外交谈判涉外谈判.pptVIP

Section 3 Diplomatic practice  Charter 1 Diplomatic Negotiation 1. what is negotiation? Contrasted with dialogue, discussion, consultation, meeting and talks, negotiation is the most formal communication form among people for dispute solving, idea exchanging and mutual agreement. 1.what is diplomatic negotiation? Broad Sense：a peaceful method for the countries to deal with disputes and come to agreements. Narrow Sense： negotiation is a process in which explicit proposals are put forward publicly for the purpose of reaching agreement. 2. Features of negotiations 3. Types of negotiations 3. Types of negotiations 第一章 外交与外交学 3. Types of negotiations 3. Types of negotiations 4. key elements and skills for successful negotiation elements and skills for successful negotiation the first basic element : Interest Focus on interests, not positions 1. what’s the difference between I and P? interest: people’s needs, desires, concerns, and fears positions: something you have decided upon, interests are what caused you to so decide. Learn to find out the shared and compatible interests that hide behind opposed positions. elements and skills for successful negotiation the first basic element : Interest Focus on interests, not positions 2. How do you identify interests? ask “why?” and “why not”? realize that each side has multiple interests , make a list the most powerful interests are basic human needs talking about interests for mutual understanding elements and skills for successful negotiation the second basic element : options Before trying to reach agreement, invent options for mutual gain Invent concrete proposals 1）to broaden the options on the table rather than look for a single answer 2)to search for mutual gains 3)to invent ways of making their decisions easy the thi