商務(wù)英語(yǔ)談判1-階段.doc

Phases of Business Negotiation商務(wù)談判的階段Business negotiations are conducted in the following four phases: the preparation phase（準(zhǔn)備階段）； the opening phase（開(kāi)始階段）： 1.proposal:exploration(試探), bidding（報(bào)價(jià)）; 2. reflecting the bargaining phase（討價(jià)還價(jià)階段）: bidding & bargain the closing phase（結(jié)束階段）：settling（成交） and ratifying（批準(zhǔn)）籠統(tǒng)一點(diǎn)分就是：Pre-negotiation (前期準(zhǔn)備階段)Face-to face negotiation (面對(duì)面談判階段) : the opening phase（開(kāi)始階段）： 1.proposal:exploration(試探), bidding（報(bào)價(jià)）; 2. reflecting the bargaining phase（討價(jià)還價(jià)階段）：bidding & bargainthe closing phase（結(jié)束階段）：settling（成交）, ratifying（批準(zhǔn)）Post-negotiation (談判后期階段)：summary of the negotiation (談判總結(jié)) 評(píng)估談判過(guò)程 評(píng)估對(duì)手 評(píng)估談判對(duì)手 評(píng)估談判結(jié)果For word meaning and business value might differ. If there is some negative feedback, it might cause another round face-to-face negotiation. Therefore, the terms agreed on should be read to each after the concessions are exchanged. The discussions should be held by means of minutes of the meeting. Or something unpleasant or unexpected might happen in the later on course of implementation of the contract unless both sides paid enough attention to every detail. Its best to confirm that both sides understand everything they have agreed on before they leave the table.Modules of Business Negotiation商務(wù)談判的環(huán)節(jié)Enquiry & Reply (詢價(jià)與答復(fù))Offer & Counter-offer (報(bào)盤(pán)與還盤(pán))Acceptance & Conclusion of a Contract (接受與簽訂合同).Note: For word meaning and business value might differ. If there is some negative feedback, it might cause another round face-to-face negotiation. Therefore, the terms agreed on should be read to each after the concessions are exchanged. The discussions should be held by means of minutes of the meeting. Or something unpleasant or unexpected might happen in the later on course of implementation of the contract unless both sides paid enough attention to every detail. Its best to confirm that both sides understand everything they have agreed on before they leave the table.The Preparation Phase準(zhǔn)備階段The pre-negotiation stage starts from the first contact between the two sides whose interest in doing business with each other is shown. From this stage on, both sides begin to understand each others needs, declare values and evaluate the benefits of entering the process of this negotiation. This stage is usually more important than the formal negotiations in the international business relationship. Social and informal relationships between negotiators, trust and confidence in each other are of great help. Both sides also start to form their strategy for face-to-face negotiation as well as try to foresee and take precautions against possible events. To be fully prepared before negotiations, negotiators will have to take into consideration the following aspects: the negotiation team, gathering of information, and the negotiation brief.談判的準(zhǔn)備階段從雙方有意合作的第一次接觸時(shí)就開(kāi)始了。雙方開(kāi)始了解各自的需求，聲明價(jià)值，估計(jì)進(jìn)入這次談判所能獲得的各項(xiàng)利益。這個(gè)階段通常比國(guó)際商務(wù)關(guān)系中正規(guī)的面對(duì)面談判還要重要。談判者之間各種正式或非正式的社會(huì)關(guān)系、彼此的信任及信心都會(huì)對(duì)談判有很大的影響。在這個(gè)階段，雙方也開(kāi)始制訂面對(duì)面的策略，預(yù)測(cè)各種可能發(fā)生的事件，并對(duì)此采取積極地預(yù)防措施。要在談判前做好充分的準(zhǔn)備，談判者應(yīng)考慮以下幾方面：談判隊(duì)伍的組成，信息的獲取可信性研究，談判計(jì)劃（制定談判議程，制定談判目標(biāo)，談判方案，策略應(yīng)用）。1. Choosing your team2. Gathering of information:談判隊(duì)伍組成后，第一步，也是最重要的一步，就是獲取信息。談判開(kāi)始前，盡可能多地了解你的客戶或合作伙伴。各方面信息都需要，包括財(cái)務(wù)的、市場(chǎng)的、技術(shù)的、政策方面的、甚至是某個(gè)執(zhí)行官的背景；接著就是分析各種信息，不僅從你方的立場(chǎng)或觀點(diǎn)來(lái)考慮，也要從對(duì)方的角度來(lái)分析對(duì)方的目標(biāo)和喜好。1） Obtaining information: the political system（政治系統(tǒng)）, the legal system（法律系統(tǒng)）, the business system（商業(yè)系統(tǒng)）, the financial system（財(cái)政系統(tǒng)）, infrastructure and logistic system(基礎(chǔ)設(shè)施和物流系統(tǒng))，the counterpart(談判對(duì)手)2） Analyzing information: 以項(xiàng)目為例 to ensure the feasibility.a) political and social background: It should include the description of the project idea, its historical development, studies and investigations already performed. b) social and economic analysis: impact the project will make on the society, or the development of a certain area, c) detailed analysis: describing the technology the equipment that will be used in the project and the benefit obtained after its operation. For example, analysis should be made regarding the relationship between the market demand and the plant capacity together with its production program and its marketing strategy, the basis for the selection of materials and inputs require for the manufacturing as well as its supply system. d) location and site,:e) main costs, f) manpower, g) schedule implementation, h) financial and economic evaluation3） The negotiation brief(談判紀(jì)要):a) The negotiation brief: It is in written form and manager responsible for the outcome of the negotiation signs it. It should be an explicit statement of the target objective.The brief should: Define the objective in terms of the major issues to be discussed. State the minimum acceptable level for each of the major items.Price, Terms of payment, Delivery, Warranty State the time period within which the negotiation should be concluded. Identify the team leader and other members of the negotiating teamb) the negotiation planSummary of the negotiation談判總結(jié)1 Value evaluation standard of business negotiation商務(wù)談判的價(jià)值評(píng)判標(biāo)準(zhǔn)1） Realization degree of the business negotiation objectives2） Negotiation efficiency:a) the total amount of concession made to reach an agreement.b) The total amount of all kinds of resources spent on the negotiation including manpower, material resources, financial resources and time.c) The opportunity cost. Some of the manpower, material resources, financial resources and time are spent o this negotiation, so these resources lost the opportunity for other negotiations. 3) The personal relationship after negotiation2. Content of business negotiation summary 1) aspects that have direct relation with negotiation process a) pr