南通大学商学院国际商务谈判简答参考答案

由通大TD二手书交易中心整理发布买书卖书处理废品联系我们！微信公众号ntu-ershou1 What’s about business negotiationA :Generally speaking: Negotiation is the process we use to satisfy our needs when someone else controls what we needSo 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 negotiatorNegotiating topic: Specific problems that should be discussedTopic should be common interestNegotiating background: Objective condition of negotiationEnvironment/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 consultations2、The power of one party is inferior toanother’s;or both parties had been making friends for many years; to take effort to pursue the long-term of interestsAdvantage: Easy to approach agreement ,high efficiency, maintain and strengthen the bilateral relationDisadvantage: Blindly compromise and concessions to give the opponent opportunity②hard 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 theopponent ,to promote the agreementDisadvantage:Easy to cause deadlock and lead to failure of performing agreement and maintaining the long-term cooperation.③principled negotiation:Features: To negotiate based on equalityAdvantage: To separate the people from the problemDisadvantage: To insist on using objective criteria4. 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 members2）Discussing agenda3)five phase will proceed:• A exploration B bidding C bargainingD settling & ratifyThe 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 attentionA:⏹①arouse curiosity by asking a question related to yourtalk⏹② say something humorous⏹③ start off with an interesting news item⏹④ begin with a specific illustration or case, which tends tolend 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, whichcan be either a chart, picture or item related to your talk⏹⑦ open with a simple explanation of how your topic affectsthe common interests of the listeners⏹⑧ start off with a shocking statement⏹⑨ casually comment on something that has just happenedor been said at the meeting if it ties into your presentation 6.What are the alternatives that you may use on how to answer when questioned?A:① Leaving the other person with the assumption that he hasbeen answered②Answering incompletely.③ Answering inaccurately.④Leaving the other person without the desire to pursue thequestioning process further.7、What kind of requirements must be needed for the chief negotiator?A: Generally speaking the chief negotiator must meet the following requirements:①He must exercise a high degree of self-control and keep theteam on track under trying circumstances.②The chief negotiator should be able to use the specialization ofeach member to its maximum advantage.③The chief negotiator’s greatest skill is the ability to deal withpressure from a variety of directions.④Candidates for chief negotiator should also be technicallyastute with regard to both the company’s products and modern day information technology.8、What are the advantage for individual negotiation ？A: The advantages of a single negotiator might be:①to prevent the opposer from aiming questions at theweaker members of the team or creating disagreementamong team members;②to prevent from placing complete responsibility on oneperson;③to prevent the weakening of stated positions throughdifferences of opinion between team membersto avoid making on-the-spot decisions.9. What are the disadvantage and advantage for teamnegotiation respectivelya team might be best because①it would use a number of people with different technicalbackgrounds 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.But 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. Many members in a team will interfere with the negotiation efficiency. So keep the negotiation team as small as possible. And this will result in a favorable position in the negotiation.10、What are the desirable target, acceptable target and bottom target?A: The desirable target is what we wish to attain but in reality rarely reach. It serves two purposes in negotiations：setting a potential goal for negotiators to strive for and leaving room for bargaining in negotiations.The acceptable target is what we make all efforts to achieve. If we take advantage of their power and strength, and manage the negotiations skillfully, the acceptable target is attainable and very often can be gained.The bottom target is what we will defend and safeguard with all our might. Unless the bottom target is met, we would block further discussion and announce failure of negotiations. In other words, we would never give up the targets or benefits and there is no room to bargain.11·12、What are the advantages and disadvantages for host venue, guest venue?A: The general rule that you do better at home is not surprising. Scientific research indicates that you will do best in a negotiation when you are at your home office and the other party is in unfamiliar territory.The host venue has the following advantages:①it enables you to get the approval that may be necessary onproblems that you did not anticipate;②it prevents the other side from concluding the negotiationprematurely and leaving, which he might do if he is in hisown office;③you can take care of other matters and have your ownfacilities available while you are handling the negotiation;④it gives you the psychological advantage of having the otherside come to you;⑤it saves you money and traveling time.The guest venue has the following advantages:①you can devote your full time to the negotiation without thedistractions and interruptions that your office may produce;②you can withhold information, stating that it is notimmediately available;③you might have the option of going over your opposer’s head tosomeone in his higher management；④the burden of preparation is on the opposer and he is not freefrom other duties.13、Why do we should set the “ highest ” defensible bidding as seller?A: The opening bid needs to be “the highest” because:①The opening bid sets a limit beyond which we cannot desire.Once made, we cannot normally put in a higher bid at a later stage②Our first bid influences others in their valuation of our offer③A high bid gives scope for manoeuvre during the laterbargaining phases④The opening bid has a real influence on the final settlementlevel. The higher we set the more we shall achieveThe opening bid needs to be high. At the same time it must be defensible.The bidding side should not only seek to his own advantage but also take the acceptable possibility of the other side into consideration14、Please explain the advantage and disadvantage of the first bid.A: The advantages are associated with the establishment of influence. Most people take the first bid to be a good idea.To some extent first bid is more influential than responsive bid. The first bid confines the bargaining into a special frame of the first bid so as to reach a more favorable agreementA disadvantage is that when a party hears another party’s opening bid, they can then make some final adjustment in their own thinking. A new element of information is provided about regarding a party’s starting point, providing modification to their own bidding to gain fresh advantage.Another disadvantage is that others may try to concentrate onattacking our bid, trying to drive us down and down without giving us any information about their own position.15、What’s the basic principle that govern concessions in bargain stage?A: The basic principles that govern concessions in bargaining are:①A concession by one party must be matched by a concession ofthe other party②It’s better for the pace of concession to be as little as possibleand the frequency of concession to be slow. What’s more the pace of concession must be similar as between the two parties.③A party should trade their concessions to their own advantage,doing their best to give the other party plenty of satisfaction even if concessions are small④A party must help the other party to see each of theirconcessions as being significant⑤Move at a measured pace towards the projected settlementpoint⑥Reserve concessions until they are needed.16、How do you break the impasse?A: In general, there are nine ways to break the impasse:①keep it fluid②seeking easy escape routes③use time breaks either as recesses within a particularnegotiation meeting or as breaks between meetings④look to bringing in third party arbitrators or even third partychairmen to control further negotiation.⑤to move out of the negotiating arena into some ambience inwhich informal discussion can take place⑥to make some changes on the team⑦bring in the bosses from back home⑧to insist on argument⑨never compromise17、What are the characteristics of the final offer toward the settlement?A: Characteristics of the final offer are:1)It should not be made too soon2)It must be big enough to symbolize closure3)Negotiating to our advantage demand the last halfpenny4)give him that satisfaction18、what time do we use the recess during negotiation?A: We can use the recess during negotiation in the following time:①at the end of a phase in the negotiations;②before issue identification;③when nearing an impasse;④team maintenance needs;⑤breaking a trough.19、What is the recommended procedure to get a recess?A: They are following:⑥state the need for a recess;⑦summarize and look forward;⑧agree on the duration of the recess;⑨avoid fresh issues.20、What are the evaluation standards of business negotiation? A:1)Realization degree of the business negotiation objectives;2)Negotiating efficiency;3)The personal relationship after negotiatingTo sum up , a successful negotiation must be one in which both sides’ needs are met.21、How do we restart the meeting after recess?A:1)A few moments of ice-breaking, as we again attune ourwavelengths;2)Re-state the progress made on agreed plan;3)Confirm rest of agreed plan or suggest/agree changes to it;4)Re-opening statements, defining positions and interests as theyare now perceived and paving the way to further creative development.22 what are the steps of business negotiation summaryA:1) review the negotiating process and go over the minute2) analyze and evaluate the negotiating3) give suggestions of improvement4) write the summary report23、How do you deal with the difficult people and difficult situation?A: In general, there are seven things one needs to do in dealing with the difficult people and difficult situation.①developing self-control②accurate diagnosis③knowing one’s core values④appropriate anger management⑤role selection⑥doing the unexpected⑦resiliency24、What kind of benefits would conflict lead to?A: if dealt with effectively, conflicts can lead to the following benefits:①conflicts can provide new information about a situation;②conflicts can bring a problem into the open where it can bedealt with;③conflicts can provide a new perspective on a situation;④conflicts can produce new ideas or new approaches to solvingproblems, if creativity is used;⑤conflicts can lead to a better understanding of oneself, andone’s motivations, goals and behavior sIn short, an effectively managed conflict can be a learning and growing experience.。