2024年4月21日发(作者：奔驰g550多少钱一辆)

以下内容来自于陆华强

PPT

。版权所有，违者必究。

名词解释：

BATNA:Innegotiationtheory,bestalternativetoanegotiatedagreementor

BATNAisthecourseofactionthatwillbetakenbyapartyifthecurrent

sthekeyfocusand

thedrivingforcebehindasuccessfulnegotiator.

Reservationvalue/price:Innegotiation,thereservationpriceisthepoint

beyondwhichanegotiatorisreadytowalkawayfromanegotiatedagreement.

Takingatypicalbusinessnegotiationasanexample;aseller’sreservation

priceistheleastamount(theminimum)orbottomlinethesellerispreparedto

’sreservationpriceisthemostamount(themaximum)ortop

linethatthebuyeriswillingtopay

Nibbling:sa

strongdesirebytheotherpartytograntthisfinalconcessionjusttogetthe

galsohappensafteragreementhasbeenreached.

Newissuescomeup,changesareneeded,andnewpeoplebecomeinvolved.

Eachprovidesanopportunityforsomeoneto‘nibble’ontheAgreement.

Winner’scurse:Thewinner’retonefeelsafterclosinga

eyouropponentacceptedyouroffer,youbecome

st-negotiationreactionisnot

unusual

NegotiationAnchoring:Anchoringisanattempttoestablishareference

point(anchor)aroundwhichanegotiationwillrevolveandwilloftenusethis

ingoftenoccurswhen

thefirstofferispresentedatthebeginningofanegotiation.

NegotiationConcessions:arealsosometimesreferredtoas‘Trade-Offs’

whereoneormorepartiestoanegotiationengageinconceding,yielding,or

compromisingonissuesundernegotiationanddoeitherwillinglyorun

willingly.

Delightfactors:Asurprisetreatorconcessionprovidedatornearclosingthe

anesecallthesebonuses

‘delightfactors’.Wisenegotiatorssaveafewitemstogiveawayasdelight

aisethesatisfactionoftheotherpartyfarmorethantheircost

toyou.

Leavingmoneyonthetable:Anegotiationwherethesettlementisless

rtiesfailtodiscoverandmaximize

-Losenegotiation.

Walkingaway:Whennegotiationswalkawayfromthenegotiationbyrejecting

alltermoffered,eventhoughtheofferedtermsarebetterthantheirBANATA.

Thisofterhappensduetoemotions,ego,orsometimes,justabad

calculation.”

Agenda:Aformalagreeduponlistofthingstobedoneduringthenegotiation.

Whoeversetsandcontrolstheagendacanmanytimesalsocontrolwhatis

discussedduringthenegotiation.

Principlednegotiationistodecideissuesontheirmeritsratherthanthrough

ahagglingprocessfocusedonwhateachsidesaysitwillandwon`

suggeststhatyoulookformuturalgainswheneverpossibleandthatwhere

yourinterestsconflict,youshouldinsistthattheresultbebasedonsomefair

standardsindependentofthewillofeitherside.

ZOPA:erange

orareainwhichanagreementissatisfactorytobothpartiesinvolvedinthe

eoverlapareainthelowandhighrangethateach

partyiswillingtopayorfindacceptableinanegotiation.

Strategyofbargainingstage

gyundertheconditionofadvantage

(1)NoprecedenceStrategyisatough:Strategythatthesellerstickstothe

proposedtransactionrequirementsespeciallytheprice,notwillingtomakea

concession.

不开先例策略，是指握有优势的卖方坚持自己提出的交易条件，尤其是价格

条件，而不愿意让步的一种强硬策略。

ler`s

negotiatorexplainedtothebuyerlikethis:

meanstosetaprecedentforus,thusleadingustoprovidethesamebenefits

forothercustomerswhensimilarproblemoccursinfuture,whichthesellercan

notaffordobjectively.

当买方所提出的要求使卖方不能接受时，卖方谈判者向买方解释：如果答应

了此次要求，对卖方来说，就等于开了一个交易先例，这样就会使卖方今后在遇

到类似的问题同其他客户发生交易行为时，也至少必须提供同样的优惠，而这是