国际商务谈判(英文版)Chapter 3 The Negotiation Process
合集下载
相关主题
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
The disparity of the criterion by the two parties is due to the fact that both parties wish to maximize their own interests; therefore it is on this stage that conflicts of interests of two sides will confront and clash with each other, which will surely incite argument and contradiction.
generally through an ordered set of steps: 1. Design and Offer Options 2. Introduce Criteria to Evaluate Options 3. Estimate Reservation Points 4. Explore Alternatives to Agreement 5. Making Concession or Compromising
7
Bidding & Bargaining
This stage covers a broad period of bargaining in which concessions are made and advantage are gained, so that the gap between the two sides is narrowed to a point.
International Business Negotiation
Part Ⅰ An Overview of International Business Negotiation
1
Chapter 3: The Negotiation Process
2
The Negotiation Process
6
The Review of the Opening
Before proceeding further with the negotiations, the party should review the results achieved from the opening phase.
And then decide whether the negotiations can be placed on a bargain acceptable to both sides which can be identified immediately, or a bargain acceptable to both sides is foreseeable which will need further negotiations to achieve, or no bargain is foreseen acceptable to both sides.
This interaction gives both parties the opportunity to gain valuable insight and deepen understanding of each other.
This is particularly true when we are dealing with people from certain cultural backgrounds, where trust based on relationships is essential.
5
The Opening
The opening phase is influential because energy and concentration are naturally at a high pቤተ መጻሕፍቲ ባይዱint at the start of any activity.
The parties' attitudes are being formed at this time.
The period covered by the negotiation will be divided into three stages:
opening & its review; bidding & bargaining; settling & ratifying.
3
Opening & its Review
Getting to Know Each Other The Opening The Review of the Opening
4
Getting to Know Each Other
Many relationships in international global transactions begin first with the formation of personal relationships between the players.
Negotiation options may include the objectives of negotiation, terms and schedules.
9
2. Introduce Criteria to Evaluate Options
Every negotiator has their own criterion for evaluating the options based on their own value system.
8
1. Design and Offer Options
Once both sides’ interests are designated, it is time for negotiators to set forth suggestions and options for how to address the issues. Options reflect negotiators’ consideration, suggestions and conditions for a solution.
generally through an ordered set of steps: 1. Design and Offer Options 2. Introduce Criteria to Evaluate Options 3. Estimate Reservation Points 4. Explore Alternatives to Agreement 5. Making Concession or Compromising
7
Bidding & Bargaining
This stage covers a broad period of bargaining in which concessions are made and advantage are gained, so that the gap between the two sides is narrowed to a point.
International Business Negotiation
Part Ⅰ An Overview of International Business Negotiation
1
Chapter 3: The Negotiation Process
2
The Negotiation Process
6
The Review of the Opening
Before proceeding further with the negotiations, the party should review the results achieved from the opening phase.
And then decide whether the negotiations can be placed on a bargain acceptable to both sides which can be identified immediately, or a bargain acceptable to both sides is foreseeable which will need further negotiations to achieve, or no bargain is foreseen acceptable to both sides.
This interaction gives both parties the opportunity to gain valuable insight and deepen understanding of each other.
This is particularly true when we are dealing with people from certain cultural backgrounds, where trust based on relationships is essential.
5
The Opening
The opening phase is influential because energy and concentration are naturally at a high pቤተ መጻሕፍቲ ባይዱint at the start of any activity.
The parties' attitudes are being formed at this time.
The period covered by the negotiation will be divided into three stages:
opening & its review; bidding & bargaining; settling & ratifying.
3
Opening & its Review
Getting to Know Each Other The Opening The Review of the Opening
4
Getting to Know Each Other
Many relationships in international global transactions begin first with the formation of personal relationships between the players.
Negotiation options may include the objectives of negotiation, terms and schedules.
9
2. Introduce Criteria to Evaluate Options
Every negotiator has their own criterion for evaluating the options based on their own value system.
8
1. Design and Offer Options
Once both sides’ interests are designated, it is time for negotiators to set forth suggestions and options for how to address the issues. Options reflect negotiators’ consideration, suggestions and conditions for a solution.