英语商务谈判

Complementary character:
Extrovert, outgoing members tend to be agile, eloquent, decisive, but they are prone to be impetuous, not insightful enough or even careless and negligent. Introvert members tend to be meticulous and precise in their work, perceptively insightful into problems, prudent in their words, stick to the rules, observant and thoughtful, but they are often hesitant, indecisive, ineloquent and inflexible. Complementary characters help make up for each other’s deficiencies.
2.1 Obtaining information
The 6 big issues are to be gathered: 1. The political system: the extent of state control over business enterprises and its organization; social stability; the extent of political interest in the project. 2. The legal system: the legal and judicial systems; their influences on business, the relevant laws on establishment of a local company and on employment;
1. Forming the negotiation team
Keep your team as small as possible: Large groups are difficult to handle, communication is not so flexible; Small teams can withstand the “wedges楔 子，楔形物” that counterparts may attempt to drive between members of large teams; Convenient to make timely adjustments to the negotiation plan and disseminate that information quickly; Cost……
The basic principle of organizing a negotiation is to keep it as small as possible. Small: a principle that can demonstrate the high efficiency and authority of one part. Efficient: show the high quality of the negotiation personnel and the power and management concept of a company.
Clearly-defined roles Every one has his/her position/role in the team. Don’t mix up the roles. It should be avoided that all the members are eager to put in a word. All members should try to help each other, making a united effort to achieve the goal.
Preparatory Questions
What is my main objective? What are all of the alternatives I can think of? Why do I deserve to have my goals met? What will my opponent's counter proposal likely consist of? How can I respond to this counter proposal? When would I like to have this issue resolved? What is my bottom-line? What market research/homework do I need to do to back up my cause? What is my bargaining power compared to my opponent's? What do I know about the principles of negotiating?
2. Gathering information
It来自百度文库is common to learn as much as possible about a potential client or partner before negotiation begin. Various kinds of information are necessary: finance, market, technology, policy, even the background of a particular executive. The next step is to select and analyze the data to size up the probable goal and preferences of your counterpart.
In the whole process of negotiation, the preparation phase is frequently ignored. Great attention has been paid to the bargaining phase that has been considered a value-producing phase.
Principles for team building
Complementary knowledge: The negotiation personnel need to possess expertise and knowledge in their own fields. Knowledgeable experts and experienced and mature veterans can improve the power of the group.
Organizational structure of the team
Negotiation is like a team sport. It requires specialized skills, communication ability, team spirit and gamesmanship(不犯规的方法). Putting a team together is similar to assembling a jigsaw puzzle, there is no success unless all the pieces fit.
The parties declare values, create values and finally overcome barriers to agreement, trying to maximize their own interests by resolving conflicts.
Pre-class Discussion
Do you agree with this view? State your own view on this issue.
Preparing stage
Assessment of the situation & the people * learn as much as possible about a potential client/partner The first point: mining the critical information from different resources The second point: size up the probable goal and preferences of your counterpart’s analysis of the various data
members in the following areas:
Leading personnel Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking. Financial: terms of payment, credit insurance, and financial guarantees. Legal: contract documents, terms and conditions of contract, insurance, and legal interpretation; Interpreter: familiar with the foreign language with related knowledge and good at cooperating with other personnel. Secretary……
The preparation phase:
1. Forming the negotiation team 2. Gathering information 3. Planning for IBN 4. Physical preparation 5. Simulated Negotiations
Collaboration and support from the outside members: Related personnel in other functional departments: department mangers or professionals from departments of stock control, transport, advertising, public relations, research and development… Administrative personnel: company secretaries, librarians, office workers, drivers may be helpful.
Company
LOGO
International Business Negotiation
国际商务谈判
www.themegallery.com
Contents
1 3 2
An Overview of IBN CN of IBN
3 4
Phases of IBN
opening of IBN
Contents
3 5
Bargaining Process
6 Negotiation Strategies and Tactics
3 7 8
Cross-Cultural problems
Etiquettes in IBN
Chapter 3
Phases of Business Negotiation
Four phases The preparation phase The opening phase The bargaining phase The closing phase