通識(shí)教育選修課程教學(xué)設(shè)計(jì)方案模板

1、通識(shí)教育選修課程 國(guó)際商務(wù)溝通與談判教學(xué)設(shè)計(jì)方案 一、 開(kāi)設(shè)課程的作用與目的談判是一門科學(xué)，更是一門藝術(shù)。中國(guó)加入世貿(mào)組織以后，商務(wù)談判人才是七大類急需人才中的一類，因此，培養(yǎng)既有談判理論基礎(chǔ)又懂談判實(shí)踐的高素質(zhì)人才是本課程所要達(dá)到主要目的。本課程主要內(nèi)容涵蓋了國(guó)際商務(wù)談判理論部分：包括國(guó)際商務(wù)談判概述、國(guó)際商務(wù)談判的基本程序及談判各階段的策略、國(guó)際商務(wù)談判前的準(zhǔn)備、國(guó)際商務(wù)談判中的相關(guān)理念及心理因素、談判者性格類型與博弈論在談判中的運(yùn)用及世界各國(guó)文化模式和談判模式的比較等融合國(guó)內(nèi)外經(jīng)典的談判理論。本課的特色是融合相應(yīng)的案例研究闡述理論并安排學(xué)生進(jìn)行模擬談判，使其通過(guò)實(shí)際操練獲得比較接近實(shí)際的

2、真實(shí)體驗(yàn)。通過(guò)本門課程的學(xué)習(xí)，要求學(xué)生既要熟練掌握國(guó)際商務(wù)談判專業(yè)知識(shí)，又要能用外語(yǔ)進(jìn)行業(yè)務(wù)磋商。 二、 課程內(nèi)容介紹本課程教學(xué)內(nèi)容涉及三個(gè)方面，即課堂教學(xué)、學(xué)術(shù)討論、講座和模擬談判。總學(xué)時(shí)為48課時(shí)，即課堂教學(xué)時(shí)間20學(xué)時(shí)、學(xué)術(shù)討論24學(xué)時(shí)、實(shí)踐考察4學(xué)時(shí)。其中，課堂教學(xué)共劃分為十個(gè)專題，學(xué)術(shù)討論根據(jù)學(xué)生自主學(xué)習(xí)的任務(wù)要求（詳見(jiàn)自主學(xué)習(xí)部分），圍繞學(xué)術(shù)問(wèn)題組織討論。講座和模擬談判是圍繞課堂教學(xué)展開(kāi)的。課堂教學(xué)十個(gè)專題如下：（一）國(guó)際商務(wù)談判概述：國(guó)際商務(wù)談判的概念和特點(diǎn)1. 教學(xué)任務(wù)：(1)談判和商務(wù)談判的概念Concepts of negotiation and business nego

3、tiation(2)國(guó)際商務(wù)談判的特點(diǎn)Characteristics of international business negotiation2.教學(xué)內(nèi)容1.1什么是談判？經(jīng)典故事：兩個(gè)小孩分橘子的故事“在人們的日常生活中，每一個(gè)要求滿足的愿望和每 一次要求滿足的需要，都是誘發(fā)人們展開(kāi)談判過(guò)程 的潛因。只要人們?yōu)榱烁淖兿嗷リP(guān)系而交換觀點(diǎn)， 只要人們?yōu)榱巳〉靡恢露枭虆f(xié)議，他們就是在進(jìn)行談判?！保绹?guó)談判協(xié)會(huì)會(huì)長(zhǎng)、著名律師杰得勒）(一)談判1、定義：指參與各方基于某種需要，彼此進(jìn)行信息交流，磋商協(xié)議，旨在協(xié)調(diào)其相互關(guān)系，贏得或維護(hù)各自利益的行為過(guò)程。（1）談判是愿望的滿足交換觀點(diǎn) （2）談判是

4、利益的均衡謀求妥協(xié)； （3）談判是協(xié)調(diào)的手段應(yīng)用廣泛。Definition and Characteristics of International Business NegotiationDefinition and Characteristics of NegotiationWhat is negotiation?Before: Negotiation once was perceived as a response to a “ two dogs, one bone” conflict or a “get him before he gets me” situationa chance

5、to find out “ how much can I get for how little?”New concept:A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements.2.談判的性質(zhì) 談判是一個(gè)過(guò)程。在這個(gè)過(guò)程中，利益雙方就共同關(guān)心或感興趣的問(wèn)題進(jìn)行磋商，協(xié)調(diào)和調(diào)整各自的政治和經(jīng)濟(jì)利益，謀求妥協(xié)，從而使雙方都感到是在有 利的

6、條件下達(dá)成協(xié)議，促成均衡。Characteristics of International Business NegotiationThe fundamental principles of negotiation(1)Negotiation is an element of human behavior.(2) Negotiation takes place only over issues that are negotiable. (3)Negotiation takes place only between people who have the same interest.(4)Neg

7、otiation takes place only when negotiators are interested not only in taking but also in giving.(5)Negotiation takes place only when negotiating parties trust each other to some extent.3、談判應(yīng)符合三點(diǎn)要求(1)談判應(yīng)當(dāng)是在各方共同讓步的基礎(chǔ)上達(dá)成的協(xié)議，談判中的給予與獲取是共同的。(2)各方利益的沖突導(dǎo)致談判的發(fā)生，談判各方的合作使談判可能順利進(jìn)行并能取得滿意的結(jié)果。(3)由于各種因素的限制，談判各方的實(shí)力存

8、在差距，但各方談判地位和權(quán)利是相等的。3.Negotiations must satisfy at least the following conditions:(1)The outcome of negotiation is a result of mutual giving and taking. One-sided concession or compromise can not be called a successful negotiation.(2)Negotiations happen due to the existence of conflicts, however, no

9、negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants. (3)In spite of unequal strength and power on the side of one party, it should not be viewed as a success if the other party can not excise veto right to the result of the negotiation

10、, which is a show of equal right of the parties.1.2商務(wù)談判 Definition and characteristics of business negotiation 商務(wù)或稱商事，系指一切有形與無(wú)形資產(chǎn)的交換或是買賣事宜。然而，不是任何一種買賣行為都可以成為商務(wù)行為。商務(wù)行為具有特定的內(nèi)涵。它是指經(jīng)法律認(rèn)可，以社會(huì)分工為基礎(chǔ)，以提供商品或勞務(wù)為內(nèi)容的盈利性的經(jīng)濟(jì)活動(dòng)。按照國(guó)際習(xí)慣的劃分，商務(wù)行為可以分為四種：一，直接媒介商品的交易活動(dòng)直接從事商品的收購(gòu)與銷售活動(dòng)稱為“買賣商”二，為“買賣商”直接服務(wù)的商業(yè)活動(dòng)，如運(yùn)輸?shù)?，稱為“輔助商”。三

11、，間接為商業(yè)活動(dòng)服務(wù)的，如金融等，稱為“第三商”。第四，具有勞務(wù)性質(zhì)的活動(dòng)，如影劇院以及商品信息等，稱為“第四商”。商務(wù)談判：集中于經(jīng)濟(jì)領(lǐng)域，圍繞標(biāo)的物的交易條件，達(dá)到交易目的的行為過(guò)程。Business negotiation is a process of conferring in which the participants of business activities communicate, discuss, and adjust their views, settle differences and finally reach a mutually acceptable agre

12、ement in order to close a deal or achieve a proposed financial goal.Business negotiation demonstrates the following characteristics:1. The objective of business negotiation is to obtain financial interest.2. The core of business negotiation is price.3. Its principle is equality and mutual benefit.4.

13、 Items of contract should keep strictly accurate and rigorous.1.3國(guó)際商務(wù)談判：在國(guó)際商務(wù)活動(dòng)中，處于不同國(guó)家和地區(qū)的當(dāng)事人為了達(dá)成某筆交易，彼此通過(guò)信息交流，就交易的各項(xiàng)要件進(jìn)行協(xié)商的行為過(guò)程。（1）國(guó)際商務(wù)活動(dòng)的重要組成部分 （2）國(guó)內(nèi)商務(wù)活動(dòng)的延伸和拓展 International business negotiation refers to the business negotiation that takes place between the interest groups from different countri

14、es or regions.國(guó)際商務(wù)談判的特點(diǎn) 1、國(guó)際商務(wù)談判具有一般貿(mào)易談判的共性 （1）以經(jīng)濟(jì)利益為談判的目的指向鮮明 （2）以經(jīng)濟(jì)利益作為談判的主要評(píng)價(jià)指標(biāo)核算利益和成本（3）以價(jià)格作為談判的核心2、國(guó)際商務(wù)談判的特殊性 （1）既是一筆交易的磋商，也是一項(xiàng)涉外活動(dòng)，具有較強(qiáng)的政策性（國(guó)別政策、法律法規(guī)） （2）應(yīng)按國(guó)際慣例辦事（法系，仲裁地點(diǎn)、規(guī)則、程序等） （3）涉及面廣（不同國(guó)家和地區(qū)的市場(chǎng)情形差異） （4）影響談判的因素復(fù)雜多樣（談判者的不同文化背景差異） （5）談判內(nèi)容廣泛而復(fù)雜（貿(mào)易、金融、會(huì)計(jì)、保險(xiǎn)、運(yùn)輸、技術(shù)） In addition to the general cha

15、racteristics of typical business negotiation ,international business negotiation demonstrates the following features: （1）Language barrier（2）Cultural differences（3）International laws and domestic laws are both in force（4）International political factors must be taken into account.（5）The difficulty and

16、 the cost are greater than that of domestic business negotiations（二）國(guó)際商務(wù)談判的種類1、教學(xué)任務(wù)：掌握國(guó)際商務(wù)談判的種類，了解什么是讓步型談判compromising negotiation,立場(chǎng)型談判positional negotiation,原則型談判principled negotiation、水平型談判Horizontal Negotiation和垂直型談判Vertical Negotiation等。2、教學(xué)內(nèi)容：Forms of international business negotiation國(guó)際商務(wù)談判的種

17、類一、按參加談判的人數(shù)規(guī)模劃分 1、個(gè)體談判一對(duì)一（對(duì)談判者個(gè)人素質(zhì)要求較高） 2、集體談判各方多人參加（要求談判者具有團(tuán)隊(duì)合作精神） 二、按參加談判的利益主體的數(shù)量劃分 1、雙方談判兩個(gè)利益主體（關(guān)系明確） 2、多方談判多個(gè)利益主體（關(guān)系復(fù)雜）三、按談判雙方接觸的方式劃分 1、口頭談判面對(duì)面 2、書面談判間接談判四、按談判進(jìn)行的地點(diǎn)劃分 1、主場(chǎng)談判在談判某一方所在地進(jìn)行host venue 2、客場(chǎng)談判以賓客身份在對(duì)方所在地進(jìn)行談判g(shù)uest venue 3、中立地談判在談判雙所在地以外地點(diǎn)進(jìn)行的談判 third partys venue五、按談判雙方所采取的態(tài)度劃分 1、讓步型談判com

18、promising negotiation注重雙方關(guān)系，適用于談判雙方關(guān)系密切的情形 2、立場(chǎng)型談判 positonal negotiation很難達(dá)成協(xié)議 3、原則型談判principled negotiation既堅(jiān)持立場(chǎng)，又能夠在必要時(shí)求同存異六、按談判內(nèi)容劃分： 1、投資談判：投資是把一定的資本投入和運(yùn)用于某一項(xiàng)以盈利為目的事業(yè)。而投資談判的雙方共同參與或涉及某項(xiàng)投資活動(dòng)，雙方對(duì)該投資活動(dòng)所涉及的有關(guān)投資的周期、投資的方向、投資的方式、投資的內(nèi)容與條件、投資項(xiàng)目的經(jīng)營(yíng)及管理，以及投資者在投資活動(dòng)中的權(quán)利、義務(wù)、責(zé)任和相互關(guān)系所進(jìn)行的談判即投資談判。 2、租賃談判：我國(guó)企業(yè)從國(guó)外租用機(jī)器

19、和設(shè)備而進(jìn)行的談判。它涉及機(jī)器設(shè)備的選定、交貨、維修保養(yǎng)、到期后的處理、租金的計(jì)算與支付，在租賃期內(nèi)租賃公司與承租企業(yè)雙方的責(zé)任、權(quán)利和義務(wù)關(guān)系等問(wèn)題。 3、“三來(lái)一補(bǔ)”談判: “三來(lái) ”內(nèi)容主要涉及來(lái)料、來(lái)件的時(shí)間、質(zhì)量認(rèn)定、加工標(biāo)準(zhǔn)、成品交貨及質(zhì)量認(rèn)定等?！耙谎a(bǔ)”指補(bǔ)償貿(mào)易，談判內(nèi)容涉及技術(shù)設(shè)備的作價(jià)、補(bǔ)償產(chǎn)品的選定及作價(jià)、補(bǔ)償時(shí)間、支付方式等。 4、貨物買賣談判：買賣雙方就貨物本身的有關(guān)內(nèi)容如質(zhì)量、數(shù)量、運(yùn)輸方式、價(jià)格、支付方式等涉及雙方權(quán)利、義務(wù)等問(wèn)題進(jìn)行的談判，這是商務(wù)談判中最常見(jiàn)的一種。 5、勞務(wù)買賣談判：雙方就勞務(wù)提供的形式、內(nèi)容、時(shí)間、勞務(wù)的價(jià)格、計(jì)算方法及勞務(wù)費(fèi)的支付方式等有

20、關(guān)雙方權(quán)利、責(zé)任、義務(wù)問(wèn)題所進(jìn)行的談判。 6、技術(shù)貿(mào)易談判：技術(shù)貿(mào)易的接收方和轉(zhuǎn)讓方就技術(shù)轉(zhuǎn)讓的形式、內(nèi)容、使用范圍、價(jià)格條件等雙方的權(quán)利、責(zé)任和義務(wù)進(jìn)行的談判。與商品貿(mào)易談判有很大差別。 7、損害及賠償談判：須先分清責(zé)任，然而再根據(jù)損害程度協(xié)商賠償?shù)姆秶徒痤~等2.1Classification by negotiation object1.Product trade negotiation2.Technology trade negotiation3.Service trade negotiation4.International project negotiation2.2Classif

21、ication by form1.One-to-one negotiation2. Team negotiation3. Multilateral negotiation2.3Classification by procedure1. Horizontal Negotiation Horizontal negotiation refers to the conferring process in which all the issues concerned are presented first and then discussed one by one, and an issue which

22、 can not be settled at once may be skipped and settled later until all the issues are settled properly.2. Vertical NegotiationVertical negotiation refers to the process in which we list all the issues to be discussed according to its logic and then settle them one by one in this logical order. It is

23、 characterized by the fact that if we have not resolved the previous issues and then we are unable to confer the next one.2.4.Host-Court negotiation, Guest-Court negotiation ,Changing-Court negotiation and Third-place negotiation1.Host-Court negotiation2.Guest-Court negotiation3.Changing-Court negot

24、iation4.Third-place negotiation2.5Oral negotiation and written negotiation1.Oral negotiation2.Written negotiationAdvantages and Disadvantages（三） 需求理論Need Theory 1、教學(xué)任務(wù)： 掌握什么是需求理論What is need theory?如何把需求理論應(yīng)用于國(guó)國(guó)際商務(wù)談判How to apply need theory to international business negotiation?2、教學(xué)內(nèi)容：馬斯洛的“需求層次”理論馬斯洛

25、(A·B·Maslow 19081970)把人的各種需要?dú)w納為五大類，并按其重要性的先后次序排列成一個(gè)“需要階梯”，或者一個(gè)需要的等級(jí)，故又叫“需求層次”。分別分為生理需要、安全需要、社交需要、尊重需要 Dr. Abraham Maslow 's article "A Theory of Human Motivation" appeared in a 1943 issue of Psychological Review, which was further expanded upon in his book: Toward a

26、 Psychology of Being.  In this article, Abraham H. Maslow attempted to formulate a needs-based framework of human motivation and based upon his clinical experiences with humans, rather than prior psychology theories of his day from authors such as Freud and B.F. Skinner, which were largely theo

27、retical or based upon animal behavior.  From this theory of motivation, modern leaders and executive managers find means of motivation for the purposes of employee motivation and workforce management. Abraham Maslow's book Motivation and Personality (1954), for

28、mally introduced the Hierarchy of Needs . Maslow's hierarchy of needsHierarchy(1)Physiological needs(2)Safety needs(3)Love and belonging(4)Esteem(5)Self-actualization(四）需求理論在國(guó)際商務(wù)談判中的應(yīng)用Apply Need Theory to International Business Negotiation1、教學(xué)任務(wù)：了解如何把需求理論應(yīng)用于國(guó)國(guó)際商務(wù)談判How to apply need theory to int

29、ernational business negotiation?2、教學(xué)內(nèi)容： Need Theory 需求理論“需要理論”在商務(wù)談判中的應(yīng)用需要理論與實(shí)際的商務(wù)談判業(yè)務(wù)有密切的關(guān)系，表現(xiàn)在以下幾個(gè)方面：第一，為了達(dá)到馬斯洛提出的最高層次的需要，談判人員必須注意滿足前四個(gè)層次的需要。第二，提供物質(zhì)利益和給予尊重，以迎合談判者對(duì)自我需要的滿足，促成談判的成功。一般來(lái)說(shuō)，談判對(duì)手對(duì)自我尊重需要的滿足主要是從以下三個(gè)方面得到：他需要從其同事那里得到尊敬。希望得到對(duì)方的尊重。注意：一是在保證自己獲得利益的同時(shí)，設(shè)法給他以滿足，即進(jìn)行必要的讓步、妥協(xié)。二是必須提高他對(duì)我方讓步項(xiàng)目的評(píng)價(jià)，降低他對(duì)我方不能

30、讓步項(xiàng)目的評(píng)價(jià)。采取這種方式，就是為了求得雙方在談判中的“皆大歡喜”。第三，重視談判的準(zhǔn)備工作和基礎(chǔ)工作他極為注重自我尊崇。4.the need theory and negotiationNeed theory is actually a threshold pain theory applied to human interaction. We all understand that inflicting more pain creates a more violent response. Similarly, Maslow's need theory as applied to

31、negotiating simply implies that the more personally threatening an issue, the more rigid or reactive the other person will become. In negotiation, how to use the need theory to find, analyze and satisfy each others needs is very crucial for any negotiator to gain over the most possible benefits.Surv

32、ival needs and negotiationNegotiation is very physical and mental consuming work with great psychological pressure. If the negotiators survival needs cant be ensured, his spirit and mood will be affected and consequently fail to achieve the expected negotiation objectives. The survival needs are emb

33、odied in the negotiation as the negotiators needs for dress, food, accommodation, and traveling.(2)Security needs and negotiation The negotiators security needs are mainly that of personal，positional and economical benefits(3)Social needs and negotiation Every negotiator hopes to establish friendly

34、relationship with the other partyIn addition，they also hope to have a solidary team of their own to get a successful negotiation resultTherefore negotiators should understand each other and self-surrender a bit to satisfy their own social needs(4)Ego needs and negotiation Ego satisfaction depends mo

35、re on what a person values than on what we can create within the negotiation.In a negotiation if both parties can satisfy each others needs for respect, then this respect will change into a power to restrict each others behavior and ensure a successful negotiation(5)Self- actualization needs and neg

36、otiation The satisfaction of the serf-realization needs in negotiation depends on the achievement the negotiator has madeThe more benefits you obtained，the higher degree of satisfaction youII have of self-realization needsThe self-realization needs are the highest needs level for the negotiatorIt is

37、 also the most difficult needs to meetEnlightment from the need theory Negotiators should learn to use the Maslow Need-Theory Model as a situational thermostat. Judging how the other person reacts to offers or proposals will reveal how close to making the deal too painful for the other person to acc

38、ept. You cannot expect the other person to be hurt so badly they will lose a base commodity like money by agreeing. Similarly, if you can find ways to satisfy needs high on the other's personal hierarchy, you may be able to make them sacrifice financially to gain that satisfaction. （五）博弈論與囚徒困境 G

39、ame Theory and The Prisoner's Dilemma 1、教學(xué)任務(wù)：掌握什么是博弈論What is game theory?及如何把博弈論應(yīng)用于國(guó)國(guó)際商務(wù)談判How to apply game theory to international business negotiation? 2、教學(xué)內(nèi)容：博弈論概述 Games Theory博弈論又被稱為對(duì)策論（Games Theory),是研究具有斗爭(zhēng)或競(jìng)爭(zhēng)性質(zhì)現(xiàn)象的理論和方法，它既是現(xiàn)代數(shù)學(xué)的一個(gè)新分支，也是運(yùn)籌學(xué)的一個(gè)重要學(xué)科。博弈論就是研究博弈行為中斗爭(zhēng)各方是否存在著最合理的行為方案，以及如何找到這個(gè)合理的行為方

40、案的數(shù)學(xué)理論和方法。 Game theory is a study of strategic decision making. Specifically, it is "the study of mathematical models of conflict and cooperation between intelligent rational decision-makers".An alternative term suggested "as a more descriptive name for the discipline" is interac

41、tive decision theory. Game theory is mainly used in economics, political science, and psychology, as well as logic and biology. 囚徒困境與談判者的困境 The prisoner's dilemma（一）囚徒困境的故事 The prisoner's dilemma The normal game is shown below:Prisoner B stays silent (cooperates)Prisoner B confesses (defects

42、)Prisoner A stays silent (cooperates)Each serves 1 yearPrisoner A: 10 yearPrisoner B: goes freePrisoner A confesses (defects)Prisoner A: goes freePrisoner B: 10 yearEach serves 8 years囚徒困境的故事：兩個(gè)嫌疑犯作案后被警察抓住，分別關(guān)在不同的屋子里接受審訊。警察知道兩人有罪，但缺乏足夠的證據(jù)。警察告訴每個(gè)人：如果兩人都抵賴，各判刑一年；如果兩人都坦白，各判八年；如果兩人中一個(gè)坦白而另一個(gè)抵賴，坦白的放出去，抵賴的

43、判十年。于是，每個(gè)囚徒都面臨兩種選擇：坦白或抵賴。然而，不管同伙選擇什么，每個(gè)囚徒的最優(yōu)選擇是坦白：如果同伙抵賴、自己坦白的話放出去，不坦白的話判一年，坦白比不坦白好；如果同伙坦白、自己坦白的話判八年，不坦白的話判十年，坦白還是比不坦白好。結(jié)果，兩個(gè)嫌疑犯都選擇坦白，各判刑八年。如果兩人都抵賴，各判一年，顯然這個(gè)結(jié)果好。但這個(gè)帕累托改進(jìn)辦不到，因?yàn)樗荒軡M足人類的理性要求。囚徒困境所反映出的深刻問(wèn)題是，人類的個(gè)人理性有時(shí)能導(dǎo)致集體的非理性聰明的人類會(huì)因自己的聰明而作繭自縛。 Two men are arrested, but the police do not possess enough i

44、nformation for a conviction. Following the separation of the two men, the police offer both a similar dealif one testifies against his partner (defects/betrays), and the other remains silent (cooperates/assists), the betrayer goes free and the cooperator receives the full ten-year sentence. If both

45、remain silent, both are sentenced to only one year in jail for a minor charge. If each 'rats out' the other, each receives a eight-year sentence. Each prisoner must choose either to betray or remain silent; the decision of each is kept quiet. What should they do? 兩個(gè)被捕的囚徒之間的一種特殊博弈:說(shuō)明為什么甚至在合作對(duì)

46、雙方都有利時(shí)，保持合作也是困難的。囚徒困境是博弈論的非零和博弈中具代表性的例子，反映個(gè)人最佳選擇并非團(tuán)體最佳選擇。談判者的困境 Negotiators dilemma1、游戲：任選兩位談判者進(jìn)行博弈，每位談判者有兩張紙：一張為紅色，另一張為藍(lán)色，博弈者可以自由選擇向?qū)Ψ秸故灸姆N顏色的紙（紙是對(duì)折起來(lái)的，雙方都看不到紙的顏色），而且他們獲得的分值取決于他們每輪博弈中所展示顏色的組合，他們的任務(wù)是最大化得到正分值。收益如圖所示： 談判者A 談判者B 戰(zhàn)爭(zhēng) 和平 藍(lán)色 +3，+3 -5，+5 紅色 +5，-5 -3，-3 玩10輪：前四輪中保證在談判者之間沒(méi)有任何溝通，打開(kāi)紙，按紙上標(biāo)記的顏色計(jì)算分

47、值，在四輪以后，他們可以與對(duì)方相交流，可以選擇相互合作；8輪結(jié)束后，他們可以繼續(xù)溝通繼續(xù)尋求9、10輪中合作，此時(shí)分值可加倍，如兩個(gè)藍(lán)色記分為+6。游戲表明：其協(xié)議與實(shí)施容易受到欺騙行為的破壞。開(kāi)局的重要性：在第一輪博弈中，大多數(shù)談判者展示的是紅色而不是藍(lán)色，因?yàn)樗麄兿雽p失的風(fēng)險(xiǎn)減到最小，在下面9輪中也傾向于展示紅色。最后能夠拿到36分最大正分值的情況基本沒(méi)有，負(fù)分值在-6-24范圍內(nèi)波動(dòng)談判者的困境就是完全理性的談判者會(huì)出于保護(hù)自己利益免受更大的損失而采取不合作的態(tài)度。雖然大家都想采取合作的行為，但合作風(fēng)險(xiǎn)太大了，沒(méi)人能猜測(cè)到對(duì)手在想什么。不是他想要這么做，而是他必須這么做。談判者困境的策

48、略 Strategy for the negotiators' dilemma 最好的策略：針?shù)h相對(duì) 結(jié)論：在第一輪中采取合作，然后在后面按照對(duì)方的策略采取相應(yīng)的回報(bào)或者懲罰策略，這個(gè)策略中被證明是最好的。The best deterministic strategy was found to be tit for tat.Anatol Rapoport developed and entered into the tournament. It was the simplest of any program entered, containing only four lines of

49、BASIC, and won the contest. The strategy is simply to cooperate on the first iteration of the game; after that, the player does what his or her opponent did on the previous move. Depending on the situation, a slightly better strategy can be "tit for tat with forgiveness." Tit for Tat has e

50、merged as one of the stronger game theory strategies (Axelrod, 1984, The Evolution of Cooperation). If you move first, cooperate. If you move second, reciprocate (if the other party cooperates, respond cooperatively; if the other party  competes, respond competitively). Communicate your recipro

51、cal move clearly. We must remember the golden rule : Acting in one's self interest does not always serve one's self interest. 只顧個(gè)人利益并不總是能滿足你個(gè)人的利益！In international business negotiation, neither be the Red nor Blue style negotiators,Be the purple one,Know what you need. Be objectiveKnow what t

52、he other party needDont get into an impasse. Know the other partys real intention and protect yourself.【Case study】Shopping in Manhattan【Exercises】1. Why we need more ethics in business negotiations?2. Do you think there is an important linkage between the success or failure of negotiations and need

53、 and game theory?3. What clues do we get from game theory?( 六）國(guó)際商務(wù)談判的開(kāi)局階段 Opening of International Business Negotiation 1.教學(xué)任務(wù)：掌握什么是國(guó)際商務(wù)談判的開(kāi)局階段What is the opening stage of International business negotiation及國(guó)際商務(wù)談判開(kāi)局階段的策略O(shè)pening stage and strategy 2.教學(xué)內(nèi)容：6.1開(kāi)局階段 opening stage 開(kāi)局階段主要指談判雙方見(jiàn)面后，在討論具體、實(shí)質(zhì)性

54、的交易內(nèi)容之前，相互介紹、 寒暄以及就談判內(nèi)容以外的話題進(jìn)行交談的那段時(shí)間。是整個(gè)商務(wù)談判的起點(diǎn)，開(kāi)局的效果如何在很大程度上決定著整個(gè)談判的走向和發(fā)展趨勢(shì)。在開(kāi)局階段，談判人員的主要任務(wù)是創(chuàng)造談判氣氛、交換意見(jiàn)和作開(kāi)場(chǎng)陳述。 After gathering and sorting outing the information as well as establishing the negotiation plan in the previous period，the international negotiation has formally begun! Just as the old sa

55、ying goes，“Well begun is half done”.Negotiation opening refers to the behavior of greeting，introducing，stating ones positions and exploring the counterparts intention or position，in order to influence and manipulate the process of negotiation so that they can pave the way to an advantageous position

56、 in the negotiation The opening of international business negotiations often has to undergo the following three steps： (1)create a good atmosphere at the preliminary stage (2)exchanging ideas on the agenda and related questions(3)the chief representative from each party making statements respectivel

57、y6.2創(chuàng)造良好的談判氣氛： Creating a right negotiation atmosphere1、根據(jù)互惠談判模式的具體要求，談判雙方應(yīng)當(dāng)共同努力，尋求互利的談判結(jié)果。經(jīng)驗(yàn)證明，在非實(shí)質(zhì)性談判階段所創(chuàng)造的氣氛會(huì)對(duì)談判的全過(guò)程產(chǎn)生重要影響。因此，談判人員要在談判開(kāi)始前建立一種合作的氣氛，為雙方融洽的工作奠定良好的基礎(chǔ)。 2、談判引起內(nèi)容不同而有不同的談判氣氛。談判雙方見(jiàn)面時(shí)的寒暄等客套并不能決定談判的氣氛，僅僅是表象而已。談判人員的談吐、目光、姿態(tài)、各種動(dòng)作的實(shí)際速度造成了各不相同的談判氣氛。3、談判即將開(kāi)始前，談判人員應(yīng)安靜下來(lái)再一次設(shè)想談判對(duì)手的全面情況，職業(yè)、相貌、表情、體態(tài)、何種性格類型等。 4、談判人員應(yīng)徑直步入會(huì)場(chǎng)，以開(kāi)誠(chéng)布公和友好的態(tài)度微笑著出現(xiàn)在對(duì)方面前。肩膀要放松，目光的接觸要表現(xiàn)出真誠(chéng)、親切和自信。 5、談判人員的服飾儀表應(yīng)落落大方，干凈整齊，符合自己的身份。6、在開(kāi)場(chǎng)階段，談判人員最好站立說(shuō)話，并與對(duì)方人員自然分成若干小組寒暄，每組1-2人即可，不能冷落對(duì)方每一位人員。 7、雙方寒暄的話題和行為舉止要輕松自然，不要慌張和拘謹(jǐn)?？蛇m當(dāng)談?wù)摫容^輕松隨意的話題，比如天氣變化、旅程見(jiàn)聞、體育賽事、文藝活動(dòng)等，不能涉及個(gè)人隱私。8、注意手勢(shì)和觸碰行為，握手應(yīng)毫不遲疑