商务谈判(英讲义文版)
英文版商务谈判
A是中国的卖方，B美国买方;咱们组是A公司成员Leader（L）:shi 主谈Marketing(M)：zhao Lawyer(LA)：ruan Financial(F)：时Technicist(T)：金显而易见，我们就是B公司成员：GM：卢(andy) Marketing Executive：小花Legal adviser：孙Financial advisor：王大花Professional: 康师傅L: Welcome to China, Mr. Smith We are pleased that you can come to China and make business negotiations with us. And I hope that we can achieve a win-win result.卢: Thank you for your warm reception. It will be excited if we can get a satisfactory result . OK, we would like to get the ball rolling（开始）by talking about prices.M: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have. 曌: Your products are very good. But I'm a little worried about the prices you're offering.M: You think we about be asking for more?曌: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.M: That seems to be a little high, Miss. sweet. I don't know how we can make a profit with those numbers.曌: Well, if we promise future business-volume sales（大笔交易）-that will slash your costs（大量减低成本）for making the products, right?M: Yes, but it's hard to see how you can place such large orders. We'd need a guarantee of future business, not just a promise.曌: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months with a guarantee?M: If you can guarantee that on paper, I think we can discuss this further. 卢: what’s about having a rest now? good rest, good spirit!TEN MINUTES LATERF: Miss. sweet, we have considered you advice carefully. But even with volume sales, our coats for the products won't go down much.曌: Just what are you proposing?F: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise――10%.王: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?F: I don't think I can change it right now. Why don't we talk again tomorrow?王：Sure. I don’t think our capital can allow we to make a deal in this price and this numbers.NEXT DAY曌：Mr. Zhao! sorry, we can’t accept the numbers you proposed; but we can try to come up with something else.M：Yeah, I hope so! and I hope we can make a concession to reach somemiddle ground.曌：I understand. We propose a structured deal（阶段式和约）. For the first six months, we get a discount of 20%, and the next six months we get 15%.L：Oh, no. we can't bring those numbers back to my company-they'll turn it down flat（打回票）.曌：Then you'll have to think of something betterM：How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?曌：That's a lot to sell, with very low profit margins.L：It's about the best we can do, Miss. sweet (pause) e need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (Smiles)卢：(smiles) O.K., 17% the first six months, 14% for the second?!L：Good. Get it.康：How long is the quality guarantee period?T：2 years general. And we can guarantee that the quality is better.康：You know the competition is very serious now ,and we have to offer better service to customs. Could you extended the period ？T：We can guarantee that our quality is one of the best in the world. We have the advanced research and development ability. Whereas this is our first cooperation, we can extend it to 3 years.康: that’s good! thank you！LA：For it is the first time for us to do business. It will be better having a good way to discover the disputes may appear between us.孙：Sounds good! As the practices, we usually resolve the disputes with our partners visa arbitration.LA：En, arbitration is also a good choice for us. But we just believe the arbitration of international chamber of commerce.孙：Ok, international chamber of commerce is good.曌：We'd like you to execute the first order by the 31st.M：OK，Let me run through this again: the first shipment for 1000units, to be delivered in 27 days, by 31st June. The second shipment for 2000 units, to be delivered by 20 August卢：Fine , this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.L：Yes ,through two days negotiation I argue that we have reached a win-win result and we are very pleased to cooperate with you for a long time.卢：that’s true! what’s the good time for us to sign the contract.M: As our arrangement. You would have a visit to the Shaolin Temple, over there you will learn the nature of Chinese-kung fu. Then we can sign the contract tomorrow morning!卢: wonderful! It’s can not be better more。
(整理)商务谈判对话英文版.讲解学习
(整理)商务谈判对话英文版.(一)The seller Miss Lin representing Huaxin Trading Co. Ltd.The buyer Miss Cai representing James Brown & SonsA: Good morning, Miss Cai. Glad to meet you.B: Good morning, Miss Lin. It’s very nice to see you in person. Let me introduce my colleagues to you. This is my manager, Miss Cai.A: How do you do? Miss Cai.B: How do you do? Mr. Wang. Nice to meet you.B: ……And this is Mr. Cai. He is in charge of sales department. This is Miss Huang. She is in charge of business with clients.A: Nice to meet you, Mr. Cai, Miss Huang.B: Nice to meet you, Miss Lin.A: How are thing going?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?A: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, it’s very considerate of you. If you’ll excuse me, I’ll go over your price-list right now.A: Take your time, Miss Cai.B: Oh, Mr. Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and No. HX1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.A: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent year while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.B: I’m afraid I can’t agree with you in this respect. I know that y our products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve received from your competitors in other countries. So, your price is not competitive in this market.A: Miss Cai. As you may know, our products which is of high quality have found a good market in many countries. So you must take quality into consideration, too.B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent. B: If you are prepared to cut down your prices by 8%, we might come to terms.A: 8%? I’m afraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, you’ll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.A: Miss Cai, I can assure you that our price is most favourable. We are sorry to say that we cannot bring our price down to a still lower level. B: OK. I accept. Now, let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry, we can’t accept D/P terms. B: As for regular orders in future, co uldn’t you agree to D/P?A: Sure. After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes. Shipment is to be made in April, not allowing partial shipment. B: OK. I see. How about packing the goods?A: We’ll pack HX1115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.B: I suggest the goods packed in cardboard boxes, it’s more attractive than cartons. Do you think so?A: Well. I hope the packing will be attractive, too.B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA. Clash & Breakage and War Risk.A: This term less these goods should damage in transit. I agree with it. B: I’m glad we have broug ht this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.A: Yes. We concluded as follows: 542 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIFC5 Toronto; 438 sets of HX1128 at the price of USD14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIFC5 Toronto.B: All right. By the way, when can I expect to sign the S/C?A: Miss Cai, Would it convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature.B: That’s fine. See you tomorrow. Goodbye, Miss Lin.A: See you and thanks for coming, Miss Cai.(二)A The seller: Miss Li representing Huaxin Trading Company LimitedB The buyer: Mr. Huang representing James Brown & SonsA: Good morning, Mr. Huang. Glad to meet you.B: Good morning, Miss Li. Glad to meet you, too. It is my first time to visit Shanghai. Shanghai has been known to me as an interaction port city before I came here.A: We always take attention to establish business relations with the new clients in other countries. I wish we will have a good time this morning. B: I come here to visit you hoping to have a discussion with you on the purchase of your HX Series chinaware.A: Which Art. No. are you interested in?B: HX1115 and HX1128.A: Which price terms do you prefer, FOB, CFR, or CIF?B: CIF.A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without any commission.B: I am afraid it goes against the usual commercial practice not to allow a commission.A: We are prepared to grant you a 5% commission. 442 sets of HX1115 at the price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at the price of USD 15.23 per set CIFC5 Toronto.B: I’m afraid your prices appear unworkable.A: I am assuring you that our prices are most favorable. A trial sale will unvoiced you of my words.B: Unless the prices could match with the market level, it is difficult to persuade customers to purchase with you. In order to conclude the transaction, I think you should reduce your price to USD 23.00 per set of HX1115. Will you consider cutting down your price to USD 14.20 per set of HX1128.A: As the raw material has advanced by 10% during the last few months and the prices are going up, owing to the rise in the cost of raw materials. We can’t accept this prices.B: I think it unwise for both of us to insist on his own prices. Can we each make some concession, say, the price of HX1115 is USD 23.50 per set CIFC5 Toronto; the price of HX1128 is USD 14.50 CIFC5 Toronto?A: If we accept your prices, we will not leave a little of margin of profit. B: I am afraid we have to call the whole deal off if you still insist on your original quotation.A: Well for friendship’s sake, we are prepared to make a 5% reduction if your order is big enough. Our minimum quantity is a 20’ container for each article.B: Our quantities are 542 sets of HX1115 and 438 sets of HX1128.A: OK.B: Shall we have a talk about terms of payment now?A: Our usual payment terms are by confirmed, irrevocable L/C payable by sight draft against presentation of shipping documents and to reach us 30 days before the month of shipment.B: To open an L/C will cause us a great deal of difficult. It’s expensive to open an L/C and ties up the capital of a company like ours. So it’s better for us to adopt D/P or D/A.A: L/C at sight is our usual payment terms.B: It is better for us to adopt D/P at sight than L/C at sight.A: We have never granted D/P terms to any new clients. So we hope you can accept the L/C terms. After several smooth transactions, we can try other terms.B: We can’t help it if you insist requiring payment by L/C at sight. By the way, what cover will you take out?A: The insurance is to be covered by us for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).B: All right. How would you pack the goods?A: HX1115 is to be packed in cartons of one set each. HX1128 is to be packed in cases of one set each, two cases to a carton.B: I hope the packing will be attractive. Nice packing helps find a market. Please give special attention to the packing or the goods could be damaged in transit.A: All right.B: When is shipment to be made?A: Shipment is to be made before or on April 30, 1998.B: We have to point out that the goods are not allowing partial shipment. A: OK. By the way, what are the Ports of Shipment & Destination?B: Shanghai and Toronto.A: I’m glad we have brought this transaction to a successful conclusion and hope this will be the forerunner of other business in the future.B: All right. I accept your offer of 542 sets of HX1115 at the price of USD 23.50 per set, and 438 sets of HX1128 at the price of USD 14.50 per set. Shipment is to be made no later than April 30, 1998 after receipt ofL/C and not allowing partial shipment. The Ports of Shipment & Destination are from Shanghai to Toronto. HX1115 is to be packed incartons of one set each and HX1128 is to be packed in cases of one set each, two cases to a carton. The payment terms are by L/C at sight. Insurance is to be covered by you for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).A: That’s right. I will get the Sales Confirmation ready tomorrow for your signature. Would it be convenient for you to come again tomorrow morning?B: OK. We expect to find a good market for your goods and hope to place further and large orders with you in the near future. See you tomorrow morning.A: See you.。
国际商务谈判(英文) 全套课件-PPT资料238页
考核方式
商务谈判口语是一门专门用途口语课程，因此考 试形式为团队对抗模拟谈判的口语考试。从一开 始明确考核的方式是团队考核，每个成员要发挥 作用，否则影响团队分数。在学期初形成固定的 谈判代表队， 最后用抽签的方法决定最后的谈 判模拟中哪一队和哪一队进行谈判。
Unit 1 Making an Enquiry
3．What do you usually ask for in the enquiries?
Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc
4．How do you invite a best possible price in an enquiry?
Teacher-centered
Explanation of language expressions, special terms, negotiation skills and concerned knowledge
Student-centered
Practice in the situation offered in groups
3. Three Steps to Follow :
Different items and situations demand different skills, generally you have to follow three steps:
1)devise a target 2) do some preparations 3) negotiate for the target
国际商务谈判（英文）教案讲义chapter7NegotiatingPowerandRelate..
Chapter 7 Negotiating Power and Related Factors 谈判力及相关因素I.Motivation 动机II.Dependence 依赖III.Substitutes 替代munication Skills交际练习Interest gains are the fundamental incentives for negotiators to sit at negotiating table, however how much and by what means can negotiators gain the interests will largely on comparative of the two sides.Power is a phenomenon, which endows people with over other people or events or activities.Power requires a relationship and interaction, which means that if there is no____ between two parties, it would have no control over the other party no matter how____ and mighty one party is.Influential factors on power’s diminishing or amplifying in various contexts, but the following three factors of motivation, dependence and substitutes exert utmost influence in situations.Motivation is defined as desires and for gaining interests and stakes.Motivation can be provoked and stimulated by all sorts of means, but basically by:1.Offering inducements to the other or to the other’s supporters;2.Demonstrating attractiveness of options;3.Getting external third party to endorse your inducements; and4.Placing a time limit on the availability of your offer.Offering inducementsTo offer inducements to other’s supporters is to stimulate their desires and draw their attention by presenting something so as to persuade them into of having a talk on issues you intend to.For example, in sales promotion the inducements that often apply are price discount or “buying one and taking one ”.Smart promoters can always come up with ideas to attract buyers and stimulate their interests.Demonstrating attractivenessBy demonstrating attractiveness of your options, you other people of the appealing side of your options and possible interests.The step is an extending part of the first one, by which you others to accept your options and finally your goal.“The selling points” is an expression of demonstrating attractiveness.Getting external third parties’ backWhen there are external third parties backing your inducements, you your credibility through examples to cause others to .People will their friends, colleagues, persons they are familiar with and even if they belong to the same group.A repeatedly used persuasive method by advertisements is consumers acting as examples to others or a patient telling you how he has from the ailment after taking certain medicine.Public , famous singers and actors also play a part in this persuasive game.Placing a time limitLastly, it is important to let people know that those offers are not always there, i.e., they have their lines, which is the deadline for gaining. Otherwise common feeling of wait-and-see among people will make your efforts in nothing.A relatively time limit works better than a one because people make decisions often in a rush.Longer time limit sometimes retards people’s action and diminishes their .Conclusion:A party’s power is increasing with of its motivation.Dependence is a constant and regular need that someone has for something in order to be able to survive or operate properly.In negotiation, dependence is the need one party has from its for realizing its goals.If a party can successfully the other’s dependence on itself and meanwhile____ its own dependence on the other, then the party’s power will be strengthened significantly.The most effective and often explored methods to this end are:1.Reducing, delaying or withholding services or resources the other party____to attain;2.Blocking the other party’s to work on their own;3.Convincing the other party’s to block the other party’s operation’4.Convincing the other party of the hopelessness of trying to on theirown.Reducing, delaying or withholding services or resourcesThe other party’s dependence on you will if it is resourceful and endorsed by sufficient services that it needs.Being cut off the provision and sustenance, the other party will be forced to____to you for help, thus its dependence on you .In production, when the sources of material supply are limited, the producer’s power will be in negotiation with the unless he can find some replacement.Blocking the other party’s ability to work on their ownWhen a person, a company or a nation is self-sufficient and capable of working on their own, it is of any pressure and threat form the others.However in today’s world there is no absolute economic .Generally speaking, when a country exports heavily to another country, we say the exporting country depends on the importing country for sustainable production employment and development with the that the exported commodities are nonrenewable such as oil.When inflow of foreign investment into China is accumulating at a high speed, the foreign investors’ dependence on China simultaneously.Isolating the other partyIt is difficult to increase the other party’s dependence it is deprived of supporters.In military campaign against terrorism in Afghanistan after New Y ork and Washington were attacked on September 11, 2001, US government no efforts in winning supports from its aliens, compassionate countries, its foes, as well as the traditional friends of Afghanistan like Pakistan.By this way, American successfully Ben Ladan and Taliban and destroyed the terrorist bases in Afghanistan.Convincing the other party to give upHaving split the supporters of the other party, it is time for you to convince the other party that it is continuing with its own since it is fighting in .Conclusion:A party’s negotiating power is with increasing of its dependence on the other party.Substitutes are alternatives one party can explore to reduce its on the other party.A party’s chances of gaining substitutes increase in the context that:1. One party has alternatives which allow operating the other party;2. One party is able to absorb the escalating cost of conflict;3. One party can continue despite the other party’s discouraging effects on its supporters;4. One party has ability to use expert counsel, persuasion, communication and legal, historical or moral precedents to gain to alternatives.Conclusion:One party’s negotiating power is strengthened when there are more available for preference.Negotiating power analysis is crucial to negotiation strategy decision and to a degree of assertiveness and cooperativeness in negotiation.A party standing in stronger position tends to apply tactics in negotiation for the purpose of placing on the counterpart to make concession.Such tactics often explored include:1.Time pressure----setting a for acceptance of conditions putforward, otherwise punishment of either or military actions wouldbe taken;2.Appearing firm----keeping high assertiveness in expectation ofother’s ;3.Ridiculing other’s position----making others give up their stance by____or showing disrespect to their position;4.Building prominence of your offer----augmenting significance of youroffer to the other to make yielding; and5.Threatening the relationship----warning possibility of relationshipbreaking down, a pressure on the other who has a high degree of ____onyou.Conclusion:Consequences of power tactics depend on application of heavy or light tactics. The former often evokes counter power. The latter, light tactics often lead negotiation to collaboration and relation building, which may necessary compromises.1. To make a polite suggestion, use the word should. Make the sentence as a polite suggestion.1) We ought to negotiate the problem.2) He’d better know her n ame.3) I’d better finish the report.4) Mrs. Billings ought to call right now.5) The manager ought to write an agenda.2. Use opposite adjectives to soften the following remarks1)This is a very unproductive meeting.2)This is the worst food I’ve ever tast ed.3)Don’t be so late tomorrow.4)Y ou really are very inexperienced.5)Y our quotation is much too expensive.6)Y our financial position is insecure.3. How do you see yourself?Use the questionnaire below to find out. Tick one or the other of the following state ments. If you can’t decide, tick neither.a. I start the day with a list of things to do.b. I start the day by having a chat with my colleagues.a. I don’t let personal feelings influence decisions.b. When making decisions, I look at the human angle first.a. If colleagues do a good job, it does not matter if I like them or not.b. It’s important for me to like the people I work with.a. I see meetings only as a means to get business done.b. I see meetings partly as an opportunity to develop team relationships.a. At the end of the day, I am frustrated if I haven’t achieved what I set out to.b. At the end of the day, I feel “low” if I haven’t got on with my colleagues. Scoring: Score 2 points for every a sentence you ticked.Score 0 points for every b sentence you ticked.Score 1 point for every time you ticked neither.4. Read the following statements and tell which is True or false?1). We must always aspire high in our strategic thinking.2). For a quick deal, we don’t need to hav e very precise targets, and very clear views about the extent to which we could compromise.3). The first thing you need to do in dealing with a difficult person is to control thatperson’s behavior but not to control your own.4). It is imperative that good negotiators know how to both manage and express angerappropriately.5)．Conflict can provide us with new information about a situation.6). In the middle of a negotiation it is sometimes ineffective to substitute a new team leader.7). In the strategy of reversal, you act in opposition to what may be considered to be the popular trend or goal.8). It is desirable that each negotiator should negotiate in a style foreign to him which reflects his strengths.9). Core values are powerful because they generate feelings, thoughts and behavior.They are deeply held values that govern how you behave across a great many situations.10) Effective negotiators accept that they are human----not perfect----and they turntheir mistakes into learning opportunities. Therefore, they have a longer recoverytime before returning to full effectiveness.5. Put the following situational dialogue into English.(支付方式Terms of payment) （two days later）Please see chapter 6。
商务谈判(双语)chapter1
In negotiation people should know the following：5W1H ：
1、掌握商务谈判概念 、 2、理解并掌握谈判的原则 、 3、理解谈判的特点，并掌握国际商务谈 、理解谈判的特点， 判的特点 4、初步了解国际商务谈判的主要内容 、
请阅读教材1.1 请阅读教材 Introduction，然后 ， 回答下列问题： 回答下列问题：
1、Do you have any experience of negotiating 、
with anyone? 2、Please share your experience with us. 、
1.2 Concepts &Characteristics of &Characteristics Business Negotiation Q1、 What is negotiation? 、 Q2、Why do people negotiate？ 、 ？ Q3、What are Characteristics of 、 Business Negotiation ？
homework(10%) Attendance record & homework(10%) Notes (10&) Final exam (80%)
Liulinglinglll@ 13407316200
chapter one Introduction and Overview of
作业： 作业：
查阅2005年11月 查阅2005年11月8日，中美 2005 签署的《 签署的《关于纺织品和服装 贸易的谅解备忘录》相关资 贸易的谅解备忘录》 回答： 料，回答： 1）中美双方签署这个协议 的共同利益是什么？ 的共同利益是什么？ 2）谈谈应该如何理解互利 互惠的原则？ 互 Correct Understanding of the Features of IBN 对国际商务谈判的特点的正确理解 1.5 The Main Content of Negotiation on International Business
全套课件 国际商务谈判(英文版)
• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
国际商务谈判(英文)教案讲义chapter1InternationalBusinessNegotia
国际商务谈判International Business NegotiationA negotiation is a meeting or a series of meetings in which the parties need each other ' s agreement to reach a specific objective.The fundamental principles of negotiation1. Negotiation is an element of human behavior.2. Negotiation takes place only over issues that are negotiable.3. Negotiation takes place only between people who have the same interest.4. Negotiation takes place only when negotiators are interested not only in taking but also in giving.5. Negotiation takes place only when negotiating parties trust each other to some extent.Chapter 1 Negotiation motives and key terminology 谈判动机与关键词语Negotiation 谈判Conflicts 冲突Stakes利益Case study: Matsushita Electric Corporation 松下电器公司NEGOTIATION 谈判A successful negotiation must satisfy at least the following conditions:1. The outcome of negotiation is a result of mutual giving and taking. One sided concession or compromise can not be called a successful negotiation.2. Negotiations happen due to the existence of conflicts, however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants.3. Negotiation is a behavioral process, not a game; in a good negotiation, everybody winssomething. Success isn ' t winning everything; it ' s winning enough.CONFLICTS 冲突The definition of conflicts states three points:1. Parties in conflicts are interdependent, which means there remains a kind of relationship developed by interrelated interests and concerns. There would be no conflict if two parties were not interrelated and had nothing to do with each other.2. Con tradictio ns and in terests coexist. If there are on ly con tradictio ns and no shari ngof com mon in terests, n egotiati ons become groun dless and unn ecessary.3. Two parties in a conflict will naturally fight for each other ' s own interests and nevery effort to gain more from the other side, as a result it will reduce gain of interestsexpected in itially.STAKES利益Stakes are the value of ben efits that may be gained or lost, and costs that may bein curred or avoided. Four points n eed to be clarified:1. Negotiation parties will either gain the interests they expect to win from then egotiati on or lose what they hope to attai n, which in dicates that the talks are pert inent to releva nt parties ' own affairs and in terests. Only whe n a party has stakes conn ected with the issues to be talked, can it become actively engaged in the negotiation.2. Free lunch is not provided at the n egotiati on table, in ano ther word, to get what is desired, both parties have to pay for the gaining at either high cost or low cost depe nding on how well n egotiators man age the situati on.3. The n egotiators will have to decide how much of stakes can be gained and whether a particular gain is the one that a party desires for. They will also have to decide how much they may gain if they choose opti on A in stead of opti on B.4. Negotiators will have to compare and bala nee the relati on betwee n the curre nt in terests and long term in terests or un derly ing desires in order to make decisi on on satisfy ing long term interests at the cost of current interests.Effective negotiati ng (VCD)成功谈判Who s who in Effective NegotiationThe compa niesLevien SA , based in Brussels, Belgium.It is an intern ati onal compa ny which manu factures specialist paints and dyes.In its head office it has a small IT function which the company has decided to outsource.Okus IT, based in Swindon, in the South of En gla nd.They specialize in managing IT projects and taking over the IT departments of theirclie nt compa ni es.The n egotiati onOkus have sent a detailed writte n proposal to Levie n.The meet ing has bee n arran ged to n egotiate the terms of any agreeme nt.In particular the following two issues are likely to be sticking points:1. StaffingLevien would like to protect the jobs of their current IT team.They want Okus to employ the four members of the team, and are under pressure from the unions to make sure outsourcing contracts like this do not lead to redundancies.Okus, on the other hand, will not want totake on Levien ' s whole team.They already have project engineers based in Swindon.2. PricingOkus have proposed two levels of IT support: Level AA fixed monthly price which will cover all support work (daily maintenance and customer support) and specified project work (hardware and software upgrades, training. Etc.) Level BA lower monthly invoice based on just support work. Any additional project work will be logged and then added to the invoice the following month.1. Preparing the groundThe peopleAndrew Carter is Export Sales Manager for Okus IT. He has made the initial contact with Levien. He has met one of the Levien team, Sean, before.Karen Black is a Project Manager at Okus IT. She has prepared the specifications for this contract. This is the first time she has been involved in negotiating an overseas outsourcing contract. She is anxious about the meeting.Francoise Quantin is the current IT Manger at Levien. She is about to be promoted to Head of Logistics. She is keen that her IT team are protected.Sean Morrissey is from Levien ' s main subsidiary in Chicago. He has been sent to the Brussels Office to develop Levien ' s procurement policy.The negotiationAs the VCD begins, Andrew and Karen have arrived at Levien 'osffices and are waiting to meet Francoise and Sean.Script 1Karen Black and Andre Carter fail to communicate before they meet the Levin team.A =Andrew K =Karen F =Fran?oise S =SeanA: You sure you don ' t want one, Karen?K: Not for me.A: Of course, I don ' t know Francoise at all, but you ___ 'wviethgSoetyou about negotiating with him in Dallas two years ago, didn ' t I?K: I ' m sure you did, An drew. Can we just focus on the final package? We mustn . ' t They' re going to __ , but we ___ .A: That' s right. Sean was Head of Procurement at TEC in Atlanta.K: What we must keep in mind is _____ if they push us on staff cuts.A: Oh, we don ' t need to worry about that, Karen. We ________ . Se^hjjulsow are you?S: Good to see you aga in, An drew. Atla nta, was n ' t it?A: Dallas, actually.S: Right, three years ago.A: Two.S: Yeah, sure. You two know each other, right?F: You must be Karen Black. I ' m Francoise Quantin. Welcome to Lebvien.K: we ve spoken on the phone, haven ' t we? This is Andrew Carter, ourA: Sorry, I thought you two already knew each other.S: Well, ____ . Can we …?F: Before we start, would you like a coffee?K: That would be ni ce.F: Milk?K: Yes, please.Script 2Kare n Black and Andre Carter are better prepared for their meeti ng with the Lev in team.A: There you go.K: tha nks.A: So, we ' ll wait fdJielm to respond to our proposal.K: Yes, we know that the staff cuts and the price are __ ut we ' d better .A: And you ' d still like me to do the presentation?K: That ' s what hesad-h un ted you for, An drew.A: And you ' ll watch for their react ions and …K: And deal with any questio ns. Yes.A: Be careful with Sea n, Karen. He drives a hard barga in.K: I ' m sure I can handle him. Wen for a long day, aren ' t we?A: Well, you did pack a toothbrush, didn ' t you?F: Sorry to have kept you waiting. You must be Karen Black. I ' m Francoise Quantin and this is Sea n Morrissey.S: Good to meet you, Karen. Fran coise, this is my old sparri ng part ner, An drew Carter.F: Nice to meet you, An drew. How was your flight?K: Excelle nt. Less tha n an hour.A: Hardly time for the breakfast ___ .F: What about a coffee the n, before we start?S: Yeah, you can ___ .F: There ' s no need to hurry. Karen.S: An drew, you ' ll have ano ther one?A: Please. Milk, three sugars.F: Sit down, please.A: Are you ___ , Sean?S: Yeah, I ' m misshiengkitds and my wife. Andre and I _ in Dallas two years ago.A: Yes, __ ---thirty-six hours, wasn ' t it?S: Andrew, if a job ' s worth_d_o_i_n_g.,F: Perhaps we had better start now.。
国际商务谈判英文版PPT-9 . International BuyingSelling Negotiations
9.2 EFFECTS OF GLOBALISATION
9.2.3 MNEs and international selling
• In multinational MNEs
– Each overseas subsidiary is usually decentralised and bec omes nationally self-sufficient
ween the parties – the national law under which the agreement will be int
erpreted
9.2 EFFECTS OF GLOBALISATION
9.2.6 Licensing agreements
• A licensing agreement may be a simple patent li cence or a production or process technology lic ence
9.2.3 MNEs and international selling
• Generic strategies which may give an MNE co mpetitive advantage both in developing and de veloped markets are – cost leadership – niche operations – market differentiation
• In global MNEs
– little account is taken of national differences – typically integrate local activities into worldwide operat