国际商务谈判问答题

商务谈判问答题南通大学石峰

1.what is about business negotiation？（PPT）

Bussiness is an activity between two or more parties who confer together in order to reach a satisfying purpose

2.Fundamental Elements of Negotiation(PPT)

Negotiator :Those who are engaged in negotiation.On-table/off-table negotiator Negotiating topic :Specific problems that should be discussed Topic should be common interest

Negotiating: background objective condition of negotiation

including Environment/organization/staff background

3.please explain the contents for “soft negotiation”，“hard negotiation”and “principal negotiation”(PPT)

（1）soft negotiation considers opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations

（2）hard negotiation considers the opponent as enemy ,pay more attention to the stand position rather than interests gain, focus to willpower test so as to impose self position on the other.

（3）principal negotiation is value negotiation ，it strengthens fair value and fair principle derived from Harvard negotiation technique

4.what are the main tasks for the 3 stages of negotiation respectively？(13) （1）pre-negotiation The main issue here is to define the problem to be jointly solved for it .environmental factors and information collection are two main task during this stage

（2）face to face negotiation

①Introducing team members

②Discussing agenda

③five phase will proceed:

A exploration 探索/试探

B bidding 报价/招标

C bargaining 讨价还价

D settling & ratify 搞定/认可

（3）post—negotiation the main thing at this phase is to review and confirm the agreement and result of talks on each issue so that no ambiguity of understanding exists. Also wrapping up includes follow-up work for future.

5.what are the approaches you can use to attract immediate attention？(36)

①arouse curiosity by asking a question related to your talk

②say something humorous

③start off with an interesting news item

open with the impact of a profound quotation ④．

⑤open with a simple explanation of how your topic affects the common interests of the listeners

⑥start off with a shocking statement

6.what are the alternatives that you may use on how to answer when questioned？(40)

①Leaving the other person with the assumption that he has been answered

②Answering incompletely.

③Answering inaccurately.

④Leaving the other person without the desire to pursue the questioning process further.

A.give a “nothing”answer

e humour in answering questions.

C.do not answer

7.what are the requirements for the chief negotiator ？(57)

（1）He must exercise a high degree of self-control and keep the team on track under trying circumstances.

（2）The chief negotiator should be able to use the specialization of each member to its maximum advantage.

（3）The chief negotiator's greatest skill is the ability to deal with pressure from a variety of directions.

（4）Candidates for chief negotiator should also be technically astute with regard to both the company's products and modern day information technology.

8.what are the advantages and disadvantages of single negotiator ？(58)