国际商务谈判：理论、案例分析与实践(第五版)英文版课件Chapter 3
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sales information
competition
mode of distribution
Staffing Negotiation Teams
Team leaders
Professionals
Interpreters
Choice of negotiation venues
Host venue
Where can they obtain reliable information?
Directories and newsletters
Important information to collect
பைடு நூலகம்
Local laws and regulations:
political and economic outlook
government interference
regulations of patents and trade marks, labeling requirement, countervailing duties, antimonopoly & antidumping law
What information to use what is your bottom target
Case Study A Business Survey
Why did a survey out of cautiousness turn out to be a trap for Suzhou Company?
The strike ended with the Chinese company’s failure in the negotiation and a large sum of compensation to the workers.
Target Decision
Preference of interests
Collecting Information
What’s information?
What prevent people from collecting information?
*Lack of sensitivity in differences in culture, consumer
tastes, market demand *Limited appreciation for different environment abroad *lack of familiarity with national and
Strategic planning: reducing uncertainty of an unknown future
Where to collect information
International organizations
Governments
Service organiza-
tion
On-line service
international data sources and inability to use international data obtained
Information is a valuable commodity with the power to
reduce uncertainty.
Two application of information: problem solving: use information to specific decision making
Information of financial credit:
character:inte grity
capacity:abili ty to repay
capital:sound ness of financial position
Market survey:
preliminary screening of various markets
Target levels
Determine the importance of
interests
Desirable target --- a potential one
Acceptable target
--- making all effort to achieve
Bottom target
--- the least target to achieve
enjoying good timing, familiar surrounding, ready help
Guest venue
On spot survey and collecting first hand
information
Third party’s venue
used when there is no talking channel and for consideration of fairness
Chapter Three
Case Introduction
A Chinese Engineering Company In Gabon
Case Introduction:the Chinese company dismissed quite a number of local workers after completing the framework of the construction, which gave rise to a strike lasting for 40 days.
Rotation of host and guest venues
Organize a group of four
Two sellers,two buyers
Require -ments
Read background information
Simulation
Silk selling
Discuss the following with your partner
competition
mode of distribution
Staffing Negotiation Teams
Team leaders
Professionals
Interpreters
Choice of negotiation venues
Host venue
Where can they obtain reliable information?
Directories and newsletters
Important information to collect
பைடு நூலகம்
Local laws and regulations:
political and economic outlook
government interference
regulations of patents and trade marks, labeling requirement, countervailing duties, antimonopoly & antidumping law
What information to use what is your bottom target
Case Study A Business Survey
Why did a survey out of cautiousness turn out to be a trap for Suzhou Company?
The strike ended with the Chinese company’s failure in the negotiation and a large sum of compensation to the workers.
Target Decision
Preference of interests
Collecting Information
What’s information?
What prevent people from collecting information?
*Lack of sensitivity in differences in culture, consumer
tastes, market demand *Limited appreciation for different environment abroad *lack of familiarity with national and
Strategic planning: reducing uncertainty of an unknown future
Where to collect information
International organizations
Governments
Service organiza-
tion
On-line service
international data sources and inability to use international data obtained
Information is a valuable commodity with the power to
reduce uncertainty.
Two application of information: problem solving: use information to specific decision making
Information of financial credit:
character:inte grity
capacity:abili ty to repay
capital:sound ness of financial position
Market survey:
preliminary screening of various markets
Target levels
Determine the importance of
interests
Desirable target --- a potential one
Acceptable target
--- making all effort to achieve
Bottom target
--- the least target to achieve
enjoying good timing, familiar surrounding, ready help
Guest venue
On spot survey and collecting first hand
information
Third party’s venue
used when there is no talking channel and for consideration of fairness
Chapter Three
Case Introduction
A Chinese Engineering Company In Gabon
Case Introduction:the Chinese company dismissed quite a number of local workers after completing the framework of the construction, which gave rise to a strike lasting for 40 days.
Rotation of host and guest venues
Organize a group of four
Two sellers,two buyers
Require -ments
Read background information
Simulation
Silk selling
Discuss the following with your partner