合作原则谈判法.docx

合作原则谈判法.docx

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合作原则谈判法

合作原则谈判法

I.SeparatethePeoplefromtheProblem对事不对人

II.FocusonInterestsNotPositions针对利益而非立场

III.InventOptionsforMutualGain为共同利益献策

IV.IntroduceanObjectiveCriterion以客观标准为本

V.Communicationpractice交际练习

VI.Effectivenegotiating成功谈判

4.ClarifyingPositions（VCD）

CollaborativePrincipledNegotiation（CPN）isalsocommonlyknownasHarvardPrincipledNegotiation,whichisdevelopedbyRogerFisherandWilliamUryinthebookGettingtoYes.

Thecoreoftheprincipleistoreachasolutiontobothpartiesbywayofstressinginterestsandnotbywayofbargaining.

Itsuggeststhatyoulookformutualgainswhenever,andthatwhereyourinterests,youshouldinsistthattheresultbebasedonsomefairstandardsofthewillofeitherside.i.e.ancriterionshouldbeappliedto.

Itenablesyoutobewhileprotectingyouagainstthosewhowouldtakeadvantageofyourfairness.

CPNconsistsoffourbasiccomponents:

1.separatethepeoplefromtheproblem

2.focusoninterestsnotpositions

3.inventoptionsformutualgain

4.introduceanobjectivecriterion

Thefourcomponentsarewitheachotherandshouldbeappliedtothroughoutthewholecourseofthenegotiations.

1.SeparatethePeoplefromtheProblem

Itisgenerallyunderstoodthatinnegotiationsproblemswillbediscussedandresolvediftalksaregoingoninaandatmosphere.Unfortunatelymoreoftenthannothighisbuildupduetonegotiators’prejudiceagainsttheotherpartyorpooroneachotherormisledoftheotherparty’sintention.

Asaresultnegotiators’feelingismingledwithinterestsandeventstobediscussed.

Forsituationassuch,CPNdevelopsthreesstepsforbothpartiestofollow,whichare:

1.Developempathy

1）Weputourselvesintheir;

2）Weavoidblamingthemforour;

3）Wehelpthemintheprocess.

2.Manageemotions:

1）Weallowthemtoletsteam;

2）Weoverreacttoemotionaloutbursts

3.Communicate:

1）Welistenandsummarizewhatwe;

2）Wetryingtoscorepointsanddebatingthemasopponents;

3）Wedonotberatethemaboutwhattheyaredoing.

Onthewhole,toseparatepeoplefromproblem,thecrucialpointistotheotherparty,one’sownemotionandcommunication.

Welookforchancestocorrectourcounterpartsiftheiropinionisnotright;weallowthemtoexpresstheiriftheyfeelupsetandwefindmorechancestoouropinionsifmisunderstandinghappens.

Bydoingsowetreatourcounterpartasacooperatorsittingonthesame_____sinkingandfloatingtogether,andthecourseofnegotiationasaofachieving______successhandinhand.

2.FocusonInterestsNotPositions

______ofinterestsbringpeopletonegotiationtable.Negotiatingpartiesholdingontotheirownpositionsisforthepurposeofhavingtheirrealizedorprotectingtheirorgainingmore.

Successfulnegotiationsaretheresultofmutualandofinterestsratherthankeepingfirmonone’sown.

Negotiatingpartiescantrythefollowingmethodsinordertoconcentrateon______not.

1.Identifyinterests

1）Weexploretheirwhichstandinourway;

2）Weexaminethedifferentofdifferentpeopleontheirsides;

3）Welookattheirhumanneedsunderlyingtheir.

2.Talkaboutinterests

1）Weandaccepttheirinterests;

2）Weourunderstandingoraproblembeforeproposingsolutions;

3）Wetrynottolookandfocusmoreonlookingforward.

Innegotiationitisveryoftendifficulttofocusonsincetheinterestsofonepartyarefrequentlynotclearlyidentifiedandexpressed,andcomparativelyspeakingareconcreteandexplicitlyexposedtoeachother.

Oneimportanttaskofnegotiationsistooverpassone’spositionandtolookforsolutionssatisfyingbothparties’.

Case

TheprolongeddisputeovertheSouthChinaSeaamongneighboringcountrieshasbeenadisturbingfactorfortheinstabilityintheregion.Somecountrieshavedemandedseaterritoryandsomeothercountrieshavedeclaredactualcontrollingrightoversomeislands.

Facingthedispute,China,beingtherealowneroftheseaarea,reiteratesChina’ssovereigntyovertheterritory,meanwhileexploringtherealinterestsoftheneighboringcountries’demandingfortheterritory.

Itwasfoundoutthatanimportantreasonbehindtheirclaimistherichfishingandmineralresourcesinthearea.

TheChinesegovernmenthenceproposedintalkswithrelativecountriesthat“putasidedispute,engageinjointexploration”.

Theproposalmetwithgeneralacceptanceandprovedtobequiteeffectiveinlighteningthetenseatmosphereintheregion.

3.InventOptionsforMutualGain

Thefirsttwocomponentslookattherelationbetweenpeopleandproblems,andinterestsandpositions,whichareconducivefornegotiatorstoestablishinganobjectiveviewonthoseimportantfactorsinnegotiations.Thethirdcomponentofinventingoptionsformutualgainprovidesanapproachtofulfillmentofthetwoparties’demands.

Thereareinfactalwayssolutionstoproblemstobesolved,whichisunfortunately,oftennotfullyunderstood.

Generallyspeaking,therearethreefactorshinderingpeoplefromseekingforalternativesolutions:

Oneisthefixeddistributiveplan.Thedistributiveconceptretardscreativethinkingandoptionsandhenceresultsinfailureofnegotiations.

Thesecondisseekingforonlysolution.Negotiatorsarenotawareofthefactthatcreativethinkingandoptionsarepartofasuccessfulnegotiation.

Thethirdisconsideringonlyone’soptionssuitingone’sown.

Togetridoftheabovementionedbarriersandoffercreativeoptions,thefollowingstepscanbeconsidered:

1.Diagnose

1）Wesetasidetheideathattheirhavetobeatourexpense;

2）Weencourageeachothertohelpproblems;

3）Wedonotprematurelyfocusonanoptionpeopleareready.

2.Inventcreativeoptions:

1）Weseparateinventingoptionsfromthem;

2）Wedevelopseveraloptionsbeforelookingfora;

3）Welookforcommonandinterests;

4）Welookforoptionsthatwouldmakethedecisionforthem.

Selectinganoptionrequiresatodecideoneoptionisbetterthantheotheroristheamongseveraloptions,andnowitcomestothefourthcomponent---introducinganobjectivecriterion.

4.IntroduceanObjectiveCriterion

Thefirstthreecomponentsadvocatethebenefitsofconsideringparties’interestsanddesigningadistributivepatternthatwouldsatisfybothsides’demands.

However,conflictsanddisputesofthetwopartiesoverinterestgainingwillnot______nomatterhowconsiderablethetwosidestrytobeandhowcreativeinprovidingoptions.

Whenthetwosidescannotwhichoptionisandrational,lookingforanwillbeaway.

Anobjectivecriterionshouldbefair,effectiveandrationalifitisregardedasobjective.

Thefollowingpointswillbeconsideredwhentellingifacriterionisfairandobjectiveornot.

1.Anobjectivecriterionshouldbeindependentofofallpartiesandthusbefromsentimentalinfluenceofanyone.

2.Anobjectivecriterionshouldbeandrealistic

3.Anobjectivecriterionshouldbeatleasttheoreticallybybothsides.

Onepointisclearthatdifferenthavedifferentobjectivecriteria.

Forexample,

Criteriaofpricetalkingwillincludefactorsofcost,marketsituation,depreciation,pricecompetitionandothernecessaryfactors.

Inothernegotiations,experts’opinions,internationalconventionsandnormsandlegaldocumentswillallserveasobjectivecriteria.

Case

IntheSino-USnegotiationonChina’saccessionintoWTO,thetwopartiesdisputedoverChina’sdevelopingcountrystatus.

UStookthepositionthatChinashouldbetreatedasadevelopedcountry.TobackUSstance,AmericannegotiatorcitedChina’sgrowingexportsandlargeforeignreserveholdings.

TheyarguedthatindevelopingcountriesChina’ssophisticatedtechnologyinlaunchingandretrievingsatelliteshadnoparallel.

OneAmericannegotiatorevencomparedthesituationinChinawiththatinIndiaandsomeAfricancountries.HesaidwhenheopenedthedoorofafamilyinapoorestarearandomlychosenbytheChinesegovernmentandaskedthepeopleiftheyhadtheirbreakfast,hewastoldtheydid,andhewentonaskingiflunchandsupperwereguaranteed,theanswerwasyes.HoweverhehadaverydifferentstoryinsomeAfricancountriesandeveninsomeareasinIndia.Peopletherehadlittlefoodforbreakfast,nottomentionlunchandsupper.

Thetwocountriesinsistedontheirownstandardsanditwashardtobridgethediscrepancy.

Whenanobjectivecriterionisagreedupon,theotherimportantthingtodoisto______afairproceduralstandard,whichmeanstheprocedureor______ofcarryingoutthecriteria.

Theprocedurewillberegardedasfairwhenonepartycutsacakeandaskstheotherpartytochoosefirst.

Otherprocedureswhichmaybecalledfaircanbe

1.doinginturns

2.drawinglots

3.lookingforanarbitrator

Tosumup,inintroducinganobjectivecriterion:

1.Welookfor______objectivecriteria;

2.Wediscuss______differentstandardsmaybeappropriate;

3.Welookfor______proceduralstandard.

InFisherandUry’sview,thethreestandardsdescribedbelowcanbeappliedtoforjudgingsuccessorfailureofanegotiationapproach:

1.Ifanagreementispossiblyreached,itshouldsatisfythe______interestsofbothpartiestothe______andresolvetheirconflicts,meanwhileprotectingpublicinterests;

2.Theagreementshouldbehighly______;

3.Theagreementwill______,oratleastnothurttherelationshipofthetwoparties.

SummarytoCollaborativePrincipledNegotiation:

CollaborativePrincipledNegotiationprovidesuswithawaytoreacha______agreementfortoug