win Concept

Introduction of Win- win Concept -a Revolution in Negotiation Field。

Win—win Concept

• Traditional Concept
  • Determine each party's own interests and stance
  • Defend one's own interests and stance
  • Discuss the possibilities of making concession;
  • Reachan agreement of compromising; or
  • Declare failure of negotiation
• Introduction of Win- win Concept -a Revolution in Negotiation Field
  • Determine each party ′s interests and needs
  • Findoutthe other party 's interests and demands
  • Offer constructive options and solutions
  • Announce success of negotiations; or
• How Can Both Sides Win
• Quedtions For Discussion and Consideration
  • Have you ever considered the other party's interests when you are in a negotiationwith it?
  • What is your feeling when you have lost your argument with someone? Do you havea strong incentive to do something later?
  • Analyze one or two negotiation cases you have participated in and tell why you wonor lost.
  • Do Simulation Financial Leasing Negotiation as required.
  • Read the case study and discuss the questions:
    • Pick out the points that you do not agree with and tell why.
    • How should developed and developing countries cooperate to address the environ-mental problems? Consider your suggestions applying to win-win concept.
• Financial Leasing Negotiation
  • Introduction
  • Aggreement Reached and Remaining Issues
  • Negotiation Requirements
• Argument between Developing Countries and Developed Countries
  • Who Is the Biggest Winner
  • North vs. South at the Earth Summit