商務(wù)談判打印最終版

1、精選優(yōu)質(zhì)文檔-傾情為你奉上. T / F 10% UNIT 1-7T 1. Preparation for negotiations can never be too complete.T 2. Information can be treated as a kind of invisible asset with which negotiators can create more value.F 3. Interest refers to what one wants, while position means why one wants to have it. F 4. It is rig

2、ht for a seller to give an extremely high offer so that he can make more profits. T 5. The purpose of prioritizing one's goals is to know the order of trade-offs when it is time to compromise.F 6. The zone among one's ideal target, realistic target and minimum target is called zone of possib

3、le agreement. F 7. Win-Win concept simply means that each party gets an equal share out of the negotiation. F 8. To discuss a hard issue, it is better to put it at the top of the agenda.T 9. It is advantageous to hold a negotiation on one's own turf.F 10. After making a negotiation plan, the nex

4、t step is to carry it out no matter under what condition.T 11. The size of the group depends on the type of negotiation.T 12. The team should focus on identifying experts.F 13. The leader should have the senior position in the country.T 14. The leader should choose the team member.F 15. The leader s

5、hares responsibility for the negotiation with all team member.F 16. Team members should be exclusively male or female.T 17. Team members must share a unified goal.F 18. The good cop makes the opposition uncomfortable.F 19. Hardiness should always disagree with the opposition.F 20. The sweeper should

6、 sit next to the leader.F 21. Maslows need theory can be achieved from higher to lower order.T 22. Its Gerard I. Nierenberg who, based on Maslows need theory, pointed out the needs and satisfaction.F 23. Sometimes individuals interests can be out of line with that of a company, and that of the state

7、.T 24. Principled negotiation is regarded as a higher level of strategies and tactics which can be applied to any kind of negotiation.T 25. Although positional bargaining is widely used, agreement reached through this manner is inefficient, a waste of time, and unwise.F 26. If any party wants to rea

8、lize its substantive interest, it has to trade off its relationahip interests.F 27. During a negotiation, if one party says much attention to the price of the goods, the payment terms, its interests falls into process category.F 28. Whenever any disputes arise, the person responsible for it first sh

9、ould be signed out, and then criticized by the two sides.T 29. Different interests can also help to reach an agreement to mutual benefits.T 30. To produce more alternatives, it ias better to seprate the process of inventing new choices from assessing them.F 31. Time is always a strength on the side

10、of the seller.T 32. Never act as though you have to have something while bargaining.T 33. It is not okay to pretend to be an expert.F 34. Sellers tend to give better deals in shorter negotiations.F 35. Product endorsements usually lead to decreased sales.T 36. What if tactics are non-threatening bec

11、ause they are hypothetical.T 37. Asking for help may make you look weak and gullible.T 38. Negative hesitancy should only be used when the two parties are close to agreement.F 39. Laughing simply lightens the mood in a bargainning session.T 40. Flinching makes the other party feel uncomfortable.F 41

12、. Closing negotiations are the last chance to reopen previously settled clauses.F 42. Closing negotiations are the chance to introduce new offers.T 43. Closing negotiations permit accepting open offers.F 44. There are no risks in speeding up closing negotiation.F 45. There are no risks in delaying c

13、losing negotiation.F 46. Closing negotiations are the signal that the seller can start production.F 47. If there is a miscalculation during closing negotiations, it does not matter because the other side will be ready to continue negotiations.F 48. No concessions should be made during closing negoti

14、ations.F 49. Never ask whether closing the contract is possible now.T 50. Intuition is an essential quality needed during closing negotiations.F 51. Price negotiations will be successful if they always satisfy short-term profit objectives of both parties.F. 52. Price negotiations will always take pl

15、ace under conditions where both parties are of equal negotiating strength.T 53. Price negotiations can hide other objectives.F 54. Price negotiation strategies are only about pricing.T 55.Price negotiation team leaders must be prepared to allow the other side to make mistakes which are obviously not

16、 in their self-interest.F 56. Price negotiations should never consider gut feel.T 57. Price negotiation teams do not need strategic direction from senior management.F 58. Price negotiation teams pursuing the achievement of long-term objectives are in a stronger position than team pursuing short-term

17、 objectives.F 59. Price negotiations are an end to themselves and not a means to an end.T 60. Price negotiations should always be precise about the prices of goods, services or any other undertaking to be exchanged.T 61. Negotiations on joint ventures should always lead to a formal agreement.T 62. N

18、egotiations on joint ventures can take many forms.T 63. Negotiations on joint ventures are all about partnerships.T 64. Negotiations on joint ventures should cover forms of capital contribution.T 65. Negotiations on joint ventures are always about dividing profits from operations.F 66. Negotiations

19、on joint ventures require a tough uncompromising approach.T 67. Negotiations on joint ventures need to consider personnel policies.F 68. Negotiations on joint ventures are about going concern operations and need no exit strategy agreements.F 69. Negotiations on joint ventures are all about transfer

20、of foreign investment capital in the form of foreign cash.T 70. Negotiations on joint ventures need to be specific on details. Choices 10% 5題 上課常提到的1. Negotiations are about two people, each of whom possesses something that the other wants, meeting to discuss an exchange so that both get what they w

21、ant.2. A strategy is an overall policy designed to achieve a number of specific objectives, while tactics refer to detailed methods used to carry out a strategy.3. Size of the negotiation team : Smaller is better, suggested membership: about 5 , Two Heads are better than One . small team : good cop/

22、 bad cop large team : Leader, good guy, bad guy, hardliner, sweeper« 4.Need Theory : five needs A need theory was put forward by Maslow in the 1950s. Based on it, Gerard I. Nierenberg then pointed out needs and satisfaction of the opponents needs serve as the basis of a negotiation.types of nee

23、d theory：Distributive Negotiation (win-lose negotiation) Integrated Negotiation (win-win negotiation)5. Levels of Interests : Personal，Organizational，National The interests of the individual, the organization and the state are in convergence. 利益趨于一致6. 出價方式：target point: the point at which a negotiat

24、or would like to conclude negotiationsresistance point: the point beyond which a negotiator will not go and would rather break off negotiations.asking price:未超過resistance price: the initial price by the negotiator7. For a seller, resistance point is the smallest amount he/she will settle for. P63For

25、 a buyer, resistance point is the most he/she will pay The resistance point should be kept secret to the other party.8. Types of interests (1) Substantive interests: related to the interest with money (2) Process interests: related to the way a dispute is settled. (3) Relationship interests: One or

26、both parties value their relationship with each other and do not want to take actions that will damage it.« 9. The higher levels of negotiation strategies and tactics-Principled Negotiations P71These ideas lay emphasis on four components: Focus on interestNot positionsSeparate the people from t

27、he problemMutual gains and using objective criteria« 10. Strategies : Offensive Tactics (Be used to take the initiative)Defensive Tactics（To observe and wait）Concession （Slight change in position） UNIT411. Three Critical Elements in Negotiation: Information (The one with the most information ab

28、out the wants, needs, and desires of the other will have the advantage) Time (Never reveal a deadline)Power (A person always has power and willingness to use them will affect the outcome of the deal)12. Power of Demand : Never show something must be had;Never negotiate without options/alternatives;

29、Be able to walk away ( For buyer)Power of Authority：Authority in the statement of experts;Authority in written documentsPower of Investment：Ratio between the size of an investment an the willingness to compromise ( Time is a good investment, but no deal, its a waste)Power of Reward/Punishment ：Rewar

30、d/Punishment from a deal allow the other party great power ( both are efficient)Power of Association：More identity, stronger bargaining position ( important people)13. Two styles of negotiation tactics : UNIT4Offensive take the initiative in trying to redirect the discussion in ones favorDefensive t

31、ake to defense in an adversary situationOffensive Tactics: what-if scenarios / the throw-in/help me / I dont know / use leading questions/ issue a veiled threat / divide and conquer / ultimateDefensive Tactics : become emotional (the best way is to remain calm)/ remain silent(the best way is to go g

32、et a drink of water)/laugh(the best way is to keep calm, it makes further concessions more difficult to achieve)/walk out(if the seller will not accept the final price, walk out in the free market)/learn to flinch(body language, a visible reaction)Concessions: make tiny concession/ always get someth

33、ing in return/ look for elegant ones/ agonize where appropriate/ use your settlement range as maneuvering room/make the concession and move on 14. Factors which affect negotiations to close a contract. unit5Factors to recognize when the negotiations have reached the closing stages.Some tactics by wh

34、ich closing can take place15.Verbal indications that closing is possible can take the form of : We seem to have reached an agreement./ That seems to be that, thenWe are satisfied, how about you? / Is there anything else that needs to be discussed?Sometimes non-verbal indications will mislead the oth

35、er party.16. Tactics used in closing the deal for seller: Deadline strategy / Favorable terms attraction / Action strategy / Asking for detail strategy17 The key to closing is to ask, ask again and ask again. The last decision in any deal rests with a person and that person is as susceptible to pres

36、sures as any other. If no closing seems to be on hand, then it is advisable to keep on asking until a decision is made one way or the other.18. Closing negotiations is the last chance to make agreement and make changes.Once closed, the contract is in force and obligations accrue. unit519. Factors to

37、 be considered when negotiation( Factors which affect negotiations) unit6The political state/ The legal system/ Business convention/ Social customs/ Financial state/ Infrastructure and logistics system/ Climate factor/ Religious belief20. Which is the most important factor? Price consideration«

38、 price 是談判中最重要的，position 比interest more importantPricing: Is the factor which establishes most of the companys revenue Maybe establish product imageDetermines whether or not agreement is reaches on a saleDetermines possible future relationship & future sales with the buyerThe price of the seller

39、s willing to sell would normally not be below the costs of manufacturing the goods.Price range cane be narrowed or broadened depending on whether or not ancillary costs are included.( such as delivery of the goods)21. Sequence for Opening Negotiations: unit6 P117Two kinds of approaches: General enqu

40、iry (catalogues, price lists, quotations, and availability of goods) Specific enquiry (unit price ,payment terms, shipment time ,and insurance terms)22. Tender call (the large project)招標(biāo)have a deadline, all bids must be delivered at a precise place and time. Tender bid投標(biāo) is an extensive description

41、of what the supplier will sell(How the supplier will execute the contract, what qualification the supplier has to complete, the contract and a price)« 23.Higher degree of trust is required in joint venture. 考trustworthy24.joint venture business including: Technology transfer、Technology licensin

42、g、Distribution and value added sales25.formsofjoint venture（Forms of Investment Cooperation）合資企業(yè)4個形式：1) Representative Office(辦事處):優(yōu)點provide a permanent base,缺點most employees from China2) Equity Joint Ventures: (股份式合資企業(yè)）：Capital Contributions資本投入(優(yōu)點是many forms of investment, 如cash， technology)Manage

43、ment and operations（優(yōu)點管理者由雙方同意聘請，酒店管理方式屬于此類） 3) Cooperative Joint Ventures (協(xié)作式合營企業(yè)，no legal person,缺點its difficult to make the last decision)4) Alternative investment structures (另類投資，如工作多年，公司給你股權(quán)，優(yōu)點tax free）26. Sequence for opening negotiations: 1) Consideration for decision 2) Examination for fea

44、sibility ：In-house research（內(nèi)部研究5個）Possible locationsGovernment regulationsGovernment incentives & tax regulationsLabor conditionsAvailability of partners and foreign capitalvisiting foreign location3) Senior managers decision (在談判中有主導(dǎo)權(quán))27.strategies for attracting foreign investment: investment

45、 incentives UNIT728. What to Be Negotiated / major issues of foreign investment proposal/ remove possible obstacle:1) Share capital;2) Management of the company;3) Personnel strategies(Nationalities of employment. Personnel policies: salaries, benefits, promotion, training an employee rights.(Person

46、nel costs should be identified and included in the negotiations.);4) Exit strategies.29.Production is the key to survival, technology is the key to production. Discussion 50% 5題 unit1-61. Indicate how you would prepare before a negotiation if you want to import some machines for your company from th

47、e United States. UNIT 1 P35(1) Information on Related Environmental Factors. For example, exchange rate.(2) Knowing the opponent. Such as features of its product, price levels and preferred payment terms.(3 ) Knowing competitors. For example, sales force.(4) Knowing oneself. Such as quality, product

48、ion capacity and sales states.« 2 . List five kinds of negotiation strategies and state the features. UNIT 1 P35Avoidance, Competition, Accommodation, Compromise, and CollaborationAvoidance is non-negotiation. Competition is also known as distributive or win-lose strategy. Accommodation is “I l

49、ose, you win” policy. Compromise is a combination of competition and accommodation, two distributive strategies. Collaboration is also called integrative, or win-win strategy.3.List the Negotiating team member. UNIT2 P551) Team leader 主談人-with the most expertise& experience2) Good guy 紅臉-sympath

50、ize with the other party 3) Bad guy 白臉-make the negotiation difficult for the other party4) Hardliner 頑固派-use stall tactics to delay progress5) Sweeper 總結(jié)陳詞者-tie together viewpoints into a logical wholeseating location: Bad guy Good guy Leader Hardliner Sweeper4.What are the higher levels of negotia

51、tion strategies and tactics ? UNIT3 P74Principled negotiations represent a higher level of negotiation strategy and tactics. These ideas lay emphasis on four components: Focus on interestNot positionsSeparate the people from the problemMutual gains and using objective criteria5.What are the theories

52、 of negotiation? UNIT3 P74 A need theory was put forward by Maslow in the 1950s. Based on it, Gerard I. Nierenberg then pointed out needs and satisfaction of the opponents needs serve as the basis of a negotiation.6.Give one example to show what is position and interest. UNIT3 P74Position : A compan

53、y will buy a set of production line from another company. Interest : A company wants to increase productivity is the interest of the company. 7.Wha are the signs to indicate that closing is not yet possible? UNIT5 P106 verbal indications non-verbal indications 8.Identify the factors which establish

54、the pricing of a product that a company might sell. costs of production, terms of delivery, market prices, profit considerations.（delivery terms, non-performance cost, inspections, warranties etc.）9.Discuss under what considerations a company might be prepared to reduce its price or the buyer accept

55、 higher prices. competitiveness, market penetration, and a desire to complete a successful negotiation.Buyers Acceptance of a Higher Price ：Sole supplier of specified goodsSpecified qualityPrevious supplier with recognition10.Identify the means to persuade a foreign company to accept the prices at w

56、hich your company is prepared to negotiate a contract. quality of product / favorable financing terms / favorable terms of deliverypromise of future contracts / warranty inspection / long-term relationship. Case study 30% 3小題 1-7UNIT 1 Sino- Japanese negotiations P351.What factor played an important

57、 role in concluding the deal at the figure given by the Chinese side ? Preparation played an important role in concluding the deal at the figure given by the Chinese side. Before the negotiation, the Chinese side devoted much energy to preparation including doing market research, gathering information. During the negotiation, they still kept a close look at the changing market, therefore they had a card up their sleeve from the beginning