国际商务谈判个人总结doc资料

THE SUMMARY OF INTERNATIONAL BUSINESS NEGOTIATION

This semester we have learned the International Business Negotiation. Our teacher let us to negotiate with our classmates according to the cases in the final exams.Here is my summary of learning this course.

1. The negotiation process

This morning, we have negotiations with our opponents. We have prepared for the negotiation seriously. We have made the planning book, negotiation scheme, negotiation strategies; we also made the financial statements. We both have not communicated with each other before, so there’s unpredictability of the results during the negotiation. We have three questions, where the three production lines were built, patents, and a controlling stake. We have three kinds of goals, the superior, middle, and the worst. During the negotiation, the other party stick to one problem, even want to overtake us in their own opinions. These three questions on both sides appeared a lot of differences, the results are difference with our previous forecast, and we didn't cooperate on any one question. So in the end, we failed to reach a good agreement. However, in terms of the whole negotiation, I think although the result is not ideal, the whole process is full of the unknown foresight, to rival psychological speculation, the

longing for a goal.

2. The negotiation experience

I'm the technical director in the negotiation; this is my first time to participate in international business negotiation, so for me it is very meaningful. Our group did the full preparation for the negotiation, the analysis of the material, the advantages and disadvantages on both sides, and then everyone is ready to find his lines. The whole process is an everyone cooperation consultation process. For the negotiations, I have some results as follows:

1.1. I think the people for the whole negotiation is important, negotiators determine the negotiating style, I think in the process of negotiations, instrument, expression, action, skill is very important. And the main negotiator coordination is very important. Our group in the negotiations, this aspect was not well done, our own respective division of labor is clear, everyone prepared themselves for the block, and the main negotiator mastery of the whole negotiation did not reach the designated position. So in the process of negotiation, our group has not shown very good coordination.

1.2.In the negotiations we should pay attention to timing, fair

competition. We should use more negotiation strategies in the book. Such as good cop/bad cop strategy, lowball/highball strategy, bogey and so on. But when we negotiate with our opponent, we seldom use them, before that we have planned to use the negotiation strategies in the book, but because of intense negotiation process, negotiation results unknowable, no coordination before, so the degree of improvisation is more. When we want to seize the moment to convince them, we missed opportunities. On the issue of fair competition, I think both sides paid attention to fairness, but a little too much emphasis on their own interests, so that the cooperation failed.

1.3. Details determine success or failure. In the process of negotiations, both sides of the instrument, the movement is very important. Most of the time, a small action can make each other uncomfortable. During our negotiation, for example, the teacher said in comments that one of the negotiators talk to the other with his finger, it is an action that not respect to the opponent. In the process of formal negotiations, because of a little not respect on each other's actions, an eye makes the negotiation result unsatisfactory. There’s also another problem like the speed in negotiations, for example, if the speed is too fast, someone will not understand that very well, when you talk about the crucial question you should firmly. It is important to learn to tolerance, understanding, and negotiations. Then we will ultimately achieve a win-win goal.