tam-如来佛
利益分配原则
I.
II.
III.
IV.
Personal
Interests VS Organizational Interests
个人利益与集体利益
Personal
Interests
VS
Organizational
&
National
Interests
个人利益与集体
和国家利益
Communication
Skills
交际练习
Effective negotiating
成功谈判
4.
Clarifying Positions
（
VCD
）
During
a
negotiation,
interests
of
different
kinds
with
one
another
and
interact on each other, exerting their
influence directly or indirectly on the
of
a
negotiation.
Any
negotiations occurred at home involve two levels
of interests and sometimes
three levels
of interests:
,
and national interests.
To what extent these
interests can be coordinated, integrated and
balanced
_____ largely the
and outcome of
negotiations.
Personal
interests are represented by
negotiators who
act in negotiations
on behalf of
and
, whose
interests depend on individual negotiators’
efforts to be fulfilled.
Organizations
are
as
private
or
state
-
owned
enterprises,
institutions,
collective bodies or other kinds of
.
States means all
?
______
?
countries and
states.
Personal Interests VS Organizational
Interests
个人利益与集体利益
Personal interests may include such
major aspects as
of personal value,
to
higher
position,
increasing
personal
and
comfortable
life.
Comparatively speaking, personal
interests can be easily brought into
line with
that of
organizations since realization of one’s personal
, social
and
his
in others’ expectation are
closely with
his performance and
______
done for the
.
Therefore
there
is
an
connection
between
personal
and
organizational
interests,
so
realization
of
organizational
interests
means
of
personal
interests and vice versa.
By
this
linkage,
negotiators
will
make
his
utmost
efforts
to
achieve
interests of
organizations he
in the
negotiation.
However
personal
interests
are
not
always
in
convergence
with
interests
of
organizations
particularly
when
individuals
their
won
interests
before
interests of the
organizations or when their own interests are in
with interests
of the organizations, which are often
of monetary
.
Once
desires
for
gaining
personal
interests
,
the
outcome
of
negotiation
would
be
foreseeable,
i.e.,
fulfilling
interests
of
individuals
and
of
grand
interests of organizations.
1
Investigations
show that there are much more cases of bribery and
corruption in
state
-
owned
enterprises because their leaders
the
organizational interests for
their own
. The
cases have caused great losses to the
organizations
as well as the country.
A
released
case
in
equipment
procurement
for
the
Three
Gorges
construction
provides a
to
the point.
Case
In
1993,
a
group
of
3,
the
formal
general
manger
of
Gezhouba
Three
Gorges
industrial
Company,
the
general
engineer
of
the
company
and
the
managers
from
Hong Kong Minda
Company, set
out
for a
business tour to
US
looking for a seller
who
could provide second hand equipment suitable for
Gezhouba’s construction.
In
the
negotiation,
Chinese
engineer
put
forward
three
conditions
for
the
equipment
：
1.
all the
equipment be manufactured after 1985;
2.
technical
conditions
of
the
second
hand
equipment
equal
to
80%
of
new
equipment and
3.
price
of
second
hand
equipment
not
exceeding
40%
of
that
of
new
equipment.
American
agent
basically
had
no
difference
for
the
terms.
In
addition,
it
was
willing to offer a seller’s credit in
three years’ term, which means Chinese company
could make the final payment three
years after purchasing the equipment.
After
the
first
round
of
negotiation,
the
engineer
was
sent
away
to
Sweden
[
???????
]
n.
瑞典
for
a
business
inspection
meanwhile
the
Chinese
general
manager and Hong
Kong Minda Company signed the final contract with
the American
company.
The signed agreement gave up the
favorable term of seller’s credit and changed
into buyer’s credit instead.
Besides, the manufacture date and
technical conditions of the equipment fell far
behind the initial requirement, but the
price was raised considerably.
What
is
worse,
some
vehicles
could
not
even
drive
into
the
cargo
liner
at
American port, so they were dragged
into the ship’s hold.
The procured equipment at the cost of
several hundred million RMB yuan turned
out to be a junk of discarded iron.
Later
at
the
strong
request
of
the
company
management
and
employees
the
contract was terminated.
Now the payment for more
than one hundred million RMB
yuan
equipment is
unable to be
retrieved and the Three Gorges Industry Company
suffered a loss of 430
million yuan and
is having a debt of 1.12 billion yuan.
2
Personal
Interests VS Organizational & National
Interests
个人利益与集体和国家利益
Personal
interests
are
found
easier
to
be
brought
in
line
with
interests
of
organizations by reason of
linkage between
the two.
For individuals,
national interests appear to be quite remote and
connected
with
individuals’ and thus they are often looked upon
as a
guideline.
However when an individual represents
his country in binational negotiations, he
will definitely
the interests of the
country and make every effort to gain state
interests, since on such occasion state
interests are so
important that any
of
state interests will bring heavy
not only to the
but to
and
as well.
Long
Yongtu,
China’s
chief
negotiator
for
WTO
negotiation,
says
he
is
filled
with strong
when representing China
talking with other nations. Nothing, not
to mention
and other
interests, can be compared
with the
as
the spokesman of 1.3 billion
Chinese.
Nevertheless such
possibilities cannot be ruled out that a few
negotiators
their right in negotiation
for their personal gains even at the
of state
interests, particularly in some
talks.
Interests
of organization and the state should be in
and
well
since
state interests
that of organizations in
all.
However, it is
inevitable that some organizations
only collective interests
while
or even undermining state
interests.
For
example:
A few enterprises
imported from developed countries industrial
garbage only in
_____ of
their own
interests.
Some
other
enterprises
are
manufacturing
polluted
chemical
products
transferred from industrialized
countries jointly with foreign firms at the
of
term interests of the country and
people for their
interests.
Communication
practice
交际练习
1.
A
positive
comment
makes
people
comfortable
and
ready
to
listen.
Rewrite
these sentences.
1) I really appreciate your
understanding.
2) I really
appreciate your meeting me at the
airport.
3) I really
appreciate your coming early.
4) I really appreciate your working
overtime.
5) I really
appreciate your cooperation.
2. A polite way to correct
someone is to make the correction impersonal.
Speak
the sentence again.
Try not to use the word
you
.
1) You pronounced the name
incorrectly.
2)
You talked to the wrong
person.
3