国际商务谈判(英文)教案讲义 chapter 1 International Business Negotiation

国际商务谈判

International Business Negotiation

A negotiation is a meeting or a series of meetings in which the parties need each other’s agreement to reach a specific objective.

The fundamental principles of negotiation

1. Negotiation is an element of human behavior.

2. Negotiation takes place only over issues that are negotiable.

3. Negotiation takes place only between people who have the same interest.

4. Negotiation takes place only when negotiators are interested not only in taking but also in giving.

5. Negotiation takes place only when negotiating parties trust each other to some extent.

Chapter 1 Negotiation motives and key terminology 谈判动机与关键词语Negotiation谈判

Conflicts冲突

Stakes利益

Case study: Matsushita Electric Corporation 松下电器公司————————————————————————————————————

NEGOTIATION谈判

A successful negotiation must satisfy at least the following conditions:

1. The outcome of negotiation is a result of mutual giving and taking. One sided concession or compromise can not be called a successful negotiation.

2. Negotiations happen due to the existence of conflicts, however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants.

3. Negotiation is a behavioral process, not a game; in a good negotiation, everybody wins something. Success isn’t winning everything; it’s winning enough.

CONFLICTS冲突

The definition of conflicts states three points:

1. Parties in conflicts are interdependent, which means there remains a kind of relationship developed by interrelated interests and concerns. There would be no conflict if two parties were not interrelated and had nothing to do with each other.

2. Contradictions and interests coexist. If there are only contradictions and no sharing of common interests, negotiations become groundless and unnecessary.

3. Two parties in a conflict will naturally fight for each other’s own interests and make every effort to gain more from the other side, as a result it will reduce gain of interests expected initially.

STAKES利益

Stakes are the value of benefits that may be gained or lost, and costs that may be incurred or avoided. Four points need to be clarified:

1. Negotiation parties will either gain the interests they expect to win from the negotiation or lose what they hope to attain, which indicates that the talks are pertinent to relevant parties’ own affairs and interests. Only when a party has stakes connected with the issues to be talked, can it become actively engaged in the negotiation.

2. Free lunch is not provided at the negotiation table, in another word, to get what is desired, both parties have to pay for the gaining at either high cost or low cost depending on how well negotiators manage the situation.

3. The negotiators will have to decide how much of stakes can be gained and whether a particular gain is the one that a party desires for. They will also have to decide how much they may gain if they choose option A instead of option B.

4. Negotiators will have to compare and balance the relation between the current interests and long term interests or underlying desires in order to make decision on satisfying long term interests at the cost of current interests.

Effective negotiating (VCD)

成功谈判

Who’s who in Effective Negotiation

The companies

Levien SA , based in Brussels, Belgium.

It is an international company which manufactures specialist paints and dyes.

In its head office it has a small IT function which the company has decided to outsource.

Okus IT, based in Swindon, in the South of England.

They specialize in managing IT projects and taking over the IT departments of their client companies.

The negotiation

Okus have sent a detailed written proposal to Levien.

The meeting has been arranged to negotiate the terms of any agreement.

In particular the following two issues are likely to be sticking points: