英语21102班

3.3 Negotiation strategies
1. Factors that need to be considered in designing negotiation strategies： • Will the negotiation take place at the host court, the guest court, or the neutral ground? • What the advantages or strengths each party has? • Is it necessary to build up long-term cooperative relationship?
3. Planning for IBN
3.1 gist of a negotiation plan： • Requirement toward the key points of the negotiation • Requirement toward the thoughtfulness and flexibility of the plan • Requirement toward the predictability of the plan • Requirement toward the negotiation time • Requirement toward the atmosphere
Better choice
• The combination of oral and written quotations allows negotiators to quote mainly in one form while using the other to back it up, or with each form playing a major role in turn.
3.5 Negotiation agenda
• Negotiation agenda refers to the arrangement of the timing and site choice. • It is usually prepared by the host party or discussed by both parties in advance.
often used against American---scheduling talks right before Christmas.
Visiting and sight-seeing
• Factories, equipment and places of origin related to the negotiation subject; • Famous and symbolic local scenic spots • Worldly well-known restaurants and shopping centers with local characteristics; • Other places of interest or entertainment that guests get interested in……
• •
Complementary character:
• Extrovert, outgoing members tend to be agile, eloquent, decisive, but they are prone to be impetuous, not insightful enough or even careless and negligent. • Introvert members tend to be meticulous and precise in their work, perceptively insightful into problems, prudent in their words, stick to the rules, observant and thoughtful, but they are often hesitant, indecisive, ineloquent and inflexible. • Complementary characters help make up for each other’s deficiencies.
The parties declare values, create values and finally overcome barriers to agreement, trying to maximize their own interests by resolving conflicts.
Preparing stage
2.2 Analyzing information
• With so much information at hand, it is advisable to do a feasibility study. • It can provide technical, economic and commercial bases for decision-making. • It should define and analyze the critical elements with alternative approaches.
英语21102班
小组成员 文芳 胡梦蝶 余圆 陈婷 申思 陈慧蓉 任国徽
• Topic:
• International Business Negotiations
(Touch the door delivery delay negotiations )
Contents
1 3 2 3 3 4 3 An Overview of IBN Phases of IBБайду номын сангаас opening of IBN Bargaining Process
•
3.5.3. Time limit The use of time can be a powerful
bargaining tool. • The side with less time is often forced to make concessions to make the other toward agreement. • Negotiators should try to determine beforehand what the other side’s time constraints are. • Use holidays as a lever: such tactics are
5 Negotiation Strategies and Tactics
Phrase of International Negotiations • • • • The preparation phase The opening phase The bargaining phase The closing phase
• The combination may eliminate the disadvantages or deficiencies of either single form.
2. Gathering information
• It is common to learn as much as possible about a potential client or partner before negotiation begin. • Various kinds of information are necessary: finance, market, technology, policy, even the background of a particular executive. • The next step is to select and analyze the data to size up the probable goal and preferences of your counterpart.
• Assessment of the situation & the people * learn as much as possible about a potential client/partner • The first point: mining the critical information from different resources • The second point: size up the probable goal and preferences of your counterpart’s analysis of the various data
members in the following areas:
• Leading personnel • Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking. • Financial: terms of payment, credit insurance, and financial guarantees. • Legal: contract documents, terms and conditions of contract, insurance, and legal interpretation; • Interpreter: familiar with the foreign language with related knowledge and good at cooperating with other personnel. • Secretary……
3.4 Concession strategies