Chapter4win- win Concept双赢理念 I. Trad itional concept传统理念 Il.Win- win concept双赢理念 I. Case simulation: Hotel selling模拟谈判:酒店销售 IV. Communication practice交际练习 V. Effective negotiating成功谈判 3. Establishing Positions ( VCD) TRADITIONAL CONCEPT传统理念 e ear rly history of human being, negotiations, although as a peaceful approach to could be extremely for negotiators. who would prepare to risk their lives for talk ing with antagonistic side because if the talk the envoy would be beheaded It is due to such of negotiations that both parties viewed negotiations either as overwhelming or disastrous defeat. Therefore negotiators would make every and sometimes even play and use conspiracy for securing their own partys utmost The traditional practice concept became prevailing against such background Conventional practice of win-lose model takes the following steps 1. Determine each party's own interests and stance 2. Defend one's own interests and stance 3. Discuss the possibilities of making concession 4. Reach an agreement of compromising, or declare failure of negotiation Negotiations guided by win-lose concept would protect and defend habitually each partys interests by taking firm stance in negotiations, therefore often prove to be very difficult to make, which would inevitably lead negotiations into or failure The two d imensional concept explains largely the failure of numerous negotiations There are of course occasions in international society, business activities and daily life when one side is in a much more powerful position than the other side1 Chapter 4 Win-win Concept 双赢理念 I. Traditional concept 传统理念 II. Win-win concept 双赢理念 III. Case simulation: Hotel Selling 模拟谈判：酒店销售 IV. Communication practice 交际练习 V. Effective negotiating 成功谈判 3. Establishing Positions （VCD） TRADITIONAL CONCEPT 传统理念 In the early history of human being, negotiations, although as a peaceful approach to , could be extremely for negotiators, who would prepare to risk their lives for talking with antagonistic side because if the talk , the envoy would be beheaded. It is due to such vital of negotiations that both parties viewed negotiations either as overwhelming or disastrous defeat. Therefore negotiators would make every and sometimes even play and use conspiracy for securing their own party’s utmost . The traditional practice of_______ concept became prevailing against such background. Conventional practice of win-lose model takes the following steps: 1. Determine each party’s own interests and stance; 2. Defend one’s own interests and stance; 3. Discuss the possibilities of making concession; 4. Reach an agreement of compromising; or declare failure of negotiation. Negotiations guided by win-lose concept would protect and defend habitually each party’s interests by taking firm stance in negotiations, therefore often prove to be very difficult to make, which would inevitably lead negotiations into or failure. The two dimensional concept explains largely the failure of numerous negotiations. There are of course occasions in international society, business activities and daily life when one side is in a much more powerful position than the other side