南通大学商学院国际商务谈判简答参考答案

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1 What’s about business negotiation

A :Generally speaking: Negotiation is the process we use to satisfy our needs when someone else controls what we need

So we defies “negotiation” an activity between two or more parties who confer together in order to reach a satisfying purpose ”

2、What are the fundamental elements of negotiation?

A: The Fundamental Elements of Negotiation are Negotiator, Negotiating topic and Negotiating background.

Negotiator: Those who are engaged in negotiation.

On-table/off-table negotiator

Negotiating topic: Specific problems that should be discussed

Topic should be common interest

Negotiating background: Objective condition of negotiation

Environment/organization/staff background 3、Please explain the features, disadvantage and advantage of soft negotiation, hard and principled negotiation respectively? A:

①soft negotiation:

Features: 1、To consider opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations

2、The power of one party is inferior to

another’s;or both parties had been making friends for many years; to take effort to pursue the long-term of interests

Advantage: Easy to approach agreement ,high efficiency, maintain and strengthen the bilateral relation

Disadvantage: Blindly compromise and concessions to give the opponent opportunity

②hard negotiation:

Features:To consider 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.

Advantage: much more pressure imposed on the

opponent ,to promote the agreement

Disadvantage:Easy to cause deadlock and lead to failure of performing agreement and maintaining the long-term cooperation.

③principled negotiation:

Features: To negotiate based on equality

Advantage: To separate the people from the problem

Disadvantage: To insist on using objective criteria

4. Please explain the three stages of business negotiation?

A:The three Stages of business negotiation are Pre-negotiation, Face-to-face negotiation and Post-negotiation.

The pre-negotiantion stage:

.environmental factors and information collection are two main task during this stage.

The Face-to-face negotiation stage:

1）Introducing team members

2）Discussing agenda

3)five phase will proceed:

• A exploration B bidding C bargaining

D settling & ratify

The Post-negotiation stage:

In a word, 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 attention

A:

⏹①arouse curiosity by asking a question related to your

talk

⏹② say something humorous

⏹③ start off with an interesting news item

⏹④ begin with a specific illustration or case, which tends to

lend an air of seriousness and reality to your talk

⏹⑤ open with the impact of a profound quotation

⏹⑥show a visual illustration of your main points, which

can be either a chart, picture or item related to your talk

⏹⑦ open with a simple explanation of how your topic affects

the common interests of the listeners