ABSTRACT:The great negotiator Herb Cohen said: “Life is one big negotiation table, whether you like it or not, you just sit by it.” Negotiation is an essential technique in our life. For those who take business negotiation as a profession in particular, they devote themselves to a successful negotiation. With the rapid progress of market economy, widen of reform and opening up and the enhancement of economic globalization and integration, international business negotiation has been playing an important role in our country’s economy development. However, the traditional negotiation guided by win—lose concept has prevented negotiation from proceeding easily and smoothly. So it is a need to introduce a new method for negotiation -----collaborative principled negotiation, to reach a win—win agreement successfully. This paper starts with a successful negotiation between Lenovo and IBM, then gives a overlook of collaborative principled negotiation, introduces the importance, some important factors, some procedures and potential risk of collaborative principled negotiation to help people have a better knowledge of it and use it appropriately and extensively. The main methods of analyzing this paper are based on reference of materials written on Chinese and foreign experts.
Key words: problem; collaborative principled negotiation; negotiator; mutual compromise; potential risk; interest
关键字：问题； 合作原则谈判； 谈判者； 相互妥协； 潜在风险； 利益...