立信国际商务谈判ppt课件

Chapter 2
Game Principles of International Business
Negotiation
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Key points:
Game principles of negotiation The intention of equality and voluntary Negotiation strategies of seeking common
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2.1.1 All Parties, ห้องสมุดไป่ตู้ig or small, should be equal In international business negotiation, all parties must
be equal participants and be willing to participate in it, no matter how great the gaps are in their economic power and organizational scale. The participants in negotiations have the same option for choosing the trade items and terms. The more powerful party makes fewer concessions while the weak one makes more. (Please read the case continued on P29)
They are also called fundamentals or guidelines of international business negotiation, which are the basic rules, beliefs or norms accepted in international business negotiation that all participating parties are obliged to observe.
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2.1.3 Respect embodies equality All parties concerned should show respect
regardless of their power and size, being careful to avoid showing discrimination or disdain to their counterparts. If any party abuses its power and bullies others, the negotiation will fail.
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Take the above case for example: Although Boeing was powerful, it needed
China’s big orders for airliners, so it had to consider China’s request for technology transfer. Chengdu Aircraft Company itself was less powerful, but it had a China’s big market behind it. Therefore, it did not need to be servile to the American company.
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2.1.2 Veto power embodies equality In international business negotiation, no situation
exists in which one party is entitled to make the final decision or the minority must be subordinate to the majority. All parties have the power to veto any clause under negotiation, and so no agreement will be achieved if either party is not satisfied.
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2.1 Equal and Voluntary Participation
Case study Please look at the case study in the
textbook of P28, the negotiation between Boeing Company in the United States and Chengdu Aircraft Company in China. Q: Why the Chinese and American parties were able to reach such a cooperative agreement?
ground while maintaining differences Eight crucial elements which influence the
negotiation
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What are the game Principles of International Business Negotiation?
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As the case above mentioned, if China had refused to assembly only the vertical fins or the American had refused to allow assembling any part in China, then the negotiation would have broken down and ended in failure.
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2.1.4 Voluntary agreement embodies equality It means that all parties can participate in the