators are motivated to,cooperate,with the other party,to ensure that,settlement is reached,in the case of a positive,bargaining zone,but they are motivated to,compete,with one another to,claim as much of the bargaining surplus as they can,.,分配性谈判ppt课件,因此，当正数议价区间存在时，,谈判者会主动与对方,合作,以确保,达成协议,。,但又彼此,竞争,，以尽可能争取,更多的议价盈余,。,4.3 Pie-Slicing Strategies,The most frequently asked,question,about negotiation is,“How can I achieve most of the bargaining surplus for,myself?”,分配性谈判ppt课件,4.3 Pie-Slicing Strategies,4.3,馅饼分割策略,关于谈判，,最常见的问题,就是：,“我怎样为自己争取最多的议价盈余呢？”,分配性谈判ppt课件,4.3.1 An Information Deficit,However,the ability to claim bargaining surplus is,easier said than done,.,How do you get,information,about,the other partys reservation point,?,分配性谈判ppt课件,4.3.1 An Information Deficit,4.3.1,信息缺乏,然而，,争取议价盈余的能力,说起来容易，做起来难。,你怎样才能,得到,对方,保留点的信息,呢？,分配性谈判ppt课件,1) They will not Reveal Their Reservation Point,Most negotiators,will not reveal,their reservation point,but it may,emerge unintentionally,.,分配性谈判ppt课件,1) They will not Reveal Their Reservation Point,1,）他们不会透漏自己的保留点,大多数谈判者,不会透漏,其保留点,。,但它有可能,在不经意间浮现。,分配性谈判ppt课件,The essence of negotiation,:,How do people make sure they reach agreement,if the ZOPA is,positive,but simultaneously claim as,much,of the pie as,possible?,分配性谈判ppt课件,谈判的本质：,当可协议区间为,正数,，,且人们要争取,更多,的馅饼时，,他们如何确保最终能达成协议。,分配性谈判ppt课件,2) Is the Information Valid or Not?,Another problem emerges,as well.,Even if someone reveals her reservation point,the other party has no way to verify that the first party is,telling the,truth,.,分配性谈判ppt课件,2) Is the Information Valid or Not?,2,）这个信息是否有效,然而，,新的问题,出现了。,即使某人透漏了其保留点，,对方也无法证明其,真实性。,分配性谈判ppt课件,Indeed,the most commonly used phrase in any negotiation is,“Thats my bottom line.”,When the counterparty tells us his or her reservation point,we are faced with the dilemma of determining whether the,information is valid or not.,分配性谈判ppt课件,事实上，,谈判中最常见的词语就是：,“这是我的底线了。”,当对方告诉我们其保留点时，,我们将面临着要确定,这个信息是否有效的,两难处境。,分配性谈判ppt课件,The negotiator is always at,an information deficit,because the other partys reservation point is usually,not,verifiable,(it includes subjective factors),whereas a BATNA is based on objective factors and,can therefore be,verifiable,.,分配性谈判ppt课件,谈判者总是处于,信息缺乏状态,，,因为,对方的保留点通常是,无法证实,的,（因为它会包含主观因素）,而,BATNA,是建立在客观基础上的，,可以证实,。,分配性谈判ppt课件,Given that “private” information about reservation points is,inherently unverifiable,negotiation seems rather pointless.,分配性谈判ppt课件,假定,关于保留点的“私密”信息根本无法证实的话，,那么,谈判就似乎毫无意义了。,分配性谈判ppt课件,After all,if you can never tell if the other person is telling the truth,then communication would be seen as fruitless,(economists refer to such discussions as “,cheap talk,”).,However cheap talk does, in fact, matter.,分配性谈判ppt课件,别忘了，,如果你永远不知道对方是否在讲真话，,那么交流就徒劳了。,（经济学家称之为“,廉价磋商,”）,然而，实际上，,廉价磋商,相当重要。,分配性谈判ppt课件,Some conditions allow negotiators to be more confident,about the counterpartys reservation point.,Similarly,if a person says something that is not in his or her interest,we may have more reason to believe it.,分配性谈判ppt课件,有些情况会使谈判者,对谈判对方的保留点更有信心。,类似地，,如果有人说了不利于他自己的话时，,我们也许更有理由相信他。,分配性谈判ppt课件,This factor leads to an important cautionary note:,It is not necessarily in your best interest to misrepresent,your reservation point,because you risk the possibility of disagreement.,分配性谈判ppt课件,由此，,可以得到,一条重要启示：,当你错报保留点时，,并不一定对你有利，,因为这样使你面临被拒绝的风险。,分配性谈判ppt课件,With regard to slicing the pie,negotiators should be willing to,settle for outcomes that,exceed,their reservation point and,reject offers that,are worse,than their reservation point.,就分割馅饼而言，,谈判者,愿意就,超出,他们保留点,的结果达成协议,而,拒绝比他们的保留点,更差,的价格进行谈判,分配性谈判ppt课件,However,people frequently,settle for outcomes worse than their BATNA,(,the agreement bias,) and,often reject offers that are better than their BATNA,(,hubris,).,分配性谈判ppt课件,然而，,人们最终达成的协议,往往还不如,BATNA,（,即,同意偏好），,而经常会拒绝比,BATNA,更好的价格,（盲目乐观）。,分配性谈判ppt课件,The key question is why such irrational behavior occurs.,The problem can usually be traced to,either,cognitive,or,emotional biases,.,We will elaborate on some of these biases later in this,chapter.,关键问题是，,为什么会发生这种不理智的行为呢？,这个问题通常可以解释为,认知偏误,情绪偏误。,我们将在本章后半部分详细说明这些偏误。,分配性谈判ppt课件,4.3.2 10 Basic Strategies,If negotiators follow,10 basic strategies,they can substantially increase the probability they will,obtain a favorable slice of the pie.,Although these strategies,dont come with guarantees,they are,the best advice,we can offer for enhancing,ones ability to garner more resources for oneself.,分配性谈判ppt课件,4.3.2 10 Basic Strategies,4.3.2 10,项基本策略,如果谈判者能够遵循,10,项基本策略，,那将极大增强他们分得更多馅饼的可能性。,尽管这些策略,不能确保万无一失,，,但是为了提高人们为自己争取更多资源的能力，,这是我们能够给出的,最好的建议,了。,分配性谈判ppt课件,1,）,Assess Your BATNA and Improve It,2,）,Determine Your Reservation Point,But Do Not Reveal It,3,）,Research the Other Partys BATNA,and Estimate the Reservation Point,4,）,Set High Aspirations (Be Realistic but Optimistic),5,）,Make the First Offer (If you Are Prepared),6,）,Immediately Reanchor if the Other Opens First,7,）,Plan Your Concessions,8,）,Support Your Offers with Facts,9) Appeal to Norms of Fairness,10) Do Not Fall for the “Even Split” Ploy,分配性谈判ppt课件,1,）思考你的,BATNA,并加以改进,2,）确定你的保留点，但不要透露出去,3,）调查对方的,BATNA,，并估计对方的保留点,4,）设定高期望值（既要现实，又要乐观）,5,）率先出价（如果你考虑充分的话）,6,）如果对方先出价，就立即重新定位,7,）为让步做计划,8,）运用事实来支持你的报价,9,）采用公平准则,10,）不要被“平均分配”的伎俩所欺骗,分配性谈判ppt课件,1,）,Assess Your BATNA and Improve It,Many negotiation do not,think about their BATNA,prior,to entering negotiation.,Even those who think about their BATNA often do not,attempt to,improve it,.,For most negotiators,BATNAs involve some,uncertainty,.,However, uncertainty is not a good excuse for failure to,assess ones BATNA.,分配性谈判ppt课件,1,）,Assess Your BATNA and Improve It,1,）思考你的,BATNA,并加以改进,许多谈判者在进入谈判之前不曾,考虑,过他们的,BATNA,。,即使有人想到了，通常也不尝试去,改进,它。,对于大多数谈判者而言，,BATNA,包含,不确定性,。,然而，不确定性并不能成为不考虑,BATNA,的借口。,分配性谈判ppt课件,Nothing can help a negotiator get a bigger slice of the pie,than,having a great BATNA,.,The risk a negotiator takes from not accurately assessing his,or her BATNA prior to negotiation is that,the negotiator will be unduly influenced by the,counterparty.,Consequently,negotiators should spend a considerable amount of time,attempting to,improve upon their BATNA,before entering,into a negotiation.,分配性谈判ppt课件,为获得更大的馅饼，,没有什么比,拥有完善的,BATNA,更有用了。,如果谈判者在谈判前未能充分考虑自己的,BATNA,，,那么他将面临受对手影响的风险。,因此，谈判之前应该利用大量时间,尝试,改进,他们的,BATNA,。,分配性谈判ppt课件,2,）,Determine Your Reservation Point,But Do Not Reveal It,Do not reveal,your BATNA or,your reservation price,during the course of negotiation,even,in the friendliest of situations.,分配性谈判ppt课件,2,）,Determine Your Reservation Point,But Do Not Reveal It,2,）确定你的保留点，但不要透露出去,在谈判过程中，,不要透漏,你的,BATNA,保留价格,即使,在最友好的氛围中也不要透露。,分配性谈判ppt课件,If you do,the other party will simply offer you your reservation,price and,you will not have any surplus for yourself,.,Further,your threats to “hold out” wont work because,the counterparty will know that, rationally,you are better off accepting her offer.,分配性谈判ppt课件,你如果那样做的话，,对方只要在你的保留点上报价就行了，,你就得不到任何盈余，,并且，,你“坚持到底”的言论也不会奏效，因为：,对方当然知道这一点，,你只能接受他的报价。,分配性谈判ppt课件,In only,two circumstances,do we think,it is appropriate to truthfully reveal your reservation price.,分配性谈判ppt课件,只有在,两种情况下，,你确实应该诚实地说出你的保留价格：,分配性谈判ppt课件,Situation #1:,You have,exhausted,your time to negotiate and,