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ID:33455557
大小:1.29 MB
页数:64页
时间:2019-02-24
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1、CONFIDENTIALNegotiationSkillWorkshopTESWorkshopDocumentDateThisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.ThismaterialwasusedbyMcKinsey&Companyduringanoralpre
2、sentation;itisnotacompleterecordofthediscussion.1AGENDAOpeningSummaryThreebasicelementsNegotiationTacticsandNegotiatingwithCleanSheetsNegotiationExerciseClosure2QUESTION:WHATISNEGOTIATIONTextbookanswerTheprocesstoconferwithanotherorothersinordertocometotermsorreachanagreementYouranswerPurpos
3、eofnegation(andtheactiontorealize)3AGENDAOpeningSummaryThreebasicelementsNegotiationTacticsandNegotiatingwithCleanSheetsNegotiationExerciseClosure4SummaryBroadlyspeaking,negotiationisaninteractionofinfluences.Suchinteractions,forexample,includetheprocessofresolvingdisputes,agreeinguponcourse
4、sofaction,bargainingforindividualorcollectiveadvantage,orcraftingoutcomestosatisfyvariousinterests.Negotiationisthusaformofalternativedisputeresolution.Threebasicelementsofnegotiation:Process:Theprocessreferstohowthepartiesnegotiate:thecontextofthenegotiations,thepartiestothenegotiations,the
5、tacticsusedbytheparties,andthesequenceandstagesinwhichalloftheseplayoutBehaviour:Behaviourstotherelationshipsamongtheseparties,thecommunicationbetweenthemandthestylestheyadopt.Substance:Thesubstancereferstowhatthepartiesnegotiateover:theagenda,theissues(positionsand-morehelpfully-interests),
6、theoptions,andtheagreement(s)reachedattheend.Skillednegotiatorsmayuseavarietyoftacticsrangingfromastraightforwardpresentationofdemandsorsettingofpreconditionstomoredeceptiveapproachessuchascherrypicking.Intimidationandsalamitactics(分割包围,各个击破)mayalsoplayapartinswayingtheoutcomeofnegotiations.
7、5AGENDAOpeningSummaryThreebasicelementsNegotiationTacticsandNegotiatingwithCleanSheetsNegotiationExerciseClosure6KEYMILESTONESINTHENEGOTIATIONPROCESSPrepareCloseNegotiate1stround2ndround3rdroundProcessMilestones1.Understandobjectivesandprioritizeth
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