Prof.XiaoshuZHU(PhD)Dr.ZhongqiDongChapterSix:InterestandMediumIssues

inbusinessnegotiations

LearningobjectivesAfterlearningthischapter,studentsshouldbeabletounderstandwhyinterestandmediumissuesareimportantinbusinessnegotiations;knowhowtoensuretheirinterestsrelatedtobusinessnegotiations,thatis,before/during/afterthenegotiation;understandwhentoadoptwhatmeansofnegotiation,i.e.face-to-face,online,byemail,etc.

Puttingtheoryintopractice“声东击西”是谈判中的惯用策略，如何提前定位“西”是关键。“SoundingtheEastandattackingtheWest”isacommonstrategyinnegotiations,buthowtolocatetheWestinadvanceisthekey.为此，谈判前需要全方位准备，包括战略战术，谈判中需要首尾兼顾，谈判后要及时落实谈判成果。Tothisend,negotiatorsneedtomakeall-roundpreparationsbeforethenegotiation,includingstrategiesandtactics，andimplementthemduringthenegotiationandfinalizethenegotiationresultsinatimelymannerafterthenegotiation.要选择什么方式进行谈判也是谈判者必须考虑的问题。Whatmediumtochoosefornegotiationisanotherissuethatnegotiatorsmustconsider.

InterestsmediumInterestsmeanswhatthenegotiatorsachieveorexpecttoachieveinnegotiations.Wewilllaterdiscusstheprinciplesassociatedwithachievingtheintendedoutcomewhennegotiating.Mediummeanswhethernegotiatorsconducttheirnegotiationsface-to-face,onlineoremail.Duringthepandemic,onlinenegotiationsevolvedoutofnecessitybecauseface-to-facenegotiationswerenotviablealternatives.Moreover,inplaceswithlimitedWi-Ficonnectivity,evenvirtualnegotiationsusingface-time,teams,zoom,orothersimilarmediawereinaccessible,andnegotiationswerelimitedtoemail.Inthischapterwewilldiscussproblemsrelatedtothenegotiationinterestandmediumissues,andsuggestonhowtosolvethem.

6.1InterestissuesinbusinessnegotiationsThischapterwilladdresstheinterestissuebefore,duringandafteranegotiation.Bestpracticesprovidethat:Beforebeginninganynego