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BusinessNegotiationInternational
UnittwoSettingtheAgenda谈判议程(agenda)也就是谈判的程序,包括所谈事项的次序和主要策略。再拟定谈判议程时要注意两点:一是议程的互利性,即不仅要符合己方的需要,也要兼顾对方的利益和习惯做法;二是议程的简洁性。典型的谈判议程至少包括这样三项内容:1.谈判何时举行?谈判为期多久?如是一系列谈判,则分几次进行?每次时间多长?2.谈判在何地举行?3.哪些事项应列入讨论?如何排序?每一事项应占多长时间?
UnittwoSettingtheAgenda1.Doyouthinkallnegotiationsneedanagenda?Whoshouldberesponsibleforchairing/controllinganegotiation?Informalnegotiationsdon’tneedanagenda.Insomecases,youarenegotiatingjustonepoint.Anagendaisoftenbestnegotiatedratherthanimposedatthestartofameeting.Usuallythehostcompanyshouldberesponsibleforchairing/controllingthenegotiation.
UnittwoSettingtheAgenda3.WatchVersion1.Whydoesthenegotiationgetofftosuchabadstart?KarenandAndrewexpectthenegotiationtobestructuredandtheyassumetherewillbeanopportunitytopresenttheirpackage.Francoisejumpsinatthedeependbyintroducinghermainpreoccupation---staffinglevels
UnittwoSettingtheAgenda4.WatchVersion1.Doyouthinkit’sagoodideatoraisethecriticalissuesoearlyinthenegotiation?HowwouldyouhandletheaggressivepositionimmediatelyadoptedbySean?Mostnegotiatorsstartbyidentifyingthecommonground.Inotherwords,thepointswhichbothsidesagreeon.Thenyouhaveafirmbasistodiscussproblemareas.ItisimportantthattheOkusteamdonotshowtoostronganemotionalresponsetoSean’saggression.Seanwillseethisasaweakness.
UnittwoSettingtheAgenda5.WatchVersion2.HowdoesFrancoisecontrolthisopeningphase?Francoisekeepstotalcontrolovertheopeningphase.Shehasclearlypreparedwellandknowswheresheisgoing.
UnittwoSettingtheAgenda6.WatchVersion2again.IdentifyandmakealistofthestepswhichFrancoisegoesthroughtoopenthemeetingandsettheagenda.Francoisesteps:----clarificationofthepositionofOkusversusthecompetition.---statementofobjectives---introductionofagenda---checkonrole
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