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●Negotiation Types（第1页）

●ionTypes

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&ions，basedonhowtheyaredupetitivelyorcooperatively—bedividedintotwodiffereributiveioiveion.

■Distributiveion

Distributiveionordistributivebargaining，alsocalledpositi，gvaluebargaining，zer，orwin-l，isapetitiveapproachthatisusedwhenthereisafixed“pie”

—afioaresouregotiatorshavetodecidewhogetshowmuchofthatpie.Theorsassumethatthereisogoaround，a“expahemoreohelesstheets.

&ion

◇Prepareyourselftowalkawaytogetyourelsewhere.

&roeroaedAgreement（BAToyourself.

&heirBATangibleneeds（suchasgettingthedealdone，makiomerhappy，beingfair，beatiion，savingface，preserviioi）.Whatmatterstothem?

◆OpeningOffers

◇Listencarefullyandaskmaianyproposal.

&hefirstofferifyouhavedoneyourhomeworkandhaveagoodideawhatthetransaisworth.

◇anoffer.

&oter-offer.

◆ExgInformatiuments

◇Baseyourdis“objective”

standards，priionals，normsoffairness.

◇Bewareofgivinginformationthatle—theabilitytohelporharmtheotherparty—justtoseem“nice”

nalthatyoutrustthem.Theymaynotnnaloriasyouintended.Leveragegivenawayistain.

◆sandDes

◇Makesureyoureethingofsimilarvalueforeayouoffer.

◇Startwithsmalls;givelarger，menerousstowardstheend.

◇Foyoal;doyer，weariness，oderailyou.

◇Dothedifferemeetsyouris.

&herpartysaveface，achievewhatyouhumiliatingothers.

&iveion

&iveirativebargaining，alsoterest-basedbargaining”

，“win-winbargaining”

，isanapproawhichpartiescollaboratetolookforasolutionthatmaximizesjointgainandallowseveryoowalkawayfeeliheyhavewohebasicideaisthatbothsidesachievetheirobjectives.

Thisapproachfodevelopingmutuallybeneficialagreemeheiheors.Isiheneeds，desires，s，andfearsimportanttoeachside.Theyaretheunderlyingreasonswhypeoplebeeinvolvedinaflict.

Toapplyiivebargaiioepistoidentifyeachside’sis.Akeyapproaisisasking“Why?”

Whydoestheothersidewantthat?Thebottomlineisyouofigureoutwhypeoplefeelthewaytheydo，andwhytheyaredemaomakeitclearthatythesequestionssoyouderstaerests（needs，hopes，fears，ordesires）better，notbecauseyouaregthemtofigureouthowtobeatthem.

&，youmightaskyourselfhowtheothersideperands.Whatstaheiragreeingwithyou?Doyouknowtheirunderlyis?Doyouknowyouris?

Ifyoufigureouttheirisaswellasyourown，youwillbemuchmorelikelytofindasolutiosbothsides.

&erestsareidehepartiesethercooperativelytureoutthebestwaystomeetthoseienby“brainst”

—listiioitskofwithordismissinganythinginitially，partieseupwithewideasfisahavenotoccurredtoahegoalisawin-winoute，givingeachsideasmuchoftheirisaspossiblesothattheyseetheouteasawin.

Distributivebargainingaivebargaiuallyexegotiationapproaiiveions，distributivebargainingwilleintoplay.Iivebargainingisagoodieaslargeasitpossiblybe，butultimatelythepartiesmustdistributethevaluethatwascreatedthroughion.