第二章 商务沟通与谈判的准备及基本过程概要

2.1.2 What to collect
(5) Cultural situation -- language -- stereotypes（刻板印象） -- prejudices -- discrimination -- ethnocentrism（民族优越感） -- culture shock -- taboo topics（禁忌话题）
2.1.2 What to collect
(4) Legal situation -- the extent to which the business laws and regulations implemented -- the period for case trial -- the qualifications and capabilities of the local lawyers
Chapter 2
Preparation and Process of Business Negotiation
Preparation for Business Negotiation
Key Points
1. 2.
3.
4. 5.
Collecting information Assemblage the negotiation team Planning for business negotiation Physical preparations Simulated negotiations
2.1.2 What to collect
(2) Capacity -- capacity of the business to pay -- capacity of the business in getting paid（支 付报酬） -- capacity of the business to receive/absorb (3) Capital (financial resources) (4) Conditions (external conditions)
2.1.3 How to collect
Methods of collecting information:
2.1.2 What to collect
Microenvironment information:
(1) Character -- qualification and credit status (i.e., the history and status, economic and political power, corporate reputation, capital quantity, operating capability, bank credit, etc.) -- the location of the company -- any labor disputes of issues? -- the market share for this business
2.1.2 What to collect
Macroenvironment information:
(1) Political situation -- the stability of authorities -- the bilateral diplomatic
(2) Economic situation -- the economic system -- the economic growth rate -- the regulations on foreign exchange -- market condition
2.1 collecting information
2.1.1 The Significance of Information Collection
2.1.2 what to collect 2.1.3 how Leabharlann Baiduo collect
2.1 Collecting information
2.1.1 The Significance of Information Collection
First, information serves as the basis on which
negotiation strategies are formulated. Second, information is an effective means to monitor the negotiation process. Third, information acts as a medium for communication.
2.1.2 What to collect
(5) Negotiation representatives -- strategies (i.e., targets, trust, etc.) -- deadline of the negotiation -- permissions of the negotiation representatives -- personal condition (i.e., background, interrelationship, characteristic, psychological types, personal style, hobbies and taboo, etc.)
2.1.2 What to collect
(3) Social situation -- the proper addressing and the decent dressing -- restrictions of local customs -- the points to be looked after when giving gifts -- the women’s accessibility -- the overriding religious belief -- the business style