談判.ppt35

第一節 談判的要素和種類
一、談判活動的基本要素

■ 談判主體 (參與談判的當事人)
■ 談判客體 (談判的議題及內容)
■ 談判目的
■ 談判結果
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、談判的種類
對抗性談判
(“零和”談判，競爭性談判)
合作性談判
(“雙贏”談判 )
..............................