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1、Chapter 3 Choosing the Negotiation TeamchoosingthenegotiatorInthischapteryoulllearn:whoqualifiesasanegotiator?theroleofthechiefnegotiatorteamsolidarity3.1 Who qualifies as a negotiator？3.1.1 A negotiator as an individual3.1.1 A negotiator as an individual Therearecountlessreasonsthatoneshouldseektoe
2、mpowerTherearecountlessreasonsthatoneshouldseektoempowerthemselveswithbetternegotiatingskills.Herearethetoptenreasonsthemselveswithbetternegotiatingskills.Herearethetoptenreasonsforbecomingabetternegotiator:Negotiatingtradingtermsandforbecomingabetternegotiator:Negotiatingtradingtermsandconditionsco
3、nditions 1.1.Improve personal and professional profitability.Improve personal and professional profitability.2.Achieve desired outcomes and create2.Achieve desired outcomes and create synergy synergy while fostering while fostering relationships.relationships.3.Maximize financial returns and value i
4、n negotiations.3.Maximize financial returns and value in negotiations.4.Avoid being cheated.4.Avoid being cheated.5.5.NeutralizeNeutralize difficult negotiators and their tactics.difficult negotiators and their tactics.6.Enter into and conduct negotiations with confidence.6.Enter into and conduct ne
5、gotiations with confidence.7.Know when and how to walk away from a negotiation.7.Know when and how to walk away from a negotiation.8.Improve personal relationships with colleagues,clients and 8.Improve personal relationships with colleagues,clients and loved ones.loved ones.9.Build leadership and te
6、am building skills.9.Build leadership and team building skills.10.Turn cultural differences into assets rather than10.Turn cultural differences into assets rather than liabilities.liabilities.choosingthenegotiatorWhat make a good negotiator or who qualifies as a negotiator?Negotiators must possess a
7、 wide variety of technical,social,communication,and ethical skills.preparationforbusinessnegotiation 三、商务谈判的组织准备三、商务谈判的组织准备 1 1、谈判人员甑选、谈判人员甑选 谈判人员的素质结构应分为谈判人员的素质结构应分为“识识”“”“学学”“”“才才”三个层次三个层次（1 1）谈判人员的）谈判人员的“识识”：A A气质性格气质性格：大方不轻佻：大方不轻佻/豪爽不急躁豪爽不急躁/果断不轻果断不轻率率/自重不自傲自重不自傲.B B心理素质心理素质:自信心自信心-建立在充分调查研究和对双方
8、谈判实力科学分析的基础建立在充分调查研究和对双方谈判实力科学分析的基础上上.自制力自制力-谈判过程中遇到激烈矛盾冲突而能保持冷静、克服心谈判过程中遇到激烈矛盾冲突而能保持冷静、克服心理障碍、控制情绪与行动能力。理障碍、控制情绪与行动能力。C)OrganizationalpreparationsforBusinessNegotiationC)OrganizationalpreparationsforBusinessNegotiation1)1)theselectionofnegotiatorstheselectionofnegotiatorsNegotiatorsqualityshouldbec
9、lassifiedasthreelevels“Character,LearningNegotiatorsqualityshouldbeclassifiedasthreelevels“Character,Learning“Talent“Talent“ATemperamentcharacter:generousnotfrivolous/Boldnotirritable/firmnotATemperamentcharacter:generousnotfrivolous/Boldnotirritable/firmnotrash/proudnotarrogantrash/proudnotarrogant
10、BPsychologyBPsychologySelf-confidence-basedonthefullinvestigationandstudyandthestrengthofSelf-confidence-basedonthefullinvestigationandstudyandthestrengthofthenegotiationsonthebasisofscientificanalysisthenegotiationsonthebasisofscientificanalysisSelf-control-theabilitytoremaincalmandtoovercomethepsy
11、chologicalSelf-control-theabilitytoremaincalmandtoovercomethepsychologicalbarriers,keepemotionalstabilityandactwhenencounteredinthecourseofbarriers,keepemotionalstabilityandactwhenencounteredinthecourseofnegotiationsintenseconflicts.negotiationsintenseconflicts.preparationforbusinessnegotiation 尊重尊重
12、-正确对待自己正确对待自己/对手的良好心态对手的良好心态 坦诚坦诚-坦率发表自己意见，真诚与对方合作，赢得对方信任。坦率发表自己意见，真诚与对方合作，赢得对方信任。CC思想意识思想意识 政治思想意识政治思想意识/信誉信誉/合作合作/团队团队/效率效率（2 2）谈判人员的）谈判人员的“学学”：Respect-totreathisown/opponentsgoodingoodattitudeRespect-totreathisown/opponentsgoodingoodattitudeFranklyexpresstheirviewsandsincerelycooperatewitheachoth
13、ertoFranklyexpresstheirviewsandsincerelycooperatewitheachothertowinthetrust.winthetrust.CIdeologyCIdeologyPoliticalideology/Credit/Cooperation/Team/EfficiencyPoliticalideology/Credit/Cooperation/Team/Efficiency2)Learning2)LearningpreparationforbusinessnegotiationAA知识结构：商务知识：贸易知识、金融知识、沟通技巧知识结构：商务知识：贸
14、易知识、金融知识、沟通技巧技术知识：商品学、工程技术、工业材料技术知识：商品学、工程技术、工业材料人文知识：心理学、语言学、行为学、沟通学人文知识：心理学、语言学、行为学、沟通学BB谈判经验谈判经验Knowledgestructure:BusinessKnowledge:tradeKnowledgestructure:BusinessKnowledge:tradeknowledge,financialknowledge,communicationskills,knowledge,financialknowledge,communicationskills,Technicalknowledge:
15、commodityscience,engineeringTechnicalknowledge:commodityscience,engineeringtechnology,industrialmaterialstechnology,industrialmaterialsHumanknowledge:psychology,Humanknowledge:psychology,linguistics,behavioralscience,communicationstudieslinguistics,behavioralscience,communicationstudiesNegotiationEx
16、perienceNegotiationExperiencepreparationforbusinessnegotiation（3 3）谈判人员的）谈判人员的“才才”：社交能力：社交能力-社交技巧，如亲和力社交技巧，如亲和力 表达能力表达能力-文字文字/口头口头 组织能力组织能力-组织管理、活动安排组织管理、活动安排 应变能力应变能力-善于处理突发事件善于处理突发事件 创新能力创新能力-丰富想象，拓展新商务模式。丰富想象，拓展新商务模式。谈判视野：我国对谈判人才的需求急增。谈判视野：我国对谈判人才的需求急增。3)Talent3)Talent Socialskills,socialskills,s
17、uchastheaffinitySocialskills,socialskills,suchastheaffinityAbilitytoexpress-text/verbalAbilitytoexpress-text/verbalOrganizationalcapabilities-organizationalmanagement,activityOrganizationalcapabilities-organizationalmanagement,activityarrangementsarrangementsAdaptabilitytobegoodatdealingwithunexpect
18、edevents-Adaptabilitytobegoodatdealingwithunexpectedevents-Abilitytoinnovate-richinimagination,explorenewbusinessmodels.Abilitytoinnovate-richinimagination,explorenewbusinessmodels.Negotiationsvision:thenegotiationsofChinastalentsurgeindemand.Negotiationsvision:thenegotiationsofChinastalentsurgeinde
19、mand.preparationforbusinessnegotiation(4)(4)谈判人员年龄结构：谈判人员年龄结构：33-5033-50岁较为合适。太年轻，岁较为合适。太年轻，“嘴嘴上无毛上无毛，办事不牢，办事不牢”；年纪太大，精力不够，反应迟钝。；年纪太大，精力不够，反应迟钝。在该年龄段，社会阅历丰富，思想成熟，精力充沛，在该年龄段，社会阅历丰富，思想成熟，精力充沛，自制力强，并富有进取心。自制力强，并富有进取心。就业早期：竞争力强和理想主义；就业晚期：宽容，对组就业早期：竞争力强和理想主义；就业晚期：宽容，对组织和社会有责任感，但竞争性不足。织和社会有责任感，但竞争性不足。Thea
20、gestructureofthenegotiators:30-55-year-oldisTheagestructureofthenegotiators:30-55-year-oldisappropriate.appropriate.Attheageof30to55,theyaremature,energetic,strongAttheageof30to55,theyaremature,energetic,strongself-control,andfullofenterprisingself-control,andfullofenterprisingAtearlyemploymentperio
21、d,morecompetitiveandAtearlyemploymentperiod,morecompetitiveandidealism;Atlateemploymentperiod:tolerance,asenseidealism;Atlateemploymentperiod:tolerance,asenseofresponsibilitytotheorganizationandthecommunity,ofresponsibilitytotheorganizationandthecommunity,butthelackofcompetitionbutthelackofcompetiti
22、onAgerange,too,maybeimportantandthereareAgerange,too,maybeimportantandtherearecertainagelimitswithinwhicheffectivecertainagelimitswithinwhicheffectivenegotiatorsaremostlikelytobefound.negotiatorsaremostlikelytobefound.Earlystagesofacareer:competitiveattitudes,Earlystagesofacareer:competitiveattitude
23、s,someelementsofidealism,andhighconcerntosomeelementsofidealism,andhighconcerntogainexperienceandestablishonesownpositiongainexperienceandestablishonesownpositionwithpromotionprospects.withpromotionprospects.Latestagesofacareer:amuchhigherLatestagesofacareer:amuchhighertolerancetolerance forotherpeo
24、plesviewpointsandbyincreasingforotherpeoplesviewpointsandbyincreasingcommitmentcommitmenttodomesticandsocialgoals.todomesticandsocialgoals.InbetweentheseearlyandlaterstagesthereisInbetweentheseearlyandlaterstagesthereisaperiodinwhichaperiodinwhichexperienceexperiencehasconditionedhasconditionedonesa
25、pproachandonescareerobjectives;yetonesapproachandonescareerobjectives;yetenergyenergyremainsatahighlevelandthereisaremainsatahighlevelandthereisacontinuingandimportantsearchforsatisfactioncontinuingandimportantsearchforsatisfactionfromwork.fromwork.Thepreciseagesforthismid-careerphasevaryTheprecisea
26、gesforthismid-careerphasevaryfromindividualtoindividual,butformostpeople,fromindividualtoindividual,butformostpeople,itlastsmaybeadecadewithintheagerangeofitlastsmaybeadecadewithintheagerangeof33to50.33to50.ThereforedesirableagerangeforThereforedesirableagerangefornegotiators,accordingtoBillScott,is
27、likelytobenegotiators,accordingtoBillScott,islikelytobewithintheband33to50.withintheband33to50.3.1.2 Personal characteristics3.1.2 Personal characteristics AccordingtoJeffreyEdmundCurry,itishighlyAccordingtoJeffreyEdmundCurry,itishighlydesirablethatanegotiatorhasthefollowingrangedesirablethatanegoti
28、atorhasthefollowingrangeofcharacterissuestoachievesatisfactoryofcharacterissuestoachievesatisfactorynegotiationresults:negotiationresults:1)Shrewdness1)Shrewdness2)Patience2)Patience 3)Adaptability3)Adaptability4)Endurance4)Endurance 5)Gregariousness5)Gregariousness6)Concentration6)Concentration7)Th
29、eabilityto7)Theabilitytoarticulatearticulate8)Senseofhumor8)Senseofhumor3.2.1 The chief negotiatorThoughalargeteamofglobalspecialistsmaybegatheredforsomenegotiations,therealinteractiontakesplacebetweenthetwochiefnegotiators.Butwhoqualifiesasachiefnegotiator?theheadsofcompanies?Thechiefnegotiatorisin
30、generalresponsibleforThechiefnegotiatorisingeneralresponsibleforthenegotiationteam.thenegotiationteam.HeisthechiefspeakerasHeisthechiefspeakeraswell.Thechiefnegotiatorisresponsibleforwell.Thechiefnegotiatorisresponsibleforunifyingunifyingthestrategy,tacticsandoverallstyletothestrategy,tacticsandover
31、allstyletobeusedbyaparticularbeusedbyaparticularcompanycompany.Heisthekey.Heisthekeypersontoasuccessfulnegotiationresult.Sowepersontoasuccessfulnegotiationresult.Sowehavetobeverycarefulwhenchoosingthechiefhavetobeverycarefulwhenchoosingthechiefnegotiator.Generallyspeakingthechiefnegotiator.Generally
32、speakingthechiefnegotiatormustmeetthefollowingnegotiatormustmeetthefollowingrequirements:requirements:HemustexerciseahighdegreeofHemustexerciseahighdegreeofself-controlself-controlandandkeeptheteamontrackkeeptheteamontrackundertryingundertryingcircumstances.circumstances.Thechiefnegotiatorshouldbeab
33、letoThechiefnegotiatorshouldbeabletousetheusethespecializationofeachmembertoitsmaximumspecializationofeachmembertoitsmaximumadvantage.advantage.ThechiefnegotiatorsgreatestskillistheabilityThechiefnegotiatorsgreatestskillistheabilitytodealwithpressurefromavarietyofdirectionstodealwithpressurefromavar
34、ietyofdirections.CandidatesforchiefnegotiatorshouldalsobeCandidatesforchiefnegotiatorshouldalsobetechnicallytechnicallyastuteastutewithregardtoboththewithregardtoboththecompanysproductsandmoderndayinformationcompanysproductsandmoderndayinformationtechnology.technology.3.2.2 Organizational qualities
35、of the chief negotiatorWhenworkingoverseas,thechiefnegotiatorembodiesthecompanyinimageandpractice.Consequently,hemustbehighlyorganizedinordertoeffectivelyhandlethevastnumberofproblemsthatwillinevitablyarise.3.3Teamsolidarity3.3.1 A comparison between single negotiator and team negotiationTo any spec
36、ific negotiation,we should first of all decide whether its a single negotiator or team negotiation.TheadvantagesanddisadvantagesofsingleTheadvantagesanddisadvantagesofsinglenegotiatorandteamnegotiations.negotiatorandteamnegotiations.Theadvantagesofasinglenegotiatormightbe:Theadvantagesofasinglenegot
37、iatormightbe:topreventthetopreventtheopposeropposer fromaimingquestionsatfromaimingquestionsattheweakermembersoftheteamorcreatingtheweakermembersoftheteamorcreatingdisagreementamongteammembersdisagreementamongteammembers;toprevent;topreventfromfromplacingcompleteresponsibilityononeplacingcompleteres
38、ponsibilityononepersonperson;topreventthe;topreventtheweakeningofstatedweakeningofstatedpositionsthroughdifferencesofopinionbetweenpositionsthroughdifferencesofopinionbetweenteammembersteammembersandtoavoidmakingon-the-spotandtoavoidmakingon-the-spotdecisions.decisions.Butithasaveryhighlevelrequirem
39、entoftheButithasaveryhighlevelrequirementofthenegotiator.negotiator.ItneedsthenegotiatortokeepacloseItneedsthenegotiatortokeepacloseeyeoneverythingoftheotherparty,tofamiliarizeeyeoneverythingoftheotherparty,tofamiliarizewitheveryfieldthatrelatetothenegotiationandwitheveryfieldthatrelatetothenegotiat
40、ionandatthesametimetobealertenoughtoputforwardatthesametimetobealertenoughtoputforwardquickresponsestoascheme.Especiallywhenquickresponsestoascheme.Especiallywhentheotherpartysendinsomeexperts,itsreallytheotherpartysendinsomeexperts,itsreallyhardforasingleonetomanageallonhisown.Inhardforasingleoneto
41、manageallonhisown.Inthiscaseinordertogetaneffectivenegotiationthiscaseinordertogetaneffectivenegotiationresultitsbettertohaveateam,ateamoftworesultitsbettertohaveateam,ateamoftwomembersthough,withoneasleaderisbettermembersthough,withoneasleaderisbetterthanasinglenegotiator.thanasinglenegotiator.Onth
42、eotherhand,ateammightbebestbecauseOntheotherhand,ateammightbebestbecause(1)itwoulduseanumberofpeoplewithdifferent(1)itwoulduseanumberofpeoplewithdifferenttechnicalbackgroundswhocancorrectmisstatementsoftechnicalbackgroundswhocancorrectmisstatementsoffact;fact;(2)itenablesapoolingofjudgmentsandplanni
43、ngin(2)itenablesapoolingofjudgmentsandplanninginadvance;advance;(3)itpresentstheothersidewithalargeopposition.(3)itpresentstheothersidewithalargeopposition.Butwithabigteam,itisratherdifficulttocontrolandtheButwithabigteam,itisratherdifficulttocontrolandtheweakmemberisveryeasytopickoutbytheotherparty
44、weakmemberisveryeasytopickoutbytheotherpartyandtheywillattackindividually.Manymembersinateamandtheywillattackindividually.Manymembersinateamwillinterferewiththenegotiationefficiency.willinterferewiththenegotiationefficiency.SokeeptheSokeepthenegotiationteamassmallaspossible.Andthiswillresultnegotiat
45、ionteamassmallaspossible.Andthiswillresultinafavorablepositioninthenegotiation.inafavorablepositioninthenegotiation.3.3.2 Organizational structure for 3.3.2 Organizational structure for negotiatorsnegotiatorsIn general,the negotiation team consists of In general,the negotiation team consists of lead
46、ing personnel,chief negotiator;technical leading personnel,chief negotiator;technical personnel,business personnel,law personnel,business personnel,law personnel,translators and personnel to personnel,translators and personnel to record minutes.record minutes.LeadingpersonnelareLeadingpersonnelareco
47、mmissionedcommissionedbyanbyanenterpriseorselectedfromtheabove-enterpriseorselectedfromtheabove-mentionedpersonnel.mentionedpersonnel.PersonneltotakeminutesareeitherappointedPersonneltotakeminutesareeitherappointedorselectedfromtheabove.orselectedfromtheabove.preparationforbusinessnegotiation 二、谈判组织
48、的构成二、谈判组织的构成 1 1、谈判组织的构成原则、谈判组织的构成原则 知识互补：知识互补：A A分别由精通商业、外贸、金融、技术、法律、翻译等专业分别由精通商业、外贸、金融、技术、法律、翻译等专业 BB谈判实践经验与理论知识相结合。谈判实践经验与理论知识相结合。性格协调：性格互补，将性格开朗、办事急躁的人与稳重沉静、充满理性格协调：性格互补，将性格开朗、办事急躁的人与稳重沉静、充满理性的人组合在一起。性的人组合在一起。爆躁型：头脑灵活，处事果断，争强好胜；一但遇到对方刺激，考虑问题欠爆躁型：头脑灵活，处事果断，争强好胜；一但遇到对方刺激，考虑问题欠周到，容易在愤怒中失去理智。周到，容易在愤
49、怒中失去理智。忧郁型：责任心强，沉着冷静，办事心细，不容易失误。但过于拘谨，反应忧郁型：责任心强，沉着冷静，办事心细，不容易失误。但过于拘谨，反应慢，受冲击后，自己难以应付和解脱。慢，受冲击后，自己难以应付和解脱。活泼型：思维敏捷，亲和力强，受攻击时能巧妙摆脱，但这种人缺乏责任心。活泼型：思维敏捷，亲和力强，受攻击时能巧妙摆脱，但这种人缺乏责任心。粘液型：在暴躁与活泼之间，既亲切随和又坚定倔强。严谨的逻辑思维，又粘液型：在暴躁与活泼之间，既亲切随和又坚定倔强。严谨的逻辑思维，又容易受感情支配。有敏锐的观察力，但有时又优柔寡断。容易受感情支配。有敏锐的观察力，但有时又优柔寡断。Thecompos
50、itionofthenegotiatingorganizationThecompositionofthenegotiatingorganization1)Principles1)Principles Knowledgecomplementarities:Knowledgecomplementarities:A)Business,foreigntrade,finance,technology,legal,translationandotherA)Business,foreigntrade,finance,technology,legal,translationandotherprofession