国际商务谈判-中国人民大学出版社-PART3PPT课件

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GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 4 Prenegotiations Planning
Most common negotiation errors
▪ Unclear objectives
▪ Unskillful use of negotiation
▪ Inadequate knowledge of the other
❖ After listing all of the issues, the negotiator should prioritize them.
❖ Each party can develop and prioritize his or her
issues and share them with each other. the two
power
party’s goals
▪ Hasty calculations and decision
▪ Insufficient attention to the other
making
party’s concerns
▪ A poor sense of timing for closing
▪ Lack of understanding of the other
prepared beforehand ▪ Failure to take into account the
competition factor
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▪ Failure to create added value ▪ Insufficient time ▪ Uncomfortable negotiating ▪ Overemphasis of the importance
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GLOBAL BUSINESS NEGOTIATIONS
Defining the Issues
❖ In any negotiation, a complete list of issues can be developed through :
▪ (a) analysis of the situation at hand, ▪ (b) prior experience on a similar situation, ▪ (c) research conducted on the situation, ▪ (d) consul- tation with experts.
lists can be combined to develop a common list of
issues.
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GLOBAL BUSINESS NEGOTIATIONS
Knowing One’s Position
❖ Goals
It is important to understand the four aspects of how goals affect negotiation:
▪ Wishes are not goals. ▪ One party’s goals are permanently linked to the other
party’s goals. ▪ Goals have boundaries. ▪ Effective goals must be concrete and measurable.
of price
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GLOBAL BUSINESS NEGOTIATIONS
Key Factors
❖ Defining the issues. ❖ Knowing the other party’s position. ❖ Knowing the competition. ❖ Knowing the negotiations limits. ❖ Developing strategies and tactics. ❖ Planning the negotiation meeting.
Undertaking Renegotiations
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GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 4 Prenegotiations Planning
By failing to prepare, you are preparing to fail.
— Benjamin Franklin
Practical Solutions To Global Business Negotiations
克劳德•赛利奇（Claude Cellich） 苏比哈什•C •贾殷（Subhash C.Jain）
著
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GLOBAL BUSINESS NEGOTIATIONS
PART 3 Negotiation Process
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Βιβλιοθήκη Baidu
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GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 4 Prenegotiations Planning
❖ Key Factors ❖ Defining the Issues ❖ Knowing One’s Position ❖ Knowing the Other Side’s Position ❖ Knowing the Competition ❖ Knowing One’s Negotiation Limits ❖ Developing Strategies and Tactics ❖ Planning the Negotiation Meeting
the negotiations
party’s decision-making process
▪ Poor listening habits
▪ Nonexistence of a strategy for trading ▪ Too low of an aim
concessions ▪ Too few alternatives and options
PART 3
Prenegotiations Planning
Initiating Global Business Negotiations: Making the First Move
Trading Concessions Price Negotiations
Closing Business Negotiations