国际商务谈判课件

1、谈判人员甑选 谈判人员的素质结构应分为“识”“学”“才”三个层次 （1）谈判人员的“识”：A气质性格 ：大方不轻佻/豪爽不急躁/果断不轻率/自
preparation for business negotiation 三、商务谈判的组织准备
重不自傲……. B心理素质:自信心---建立在充分调查研究和对双方谈判实力科学分析的基础 上. 自制力----谈判过程中遇到激烈矛盾冲突而能保持冷静、克服心理 障碍、控制情绪与行动能力。
In between these early and later stages there is
a period in which experience has conditioned one’s approach and one’s career objectives; yet energy remains at a high level and there is a continuing and important search for satisfaction from work. The precise ages for this mid-career phase vary from individual to individual, but for most people, it lasts maybe a decade within the age range of 33 to 50. Therefore desirable age range for negotiators, according to Bill Scott, is likely to be within the band 33 to 50.
preparation for business negotiation
A 知识结构：商务知识：贸易知识、金融知识、沟通技巧 技术知识：商品学、工程技术、工业材料 人文知识：心理学、语言学、行为学、沟通学
B 谈判经验 Knowledge structure: Business Knowledge: trade knowledge, financial knowledge, communication skills, Technical knowledge: commodity science, engineering technology, industrial materials Human knowledge: psychology, linguistics, behavioral science, communication studies Negotiation Experience
choosing the negotiator
What make a good negotiator or who
qualifies as a negotiator? Negotiators must possess a wide variety of technical, social, communication, and ethical skills.


源自文库
preparation for business negotiation
(4)谈判人员年龄结构：33-50岁较为合适。太年轻，“嘴上
无毛 ，办事不牢”；年纪太大，精力不够，反应迟钝。 在该年龄段，社会阅历丰富，思想成熟，精力充沛， 自制力强，并富有进取心。 就业早期：竞争力强和理想主义；就业晚期：宽容，对组 织和社会有责任感，但竞争性不足。 The age structure of the negotiators :30-55-year-old is appropriate. At the age of 30 to 55, they are mature, energetic, strong self-control, and full of enterprising At early employment period, more competitive and idealism; At late employment period: tolerance, a sense of responsibility to the organization and the community, but the lack of competition

C) Organizational preparations for Business Negotiation 1) the selection of negotiators Negotiators' quality should be classified as three levels “Character," "Learning" “Talent“ A Temperament character: generous not frivolous / Bold not irritable / firm not rash / proud not arrogant B Psychology Self-confidence --- based on the full investigation and study and the strength of the negotiations on the basis of scientific analysis Self-control ---- the ability to remain calm and to overcome the psychological barriers, keep emotional stability and act when encountered in the course of negotiations intense conflicts .
Chapter 3 Choosing the Negotiation Team
choosing the negotiator
In this chapter you’ll learn:
● who qualifies as a negotiator? ● the role of the chief negotiator ● team solidarity
preparation for business negotiation

（3）谈判人员的“才”：社交能力---社交技巧，如亲和力 表达能力----文字/口头 组织能力---组织管理、活动安排 应变能力---善于处理突发事件 创新能力---丰富想象，拓展新商务模式。 谈判视野：我国对谈判人才的需求急增。 3) Talent Social skills, social skills, such as the affinity Ability to express ---- text / verbal Organizational capabilities --- organizational management, activity arrangements Adaptability to be good at dealing with unexpected events --Ability to innovate --- rich in imagination, explore new business models. Negotiations vision: the negotiations of China's talent surge in demand.
preparation for business negotiation

尊重----正确对待自己/对手的良好心态 坦诚----坦率发表自己意见，真诚与对方合作，赢得对方信任。 C 思想意识 政治思想意识/信誉/合作/团队/效率 （2）谈判人员的“学”： Respect ---- to treat his own / opponent's good in good attitude Frankly express their views and sincerely cooperate with each other to win the trust. C Ideology Political ideology / Credit / Cooperation / Team / Efficiency 2)Learning
3.1.2 Personal characteristics According to Jeffrey Edmund Curry, it is highly
themselves with better negotiating skills. Here are the top ten reasons for becoming a better negotiator: Negotiating trading terms and conditions 1. Improve personal and professional profitability. 2. Achieve desired outcomes and create synergy while fostering relationships. 3. Maximize financial returns and value in negotiations. 4. Avoid being cheated. 5. Neutralize difficult negotiators and their tactics. 6. Enter into and conduct negotiations with confidence. 7. Know when and how to walk away from a negotiation. 8. Improve personal relationships with colleagues, clients and loved ones. 9. Build leadership and team building skills. 10.Turn cultural differences into assets rather than liabilities.
Age range, too, may be important and there are
certain age limits within which effective negotiators are most likely to be found. Early stages of a career :competitive attitudes, some elements of idealism, and high concern to gain experience and establish one’s own position with promotion prospects. Late stages of a career :a much higher tolerance for other people’s viewpoints and by increasing commitment to domestic and social goals.
3. 1 Who qualifies as a negotiator？
3.1.1 A negotiator as an individual There are countless reasons that one should seek to empower