1、1CHAPTER 3Strategy and Tactics of Integrative Negotiation2 Main Contents1.What is integrative negotiation?2.Why is Integrative Negotiation Difficult to Achieve?3.The fundamental processes of integrative negotiation 4.Conditions necessary for successful integrative bargaining5.Key Steps in the Integr
2、ative Negotiation6.Principled negotiation tactics3 Negotiation PracticeConsider the following dialogue between a company recruiter and a job applicant over starting salary.Recruiter:what were you thinking about as a starting salary?Applicant:I would like$40,000Recruiter:We can only offer$35,000.Appl
3、icant:thats not acceptable.They have exposed their positions.They are$5000 apart.What are they going to do?4 CaseConsider the following dialogue between a company recruiter and a job applicant over starting salary.Recruiter:what were you thinking about as a starting salary?Applicant:I would like$40,
4、000Recruiter:We can only offer$35,000.Applicant:thats not acceptable.They have exposed their positions.They are$5000 apart.What are they going to do?5nRecruiter:$40,000 is a problem for our company.Can you tell me why you decided you wanted$40,000?nApplicant:Well,I have lots of education loans to pa
5、y off,and I will need to pay for a few more courses to finish my degree.I cant really afford to pay these bills and live comfortably for less than$40,000.nRecruiter:Our company has new program to help new employees refinance their education loans.In addition,we also have a program to provide tuition
6、 assistance for new courses if the courses you need to take are related to your job.Would these programs help you with your problem?nApplicant:Yes!61.What is integrative negotiation?nThe word integrative means to join several parts into a whole.Conceptually,this implies some cooperation,or a joining
7、 of forces to achieve something together.nIntegrative negotiation is often referred to as win-win and typically entails two or more issues to be negotiated.It often involves an agreement process that better integrates the aims and goals of all the involved negotiating parties through creative and co
8、llaborative problem solving.7nDistributive Negotiations-the Fixed PienIntegrative Negotiations-Everybody Wins Something(usually)Integrative Negotiation allows both sides to achieve their objectives.The goals of the parties are not mutually exclusive.One partys gain is not at the other partys expense
9、.It is known as cooperative,collaborative,win-win,mutual gains,or problem solving.8 For a negotiation to be characterized as integrative,negotiators must also:uFocus on commonalities rather than differencesuAttempt to address needs and interests,not positions.uCommit to meeting the needs of all invo
10、lved partiesuExchange information and ideas uInvent options for mutual gain为实现互利出谋划策uUse objective criteria for stands of performance衡量谈判的标准要客观 9 2.Why is Integrative Negotiation Difficult to Achieve?n(1)The primary reason Negotiators fail to perceive a situation as having integrative potential and
11、are primarily motivated to achieve outcomes that satisfy their own needs.n(2)Three additional reasons:The history of relationship between the parties A belief that an issue can only be resolved distributively 认为某个问题只能对立性解决 The mixed-motive nature of most negotiating situations大多数谈判形式的“复合动机”本质n(3)The
12、 Dual Concerns Model 10n Yielding屈服屈服Problem Solving解解决问题决问题(compromising)折衷Inaction不作为不作为Contending争斗争斗Concern about own outcomesConcern about others outcomesThe Dual Concerns Model（双重关心模型）（双重关心模型）p2311n1.Contending/competing or dominating 争夺战略（竞争或强制战略）It is the strategy in the lower right-hand cor
13、ner.Actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes.n2.Yielding/accommodating or obliging屈服战略/适应或被迫 It is the strategy in the upper left-hand corner.Actors pursuing the yielding strateg
14、y show little interest or concern in whether they attain their own outcomes,but they are quite interested in whether the other party attains his or her outcomes12n3.inaction/avoiding（不作为/逃避）It is the strategy in the lower left-hand corner.Actors pursuing the inaction strategy show little interest in
15、 whether they attain their own out comes,as well as little concern about whether the other party obtains his or her outcomes。n4.Problem solving/collaborating/integrating(解决问题/合作/融合)It is the strategy in the upper right-hand corner.Actors pursuing the problem-solving strategy show high concern for at
16、taining their own out comes and high concern for whether the other party attains his or her outcomes.13n5.Compromising 折中战略It is the strategy located in the middle of the figure.It represents a moderate effort to pursue ones own outcomes and a moderate effort to help the other party achieve his or h
17、er outcomes.143.The fundamental processes of integrative negotiation合作型谈判的基本过程合作型谈判的基本过程n(1)Creating a Free Flow of Information 建立畅通的建立畅通的信息沟通渠道信息沟通渠道Effective information exchange promotes the development of good integrative solutions.reveal your objectives;free and open discussionCreating a free f
18、low of information includes having both parties know and share their alternatives.15n(2)Attempting to Understand the Other Negotiators Real Needs and Objectives.努力理解对方的真实需要和目标Negotiators differ in their values and preferencesOne must understand the others needs before helping to satisfy them 16nEmph
19、asizing the Commonalities between the Parties and Minimizing the Differences.强调共同点减少分歧 Example of manufacturing factorynSearching for Solutions That Meet the Needs and Objectives of Both Sides.寻求能够满足双发需要和目标的解决方案 both negotiators not only to define and pursue their own goals,but also to be mindful of
20、 the others and to search for solutions that satisfy both sides174、Conditions necessary for successful integrative bargaining成功进行谈判的必要条件成功进行谈判的必要条件 Factors are necessary to accomplish the integrative bargaining processu（1）Some common objectives or goals共同的目的/目标Common goal共同：it is one that all partie
21、s share equally,each one benefiting in a way that would not be possible if they did not work together.Shared goal共享:it is one that both parties work toward but that benefits each party differently.Joint goal联合:it is one that involves individuals with different personal goals agreeing to combine them
22、 in a collective effort.18u（2）Faith in ones problem-solving ability 相信自己或他人解决问题的能力 Parties who believe they can work together are more likely to be able to do so.u（3）The motivation and commitment to work together共同努力的动机和承诺 For integrative negotiation to succeed,the parties must be motivated to colla
23、borate rather than to compete.u（4）Trustu（5）Clear and accurate communicationu（6）A belief in the validity of the others position考虑对方的立场195.Key Steps in the Integrative Negotiation（1）Identify and Define the Problem.确定和阐述问题确定和阐述问题（2）Understand the Problem FullyIdentify Interests and Needs.充分理解问题，明确需要和利益
24、充分理解问题，明确需要和利益（3）Generate Alternative Solutions.产生可行的方案产生可行的方案（4）Evaluate and Select Alternatives.评估和选择可行性评估和选择可行性方案方案Step1-step3:Creating Value价值创造价值创造Step4:Claiming Value价值索取价值索取203.Key Steps in the Integrative Negotiation-2nFigure 3.1 Creating and Claiming Value and the Pareto Efficient Frontier
25、IncreasingValue to Buyer增加买方的价值IncreasingValue to SellerPareto efficientFrontier帕累托效率边界Claiming ValueCreating Value215.1 Identify and Define the Problem 确定和阐述问题nDefine the problem in a way That is Mutually Acceptable to both sides.以双方都可以双方都可接受的方式阐述问题接受的方式阐述问题-中立的语言中立的语言nState the Problem with an Eye
26、 toward Practicality and Comprehensiveness.实际而又全面地阐述问题实际而又全面地阐述问题nState the Problem as a Goal and Identify the Obstacles to Attaining This Goal.将问题作为目标陈述并要明确实现目标的障碍将问题作为目标陈述并要明确实现目标的障碍-不阐述解决问题的过程不阐述解决问题的过程22nDepersonalize the Problem.客观地处理问题Your point of view is wrong and mine is right.-personalized
27、We have different viewpoints on this problem.-depersonalizednSeparate the Problem Definition from the Search for Solutions.将阐述问题与寻求解决方案区分将阐述问题与寻求解决方案区分开 it is important not to jump to solutions until the problem is fully defined.235.2 Understand the Problem FullyIdentify Interests and Needs.充分理解问题，明
28、确需要和利益 5.2.1Types of Interests:nSubstantive interests实质利益-economic and financial issues such as price or rate or the division of resourcesnProcess interests过程利益-they are related to the way a dispute is settled.eg:“have some say”发言权nRelationship interests关系利益：indicate that one or both parties value t
29、heir relationship with each other and do not want to take actions that will damage it.nInterests in principle原则利益 concerning what is fair,what is right,what is ethical245.2.2 Some observations on interests有关利益的结论 1.There is almost always more than one type of interest underlying a negotiation.2.Part
30、ies can have different types of interest at stake.3.Interests often stem from deeply rooted human needs or values.4.Interests can change.5.Surfacing interests.What do I want from this negotiation?Why do I want that?Why is important to me?What will happen if I dont achieve my objective?6.Surfacing in
31、terests is not always easy or to ones best advantage.7.Focusing interests can be harmful.255.3 Generate Alternative Solutions-1 产生可行的方案产生可行的方案n(1)Inventing Options:Generating Alternative Solutions by Redefining the Problem or Problem Set：重新界定问题提出备选方案 Expand the Pie把把蛋糕做大蛋糕做大 Logroll相互妥协相互妥协 Use Nons
32、pecific Compensation使用非特定补偿使用非特定补偿 Cut the Costs for Compliance为妥协消减成本为妥协消减成本 Find a Bridge Solution搭桥式解决方法搭桥式解决方法 when the parties are able to invent new options that meet all their respective needs they have created a bridge solution.265.3 Generate Alternative Solutions-2 产生可行的方案产生可行的方案n（2）Generat
33、e Alternative Solutions to the Problem as Given:从问题出发提出解决问题的备选方案 Brainstorming In brainstorming,small groups of people work to generate as many possible solutions to the problem as they can.Surveys Distribute a written questionnaire to a large number of people,stating the problem and asking them to
34、list all possible solutions they can imagine.Electronic Brainstorming Summary 275.4 Evaluate and Select Alternatives nNarrow the Range of Solution Options缩小解决方案选择的方位nEvaluate Solutions on the Basis of Quality,Standards,and Acceptability.基于质量、标准和可接受性来评价方案nTake Time Out to Cool Off暂停谈判冷却nExplore Diffe
35、rent Ways to Logroll利用不同的方法相互妥协28nFisher and Ury(1981)summarized the major principles of the integrative bargaining process,and used these principles to generate a set of“stock phrases(常用术语)”.These phrases capture the essence of an integrative negotiation.6.Stock Phrases(常用术语29nStock phrases常用术语常用术语
36、1.Please correct me if Im wrong。2.We appreciate what youve done for us.3.Our concern is fairness.4.We would like to settle this on the basis not of selfish interest and power,but principlenUnderlying concepts潜在内涵潜在内涵1.Very the facts so that both sides agree on them.2.Separate the people from the pro
37、blem,give personal support to the other person but not to his or her position.3.Our position is based on principle.4.Defend your position based on the principle,even is the opponent tries to personalize it.30nStock phrases常用术语常用术语 5.Could I ask a few questions to see whether my facts are right?6.wha
38、ts the principle behind your actions?7.Let me see if I understand what you are saying?8.Let me get back to you.nUnderlying concepts潜在内涵潜在内涵 5.Ask questions rather than making assertions.6.Find out the principle behind the others actions if there is one.7.use”active listening”-clarify your understand
39、ing of the others position.8.Evaluate your position outside of the negotiation.Verify facts,think it over,and check with constituency.31nStock phrases常用术语常用术语9.let me show you where I have difficulty following your reasoning.10.one fair solution might be.11.if we agree,or if we disagree.12.wed be ha
40、ppy to settle in a manner most convenient for you.13.its been a pleasure dealing with you.nUnderlying concepts潜在内涵潜在内涵9.Present your rationale before presenting a new proposal.101.Present your proposal in context of the principle.11.Present alternative out comes in the event of agreement or no agreement.12.Let the other have some influence on the final agreement.13.End the negotiation on a conciliatory(和解的)note,even if you dont feel conciliatory.
