最好的国际商务谈判教案~授课教师们的福气

1. kinds of bus in ess n egotiati on

1.1 classified by scale of participators

1.1.1 One-on-one n egotiati on--- only 1 pers on from each side

—whe n to use it:

①the 2 parties have long relati on ship, be familiar to each other with clear tran sact ion terms;

②between salesman and customer, who has the right to decide

③renew the con tract with few cha nges

④details in big negotiation.

—most difficult kind

—adva ntage: flexible; quick decisi on; avoid to expose bad cooperati on; good to keep secret.

1.1.2 collective negotiation--- 2 or more people from each side

1.2 classified by venue

1.2.1 home court n egotiati on

1.2.2 away ground n egotiati on

1.2.3 n eutral place n egotiati on

1.3 classified by ways of proceed ing

1.3.1 vertical n egotiati on: solve the problem one by one

---for small and simple negotiation, especially when the 2 sides have cooperated before

1.3.2 lateral negotiation: solve the problem one by one at the beginning, when there is a differe nee

in opinion for an item, put it away and go to n ext one. Repeated the method

un til all the problems are solved.

---for big or multilateral n egotiati on.

2. basic patter n of bus in ess n egotiati on

2.1 win-lose ” style: more conflicts than cooperation, with obvious win and lose.

2.2 wi n-win ” style: each party ben efits from the n egotiati on.

---advantage: ① to enhance the loyalty of each other;

② good guara ntee to in crease efficie ncy;