Prof.XiaoshuZHU(PhD)Dr.ZhongqiDongPuttingeverythingtogether–tactics,preparation,executionandfollow-up

LearningobjectivesAfterlearningthischapter,studentsshouldbeabletounderstandhowtocultivatethemselves;knowhowtoenhanceunderstandingofeachother;knowhowtomanagenegotiationbefore,duringandafter;understandhowtobeagoodnegotiationteamleader.

Puttingtheoryintopractice谈判要充分重视团队指挥与管理；指挥要当机立断，决不能犹豫。Teammanagementisimportantinnegotiations;thenegotiationteamleadermustactdecisivelywithouthesitation,andtheteammustrespondthesameway.不断强化自己的谈判能力也包括当好谈判队伍的管理者，增强自己的运筹帷幄能力。Continuouslystrengtheningonesownnegotiationcompetenceincludesbeingagoodteammanagerandenhancingabilitiestostrategizeandtakereactiveactions.

Tobeasuccessfulnegotiator…Sofarwehavecoveredseveraltopics,includingbusinessnegotiationstrategies,coreskills,andtactics.Wehavediscussedtherelationshipbetweenbusinessnegotiationandcross-culturalcommunication,aswellastheinterestandmediumissues,andwehavealsoexplainedsomelegitimacy-relatedterms.Tobeasuccessfulbusinessnegotiator,youmustbeabletoleveragealloftheseconcepts.Therearethreeadditionalconceptswewouldliketodiscussbelow,includingcultivatingourselves,understandingeachother,andmanaging.

9.1Cultivatingourselves(1)Intheintroductionpartofthisbook,weusedtheexamplethatnegotiatingislikedancingawaltz.Theultimategoalindancingthiswonderfuldanceistodemonstrateyourelegance,gracefulnessandself-controlwhengoingfastorslow.Moreimportantly,youavoidcollidingevenwhendancingthefaststeps,andyouknowhowtoslowdownwhenyourpartnerfeelsdizzy.

9.1Cultivatingourselves(2)Similarly,asuccessfulnegotiatorissomeonewhounderstandsnegotiationstrategiesthoroughly,andcanapplythetacticsandskillselegantlyanddrivestowardshisnegotiationgoalgracefully,incoor