Discuss the characteristics and differences between the traditional negotiation concept and the mode

Position-based negotiation.

a The goal is to achieve victory.

b Treat the other party as an opponent, each with its own strength and conditions.

c Emphasizing that the will, viewpoint and position of all parties cannot be changed.

d. Asking the other party to make concessions as a precondition for establishing a relationship.

e Tough on people and issues.

Never trust the other side and stand your ground.

Principled negotiations.

a The goal is to solve problems satisfactorily and effectively.

b Separate people from problems, and be soft on people and things.

c Trust is not relevant to negotiation.

d Focus on interests rather than positions, common interests and reach agreements that are beneficial to both parties based on objective criteria (principles of business negotiation - equality and mutual benefit, smart interaction, friendly consultation, and acting in accordance with the law).

Concession negotiations.

a The goal is to reach agreement and expand cooperation.

b Avoid conflict between the two sides and emphasize trust between the two sides.

c Offer, concession, trust the other party.

d Be gentle on people and problems, make concessions to maintain relationships, trust each other, and change positions easily.

Principled negotiation draws on the advantages of soft negotiation and hard negotiation and avoids their extremes, emphasizing the principle of justice and the value of fairness, and mainly has the following characteristics:

1. Be gentle with people and tough on things in negotiations, and separate people from things.

2. Advocate that agreements should be reached in accordance with the mutually accepted principles of objectivity and fairness and fair value, rather than simply relying on bargaining on specific issues.

3. Be open and honest in negotiations without trickery, and pursue interests without losing grace.

4. Strive to find common ground, eliminate differences, and strive for a mutually satisfactory negotiation result. Principled negotiation is a kind of negotiation attitude and method that is both rational and humane.

Position-based negotiators often put forward an extreme position at the beginning of the negotiation and then stubbornly insist on it.

There is no real winner in position-based negotiations.

According to the attitude and method of negotiation, it can be divided into soft negotiation, hard negotiation and principled negotiation.

Hard negotiation, also known as standpoint negotiations, is a negotiation method in which negotiators take a firm stance and advocate tough negotiations with little or no consideration of the interests of the other party by means of a contest of willpower, with little or no consideration of the interests of the other party.

In this kind of negotiation, the other party is regarded as a fierce enemy, emphasizing the firmness of the negotiating position and emphasizing-for-tat; They believe that negotiation is a contest of willpower, and that only an agreement reached according to one's own position is a victory in negotiation.

Negotiation is an inescapable reality that exists at all levels and in all aspects of people's lives.

Negotiation is so important in real social life, then, what is negotiation?

In 1998, a dispute arose between the National Basketball Association (NBA) and the players, and the National Basketball Association decided to stop the game for 202 days in order to resist the players' demands. This cost the owners of the association about $1 billion and also cost players $500 million in lost wages. At the same time, the decision was so frustrating for fans that they lost their enthusiasm for the NBA for a while, and the NBA's sponsors and advertisers inevitably lost millions of dollars in revenue.

In 1999, the World Trade Organization (WTO) held a meeting in Seattle, Washington, USA, on the topic of tariff reduction. At the Seattle meeting, there was no consensus among the member states on even one agenda, and the Seattle meeting ended in failure.

While the above examples show that successful negotiation is not easy, it also shows that negotiation is a process of consultation or coordination between individuals or organizations. Therefore, we define negotiation as a process of interaction in which two or more participants, in the presence of conflicting and interdependent interests, seek to negotiate and coordinate their actions to achieve a better outcome than unilateral action.

This is the general definition of negotiation, and it encompasses the following characteristics:

1) Negotiation is the act of realizing and satisfying the needs of interests. Negotiation is an act with a clear purpose, the participants in the negotiation have their own independent and clear interests and needs, and the purpose of participating in the negotiation is to realize and meet their respective interests and needs. Interests are the basis and reason for the occurrence of negotiations.

2) Negotiation is a decision-making process that negotiates the allocation of limited resources. The realization and satisfaction of negotiators' interests are interdependent. The existence of interdependence dictates that any option to attempt to act independently has limits and costs, and at the same time has limited benefits, so that coordinated or joint action may be more beneficial to both parties.

Therefore, negotiation is a decision-making process that seeks to obtain a more favorable outcome of unilateral action based on the consensus and coordinated action of all parties in the interdependent relationship between the interests of negotiators.

3) Negotiation is a process of interaction between negotiators. The realization and satisfaction of negotiators' interests are interdependent and at the same time conflicting. The interdependence of negotiators does not necessarily mean negotiation in itself, the essence of negotiation is to claim value, and to satisfy and realize the negotiator's interests or needs through value demand, therefore, the conflict in value claiming pervades the whole process of negotiation.

This interdependence and conflict makes the negotiation process not only a process of communication and information sharing, persuasion and persuasion, but also a process of strategic mutual influence and interaction.

Summary. Hello for you to find out:

The most basic characteristics are: consultation. Here's what I'm looking for, I hope it can help you:

In fact, negotiation involves two closely related links: "negotiation" and "judgment." Talking, that is, speaking or discussing, means that the parties clearly state their wishes and goals to be pursued, and fully express their views on the responsibilities, rights, and interests that all parties should bear and enjoy; Judgment, i.e., identification and evaluation, is the effort of the parties to seek a common agreement on rights and obligations with a view to formally confirming them through corresponding agreements. Therefore, the negotiation is the premise and basis of the judgment, and the judgment is the result and purpose of the negotiation.

What are the four characteristics of traditional negotiation?

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Hello for you to find out: the most basic characteristics are: consultation.

Here's what I found in the hope of helping you: Negotiation actually involves two closely related links: "negotiation" and "judgment". Talking, that is, speaking or discussing, means that the parties clearly state their wishes and goals to be pursued, and fully express their views on the responsibilities, rights, and interests that all parties should bear and enjoy; Judgment, i.e., identification and evaluation, is the effort of the parties to seek a common agreement on rights and obligations with a view to formally confirming them through corresponding agreements.

Therefore, the negotiation is the premise and basis of the judgment, and the judgment is the result and purpose of the negotiation.

View Answer Analysis [Correct Answer] Linking negotiating power with negotiators' favorable changes to the negotiation space proposes a new way to understand negotiating power. In this interpretation of the concept of bargaining power, it is asserted that bargaining power is the ability to lead to a favorable change in the negotiating space, that is, the negotiator has the negotiating power and will change the negotiating space in a favorable way. However, the change of negotiation space does not necessarily guarantee that the negotiator will obtain an ultimately favorable negotiation outcome, so this view also advocates that the negotiator has negotiating power, which will increase the likelihood of a favorable negotiation outcome.

This does not mean that a more favourable outcome of the negotiations is inevitable.

Lu Qi's answer analysis] See textbook p70.

1. Soft negotiation, also known as relational negotiation, is a type of negotiation that takes concessions and compromises in order to maintain a certain relationship with the other party. In this kind of negotiation, the other party is not regarded as an opponent, but as a friend; The emphasis is not on gaining the upper hand, but on building and maintaining good relationships.

2. The principle negotiation method is also known as the "Harvard negotiation method". It is a negotiation method that requires both parties to treat each other as colleagues they work with, rather than as enemies. First of all, pay attention to the cooperative relationship with the other party, pay attention to the maintenance of the relationship between the two parties, and pay attention to the acquisition of benefits.

Focus on the interests of both sides rather than their positions.

3. The hard negotiation method refers to the negotiation method that uses the contest of willpower as a means to stick to one's own tough position and ask the other party to sacrifice its interests to achieve its own victory, which is the symmetry of the "soft negotiation method".