国际商务谈判：理论、案例分析与实践(第五版)英文版课件Chapter 2
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Alternative 2: Value of distribution on the Net where the selling expenses are 4% of sales: 4% × 0.2 = 0.8%
Alternative 3: Value of increasing the distributor’s commission to 10%: 10% × 0.3 = 3% 0.5(7%) + 0.2(4%) + 0.3(10%) = 3.5 + 0.8 + 3.0 = 7.3%
Offer
Counter offer
Acceptance
Case Study One
•Do you think the case shows the principle of mutual giving and taking during negotiation? •How important is the exploration of alternative option in this case?
Chapter Two
NEGOTIATION PROCEDURE & STRUCTURE
Introduction of team members Discussion of agenda Formal negotiation Wrapping up
Determine interests and issues
Design and offer options
Reach an agreement
Explore alternatives to
agreement
Introduce criteria to evaluate option
Estimate reservation points
Example of how to make an
assessment of BATNA
Step one: Brainstorm alternatives Alternative 1: Distribution through a home-based company Alternative 2: Distribution on the Net Alternative 3: Increase foreign distributor’s commission to 10% Step two: Evaluate each alternative Assume the sales potential in the market is $20 million Thus, the expected value of sales is as follows: Alternative 1: $20 million ×0.5=$10 million Alternative 2: $20 million×0.2=$4 million Alternative 3: $20 million×0.3=$6 million Sales commission under the three alternatives will be: Alternative 1: $10 million × 7% = $700,000 Alternative 2: $4 million × 4% = $160,000 Alternative 3: $6 million × 10% = $600,000
Thus，7.3% is the reservation price. It means the negotiator should not give more than 7.3 % commission for distribution in the overseas market
STRUCTURE OF BUSINESS NEGOTIATION Inquiry
Case Study
The Principle of Complementary Concession
•Do you think the case shows the principle of mutual giving and taking for negotiation?
•How important is the exploration of alternative option in this case?
Case Study
Sino-Us negotiation On Intellectual Property Right
•What are the interests of China and US In IPR negotiation?
•What are the major issues invLeabharlann Baidulved in the negotiation?
An Economic Recession
Negotiation requirement
•Analyze the interests and the bottom lines •Discuss with your partners which option is a better choice for the labor. •What alternative options both sides will put forward if neither of the option is accepted? •Students are grouped into several teams with four in each team. •Two students represent the labor and the other two represent the management
•How do you comment on the final result of the negotiation?
Step three: determining reservation point
Alternative 1: Value of distribution through home-based company where commission is 7% of sales: 7% × 0.5 = 3.5%
Alternative 3: Value of increasing the distributor’s commission to 10%: 10% × 0.3 = 3% 0.5(7%) + 0.2(4%) + 0.3(10%) = 3.5 + 0.8 + 3.0 = 7.3%
Offer
Counter offer
Acceptance
Case Study One
•Do you think the case shows the principle of mutual giving and taking during negotiation? •How important is the exploration of alternative option in this case?
Chapter Two
NEGOTIATION PROCEDURE & STRUCTURE
Introduction of team members Discussion of agenda Formal negotiation Wrapping up
Determine interests and issues
Design and offer options
Reach an agreement
Explore alternatives to
agreement
Introduce criteria to evaluate option
Estimate reservation points
Example of how to make an
assessment of BATNA
Step one: Brainstorm alternatives Alternative 1: Distribution through a home-based company Alternative 2: Distribution on the Net Alternative 3: Increase foreign distributor’s commission to 10% Step two: Evaluate each alternative Assume the sales potential in the market is $20 million Thus, the expected value of sales is as follows: Alternative 1: $20 million ×0.5=$10 million Alternative 2: $20 million×0.2=$4 million Alternative 3: $20 million×0.3=$6 million Sales commission under the three alternatives will be: Alternative 1: $10 million × 7% = $700,000 Alternative 2: $4 million × 4% = $160,000 Alternative 3: $6 million × 10% = $600,000
Thus，7.3% is the reservation price. It means the negotiator should not give more than 7.3 % commission for distribution in the overseas market
STRUCTURE OF BUSINESS NEGOTIATION Inquiry
Case Study
The Principle of Complementary Concession
•Do you think the case shows the principle of mutual giving and taking for negotiation?
•How important is the exploration of alternative option in this case?
Case Study
Sino-Us negotiation On Intellectual Property Right
•What are the interests of China and US In IPR negotiation?
•What are the major issues invLeabharlann Baidulved in the negotiation?
An Economic Recession
Negotiation requirement
•Analyze the interests and the bottom lines •Discuss with your partners which option is a better choice for the labor. •What alternative options both sides will put forward if neither of the option is accepted? •Students are grouped into several teams with four in each team. •Two students represent the labor and the other two represent the management
•How do you comment on the final result of the negotiation?
Step three: determining reservation point
Alternative 1: Value of distribution through home-based company where commission is 7% of sales: 7% × 0.5 = 3.5%