國際商務(wù)談判啟示與體會

Thelessonofinternationalbusinessnegotiationcourseandfeelings

Asinternationaleconomicandtradeprofessionalstudents,aftergraduationworkmustinvolvewithbusinessnegotiations,sotomastertheprincipleandtechniquesofbusinessnegotiationisimportant.Thiscoursethroughtheinternationalbusinessnegotiations,westudythebusinessnegotiationsfromstarttooffertonegotiatethefinaltoclinchadealthephasesofthestrategiesandtechniques,andcasestudyinclass,andsimulationinthenegotiationstofindsomefeelingofbusinessnegotiations.

"Theinternationalbusinessnegotiationisbothascienceandanart".Shouldindealingwiththeperspectiveofscientific,rigorousdoingscholarlyresearch,masterthebasictheoriesofinternationalbusinessnegotiation,andcombinedwithsubjectssuchaspsychology,behavioralscienceandmanagementforcomprehensiveunderstandingofbusinessnegotiation;Anotheraspectofnegotiationistheinterpersonalcommunication,inthecommunicationreflectsthewisdomandnegotiator'spersonalcharmandteamspirit,avarietyoftheoreticalknowledgeinto,inthenegotiationsoflipsgunheateddispute,didnotrevealabookknowledgeofstiff,sothatnegotiationisanart,theartoflanguagegame.Intheprocessofbusinessnegotiations,negotiatorshavetheeffectofisacore.Inmyunderstanding,agoodnegotiator,firstofall,haveacalmstateofmind,tofacewiththeattitudeofakindofyourself.Inpersonalcharmtoincreasethepressuretotheotherpartyandisthefoundationofsuccessfulnegotiations,sotospeak.Second,againgoodifnegotiatorsfromstrongmaterialsupport,itishardtoplaythebestlevel.Inthenegotiations,thelightwiththemouthisnotenoughtopersuadeothers,havetheirliteralcanconvincetheotherparty.Finally,asamemberoftheteam,thenegotiatorsmustbelieveinthepowerofthecollective.Individualismcanonlylettheothersidenegotiationadvantage,towinthecollectionteaminallthewisdomofthepeople.

Whatthenextistheinternationalbusinessnegotiationsthemselvesspecificfeelingsandsummarized.

Thefirstisthepreparationbeforenegotiations.Thisstageisthemostimportantisreadytocollectgoodnegotiationinformationtargetednegotiations.Gettoknoweachothercountry'spolitics,economy,culture,religion,law,businesspractices,socialcustomscanprovidefavorableconditionsforthesmoothofournegotiations.Andtotheothersideoftheoperatingandfinancialconditions,suchascreditconditionsneedtobeclear.Tocollectthisinformationisbasedontheamountofwewanttobuythegoodsafterthepricetoprepareforanegotiationscheme.Thisrequestforanywhatmighthappentopredictandpreparefortheplan.Insimulationforthefirsttimenegotiations,thebuyerandthesellerdidn'tnegotiategoodprerequisites,sothatthenegotiationprocessveryembarrassed.

Thesecondisindifferentstagesofthebusinessnegotiationstrategy.Inthestartstageofthestrategyistoseeknegotiatorsstartpositionandachievecontrolofthenegotiationsstartactionandwaysandmeans,atypicalstartstageofthestrategymainlyhasthesametype,reservedtype,opentype,andattacktype.Usingthesestrategiesis,ofcourse,weshouldgivefullconsiderationtotherelationshipbetweenthetwosidesandbothsidesofthepower.Quotationmarksenteredthestageofsubstantivenegotiations,alsomarksthebothsidesofthematerialrequirementsatthenegotiatingtable.Weshouldfollowthesellofferhighbuylow,certainly,andreasonableprinciple,notonwildspeculations.Theconsultationstageisthenegotiationsbothsidesfacetofacediscussion,reasoningandcontroversy,evenforacontentiousdevelopmentstage,issubstantialcoordinationorbattlephase.Atthisstagethenegotiatorstodealwiththebasicwaysofbargainingparticularlyfamiliarwith,soyoucanhelptogettheirownadvantageousposition.Concessionisthefocusofthetalks,mustbecarefultotreatinthenegotiation.Rememberinsevenoreightsetofnegotiations,thebuyerissticktotheirprinciples,stepnottoletontheproblemofbreachofcontract,Ithinkitislikelytomakethestallednegotiationsbothsidescannotcontinue.Sointheactualnegotiationsshouldletletstepisalsopossible.IntheeightanalognegotiationsisthemostimportantthingIthinkbargainingstagebothsidesshouldgivetheirgroundsforapriceorprice,itiseasiertopersuadetheotherparty.Infiveorsixgroupsofnegotiations,thebuyergivepreferencetotheothercommoditymarketingrightstoaskforthepricecutisanexcellentwaytotemptation.

Thethirdistobeparticularaboutmanners.Theroleofinternationalbusinessnegotiationetiquetteisself-critical,2itistorespectpeople,3itistoreflectacountry'scivilizationdegree.Asanegotiatorinthenegotiationsshouldpayattentiontodressneatly,payattentiontopersonalhygiene,stablemannerstonaturalandgraceful,elegant,naturallookinghonestandkind.

Thefourthistodifferentcountriesandregions,businessnegotiationstyle.Althoughweisnotinvolvedintheprocessofsimulationofthisstuff,butintheprocessofactualiffamiliarwiththenegotiationsstylecanbemadeonthebasisofsomegoodtomakenegotiationgosmoothly.

Throughthissemesterofstudy,learnedalotabouttheknowledgeofthenegotiations,benefit,whichlaidafoundationforlaterwork.Ithinkthissemestersimulationnegotiationisveryuseful.Ithinkaftersimulatednegotiationsshouldpayattentiontothefollowingquestions:

1.Beforethetalksthetwosidesshouldcommunicatewell,includingboththebackgroundinformation,themanagementoffinancialsituation,andagreedtopurchasethecommodityname,articlenumber,etc.Bothsidestoclearhispositionandintheprocessofnegotiationofthesaidshouldn'tsay.

2.Allstafftodotheirjobinthecourseofthenegotiation,fromtheaspectsoftheirposition,reducesthepriceorpricerequest.Aspurchasingsupervisorcansaymorerecentpurchaseofmaterialtodepreciateordelaythepayment,andsoon.Eachmembertoparticipate,inthecourseofthenegotiation,ofcourse,thetalkistospeakthemostweightisalsothemost.Negotiationsforthefirsttimeweseteachmemberhastospeak,butapparentlythemaintalkaboutthestatusofnoapparent,sothesecondtimewespeaksomemembersdidnotcausesomeofthenegotiatingprocess.

3.Thenegotiationlanguagedoesn’tbetooaggressive,althoughasimulatednegotiationlanguageoraexquisiteoneisbetter.Intheactualdonotalwayssayintheprocessofbuyingandsellinginrighteousness,evenifthebusinessdonebutaslongastogettoknoweachother,laterwillhaveachancetocooperate.

4.Trytoincludeallaspectsofnegotiationprocess.Price,quantity,termsofpayment,tradeway,insurance,commodityinspection,etcareinvolved.Allaspectsofprofessionalknowledgetohaveadeepunderstanding,asliquidateddamages,theproportionoftheinsuredamount,etc.

5.Thenegotiatingprocessalsoneedstoshowanotherperson.Ithinkismainlycomposedofthemainpartyofdoubtpersonneltocontrolnegotiationsituationandprocess,suchastoputforwardtheproblemsofstoporbreak.

ThesearemyroughsummaryaboveIaminotherswritingsawmoredetailedsummary.I'llwriteoutmysummary.

1,determinethenegotiationsattitude

Inbusinessnegotiationsobjectfacingthevaried,wecan'tcomeupwiththesameattitudetotreatallnegotiations.Weneedaccordingtotheresultsofthenegotiationsobjectandnegotiationstotheimportanceoftheattitudetobepursuedtodeterminethenegotiation.

Ifnegotiationsareveryimportanttoenterprise,suchasbigcustomerslong-termcooperation,andthecontentofthenegotiationsandtheresultsforthecompanyisnotveryimportant,youcanhaveconcessionsattitudetonegotiate,namelyintheenterprisewithouttoomuchlossandinfluencetomeeteachother,soforthefuturecooperationwillbemorepowerful.

Ifnegotiationsareveryimportanttoenterprise,andtheresultsofthenegotiationsisequallyimportanttotheenterprise,thenheldoutafriendlyandcooperativeattitude,asfaraspossibletoachieveawin-winsituation,bothsidesoftheconflicttoathirdparty,suchasthedivisionofregionalmarketappearantinomy,thencansuggestbothsidestogetherorhelpeachothertodevelopnewmarkets,expandthearea,andwillnegotiatecompetingintocompetitiontogether.

Managementskillsifnegotiationsobjecttotheenterpriseisnotimportant,resultsofthenegotiations,theenterprisealsoisunimportant,dispensable,soyoucaneasilyplay,don'tputtoomuchenergyonsuchnegotiations,evencancancelthenegotiations.

Ifnegotiationsobjecttotheenterpriseisnotimportant,buttheresultisveryimportanttoenterprise,thenthecompetitionwithapositiveattitudetoparticipateinthenegotiations,neednotconsidernegotiationopponent,completelybestnegotiationresultoriented.

2,fullyunderstandthenegotiationrivals

Is,theso-calledenemyandknowyourself,fight,thisisespeciallyimportantinbusinessnegotiations,understandingoftheopponent,themorethemorecangrasptheinitiativeofnegotiation,asifwealreadyknowthebasepricebidding,thenaturalcostminimum,thehighestrateofsuccess.

Understandtheopponentisnotonlytounderstandeachother'snegotiationpurposes,theheartbottomline,etc.,toknowmoreabouteachothercompany'sbusinesssituation,theindustrysituation,thenegotiationspersonnel'scharacter,theothersideofthecompany'sculture,thehabitsandtaboosofnegotiationopponent,etc.Thiscanavoidalotfromculturetoculture,theconflictbetweenlivinghabits,etc,tonegotiateadditionalobstacles.Thereisalsoaveryimportantfactorneedtounderstandandmasterthatistheothercompetitors.Aprocurementnegotiations,forexample,weasasupplier,tounderstandtheotherpossiblesuppliersandbuyersinournegotiations,thereareotherpossibleotherpurchasersandtheircooperation,sowecantimelygivenslightlymorefavorablethanothersupplierscooperationway,thenitiseasytoreachanagreement.Ifyouropponentputforwardmorestringentrequirements,wecantakeoutyourotherbuyersinformation,letopponentsknow,weareknowdetails,hintedatthesametime,wehavealotofcooperation.Instead,weasbuyersalsocanusethesamereversestrategy.

Morethan3,preparation,negotiation

Thenegotiationsbothsidesinitiallytakeouttheirplanisverybeneficialtooneself,andbothsidesarehopingtogetmorebenefitthroughnegotiation,therefore,thenegotiationresultswillnotbefirsttakeoutthepackage,butaresultofbothsidesnegotiate,compromise,andflexible.

Intheprocessofbothsidesyoupushmeofteneasytolosetheoriginalintention,orbytheotherpartytothemyth,thistimethebestthingtodoistoprepareafewsetsofthenegotiations,firsttakeoutthebestsolution,toproducethesecondsolutionwithoutanagreement,toproducethewaitagainsolutionhaven'treachedanagreement,evenifwedonottaketheinitiativetotakeoutthesolution,buttheheartcanbedone,whetherconcessionstotheotherperson'soffsettheinitialsetofframework,soasnottoappearafterthetalksended,discovered,thinkcarefullyabouttheirconcessionsarebeyondthescopeoftheexpectedtobear.

4,establishharmoniousnegotiationatmosphere

Atthebeginningofthenegotiation,you'dbetterfindsomewherebothpartiesagreeand,tomakeamorelikeeachotherpartnersinthesubconscious.Sothenegotiationswouldbeeasytoprogresstowardsaconsensus,ratherthanthetenseconfrontation.Whenencounterstalematecanalsotakeouttheconsensusofbothsidestoenhancemutualconfidence,resolvedifferences.

Canalsoprovideeachotherwithsomeinterestedintheirbusinessinformation,ortosomeisnotasimplediscussionontheimportantissueof,reachaconsensusafterthewonderfulchangeoccursintheheart.

5setagoodnegotiationarea

Negotiationisakindofverysensitivecommunication,therefore,languageshouldbeconcise,avoidshouldn'tsay,butintheprocessofdifficultnegotiationsforalongtimealsohardtoavoidmistakes,whichisthebestmethodissetinadvancethenegotiationsofthelanguage,whichtopicisdangerous,whatcan'tbedone,negotiationsintheheartofthebottomline,etc.Soyoucanfallintoeachotherinthenegotiationsisminimizedordancemusicofthetrap.

6,languageconcise

Inbusinessnegotiationstaboolanguagelooseorlanguageslikeabroadway,asfaraspossibletomakeitsownlanguageconcise,otherwise,youarethekeywordsarelikelytobesubmergedinthedragnumerouslong,meaninglesslanguage.Apearlontheground,wecaneasilyfindit,butifyoupourabagofapebbleintheabove,lookingforthepearlwouldbeverydifficult.Inthesameway,wereceiveoutsidethecharacteristicsofsoundorvisualinformationis:focusatthebeginning,theattentionwiththeincreaseofreceivinginformation,willbemoreandmoredispersed,ifsomeirrelevantinformation,morewillbeignored.

Asaresult,thenegotiationlanguagetobesuccinct,targeted,tolettheothersidethebraininthebeststateofreceivinginformationclearlystatedtheirinformation,ifyouwanttoexpressisalotofinformation,suchascontract,proposal,etc.,thenfitinorreadtonetothechangeofthehighandlow,lightandheavy,importantplacetoraisetheirvoices,forexample,toslowdown,canalsowithsomequestions,causetheothersideoftheproactivethinking,increasingattention.Importantnegotiationsshouldbeperformedbeforeexercise,trainingoflanguageexpressionproblem,emergencyresponse,etc.Avoidbyallmeansisfuzzy,inthenegotiationlanguagelong-winded,suchnotonlycannoteffectivelyexpresstheirintentions,aremorelikelytomaketheothersidewereconfusedandresentment.Hereshouldbeclear,distinguishthedifferencebetweenthecomposedandprocrastination,althoughtheformerislanguageslowly,butwithpolished,nobullshi