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The negotiation itself is a careful exploration of your position and the other person's position, with the goal of finding a mutually acceptable compromise that gives you both as much of what you want as possible. People's positions are rarely as fundamentally opposed as they may initially appear – the other person may have very different goals from the ones you expect!
In an ideal situation, you will find that the other person wants what you are prepared to trade, and that you are prepared to give what the other person wants.
If this is not the case and one person must give way, then it is fair for this person to try to negotiate some form of compensation for doing so – the scale of this compensation will often depend on the many of the factors we discussed above. Ultimately, both sides should feel comfortable with the final solution if the agreement is to be considered win-win.
Only consider win-lose negotiation if you don't need to have an ongoing relationship with the other party as, having lost, they are unlikely to want to work with you again. Equally, you should expect that if they need to fulfill some part of a deal in which you have "won," they may be uncooperative and legalistic about the way they do this.
Ex. 4. Listed below are the ten most common high-pressure tactics negotiators use. Match each to its description
.
Tactis Description
1. shock opener a.Make it look as though yuo are ready to leave the
negotiating table if your demands are not met.
2. the vinegar and b. Point out at the start that you are prepared to
honey technique negotiate A, B and C. Y and Z are not negotiatable.
3.the strictly off- c.Having obtained a concession from your opponent
limits ploy inform them that you need your boss’approval before
you can do what they ask in return.
4.the take-it-or- d. Make unreasonable demands at the start.When
leave-it challenge you later modify your demands, they’ll be all
the more welcome.
5. I’ll have-to- e. Make a ridiculous initial offer with a straight face.
check-with-head- This works well on an inexperienced opponent.
Office ploy
6.the sorry-about- f. Make a small demand and get agreement on it
my-English ploy before you make the next, and the next…
7.the good cop,bad g. Pretend not to understand any proposal.You’ll
cop approach make your opponent uncomfortable by forcing
to repeat it.
8. the once-in-a- h.suggest that the offer you’re making is only for
lifetime offer a limited period and if they don’t act quickly
they’ll miss it.
9. the salami i. after the deal has been done, make one modest
technique extra demand, your opponent will not want to
jeopardize the agreement for one small detail
10.the last-minute j. one of your team is friendly and flexible, the
demand other unpleasant and unreasonable. Your
opponent will want to please Mr Niceto avoid
Mr Nasty.
Five Bargaining Tips By Benjamin Franklin
· Be clear, in your own mind, about exactly what you're after.
· Do your homework, so that you are fully prepared to discuss every aspect and respond to every question and comment.
· Be persistent. Don't expect to "win" the first time. Your first job is just to start the other person thinking.
· Make friends with the person with whom you are bargaining. Put your bargain in terms of his or her needs, advantages, and benefits.
· Keep your sense of humor.
Unit 7
MEETINGS
Text 1. Read and translate the text consulting the dictionary if necessary
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