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 purpose2.Fundamental Elements of Negotiation(PPT)Negotiator :Those who are engaged in negotiation.On-table/off-table negotiatorNegotiating topic :Specific problems that should be discussed Topic should be common interestNegotiating: background objective condition of negotiationincluding Environment/organization/staff background3.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 technique4.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 negotiation①Introducing team members② Discussing agenda③five 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)① arouse curiosity by asking a question related to your talk② say something humorous③ start off with an interesting news item④ open with the impact of a profound quotation⑤ open with a simple explanation of how your topic affects the common interests of the listeners⑥ start off with a shocking statement6.what are the alternatives that you may use on how to answer when questioned？ (40)① Leaving the other person with the assumption that he has been answere d②Answering incompletely.③ Answering inaccurately.④Leaving the other person without the desire to pursue the questioning process further.A.give a “nothing” answere humour in answering questions.C.do not answer7.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 nego tiator’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)Advantage：（1）to prevent the opposer from aiming questions at the weaker members of the team or creating disagreement among team members;（2）to prevent from placing complete responsibility on one person;（3） to prevent the weakening of stated positions through differences of opinion between team members（4） avoid making on-the-spot decisions.disadvantage：（1）it has a very high level requirement of the negotiator.（2）It needs the negotiator to keep a close eye on everything of the other party, to familiarize with every field that relate to the negotiation and at the same time to be alert enough to put forward quick responses to a scheme.（3）Especially when the other party send in some experts, it’s r eally hard for a single one to manage all on his own.9.what are The advantages and disadvantages of team negotiations？(59)Advantage：(1) it would use a number of people with different technical backgrounds who can correct misstatements of fact;(2) it enables a pooling of judgments and planning in advance;(3) it presents the other side with a large opposition.Disadvantage：(1)with a big team, it is rather difficult to control and the weak member is very easy to pick out by the other party and they will attack individually.(2)Many members in a team will interfere with the negotiation efficiency.(3)The chief negotiator will be placed complete responsibility(4)They need to make on-the-spot decisions10.what are the desireable target，the acceptable target and the bottom target(79)（1）the desirable target is what we wish to attain but in reality rarely reach。