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●Negotiation Types（第1页）

●ionTypes

&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。