國際商務(wù)談判(英文版)

1、. PAGE PAGE 13 / 13achieve a common and helpful objective thatwill be acceptable to them both.Slide 6In summary: common interests must be sought.Negotiation is not a In a successful negotiation, everyone wins something.Slide 7Success isnt winning everything its winning Business Negotiation Lesson 2

2、Chapter 1Slide 1One of the most important things to remember in business is to make enemies.You dont have to love everyone, but if you dislike someone make sure you dont show it. Your enemy may be your boss tomorrow.Slide 2The basic principles of negotiation are:- communication, negotiable issues, c

3、ommon interests, give and take, trust and to be a good listener.Slide 3The most successful negotiation ends with a win-win solution.Both must feel as though they have gained something.Both parties must negotiate towards a mutual gain.Slide 4Before negotiations begin, parties should know the followin

4、g 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 others points of view.Both parties that they have common and conflicting objectives, so they try to find a way toS

5、lide 8In negotiation, both and mutual benefit are very important.Both parties are equal in status.have equal rights and obligations.Remember that in a successful each party must gain something or there no reason for the other party to participate.Both parties should prepare well for the negotiation

6、and be ready to satisfy the other partys needs on an equal basis.Slide 9Through negotiation, both parties are seeking an arrangement of a business situation.The purpose of this to seek a win-win situation instead of a win-lose one.It is through sincere cooperation that this result can be made.Slide

7、10Sincerity is very important a negotiators style. Develop trust between the two parties.Treat others as you want to be treated, this will promote the negotiation and get successful Slide 11Keep it flexible and fluid.not be too rigid in what you want to give, and in what you want to take.All negotia

8、tions 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 veryeasy for conflicts to happen.It may be that

9、 one side wants to take more than what they give.When this happens, either side may break out of the relationship.This 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 place between supplie

10、rs 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 much profit as possible in the process.during negotiations both parties usually give on

11、ly a little at a time.Slide 15Both parties must be and make changes during negotiation as required by the situation.Slide 16Negotiators need to be cooperative and dedicated, to find the solution possible, instead of just being concerned with their own needs.Slide 17In negotiation, both sides try to

12、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 an

13、d continue the business relationship.Slide 18The three stages of negotiation are:- pre-negotiation, during negotiation and post-negotiation.Slide 19The pre-negotiation stagebegins from the first contact between the two sides.This is when they show in doing business with each other.During this stage

14、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

15、it must proceed.They are:- exploration (finding out what the other party want), bidding (giving), bargaining, agreeing and making it official(contract).Slide 21The third stage is post-negotiation. At this stage, all the terms have been agreed upon and the contract is being drawn up, ready to be sign

16、ed.Business Negotiation Lesson 4 Chapter 2Slide 1Title Today we are working on chapter 2.Slide 2Proper Behaviour in Business Negotiation.People always make assumptions before negotiation and try to guess what the other party are assuming. Assumptions may be true or false, they to be verified.Listeni

17、ng, talking, inquiring and observing are very important for a successful negotiation.Slide 3Hidden Assumptions.We sometimes place ourselves at a great disadvantage with hidden assumptions about what other peoples motivations and actions might Dont assume you know everything about your opponents.Slid

18、e 4Listening.Listening carefully to the words spoken by the other party is important.You must understand what theneeds of the other party are.Payingattention to phrasing (the vocabulary they use), their choice of expressions, the mannerisms of speech and the tone of voice they are using.All of these

19、 elements you clues to the needs of what the other party wants.Slide 5The barrier of listening.Some topics are rather difficult and hard to comprehend, do not get distracted, stay focussed.If necessary ask the speaker to repeat something that you have missed or not fully understand.When you are taki

20、ng notes, concentrate on the concepts and principles first and then if you have write down the facts.Slide 6Active listening.When someone is making a point or presenting an opinion, not interrupt until they have finished speaking.Then you can ask them to repeat any parts that you didnt understand.Sl

21、ide 7Negotiation language.You should only communicate the points needed, to encourage the action your party desires. Your party should be informative, to support only the details necessary to your offer clear.Keep your sentences simple.Your presentation should be fair and consider both the pros and

22、the cons.Your presentation should be cooperative andfriendly, not argumentative or hostile.should emphasize the positive points, not the negative points.Slide 8Aspects to be aware of.Listeners judge you by how you talk.Your speaking voice is one of the first impressions people have of you.A person m

23、ay be characterized as friendly if his or her voice sounds warm and well modulated.If someone has a flat monotonous voice they will be judged as dull and boring.Do talk too fast or you will give theimpression that you are nervous and notconfident.Slide 9Asking questions.In an appropriate situation y

24、ou should ask the other party “What do you want from this negotiation?What are your expectations?What would like to accomplish?”Be quiet after asking a question, encourage others to as much as possible so you can gain more information.When you ask questions, make sure you listen to the answers.Slide

25、 10Answering questions.Always give yourself time to think about the question being asked.Never answer until you clearly understand what is being asked.not be embarrassed to ask them to explain the meaning of their question.Before negotiations begin, anticipate what questions may be asked, so that yo

26、u can plan your answers before the negotiation.Slide 11Observing.Besides listeningto the other party in an attempt to learn their desires and needs, you must also closely observetheirgestures.Body languageandgesturesareveryimportant.Our entire bodies, including our head, arms, hands, fingers and eve

27、n our posture can convey a message.Slide 12Eye contact.A person who looks away a lot while listening to you is showing that they are not happy with you or what you are saying.Slide 13The mouth.When you meet or greet someone, you should do so with a genuine smile.Slide 14Hands.What you do with your h

28、ands is a very significant form of body language.Your handshake reveals clues what you really think of someone.A firm handshake gives the impression of confidence and seriousness.The weakhandshake has no energy at all and suggestslikely have a major effect on the style,a lack of confidence, interest

29、 and gress and eventual outcome of theIf the other party puts both of his/hernegotiations.Scheduling the first hands on the table and he/she leans forward,of meetings is an important task for it means they are confident and ready tosides and should be handled in a manner get down to busine

30、ss.that preserves the professionalism of the attendees.Arrive to the meeting Slide 15The nose.Touching the nosepromptly and be prepared to get right or slowly rubbing it usually means someonework.has doubt in what they are saying and maybeitcouldindicatethatthispersonislying.Slide 4Setting the agend

31、a.Fromacommunication point of view, the process Slide 16The legs.A person whose legsstructuring and controlling a negotiation are crossed, and who is leaning away fromfocuses on the importance of setting anyou is probably very competitive.Ifagenda and a procedure for the meeting. someone has their l

32、egs crossed and theirThe agenda includes the order of the arms crossed they will be difficultto negotiate and its main negotiation opponent.If the person has their legsmethods like what to negotiate first, what crossed and they are swinging the top legothers to negotiate later and what is the it mea

33、ns that they are probably bored withfinal goal to attain etc.your ideas and opinions.If someone likes you or your ideas theySlide 5Negotiating Agenda.An agenda will lean forward slightly in a relaxedbe presented by one side or prepared by manner with a slightly curved back.both parties, or each side

34、 may prepare ageneral agenda and a detailed agenda.Slide 17The Feet. A person whose toesgeneral agenda is presented to the other are turned towards each other (pigeon toed)side, and the detailed agenda is for your or tucked under the chair is very timid orown use.Attention should be given to scared.

35、various issues to be discussed so thatstrategies canbedeveloped.The issues Business Negotiation Lesson 6 Chapter 4mightbelistedsothatthemajoronesdiscussedfirst.ThiswillpreventSlide 1Title Page Todaywewilltime on minor issues and to make sure of work onchapter4.leavingsufficienttimetodiscussthemajor

36、ones.Slide 2Preparing for Negotiation.ASlide 6Preparing for negotiation.Do successful negotiation is determined by itsyour homework.Successful negotiation preparation.Thinking beforehand about whoresults are directly related to its you are going to meet, what is going to beimplementation and will br

37、ing enormous discussed, and what will be the bestresults.approach is very important.Goodpreparation has an impact on the openingSlide 7Establishing Objectives.stages of a negotiation, which sets theobjective is the prerequisite of atone for the rest of the meetings.negotiation.Under the guidance of

38、clear,specific, impersonal and feasibleSlide 3Scheduling the first meetings.Theobjectivescouldthenegotiationbeinfirstimpressioneachsidemakeswillmostpositiveposition.Key elements of negotiation objectiveson your ownhomeground.A negotiatoronare:-home ground is more assertive and more Who can contribut

39、e to this negotiation, whoconfident.In contrast a negotiator will be affected by this negotiation, whatis a guest on the other partys homeare the maximum and minimum targets to seek.ground may feel subordinate.Minimum targets means the targets orThe fairest for both parties is to meet benefits we wo

40、uld never give up, in otherneutral territory where no one will have words there is no room for bargaining.the psychological edge.Maximum targets are the targets or benefitswe could think of giving up under criticalSlide 11Opening the meeting.Good conditions.negotiating atmosphere is better to formed

41、 at the very beginning of the Slide 8Key elements of negotiationnegotiations.Therefore, bothparties objectives (cont.) When would we like toshouldseizetheoccasionofthefirst concludethenegotiation,whereisthebestmeetingwhendoingself-introductionplace for the negotiation, why has the being introduced.

42、Try to behave gracefully other party chosen us to negotiate with, and speak clearly to make the impression what concessions are we willing to make and being kind, natural andhonest.what concessions will the other party belikely to make.Exercises from Making the objective of a negotiation rigidmightc

43、ausethenegotiationtobreakdown.Business Negotiation Lesson 9 Chapter An alternative method offormulatingobjectivesmightbetokeepthemfluidsoSlide 1Title Page Chapter that the expectations can change withthecircumstances ofthenegotiation.Slide 2The Bargaining Process.Thepatternof bidding and bargaining

44、is seen by many Slide 9Issues and positions.Anypeople to be the core of the negotiation informationuponwhichthereisprocess.Almost all the negotiations have disagreementcanbeorganisedintothesomethingtodowithbiddingandbargaining. negotiationissues.Issues arethethingsThebargainingprocessisnormallyveryo

45、n which one side takes an affirmativeintense.Both sides are trying to move position and the other side takes atheir own advantage.Or if it is not negative position.Issues should bepossible to cut the cake so that both realistic.It is important that we shouldparties get what they want, then theytry t

46、o negotiate problems rather than ourbargain in such a way that the demands.Our demands are only a one-dissatisfaction will be equally solution approach to the problems.Therebetween them.may be other solutions.It is said thatyour bargaining position should concealSlide 3Bidding.The opening bid (price

47、) (hide) as well as reveal (show), and asneeds to be the highest because:- negotiations continue, concessionsfirst bid influences others in their alternate from each side.valuation of our offer, a high bid gives Slide 10Meeting places.Should you conductroom for manoeuvre during the laterthe negotiat

48、ion in your office, or shouldbargaining stages, the opening bid has you go to the other partys home ground?real influence on the final settlement The general rule is that you perform betterlevel.The more we ask, the more we willachieve.Slide 4Bidding (cont.).Youmustbeable tojustifyyouroriginalbid,yo

49、ushould notonlyseektogainasmuchaspossible but you also take the other party into consideration.Puttingforwardabidunrealisticandcannotbedefendedwill damagethenegotiationprocess.If we cannotdefendourbidwhenchallengedwe willlosefaceandcredibility.Slide 5The Highest Realistic Bid.The highest defensible

50、bid is not set in concrete.It is a figure that is to the particular circumstances.If the opposing party is pushing for their advantage, then for our advantage we must push for the highest price.If we have a lot of competition, we must tailor our opening bid to the level at which it at least enables

51、us to be invited to negotiations.Slide 6Content of Bid.The content of bid usually needs to cover a range of issues:-the price, how badly the product is needed, the amount of product needed, product credibility, credit terms (payment of goods), competition in the market.The parts of the opening bid i

52、n a commercial negotiation will not only be price, but a combination of :- price, delivery, payment terms, quality specification etc.Slide 7Presentation Tactics.In the bidding presentation of the negotiation process, there are three guidelines to the way in which a bid should be presented:- firmly,

53、clearly and without comment.The bid should be put firmly, seriously and without hesitations.It needs to be understood clearly so that the other party recognises precisely what is being asked. In the process of negotiation, its to have the quotation typed on paper, toensure the clarity of the bid and

54、 to show the other party a sense of seriousness and legitimation.Slide 8Responding Tactics.Both sides at this time are trying to move the negotiation to a more favourable direction to their own side.Its quite necessary to do some homework, researching the side before responding to the bid.The compet

55、ent negotiator should make sure they understand what the other party is bidding, should have an idea how to the other party and at the same time try and figure out what the other partys expectations are.The competent negotiator should summarise his/her understanding of the bid as a check on the effe

56、ctiveness of communication between the two parties.Slide 9Bargaining.In this stage of the negotiation it is very important not to give the other party too much too soon. Bargaining should be to your advantage, however you must also make a fair deal in which both parties are equally satisfied equally

57、 dissatisfied.Slide 10Bargaining Moves.As we start the bargaining process we need to take two steps:- get it clear, assess the situation. It is vital to establish a clear picture the other partys requirements at the beginning.You must have a clear picture of what the other party is bidding Your main

58、 concern is to understand what is being offered.Slide 11Clarification of Opposers Bid. Check every item of the other partys Inquire the reason and bases of the bid, ask how important the item is and how much flexibility is in the bid.Pay attention to the other partys explanation and response.Listen

59、to the other partysanswers without comment and reserve yourassessing the situation and the differencesopinion.between both parties, preparing for next round of negotiations.Slide 12Clarification of your Bid.Trynotto divulge too much information andSlide 18Influencing the Deal.A deal knowledge, keep

60、things simple.Give onlybe influenced by the situation.Tothe essentials asked for, do not go intoinfluence the situation a party can lengthy comments or justifications.a different deal, better conditions and opportunities.Slide 13Assessing the Situation. Afterunderstanding what the real expectations