Negotiation Strategies and Persuasion Skills

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???????????Negotiation Strategies and
Persuasion Skills

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• Tel [phone]
• Fax [phone]
• E-mailyhpc_at_mail.ntpu.edu.tw

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• ?. ????????
• 1. ?????
• Human communication is the process through
  which individuals in relationships, groups,
  organizations and societies create, transmit and
  use information to organize with the environment
  and one another.
• 2. ?????????/??/?????
• 3. ?????????,??????????

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• 1. ?????
• It is a process of bargaining, which entails
  two or more interdependent parties who perceive
  incompatible goals and engage in the social
  interaction to reach a mutually satisfactory
  outcome.
• 2. ?????-??(interest)???(position)
• 3. ????(zero-sum game)???(win-win)
• 4. ??????????
• 5. ????(negotiation rhetoric)
• 6. ????(negotiation skillsstrategy and tactic)

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?.?????-?????????????

• 1. ???? (Preparing)
• A good result of a negotiation can
  be seen as involving seven elements. The better
  we handle each element, the better the outcome
  will be
• 1) ?? (Interests)
• Whatever our demand or position
  may be, we and others involved in the negotiation
  would like an outcome that meets our underlying
  intereststhe things we need or care about.

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• 2) ??????? (Options)
• By options we mean possible agreements or
  pieces of a possible agreement. The more options
  we are able to put on the table, the more likely
  we are to have one that will well reconcile our
  interests.
• 3)  ???? (Alternative)
• Another choice. Before we sign a dealor
  turn one downwe should have a good idea of what
  else we might do.

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• 4) ????? (Legitimacy)
• We do not want to be unfairly treated,
  nor do others. It will help to find external
  standards that we can use as a sword to persuade
  others that they are being treated fairly and as
  a shield to protect us from being ripped off.
• 5) ?? (Communication)
• Other things being equal, an outcome is
  better if it is reached efficiently. That
  requires good two-way communication as each side
  seeks to influence the other. We want to think in
  advance about what to listen forand what to say.

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• 6) ?? (Relationship)
• Preparation can help us think about the human
  interactionabout the people at the table. We
  should have some idea about how to build a
  relationship that facilitates, rather than
  hinders, agreement.
• 7) ?? (Commitment)
• Those commitments are likely to be better if we
  have thought in advance about specific promises
  that we realistically can expect, or make, during
  or at the conclusion of a negotiation.

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• 2. ????(Arguing)
• -??????gt??????
• ??,??,??????
• ?????,?????
• 3. ????(Signaling)
• -???????
• ????
• ??????????
• 4. ????(Proposing)
• -?????????????
• ?????,????????
• ????????,????

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• 5. ????(Packaging)
• -??????????
• ???????????,??????
• ????????
• ?????????,????????
• 6. ????(Bargaining)
• -?????
• ???????
• ??????????,??????????
• 7. ????(Closing)
• -???,???,???,???,???
• 8. ????(Agreeing)
• -????????

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?. ???????

• 1. Patience (??).
• 2. Slow agony (????).
• 3. Apathy (??).
• 4. Empathy/sympathy (???/???).
• 5. Sudden shifts (????).  
• 6. Faking (??).
• 7. Walking (????).
• 8. Fait accompli (????).
• 9. Salami (???).
• 10. Limits (????).
• 11. Deadlines (????).
• 12. Antagonism (???).

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?. ????

• 1.??????? (The Mental Source of Persuasion)
• A.?? (Ethos) the distinguishing character,
  sentiment, moral nature, or guiding beliefs of a
  person, group, or institution
• B.?? (Pathos) an element in experience or in
  artistic representation evoking pity or
  compassion an emotion of sympathetic pity
• C.?? (Logos) reason that is the controlling
  principle in the universe
• 
  
  --Aristotle
• 2.??????? (A Contemporary Definition of
  Persuasion)
• Persuasion is an activity or process in
  which a communicator attempts to induce a change
  in the belief, attitude, or behavior of another
  person or group of persons through the
  transmission of a message in a context in which
  the persuadee has some degree of free choice.
• 
  --Richard M.
  Perloff

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?. ??????????????

• 1. interest gt position
• 2. win-win gt zero-sum
• 3. respectful gt forceful

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?. ??

• ????
• 1.??? ?????????????????,1993?.
• 2.??? ??????????????????,1994?.
• 3. Chayes, Abram Antonia H. Chayes. The New
  SovereigntyCompliance with International
  Regulatory Agreements. CambridgeHarvard
  University Press, 1995.
• 4. Fisher, Roger. et al. Coping with
  International Conflicts A Systematic Approach to
  Influence in International Negotiation. Upper
  Saddle River, NJ Prentice Hall, 1997.
• 5. Fisher, Roger. Ertel, Danny. Getting Ready
  to Negotiate. New York Penguin Books, 1995.
• 6. Trenholm, Sara Authur Jensen. Interpersonal
  Communication. New York Wadsworth Publishing
  Company, 1996.
• 7. Lewicki, Roy J. et al. Negotiation. . Boston
  IRWIN, 2006.
• 8. Putnam, Linda Michael E. Roloff. Eds.
  Communication and Negotiation.
• London Sage Publication, Inc., 1992.