国际商务谈判(英文版)Chapter 3 The Negotiation Process
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国际商务谈判(双语)CHP 3--Strategy and Tactics of IN
Types of Interests: Substantive interests Process interests Relationship interests Interests in principle
Bringing their interests in principles to the surface will lead the parties to discuss explicitly the principles at stake and to invent solutions consistent with them.
Depersonalize the Problem. Separate the Problem Definition from the
Search for Solutions.
3.2 Understand the Problem Fully— Identify Interests and Needs -1
Integrative Negotiation . 5. Why Integrative Negotiation is Difficult to
Achieve. 6. Chapter Summary.
1. Introduction
Integrative Negotiation allows both sides to achieve their objectives.
Identifying interests is a critical step in the integrative negotiation process. Interests are the underlying concerns, needs, desires, or fears that motivate a negotiator to take partd the Problem Fully—Identify Interests and Needs -2
Bringing their interests in principles to the surface will lead the parties to discuss explicitly the principles at stake and to invent solutions consistent with them.
Depersonalize the Problem. Separate the Problem Definition from the
Search for Solutions.
3.2 Understand the Problem Fully— Identify Interests and Needs -1
Integrative Negotiation . 5. Why Integrative Negotiation is Difficult to
Achieve. 6. Chapter Summary.
1. Introduction
Integrative Negotiation allows both sides to achieve their objectives.
Identifying interests is a critical step in the integrative negotiation process. Interests are the underlying concerns, needs, desires, or fears that motivate a negotiator to take partd the Problem Fully—Identify Interests and Needs -2
国际商务谈判(英文版)Chapter 3 The Negotiation Process
14
Settling & Ratifying
Here are some points the negotiators should pay attention to:
①Price ②Completion ③Claims settlement Last but not the least, the record of
11
4. Explore Alternatives to Agreement
When the disparity between the two negotiating parties seems too large to be mentioned, however, some negotiators do not want to give up easily.
Getting to Know Each Other The Opening The Review of the Opening
4
Getting to Know Each Other
Many relationships in international global transactions begin first with the formation of personal relationships between the players.
The reservation point means the target that negotiators have to achieve for assurance of their basic interests.
The reservation point only sets out one’s own basic interests, and to maximize one’s interests is the final target of all negotiators.
Settling & Ratifying
Here are some points the negotiators should pay attention to:
①Price ②Completion ③Claims settlement Last but not the least, the record of
11
4. Explore Alternatives to Agreement
When the disparity between the two negotiating parties seems too large to be mentioned, however, some negotiators do not want to give up easily.
Getting to Know Each Other The Opening The Review of the Opening
4
Getting to Know Each Other
Many relationships in international global transactions begin first with the formation of personal relationships between the players.
The reservation point means the target that negotiators have to achieve for assurance of their basic interests.
The reservation point only sets out one’s own basic interests, and to maximize one’s interests is the final target of all negotiators.
国际商务谈判自测题Chapter_3
Chapter 3Strategy and Tactics of Integrative NegotiationFill in the Blank Questions1。
Although the conflict may appear initially to be win-lose to the parties, ____________ and ____________ ____________ will usually suggest win-win alternatives.Answer: discussion, mutual exploration Page： 722. Those wishing to achieve integrative results find that they must manage the ____________ and____________ of the negotiation in order to gain the willing cooperation and commitment of the other party。
Answer： context， process Page: 733. Effective ____________ exchange promotes the development of good integrative solutions.Answer： information Page： 734. Successful integrative negotiation requires that the negotiators search for solutions that meet the____________ and ____________ of both （all） sides。
Answer： needs, objectives Page: 745. In an integrative negotiation, negotiators must be ____________ about their primary interests andneeds, but ____________about the manner in which these interests and needs are met throughsolutions。
国际商务谈判chapter 3
The core of their thinking is mutual success and convergence of interests. A better and bigger cake! “The father of Negotiating Training”--Gerard Nierenberg “everybody wins”
Gaining: invent options for mutual gain
Win-win Concept
Win-lose concept
Win-win concept
Tradition Concept
In the early history of human being, negotiations, although as a peaceful approach to conflicts, could be extremely dangerous for negotiators, who would prepare to risk their lives for talking with antagonistic side because if the talk failed the envoy would be beheaded.
International Business Negotiations
(2)Discussion of agenda
Every negotiation have sth. hard to be dealt with. (hard bones) strategic To let the worst go first. To have the tough issue the later the better.
国际商务谈判：理论、案例分析与实践(第五版)英文版课件Chapter 3
Rotation of host and guest venues
Organize a group of four
Two sellers,two buyers
Require -ments
Read background information
Simulation
Silk selling
Discuss the following with your partner
Information of financial credit:
character:inte grity
capacity:abili ty to repay
capital:Biblioteka ound ness of financial position
Market survey:
preliminary screening of various markets
Target levels
Determine the importance of
interests
Desirable target --- a potential one
Acceptable target
--- making all effort to achieve
Bottom target
--- the least target to achieve
Directories and newsletters
Important information to collect
Local laws and regulations:
political and economic outlook
government interference
全套课件 国际商务谈判(英文版)
wwwthemegallerycomwhatchinesebusinesspeoplesaytheylearntfromourprofessionalnegotiationtrainingcourse?achievehealthyandgenuinerelationships?maximizeourpositionandrewards?achieveprofessionalstandardsasnegotiators?respectforonesselfandothers?clearcommunications?astrategicoverviewofthenegotiation?keepfocusedandstayassertive?haveanidentifiedbottomlinewwwthemegallerycomwhatchinesebusinesspeoplesaytheylearntfromourprofessionalnegotiationtrainingcourse?teammemberscooperatewell?ateamleaderwhoreallyleads?negotiationisabattleofwitssoweneedlogicalanalysisandlogicalrefutations?knowwhenitisnecessaryortimelytotakeabreak?delaythestartofbargaining?selfcontrolstayingcalmavoidingangerimpulsivenessandshyness?theseanswersshowthattheyhadsuccessfullygraspedthekeyprinciplesandbenefits
• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
国际商务谈判英文 chapter3
11
• 3.2.3 Where to collect information • International organizations. • Governments. • Service organizations • Directories and newsletters. • On-line service.
16
• 3.3.4 Open agenda and restricted agenda • ①Open agenda • ②Restricted agenda
17
3.4 Forming the Negotiation Team
• 3.4.1Size of the negotiation team • What then is a commendable size for a
12
• 3．3 Negotiation agenda • Negotiation Agenda refers to the
arrangement for the timing and site choice of the negotiation, and issues discussed. The agenda is usually prepared by the host party or discussed by both parties in advance， which can be segmented into open agenda and restricted agenda sometimes．
18
• 3．4．2 The staffing of the negotiation team • (1)OrganizationaI structure of the team
• 3.2.3 Where to collect information • International organizations. • Governments. • Service organizations • Directories and newsletters. • On-line service.
16
• 3.3.4 Open agenda and restricted agenda • ①Open agenda • ②Restricted agenda
17
3.4 Forming the Negotiation Team
• 3.4.1Size of the negotiation team • What then is a commendable size for a
12
• 3．3 Negotiation agenda • Negotiation Agenda refers to the
arrangement for the timing and site choice of the negotiation, and issues discussed. The agenda is usually prepared by the host party or discussed by both parties in advance， which can be segmented into open agenda and restricted agenda sometimes．
18
• 3．4．2 The staffing of the negotiation team • (1)OrganizationaI structure of the team
94--商务英语教程unit3-Negotiation商谈
• Negotiation is a common human activity as well as a process that people undertake every day to manage their relationships such as a buyer and a seller, a husband and a wife, children and parents, etc.谈判是一种常见的人类活动以及一个过程,人
We Win
Dud Buy!!!!!!
Bargaining Skills
1
Cut down considerably from the asking price.
Never express how much you like the things you want to buy. Try to find and point out as many flaws as possible in the product.试图
市场:通常是一个图——一个价格,交货 期——这是你的理想的位置在任何谈判。
Market
点击添加标题
Negotiation
文本
文本
Market
compromi se
文本
Negoti ation
文本
coercion
bargaining
文本
文本
sum
Bargaining
• When we buy somethings , bargaining is necessary. • Bargaining is to discussing the conditions of a sale , agreement , etc. , to try to get a lower price.当我们
We Win
Dud Buy!!!!!!
Bargaining Skills
1
Cut down considerably from the asking price.
Never express how much you like the things you want to buy. Try to find and point out as many flaws as possible in the product.试图
市场:通常是一个图——一个价格,交货 期——这是你的理想的位置在任何谈判。
Market
点击添加标题
Negotiation
文本
文本
Market
compromi se
文本
Negoti ation
文本
coercion
bargaining
文本
文本
sum
Bargaining
• When we buy somethings , bargaining is necessary. • Bargaining is to discussing the conditions of a sale , agreement , etc. , to try to get a lower price.当我们
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The disparity of the criterion by the two parties is due to the fact that both parties wish to maximize their own interests; therefore it is on this stage that conflicts of interests of two sides will confront and clash with each other, which will surely incite argument and contradiction.
This interaction gives both parties the opportunity to gain valuable insight and deepen understanding of each other.
This is particularly true when we are dealing with people from certain cultural backgrounds, where trust based on relationships is essential.
International Business Negotiation
Part Ⅰ An Overview of International Business Negotiation
1
Chapter 3: The Negotiation Process
2
The Negotiation Process
The period covered by the negotiation will be divided into three stages:
opening & its review; bidding & bargaining; settling & ratifying.
3
Opening & its Review
generally through an ordered set of steps: 1. Design and Offer Options 2. Introduce Criteria to Evaluate Options 3. Estimate Reservation Points 4. Explore Alternatives to Agreement 5. Making Concession or Compromising
6
The Review of the Opening
Before proceeding further with the negotiations, the party should review the results achieved from the opening phase.
And then decide whether the negotiations can be placed on a bargain acceptable to both sides which can be identified immediately, or a bargain acceptable to both sides is foreseeable which will need further negotiations to achieve, or no bargain is foreseen acceptable to both sides.
Negotiation options may include the objectives of negotiation, terms and schedules.
9
2. Introduce Criteria to Evaluate Options
Every negotiator has their own criterion for evaluating the options based on their own value system.
Getting to Know Each Other The Opening The Review of the Opening
4
Getting to Know Each Other
Many relationships in international global transactions begin first with the formation of personal relationships between the players.
7
Bidding & Bargaining
This stage covers a broad period of bargaining in which concessions are made and advantage are gained, so that the gap between the two sides is narrowed to a point.
5
The Opening
The opening phase is influential because energy and concentration are naturally at a high point at the start of any activity.
The parties' attitudes are being formed atDesign and Offer Options
Once both sides’ interests are designated, it is time for negotiators to set forth suggestions and options for how to address the issues. Options reflect negotiators’ consideration, suggestions and conditions for a solution.
This interaction gives both parties the opportunity to gain valuable insight and deepen understanding of each other.
This is particularly true when we are dealing with people from certain cultural backgrounds, where trust based on relationships is essential.
International Business Negotiation
Part Ⅰ An Overview of International Business Negotiation
1
Chapter 3: The Negotiation Process
2
The Negotiation Process
The period covered by the negotiation will be divided into three stages:
opening & its review; bidding & bargaining; settling & ratifying.
3
Opening & its Review
generally through an ordered set of steps: 1. Design and Offer Options 2. Introduce Criteria to Evaluate Options 3. Estimate Reservation Points 4. Explore Alternatives to Agreement 5. Making Concession or Compromising
6
The Review of the Opening
Before proceeding further with the negotiations, the party should review the results achieved from the opening phase.
And then decide whether the negotiations can be placed on a bargain acceptable to both sides which can be identified immediately, or a bargain acceptable to both sides is foreseeable which will need further negotiations to achieve, or no bargain is foreseen acceptable to both sides.
Negotiation options may include the objectives of negotiation, terms and schedules.
9
2. Introduce Criteria to Evaluate Options
Every negotiator has their own criterion for evaluating the options based on their own value system.
Getting to Know Each Other The Opening The Review of the Opening
4
Getting to Know Each Other
Many relationships in international global transactions begin first with the formation of personal relationships between the players.
7
Bidding & Bargaining
This stage covers a broad period of bargaining in which concessions are made and advantage are gained, so that the gap between the two sides is narrowed to a point.
5
The Opening
The opening phase is influential because energy and concentration are naturally at a high point at the start of any activity.
The parties' attitudes are being formed atDesign and Offer Options
Once both sides’ interests are designated, it is time for negotiators to set forth suggestions and options for how to address the issues. Options reflect negotiators’ consideration, suggestions and conditions for a solution.