Opening of International Negotiation
高一英语国际商务谈判用语单选题40题
高一英语国际商务谈判用语单选题40题1. When meeting a business partner for the first time in an international negotiation, you should say:A. How do you do?B. Nice to meet you.C. Glad to see you.D. Hello.答案：A。
在国际商务谈判初次见面时，标准的问候语是“How do you do?”，选项B“Nice to meet you.”常用于比较熟悉或非正式的场合，选项C“Glad to see you.”和选项D“Hello.”相对不够正式和规范。
2. In an international business negotiation, when introducing yourself, you can say:A. I'm John from Company X.B. My name is John of Company X.C. I'm John of Company X.D. This is John from Company X.答案：A。
在介绍自己时，正确的表达是“I'm John from Company X.”，选项B 中“of”使用错误，选项C 中“of”使用错误，选项D“This is John from Company X.”常用于介绍他人。
3. When starting an international business negotiation, you might begin with:A. Let's get down to business.B. How can we work together?C. It's a pleasure to do business with you.D. I'm looking forward to a successful negotiation.答案：C。
国际商务谈判Chapter1InternationalBusinessNegotiation.ppt
国际商务谈判
Chapter 1 Fundamentals of International Business Negotiating
第一章 国际商务谈判概述
• 1．1 Concepts and principles of negotiation
• As the stakes in some of these negotiations are not so high, people need not have to get preplans for the process and the outcome. There are other cases like international business negotiations in which the stakes are too high to be ignored, people have to be more cautious.
Characteristics of business negotiation
• Some of the characteristics of business negotiation include:
• ① Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal (profits) but divergent methods.
• In negotiations, both parties should know: • a. why they negotiate • b. who they negotiate with • c. what they negotiate about • d. where they negotiate • e. when they negotiate • f. how they negotiate
International-business-negotiation国际商务沟通
International business negotiation——To be a qualifiednegotiator姓名：学号：专业班级：To be a qualified negotiatorToday’s globalization requires professionals to deal with their counterparts in countries with different economic, cultural, legal, and political environments. You may need to resolve a dispute with a supplier, finalize a counter proposal for a state-owned enterprise, or lead a multicultural team. Thus in a globalized market, few subjects are as critical as negotiating across cultural boundaries. When negotiators are from diverse culturally sensitive negotiating skills are necessary for managing in an international setting. So, it needs we deal with carefully and keenly.As we know, if you want to be a good international negotiator you should prepare well before start the negotiation.The most important thing is to collect information. Such as: the background, corporate culture and management method of the target co. you will negotiate with. Because all these aspects will be closely related to their offer, their way of doing business, even the strategy they will adapt in a negotiation. In addition, know the people well who will attend in the negotiation by all possible means. Pay more attention to their negotiation style: task-oriented or people-oriented? Their ways of handling things, directly or indirectly? High-context or low-context? The philosophy they stickto, win-win one or the win –loss one? And if possible, know about their personalities which may affect the going of the deal to a certain extent.Apart from that, you should spare some efforts on your own part, this may include: set up your objectives clearly. Always keep what you want to achieve in mind, work out a strategy (according to their possible tactics), distribute the roles appropriately, when doing this; you should be clear about different people’s characteristics. Last one; be ready to cooperate with other members in a team. Different people may have different perspectives and views to different things and in a negotiation they play different roles and have certain emphasis. So be cooperative is rather critical for a successful negotiator.1. Target decisionPerhaps the most important part of pre-negotiation planning is determining, with some precision, the negotiation objective that need to be achieved. A buyer cannot go into a negotiation with vague objectives such as ‘to get the price down or “to do the best I can”. A buyer must go further than this and establish a negotiation objective for each agenda item that he intends to raise.2. Collecting informationThe first step you should do is that you must make sure which kind of information you need.Then, we can use the following way get some important information.(1)international organizations;(2)governments;(3)service organizations;(4)directories and newsletters;(5)on-line service;(6)local laws and regulations;(7)information on financial credit;(8)market survey.3. Staffing negotiation teamsGenerally speaking, a negotiation team consist of a team leader or chief negotiator, and an interpreter if it is a bilateral negotiation, and a note keeper. Other key members of the team include professionals and experts representing their special fields, such as production, sales promotion, technology, financial accounting, engineering, law and other areas concerned with a specific negotiation, counting, engineering, law and other areas concerned with a specific negotiation.4. Choice of negotiation venuesGenerally speaking, negotiation sites can be divided into three categories host venue, guest venue and third party’s venue. You can according the situation and then choose right place. A careful consideration and arrangement for the preparatory work cansave a lot of time and resources for negotiators.5. Communicate in negotiationMuch of what people communicate to one another is transmitted with nonverbal communication. Examples include facial expressions, body language, head movements, and tone of voice, to name just a few. Some nonverbal acts, called attending behaviors, are particularly important in connecting with another person during a coordinated interaction like negotiation; they let the other know that you are listening and prepare the other party to receive your message. We discuss three important attending behaviors: eye contact, body position, and encouraging.6.The Case study of Cultural Difference Of Nonverbal CommunicationAnother most important factor which affects the success of business negotiation is cross-cultural communication.The study of cross-cultural communication includes language communica tion and non-verbal communication.People usually pay attention to verbal communication in general during communication.They believe that language is the only way to transmit and compre hend information,while ignoring the importance of non-verbal communication.This paper attempts to introduce the basic ideas of non-verbal communication and apply relevant principles to account for some cross-culture business negotiation skills through case studies.This paper aims to make people understand the importance of non-verbal communication and the non-verbal language difference which is influenced by different social ba ckgrounds so as to avoid business negotiations failure.Then i want to share with you some case about culture different: Case1:The Culture Difference of Body LanguageAt an international airport in an Arab country,a Chinese engineer wanted to express his appreciation attitude while che cking the luggage.As he knew no Arabic,the only way for him was to shake hands with the officer.Both of the engineer’s hands were full—his left hand was holding a small traveler’s bag and his right hand a pi ece of luggage.For the sake of convenience,the engineer quic kly put the bag into his right hand and extended his left oneto the officerhe was expecting a hand shake with the officer.Something happened unexpectedly.The officer’s smiling face turned pale and the smile disappeared at once. Instead of a courteous handshake,he slapped that engineer’s extended hand and walked away.Analysis:Personal body movements and facial expressions c an convey information which sometimes can cooperate with the l anguage,and sometimes even can replace the language to conveyinformation.What is wrong with the Chinese engineer in the c ase above?The point is that:he extends his left hand the Ara b officer for a handshake.What that engineer do not know is t hat,in Arab culture,left hand is dirty,and it is regarded a s an insult if someone uses it for a handshake.It is true that a business person could not have a complet e knowledge of all other culture and customs.However,as a bu siness person,he should learn as much as possible.Actually, more and more Western business magazines and journals have bec ome more and more interested in study on cultural differences and teaching their business people how to behave accordingly i n another culture.People of different cultures will have different understan ding about body language.Business Communication is not only t he exchanges and cooperation in the economic field,but also t he exchange and communication between cultures,and cultural f actors always play a crucial role.The same movements or expre ssions in different cultures may stand for different meaning. For example,Americans use thumb and index finger to make a ci rcle instead"OK"as a symbolic gesture.But,in Japan,it is s tand for"coin",the shape of"money".So in Japan the gesture means the money.In France,in most cases,the gesture means"zero"or"no value".Use the same gesture on the same occasi on can means different kinds of meaning in different culture and cause different kinds of responses.The same gesture,the Americans means"OK";the Japanese means"money",they want to know something about the price;French means"no value".In a word,in the process of business communication businessmen sh ould know some cultural habits to avoid unnecessary misunderst anding.Case2:The Cultural Difference of ParalanguageSome Japanese businessmen went to the United States for a large trade negotiation.At the beginning of the negotiations, U.S.representatives spoke a lot.They want to reach an agree ment quickly.However,the Japanese representatives kept silent.When the U.S.representatives try to talk with the Japanes e,these American managers confused and felt frustrated.Becau se the American managers sometimes just got a"Hay"or a nod a s the answer,even sometimes they got nothing but the silence. Finally,the U.S.manager concluded:"The Japanese do not wan t to do business with us.They are so rude,they even do not ha ve a willing to talk with us!"This trade negotiation ended w ith failure.Analysis:More often the American-Japanese business communication runs into a loop:the more the American talks,the-mor e silent the Japanese will be-they need time to digest what th e American has just said;and the more silence the Japanese re spond with,the more the American will talk.For those America n managers,perhaps the saying“enough is enough”is the be st expression to describe their irritated feeling or frustrati on.This helps to explain why the American manager in the case above finally said:"The Japanese do not want to do business with us.They are so rude,they even do not have a willing to talk with us!"What makes the American-Japanese business communication r uns into such a loop is the cultural difference of the two cou ntries.They have different understanding of silence.American s believe an eloquent speaker is regarded as a good communicat or.For that reason,many Americans assume that one should be eloquent,and this should be the standard applicable everywher e in the world.However,what they do not know is that such a standard does not fit into the Japanese context.The Japanese culture,on the contrary,takes silence as an earnest way to t hink about what others have said(or are saying).Moreover,Ja panese distrust“speakers”.As the proverbhe who knows does not speak,and he who speaks does not know.That’s the reason why many Japanese often remain silent or pause for a long time before they say anything.As far as silence i s concerned,Japanese have all kinds of silence,each of which carries different meanings.And this is something many Americ an managers have little knowledge about.In a word,we must pay attention to the turn-taking skills during business conversation.In English-speaking countries, silence is the worst response during the communication.Becaus e they believe response is a expression of respect and attenti on.We must use non-verbal signals from time to time to mainta in a context with others during business communication.7. The necessary qualities a negotiator should have，such as:(1).Patience.(2).Self-control ability.(3).Listen carefully.Finally, we need to do a lot more to make us a successful negotiator, the above words are far less enough. But they can be seen as a guide and the direction for us. “Where there is a will, there is a way.” If only we set up our mind and spare no effects, nothing is impossible in the world, so does “be a successful negotiator come on!”【Reference】[1]Roy J. Lewicki & Bruce Barry & David M. Saunders. international business negotiation[2]Claude Cellich & Subhash C. Jain. Practical solutions to global business negotiations[3]白远.国际商务谈判欢迎您的下载，资料仅供参考！致力为企业和个人提供合同协议，策划案计划书，学习资料等等打造全网一站式需求。
国际商务谈判英文版第六版Chap
parties reach an agreement or make a decision on the terms of the deal.
Preparing for a Negotiation
Gather inform…
research the other party, including their interests, needs, and negotiating style.
2023
国际商务谈判英文版第六 版chap
目录
• Introduction • The Nature and Context of International
Business Negotiation • The Process of International Business
Negotiation
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The Process of International
Business Negotiation
The Negotiation Process
01
Initial con…
02
Exploration
03
Positioning
04
05
Negotiation Conclusion
parties exchange initial greetings and introduce themselves.
目录
• The Skills and Competencies of the Effective Negotiator
• The Application of Negotiation Theory and Practice
商务谈判战略技巧英文版
Strategy is so important that it’s the overall plan to accomplish one’s goals in the negotiation and the action sequences that will lead to accomplishment of those goals. In this negotiation, we pursuit a win-win situation, therefore we tend to use collaboration strategy. Specific strategy we used in the negotiation are as follow.The opening of the negotiation is the first time the two negotiators meet each other, it’s the beginning of the business negotiation, and a good opening can laid the groundwork for future negotiations. we used reserved strategy at the opening of the negotiation. Our negotiators made an informal get-together session with Mr. Steve at his hotel in order to understanding if he has the willingness to sell the hotel. The informal get-together session focus more on understanding the other party’s thoughts. We won’t make clear responds to the critical questions raising by the other party, but make a reservation.We used prices explain strategy when making offers in the formal negotiation. When the formal negotiation began, we waited for the other party to quote. After they told their price , then we expressed that their offers is not acceptable to us and request an reasonable explanation about the price. This strategy can help us understand the other party’s intention and gain more information from them.The Nibble is used as the strategy of counteroffer. Finding a breakthrough according to the other party’s offer price and information we collected, using the Nibble to make a counteroffer. The hotel was located at the industrial city and the environment is getting worse with the industrial development. In addition, the inside infrastructure of the hotel is old. For reasons like that, the hotel can not satisfy the customer's demand any more and the condition of the hotel is going downhill. Giving the detailed analysis to the other party done by the consultancy, then told them our counteroffer price.There are three main strategy we used to make a concession in this negotiation.1.Reciprocal concession: This strategy used to obtain compliance from another negotiator. Thatmeans we give concessions and expect concessions from the other party on a certain problem in return. As things are at the moment, the position which the hotel located is not being able to satisfy their target clients’ demand. For this, the hotel had better to move away the city and seek for a suitable site. However the hotel is unable to pay for the huge moving expense.Considering the cost of moving, we can make an appropriate concession that we contact a relocation company for the hotel and pay for the moving expense. By doing this, we could asked for a larger favor from the other party in return.2.Long-term benefits: when the other party asks for concession, we could stress thatmaintaining business relation with us will be able to bring long-term benefits. Considering the hotel relocation will result in customer run off to some extent, we could provide the advertisement platform for the hotel. Promise the other party ties an advertisement for the hotel on the outdoor advertising spaces and responsible for the plan and the design.3.Nonspecific Compensation: This strategy allows one party to obtain his objectives and pay offthe other person for accommodating his interest. The payoff may be unrelated to the substantive negotiation being discussed. The hotel’s hotel the target client is 18-25 year-oldyoung student whose paying capacity is low. We respect the spirit that the hotel founders always care of the s minority groups of the society. For this, our company would like to donate 20,000 dollars to aid by establishing a fund for hotelFour main options that we could used in this negotiation for responding to the other party’s offensive.1.Respond in kind: ask for some benefits from the other party before we make concession.When the other party insist on a certain problem and force us to make concession, we could relate this question with other questions together, for the condition to make concession If the other party requests us to raise the price, we could agree it only the when the hotel promise to move within a month. Our company could start our construction as soon as possible if the hotel moves in the in a short time.2.Adjournment: When there is an obstruction in the negotiation, using adjournment couldeffective. When the other party put forward a price that we could not accept it and they showing no willingness to make a concession, then we could call for an adjournment. That could make us analyze the situation objectively, and take the corresponding countermeasure.3.No precedent :that’s a strategy to reject the other party’s request. When the other party makean extortionate request, we could explain to them that our company had no this precedent in the past and it’s un fair to other clients. By using this strategy to protect our own interest.4.Power limitation: During the negotiation ,when the other party asked for price that is close to290,000, our negotiators could indicated that they have no right the decision-making , that have already outrun the power range that they have to ask for instruction from superior.。
商务谈判英语流程的开头
商务谈判英语流程的开头The beginning of a business negotiation in English can be a critical moment that sets the tone for the entire process. It is important to approach this initial stage with a clear strategy and a strong command of the language. By establishing a professional and effective communication framework, negotiators can lay the groundwork for a successful outcome.One of the key elements in the opening of a business negotiation is establishing a rapport with the other party. This involves more than just exchanging pleasantries; it means actively engaging in a dialogue that demonstrates a genuine interest in the other person's needs and concerns. Effective negotiators will take the time to ask questions, listen attentively, and show a willingness to understand the other party's perspective.During this initial phase, it is also important to clearly define the purpose and scope of the negotiation. Negotiators should be prepared to articulate their goals and objectives in a concise and compelling manner, using language that is easy for the other partyto understand. This may involve providing a brief overview of the key issues to be discussed, as well as any relevant background information that can help set the stage for a productive dialogue.Another crucial aspect of the opening stage is establishing a shared understanding of the negotiation process itself. Negotiators should be prepared to explain the steps and timeline involved, as well as any specific protocols or procedures that will be followed. This can help to manage expectations and ensure that all parties are on the same page from the outset.One effective strategy for the beginning of a business negotiation is to start with a "win-win" mindset. Rather than approaching the discussion as a zero-sum game, negotiators should seek to identify areas of common ground and explore opportunities for mutually beneficial outcomes. This can involve finding creative solutions that address the needs and concerns of both parties, rather than simply trying to outmaneuver the other side.Throughout the opening stage of the negotiation, it is important for negotiators to maintain a professional and composed demeanor. This means avoiding confrontational language or aggressive tactics, and instead focusing on building a collaborative and constructive dialogue. Effective negotiators will also be prepared to handle any unexpected challenges or objections that may arise, responding withcalm and measured responses that keep the discussion on track.One key aspect of the beginning of a business negotiation is the exchange of information. Negotiators should be prepared to provide relevant data, documents, or other materials that can help to support their position and strengthen their case. At the same time, they should be willing to ask for clarification or additional information from the other party, in order to gain a deeper understanding of their needs and priorities.As the negotiation progresses, it is important for negotiators to remain flexible and adaptable. They should be prepared to adjust their strategies and tactics as necessary, based on the evolving dynamics of the discussion. This may involve revisiting earlier agreements or exploring new options that were not initially considered.Throughout the process, effective communication and active listening will be critical. Negotiators should be attuned to the nonverbal cues and subtle nuances of the other party's responses, and be prepared to adjust their language and approach accordingly. They should also be willing to ask for clarification or feedback, in order to ensure that they are accurately interpreting the other party's intentions and concerns.Ultimately, the beginning of a business negotiation in English is a crucial phase that can set the tone for the entire process. By approaching this initial stage with a clear strategy, a strong command of the language, and a commitment to building a collaborative and constructive dialogue, negotiators can increase their chances of achieving a successful outcome. Whether they are engaging in a high-stakes deal or a routine contract negotiation, the ability to effectively navigate the opening stages of the process can be a key differentiator in the world of international business.。
国际商务谈判International-Negotiation
国际商务谈判 International Negotiation1. 谈判是人们为了协调彼此之间的关系，满足各自的需要，通过协商而争取到意见一致的行为和过程。
2. 参与谈判的各方都是有所求的，但同时也不能无视他方的需要( win-winconcep)3. 谈判是一门科学也是一门艺术。
Negotiation is science and art4. 商务谈判的基本原则Prin ciples:1) Si ncere, true, hon est 真诚2) Equality and mutual benefit 平等互利3) Seek com mon ground while leav ing differe nces 求同存异4) Fair ness 公平5. 用图表表示谈判的良性循环6. 用图表解释解决谈判中矛盾的方法(psychology adjustme nt) (Intern ati on al law)Successful Model of Negotiati onBargain 厂solved problemcon flictN=C=N Negotiati on7 •美国商人谈判风格1) History《The Declaration of Independence 独立宣言Immigra nt from Europe to America Open up AmericaThe spirit of develop ing AmericaCreati on2) America ns attach importa nee on Practice 实际Keep on e'promise and respect con tractsLawyers play a very important role in the negotiation. Not until they confirmeverythi ng in the con tract will they sig n it. After the agreeme nt, Americans keep it seriously.Take efficie ncy 讲求效率Before a n egotiati on, America ns will map out a pla n first, and the n carryit out step by step.与美国人谈判要尽量简明扼要，直接进入实质阶段，那些繁文缛节往往会使他们产生反感Pursue pragmatic achieveme nt and fond of ven tureThey press their goals, value efficiency and prefer to include all necessaryparts in the negotiation embracing designing, development, production,engineering, sale and price and reach a package deal3) Pers onal characteristicsSelf-c on fide ntAmerican s high individualism is manifested through their decision makingprocess -- in dividual has the right to make the decisi on. Pers onal resp onsibilityis stressed美国人个人表现欲很强，乐意扮演“硬汉”“英雄”的形象。
商务谈判的流程英语
商务谈判的流程英语The process of business negotiation typically consistsof several key steps. These steps are designed to help both parties reach a mutually beneficial agreement. Here is a general outline of the typical business negotiation process:1. Preparation: This is the first and most crucial stepin the negotiation process. It involves gathering all relevant information about the other party, their needs,and their bargaining position. It also involves clarifying your own objectives and determining your own bargaining position.2. Opening: The opening stage of the negotiationinvolves setting the tone for the discussion. It also involves making an initial offer or proposal. This stage is important because it can influence the direction of the negotiation.3. Bargaining: The bargaining stage is where the actual negotiation takes place. Both parties make concessions and counteroffers in an attempt to reach an agreement. Thisstage can involve a lot of back-and-forth communication and can take some time to complete.4. Closing: The closing stage of the negotiationinvolves finalizing the details of the agreement. This may involve documenting the terms of the agreement andobtaining signatures from both parties.5. Implementation: Once an agreement has been reached,the next step is to implement it. This may involve taking specific actions to fulfill the terms of the agreement,such as making a payment or delivering a product or service.以上是商务谈判的一般流程。
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• Negotiation environment •Venue •Seating •Media and public opinion • Case: US Pressure RMB
CASE:
2006年，中国钢厂与全球铁矿石供应商展开新一轮价 格谈判，双方在价格的看法上从一开始就存在巨大差 异。中方认为，由于2005年铁矿石价格比上一年大幅 上涨71.5%，2006年铁矿石价位应在此基础上向下调 整。但是，全球三大矿石供应商有了上一年谈判完胜 的经验，态度更加强硬，非要在2005年的价格基础上 再次加价20%，最大的铁矿石供应商巴西淡水河谷公 司甚至发出涨价30%-40%的威胁，致使在2006年度铁 矿石订单谈判伊始，便呈现出剑拔弩张、你死我活的 态势。当欧、美、日、韩的钢下一年度的订单可能落空， 届时，将不得不以更高的溢价在国际现货市场上购买 铁矿石，无奈之下，在最后一轮谈判中，中国几家钢 铁厂不得不接受19%的铁矿石价格涨幅。
香港公司的谈判人员办好签证，正准备飞赴德国之际， 突然接到新加坡客户的通知，称因需求旺盛，原先在 汉堡仓库的尿素已告罄，但在土耳其境内可能有货。 香港公司觉得此事有点蹊跷，但因国内方面一再催促 尽快交货，于是香港公司要求新加坡客户一起转飞土 耳其，共同考察货源情况。 到达土耳其首都安卡拉后，香港公司谈判人员在机场 见到了刚刚抵达的新加坡公司代表，以及土耳其某公 司总经理，该公司称与那家德国公司有业务往来关系。 当香港公司代表提出马上去看化肥货源时，土耳其公 司的代表为难地说，其实他们主要做军火生意，偶尔 也会做些行情好的商品的转手买卖。他们手头的货源 刚刚出手。不过，他们的德国贸易伙伴据说是一
1995年夏， 中国华东、华中和华南地区遭遇百年罕 见的大范围水灾，许多地区粮食绝收。为了在秋冬 和来年春播季节抢种，化肥的需求量骤然大增。由 于国内化肥产量远远满足不了猛增的需求，于是， 全国各地进出口公司纷纷从海外采购化肥，国际市 场上化肥的价格从每吨110美元涨至200美元左右， 几乎翻了一番！国内某省住香港的窗口公司也接到 一批化肥采购订单，并很快从新加坡一客户那里获 悉，他们的德国客户有数万吨尿素货源，最低可以 每吨160美元出售。在与新加坡公司谈妥佣金比例后， 香港公司出于谨慎考虑，提出先要去欧洲看到货源， 并与卖方谈具体交易事项之后，才能向卖方开付款 保证书。
Atmosphere
• Occurrence or Creation? • Active creation and maintenance • A matter of perception • ( subconscious as well as conscious)
Variables affecting atmosphere [BEL]
Case Ⅱ
• 日本首相田中角荣上个世纪70年代为恢复中日邦 交正常化到达北京，他怀着等待中日间最高首脑 会谈的紧张心情，在迎宾馆休息。迎宾馆内气温 舒适，田中角荣的心情也十分舒畅，与随从的陪 同人员谈笑风生。他的秘书早饭茂三仔细看了一 下房间的温度计，是“17.8度”。这一田中角荣 习惯的“17.8度”使得他心情舒畅，也为谈判的 顺利进行创造了条件。
Opening of International Negotiation
Opening
Opening Stage Defined Atmosphere Opening Steps Opening Strategies
Opening Stage Defined
• One of three stages of actual negotiation where parties to a negotiation performs such functions as greeting, introduction, statement of positions, exploration of the counterpart’s intentions and positions. (The other two stages of actual negotiation are bargaining, and closing). • Atmosphere • Opening steps • Opening Strategies
Atmosphere
• Positive and friendly • Tense
Unreasonable prior demand Case: iron ore Side-note: release of wrong info prior to negotiation Distain or deceit Case: fertilizer Case: Doha Round
• The key is to be specific and take concrete steps. • How to create a romantic atmosphere?
Opening Steps
• The AG company from Korea was invited to the Siemens Company of Germany to have a negotiation about the rail transportation controlling system and equipment. In the wide and bright negotiation room in the Siemens Headquarters, representatives from both parties took seats successively. 1. After the prologue full of wits and humor, the executive secretary handed out the negotiation agenda to every representative present. 2. Then both parties exchanged ideas about the agenda. The Korean representatives suggested adding two topics with tech testing and the German party agreed. 3. During the following period, the chief representatives from both parties made the statements about the meanings of the technology transfer, how to assure their benefits, the ranking levels of the tech, international demands and supply, prices of similar technology transfers as well as the hinders they would possibly meet in the trade of the item respectively. In the course of German representative’s statement, the Korean representatives listened carefully and put down the key points, also occasionally asking the meanings of several terms and some detailed parameters of technological features.
家专营化肥的大公司，其设在伦敦的分公司有足够 的货源。香港公司代表感到，如此复杂的贸易关系 使得交易风险成倍增加，成交的可能性大打折扣。 但鉴于国内需求迫切，香港代表决定飞往伦敦，非 要亲眼看到货源不可。
虽然行前已向英国公司报告了航班时间，但当香港 公司代表深夜抵达伦敦机场时，并未见到英国公司 派人前来接机。香港公司代表在当地朋友的安排下 住进一家宾馆，次日一早通知英国公司，希望尽快 安排考察货源情况。但英国公司称负责人出差，要 傍晚才返回伦敦，白天，不方便接待，晚上直接在 香港公司代表下榻宾馆见面。
Variables affecting atmosphere
• Pre-negotiation linguistic interaction
Light news, gossips, jokes, personal hobbies, previous cooperation
Discussion
• How to create good atmosphere? •sincerity, •frankness, •relaxation •cooperativeness, •professionalism
晚上21：30分，英方总经理姗姗而来，比约定时间 晚了三个小时。在临时充当谈判间的酒吧里，香港 公司代表严厉斥责了英国公司的多处失礼行为。因 此，香港公司有理由怀疑英国公司的诚意。英国公 司总经理做了辩解，但根本不能自圆其说，更无法 消除香港公司疑虑。于是谈判不欢而散，香港公司 只得打道回府。
CASE:
美国某公司向一家日本公司推销一套技术先进的生 产线。双方为此派出了阵容强大的谈判小组在东京 举行正式谈判。出于对本方技术的绝对自信，美方 坚信此次谈判必定大获全胜，因此显得十分自得。 谈判伊始，美方代表滔滔不绝地大讲自己的技术是 多么的先进，价格是多么的合理，售后服务是多么 的完善。而日方代表则显得十分木讷，只是埋头记 录，一言不发。当美方代表得意洋洋的演讲完毕， 却发现日方代表一脸茫然，一问才知，对方说根本 没有听懂。美方代表不得不一而再、再而三地反复 表述，先前那种兴奋不见了，整个谈判气氛从最初 由美国人主导的热情洋溢，逐渐随着日本人的态度