國際商務(wù)談判（英文）chapter6Counter-offeranditsstrategy

International

BusinessNegotiation1Chapter6Counter-offeranditsstrategy2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:

Inthischapteryouwilllearn1.Whatarecounter-offers?2.Tacticsandskillsformakingcounter-offers3.Howtomakeconcessions4.Tacticsandskillsformakingconcessions5.Howtodealwiththedeadlockininternationalbusinessnegotiation?3Introductionofcounter-offer

Howtomakeconcessionsdealingwithnegotiationdeadlock4123Contents

bargainingtactics

46.1Introductionofcounter-offer

Ingeneralpractice,whenanoffereehasreceivedanoffer,heusuallywouldnotacceptitimmediately,insteadhewouldtrytoamendoraltersometermsoftheoffer.Indoing

so,hewouldmakeacounter-offer.Counter-offerisareplytoanofferthataddsto,limits,ormodifiesmateriallythetermsoftheoffer.Itisanewoffermadebytheofferee.56.2bargainingtactics

6.2.1bargainingpowerThefollowingaresomeofthefactorsthatyoushouldconsiderasyouassessthebargainingstrengthsandweaknessesofeachpartyinvolvedinaparticularnegotiation:Competition.Knowledge.TimeConstraints.BargainingSkills.ImportanceoftheContracttoEachParty.66.2.2Howtosetapricerangeofacounteroffer?

Withregardtotheitemsconcernedinthecounteroffer，therearethreecategories：bargainitembyitem，bargainbyclassificationsandbargainasawhole．

Generallyspeaking，bargainingitembyitemfavorsthebuyer．Bargainingbyclassificationsisoftenacceptabletobothsides．Andbargainingasawholeappearstobemoreconvenientandsimple．butismorebeneficialtotheseller．76.2.3

Howtomakeacounter-offer?

(1)Don’tsetafirmminimumcounterofferatthestartingpoint.(2)Trytogetasenseofthebuyer(3)Whatifyou'reclosetogetherinprice?(4)Whatifyou'refarapart?(5)IsThereaTimetoWalkAway?86.2.4Tacticsduringthecounter-offerstage

(1)Patienceandsilence(2)Arguingunexpectedly(3)Threatsandwarnings(4)Payattentiontointerestsratherthanpositions(5)

Knowtheircurrentnon-settlementalternatives.(6)Focusontheconcessionpatterns96.3.1Preparationformakingconcessions

(1)Cause&effectofmakingconcessions(2)Let’sBeFair6.3.2generalprincipleformakinconcessions(1)Donotmakeasenselessconcession.(2)Donotmakeconcessionsblindly.(3)Seizethebig“fish〞andreleasethesmallone.(4)Choosetherighttime.10

(5)Keepthebottomlineasecret.

(6)Donotautomaticallyacceptabidtomatchconcessionsbyanequalmargin.(7)Lookbeforeyouleap.(8)Donotmakeittooeasyfortheotherpartytogainwhathewants.(9)Takebackanimproperandill-conceivedconcession.(10)Lettheotherpartydoitfirstandthenfollowsuit.6.3.2generalprincipleformakinconcessions

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(11)Firmlycontrolthetimesandmarginofyourconcession(12)Daretosay“no〞(13)Quantifyaconcession(14)Havetheoverallsituationinmind(15)Thereisnoneedforgivingapluminreturnforapeach(16)Withdrawtogetthesecondbest6.3.2generalprincipleformakinconcessions

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(1)Keepingupuntillastconcession【0-0-0-60】

(2)Concessionsbyequalmargin【15-15-15-15】(3)Progressiveincreaseinconcessions【5-10-15-30】

(4)Progressivedecreaseofconcessionswithaminorrange【20-16-14-10】Eightpatternsofmakingaconcessioninanegotiation

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(5)Progressivedecreasewithamiddlerange【30-18-10-2】(6)Progressivedecreasewithalargerange【40-10-7-3】

(7)Decreasingprogressivelyandincreasingattheend【13-8-17-22】

(8)Showingone’shandatthebeginning【60-0-0-0】Eightpatternsofmakingaconcessioninanegotiation

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(1)Excessivelydemanding(2)Emotionaloutburst(3)Tag-teamtactic(4)Divideandconquer(5)Involvingcompetition

6.3.4Typicalhardballtacticsusedtoforcetheotherpartytomake

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(6)Redfaceandwhitefaceroutine(Goodguyandbadguyroutine)(7)Reachingforayardaftergettinganinch(8)Feinttotheeastandattackinthewest(9)Takingadvantageofanother’sfaults(10)Theultimatum6.3.4Typicalhardballtacticsusedtoforcetheotherpartytomake

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6.3.5Strategiesusedtopreventthecounterpart’sattack

(1)Limitedauthority

(2)Noprecedents

(3)Fatiguingtactics

(4)Adjournment(5)Seekingcommiseration

(6)Showingone’shand17

6.4dealingwithnego