谈判力及相关因素
I.Motivation 动机
II.Dependence 依赖
III.Substitutes 替代
munication Skills交际练习
Interest gains are the fundamental incentives for negotiators to sit at negotiating table, however how much and by what means can negotiators gain the interests will largely on comparative of the two sides.
Power is a phenomenon, which endows people with over other people or events or activities.
Power requires a relationship and interaction, which means that if there is no____ between two parties, it would have no control over the other party no matter how____ and mighty one party is.
Influential factors on power’s diminishing or amplifying in various contexts, but the following three factors of motivation, dependence and substitutes exert utmost influence in situations.
Motivation is defined as desires and for gaining interests and stakes.
Motivation can be provoked and stimulated by all sorts of means, but basically by:
1.Offering inducements to the other or to the other’s supporters;
2.Demonstrating attractiveness of options;
3.Getting external third party to endorse your inducements; and
4.Placing a time limit on the availability of your offer.
Offering inducements
To offer inducements to other’s supporters is to stimulate their desires and draw their attention by presenting something so as to persuade them into of having a talk on issues you intend to.
For example, in sales promotion the inducements that often apply are price discount or “buying one and taking one ”.
Smart promoters can always come up with ideas to attract buyers and stimulate their interests.
Demonstrating attractiveness
By demonstrating attractiveness of your options, you other people of the appealing side of your options and possible interests.
The step is an extending part of the first one, by which you others to accept your options and finally your goal.
“The selling points” is an expression of demonstrating attractiveness.
Getting external third parties’ back
When there are external third parties backing your inducements, you your credibility through examples to cause others to .
People will their friends, colleagues, persons they are familiar with and even if they belong to the same group.
A repeatedly used persuasive method by advertisements is consumers acting as examples to others or a patient telling you how he has from the ailment after taking certain medicine.
Public , famous singers and actors also play a part in this persuasive game.
Placing a time limit
Lastly, it is important to let people know that those offers are not always there, i.e., they have their lines, which is the deadline for gaining. Otherwise common feeling of wait-and-see among people will make your efforts in nothing.
A relatively time limit works better than a one because people make decisions often in a rush.
Longer time limit sometimes retards people’s action and diminishes their .
Conclusion:
A party’s power is increasing with of its motivation.
Dependence is a constant and regular need that someone has for something in order to be able to survive or operate properly.
In negotiation, dependence is the need one party has from its for realizing its goals.
If a party can successfully the other’s dependence on itself and meanwhile____ its own dependence on the other, then the party’s power will be strengthened significantly.
The most effective and often explored methods to this end are:
1.Reducing, delaying or withholding services or resources the other party____
to attain;
2.Blocking the other party’s to work on their own;
3.Convincing the other party’s to block the other party’s operation’
4.Convincing the other party of the hopelessness of trying to on their
own.
Reducing, delaying or withholding services or resources
The other party’s dependence on you will if it is resourceful and endorsed by sufficient services that it needs.
Being cut off the provision and sustenance, the other party will be forced to____
