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  • This is part 6 of our negotiation book, the introduction integrative bargaining.

    this is part 6 of our negotiation book the introduction integrative bargaining

  • And we've already covered the idea of distributive bargaining, distributive

    and we've already covered the idea of distributive bargaining distributive

  • being win-lose, integrative is another way to say win-win,

    being win-lose integrative is another way to say win-win

  • and this is what we always talked about in business, right? I want you to remember

    this is what we always talked about in business right I want you to remember

  • however, I really do think this is a much more rare situation, and even though you

    however i really do think this is a much more rare situation and even though you

  • may want this situation, it doesn't mean it happens. Both sides need to be

    may want this situation it doesn't mean it happens both sides need to be

  • involved and really need to be honestly working towards that win-win or

    involved really need to be honestly working towards that win-win or

  • integrated integrative situation. So, let's look at an example of what we're

    integrated integrative situation so let's look at an example of what we're

  • talking about just very quickly, an introduction to this chapter and we

    talking about is very quickly an introduction to this chapter and we

  • often use a pie as an example of how to understand negotiation, right? We could

    often use a pie as an example of how to understand negotiation right we could

  • have said that distributive bargaining is like a pie or I think we said it was

    have said that distributive bargaining is like a pie or I think we said it was

  • like a pizza, and if I get one slice you lose one slice, you don't get that slice,

    like pizza and if I get one slice you lose one slice you don't get that slice

  • right? The pie is I get this piece, you don't get this piece so, if there's one

    right the pie is I get this piece you don't get this piece so if there's one

  • piece left

    piece left

  • I get it but you don't get it, now of course we could cut the pie in half and

    I get it but you don't get it now of course we could cut the pie in half and

  • that's called a compromise, and I think it's important to remember that

    that's called a compromise and I think it's important to remember that

  • integrative bargaining is not about compromise rather it's about a win-win

    integrative bargaining is not about compromise rather it's about a win-win

  • situation where both sides can get what they want without losing what they want,

    situation for both sides can get what they want without losing what they want

  • so they both get what they want without losing anything that they want. That's

    so they both get what they want without losing anything that they want that's

  • different then compromise, compromise means I get half of what I want, I lose

    different then compromise compromise means I get half of what i want to lose

  • half of what I want, you get half of what you want and you lose half of what you

    half of what i want you get half of what you want and you lose half of what you

  • want. So very different approach, now on the win-win for the integrative

    want so very different approach now on the win-win for the integrative

  • bargaining, we need to think about how does this work? Because the situation is

    bargaining we need to think about how does this work because the situation is

  • not very different from a normal negotiation, we both have differences,

    not very different from a normal negotiation we both have differences

  • both sides have things that they want, goals that they want but the question is

    both sides have things that they want goals if they want but the question is

  • how can we make it win-win?

    how can we make it when

  • Well, you know win-win, the key factor to creating this situation is:

    win well you know win-win the keep factor to creating this situation is

  • both sides, one win-win and both sides understand each other and what they can

    both sides one twin both sides understand each other and what they can

  • give and what they can take that will satisfy both sides. And this is where

    give and what they can take that will satisfy both sides and this is where

  • things become extremely iffy or difficult, because both sides need to be

    things become extremely if he or difficult because both sides need to be

  • very honest and feel comfortable with each other and trust each other, so if I

    very honest and feel comfortable with each other and trust each other so if i

  • tell you that what I need to win is ten dollars, but I'm not being honest then

    tell you that what I need to win is ten dollars but i'm not being honest then

  • when you give me ten dollars you've lost, because you've given me more than you

    when you give me ten dollars you've lost because you've given me more than you

  • could have given. So, we both need to be honest and that is where things fall

    could have given so we both need to be honest and that is where things fall

  • apart, because you can ask are you being honest? And of course, they'll say

    apart because you can ask you are you being honest and of course they'll say

  • I'm being honest and you asked me are you being honest? Yeah, I'm being honest of

    I'm being honest and you asked me are you being on SL yeah I'm being honest of

  • course everyone says they're being honest, no one says no, I'm not being

    course everyone says they're being honest no one says no on i'm not being

  • honest, I'm not telling the truth at all.

    honest I'm not telling the truth at all

  • This is a distributive negotiation and I would like to win more than you. Nobody

    this is a distributive negotiation and i would like to win more than you nobody

  • says tha,t they always say let's make this win-win so how do you know if it

    says that they always say let's make this win-win so how do you know if it

  • really is win-win? Well, that's the hard part and the easy answer to that but

    really is win-win well that's the hard part and still easy answer to that but

  • if the win-win is going to succeed, the integrative solution is going to really

    if the wind is going to succeed the integrative solution is going to really

  • work, then both sides really need to get everything they want, everything both

    work then both sides really need to get everything they want everything both

  • sides want they get. So, they need to know what their goal is clearly. If you don't

    sides want they get so they need to know what their goal is clearly if you don't

  • have a goal, there is really no way an integrative negotiation can happen or

    have a goal is really no way an integrative negotiation can happen or

  • succeed, because nobody knows what they want each side just wants to get more,

    succeed because nobody knows what they want each side just wants to get more

  • more, more, more.

    more more MORE

  • That can't happen, so a key point is clarity on the goals and then another

    that can't happen so a key point is clarity on the goals and then I'd never

  • key point is to share the goals. I know your goals, you know my goals so

    keep our point is to share the goals I know your goals you know my goals so

  • this is this openness.

    this is this openness

  • We need to be open to each other, both sides need to be open and honest, that is

    we need to be open to each other both sides need to be open and honest that is

  • not an easy thing to do because we have emphasized secret information, haven't-we?

    not an easy thing to do because we have emphasized secret information happen

  • So, what happens if one side is thinking win-win

    with so what happens if one side is thinking win-win

  • but the other side is not thinking win-win? I said well, I'm being honest to

    but the other side is not thinking win-win I said well I'm being honest to

  • you tell me your secret information and you tell me honestly and I tell you my

    you tell me your secret information and you tell me honestly and I tell you my

  • secret information, but it's not true.

    secret information but it's not true

  • Well, you're gonna lose and I'm gonna win you see so just because we say win- win

    well you're gonna lose and I'm gonna win you see so just because we say when wind

  • doesn't make it happen, there really needs to be an openness, or an honesty

    doesn't make it happen there really needs to be an openness for an honesty

  • or trust between both of the sides. So, it sounds great that there's a win-win,

    or trust between both of the sides so it sounds great that there's a win-win

  • but it doesn't really work that way I want you to be careful because the one

    but it doesn't really work that way i want you to be careful because the one

  • thing I worry about is you're going to think

    thing I worry about is you're going to think

  • hey, I'm just going to do my RPG, I'm going to play the negotiation game with

    hey I'm just going to do my RPG i'm going to play the negotiation game with

  • our classmates and we're all going to be friends because I trust you and I'm

    our classmates and we're all going to be friends because I trust you and I'm

  • gonna tell you my secret information and it ends up, you lose.

    gonna tell you my secret information and it ends up you lose

  • Why? Because you're not paying attention that it was not open and honest, and it

    why because you're not paying attention that it was not open and honest and it

  • was not integrated, it was distributed. So integrative is wonderful, it's powerful, it can

    was not integrated it was distributed so integrative is wonderful powerful it can

  • make everyone win, but it's rare and it's difficult, it's challenging.

    make everyone win but it's rare and it's difficult challenging

This is part 6 of our negotiation book, the introduction integrative bargaining.

this is part 6 of our negotiation book the introduction integrative bargaining

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綜合議價介紹第六部分 (Integrative Bargaining Introduction Part 6)

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    Tony 發佈於 2021 年 01 月 14 日
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