Chapter7 Negotiating power and related Factors谈判力及相关因素 Motivation动机 Dependence依赖 I. Substitutes替代 ⅣV. Communication 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 wil largely__ on comparative of the two sides ower is a phenomenon, which endows people with -over othe 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 varlous contexts, but the following three factors of motivation, dependence and substitutes exert utmost influence in situations motivation动 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 others supporters; 2. Demonstrating attractiveness of options 4. Placing a time limit on the availability of your offer ts: and 3. Getting external third party to endorse your inducemer Offering inducements To offer inducements to others supporters is to stimulate their desires and draw their attention by presenting something so as to persuade them into having a talk on issues you 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 and stimulate their interests1 Chapter 7 Negotiating Power and Related Factors 谈判力及相关因素 I. Motivation 动机 II. Dependence 依赖 III. Substitutes 替代 IV. Communication 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 动机 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