国际商务谈判(英文版)(doc 10页)

国际商务谈判(英文版)(doc 10页)

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Business Negotiation – Lesson 2 Chapter 1

Slide 1One of the most important things to remember in business is to never make enemies. You don’t have to love everyone, but if you dislike someone make sure you don’t show it. Your enemy today may be your boss tomorrow.

Slide 2The basic principles of negotiation are:- communication, negotiable issues, common interests, give and take, trust and to be a good listener.

Slide 3The most successful negotiation ends with a win-win solution. Both parties must feel as though they have gained something. Both parties must negotiate towards a mutual gain.

Slide 4Before negotiations begin, both parties should know the following six details:- why, who with, what, where, when and how they negotiate. Slide 5Negotiation is a process of exchanging information between two sides and both sides try to understand each other’s points of view. Both parties know that they have common and conflicting objectives, so they try to find a way to achieve a common and helpful objective that will be acceptable to them both.

Slide 6In summary: common interests must be sought. Negotiation is not a game. In a successful negotiation, everyone wins something.

Slide 7Succ ess isn’t winning everything –it’s winning enough. Slide 8In negotiation, both equality and mutual benefit are very important. Both parties are equal in status. They have equal rights and obligations. Remember that in a successful negotiation, each party must gain something or there is no reason for the other party to participate. Both parties should prepare well for the negotiation and be ready to satisfy the other party’s needs on an equal basis.

Slide 9Through negotiation, both parties are seeking an arrangement of a business situation. The purpose of this is to seek a win-win situation instead of a win-lose one. It is through sincere cooperation that this result can be made.

Slide 10Sincerity is very important for a negotiator’s style. Develop trust between the two parties. Treat others as you want to be treated, this will promote the negotiation and get successful results.

Slide 11 Keep it flexible and fluid. Do not be too rigid in what you want to give, and in what you want to take. All negotiations are a process of constant thinking, exchanging information and continuous giving. Before negotiation try and work out what the other party might be thinking, what their needs may be and what their tactics might be.

Slide 12 During negotiation, it is very easy for conflicts to happen. It may be that one side wants to take more than what they give. When this happens, either side may break out of the relationship. This

is a lose-lose situation. It is in both parties interests to find ways to minimize their conflict to achieve a win-win situation.

Slide 13 Most business negotiations take place between suppliers and purchasers (sellers and buyers).

A supplier cannot exist unless he has a purchaser.

Slide 14 Of course in negotiations both parties want to give as little as possible, and to take as much as possible, gaining as much profit as possible in the process. So during negotiations both parties usually give only a little at a time.

Slide 15 Both parties must be flexible and make changes during negotiation as required by the situation.