談判課件(PPT 35頁)

Negotiating means taking action in order to achieve a situation acceptable to both parties.
A negotiation is a meeting between two parties, and the objective is to reach an agreement over issues which:
are important in both parties’ views
may involve conflict between the parties
need both parties to work together to achieve their objective

★ 管理者的世界是張談判桌

★ 談判動力：需要和需要的滿足


談判的要素和種類

談判策略

談判技巧
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?

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