国际商务谈判(英文版)

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 sho w 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 7Success 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 11Keep 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 12During 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 13Most business negotiations take place between suppliers and purchasers (sellers and buyers). A supplier cannot exist unless he has a purchaser.

Slide 14Of 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 15Both parties must be flexible and make changes during negotiation as required by the situation.

Slide 16Negotiators need to be cooperative and dedicated, to find the best solution possible, instead of just being concerned with their own needs.

Slide 17In negotiation, both

sides must try to reach an agreement that maximizes their own outcome. This may lead either side to be concerned only with their own gain

and ignore the needs of the other party. Remember that most business relationships last for a long period of time, so it is beneficial for both parties to gain a win-win situation and continue the business relationship.

Slide 18The three stages of negotiation are:- pre-negotiation, during negotiation and post-negotiation.

Slide 19The pre-negotiation stage begins from the first contact between the two sides. This is when they show interest in doing business with each other. During this stage the gathering of information will determine the success or failure of the negotiation. The information to be gathered by either party should include:- the market, policies, regulations and financial background.

Slide 20The second stage of negotiation (during negotiation) has five phases through which it must proceed. They are:- exploration (finding out what the other party want), bidding (giving), bargaining, agreeing and making it official (contract).

Slide 21 The third stage is post-negotiation. At this stage, all the terms have been agreed upon and the