文档详情

国际商务谈判 第十一章.ppt

发布:2019-04-28约1.1万字共26页下载文档
文本预览下载声明
CHAPTER 11 Managing Negotiation Impasses Introduction This chapter is organized into three major sections : First, we discuss the nature of negotiations that are difficult to resolve. In the second section, we explore fundamental mistakes that negotiators make that cause negotiation impasses. Finally, we discuss strategies that negotiators can use to resolve impasses and get negotiations back on track. The titles The Nature of “Difficult-to Resolve” Negotiations and Why They Occur. Fundamental Mistakes That Cause Impasses. How to Resolve Impasses 1.The Nature of “Difficult-to Resolve” Negotiations and Why They Occur. The Nature of Impasses We define difficult-to-resolve negotiation broadly as being at impasses. Impasses is a condition or state of conflict in which there is no apparent quick or easy resolution. When impasses exists, the parties are unable to create deals that satisfy their aspiration and expections. Impasses is not necessarily bad or destructive (although it can be ). Impasses does not have to be permanent. Impasses can be tactical or genuine. Impasses perception can differ from reality. What Causes Impasses and Intractable Negotiation? Putanam and Wondlleck(2003) suggest that intractable conflicts vary along four dimensions: Divineness—the degree to which the conflict divides people such that they are “backed into a corner” and can’t escape without losing face. Intensity —the level of participant involvement ,emotional, and commitment in a conflict. Pervasiveness —the degree to which the conflict invades the social an private lives of people . Complexity —the number and complexity of issues, the number of parties involves, the level of social systems involves in the conflict ,and the degree to which it is impossible to resolve one issue without resolving several others simultaneously . Characteristics of the Parties How one Defines One’s Self ? Many impasses originate because of the way parties define themselves. Issues of
显示全部
相似文档