Business Negotiation Sandra Bob Australia Decision
BusinessNegotiation
BusinessNegotiationBusiness NegotiationAfter reading Business Negotiation published by Tsinghua university press, I got to know it and attained a larger number of information about business negotiation. Firstly, what’s the definition of negotiation? Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two or more people/parties involved in a negotiation. Then what is business negotiation? Business Negotiation is a give-and-take trading process in which the trading parties discuss the conditions of a transaction and reach an agreement. Business Negotiation is a basic means of getting what you want from others, in which an agreement is reached when you and the other side have some interests that are shared and other that are opposed. Business Negotiation is the process of bargaining over a set of issues for the purpose of reaching an agreement.There are three elements of business negotiation: Negotiation parties, Negotiation aims and agreement. As we all know that Business Negotiation includes domestic business negotiation and international business negotiation. I want to emphasis two approaches in negotiation. In Competitive negotiation situation: the seller asks for one price, usually above the price the buyer is willing to pay. The buyer responds by offering a price below the asked price until a compromise is reached. However, the other approach means that people shouldsit down and share their true interests instead of focusing on their positions. Searching for common ground and being creative will result in a negotiated agreement and a much richer relationship. It called Cooperative negotiation. The book also introduces the characteristics of business negotiation: 1. Negotiation is a process of information exchange between two sides. 2. 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 but divergent methods.3. Negotiation must be to the satisfaction of both parties. It can be a very trying process with confrontation and concession. 4. Both parties share open information. They intend to find something in common. 5. Both sides try to understand each other’s point of view. 6. Both parties know that they have common and conflicting objectives, so they try to find a way to achieve common and complementary objectives acceptable to them both.When really comes to negotiation, there are some negotiation tactics we need to learn. When it comes to talents that spell success in the world of business, the ability to negotiate well is one of the mos t vital attributes you can possess. Take care to develop this skill. Some people think they are good negotiators, but in reality are not. From bringing in good people, to arranging financing or nailing that first big deal, sound negotia ting tactics will be essential.Enter a negotiation without proper preparation and you've already lost. Start with yo urself. Make sure you are clear on what you really want out of the arrangement.Timing is important in any negotia tion. Sure, you must know what to ask for. But be sensitive to when you ask for it. There are times to press ahead, and times to wait. When you are looking your best is the time to press for what you want. Butbeware of pushing too hard and poisoning any long-term relationship.The best negotiators either don't care or don't show they care about who gets credit for a successful deal. Their talent is in making the other side feel like the final agreement w as all their idea. Another tenet10 of negotiating is "Go high, or go home." As part of your preparation, define your highest justifiable price. As long as you can argue convincingly, don't be afraid to aim high. As an individual and a business owner, you likely have a set of guiding principles — values that you just won't compromise. If you find ne gotiations crossing those boundaries, it might be a deal you can live without. We must stick to our principal.I think the book is really important for our Business English major student. I enjoy reading it.。
Business Negotiation商务英语谈判重点
重点：1)What is Negotiation“Negotiation”means “doing business”or a discussion aimed at reaching an agreement.Four main phases of negotiation:The preparing phase （预备阶段）The debating phase （争论阶段）The proposal phase （建议阶段）The bargaining phase（讨价还价阶段）或者是Pre-NegotiationFace-to-Face Negotiation ( At the Negotiation )Post-NegotiationWhat is business negotiationBusiness Negotiation is a kind of discussion aimed at reaching a business agreement or abusiness contract.Four stages in business negotiationnon-task sounding （开局前的试探）task-related exchange of information （交换与谈判目标有关的信息）persuasion （说服）concessions and agreements （让步与同意）3）Some Issues that Chinese Corporations and Negotiators Need to AddressChinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of American businessmen.The decision-making process of Chinese companies is generally both slow and time-consuming. On the other hand, American companies usually operate with quick decision made by the top management.Different Business Communication Styles between China and the USAManner: Direct Manner / Indirect MannerDecision-Making: Quick, Top-Down / Slow, Tine-ConsumingWork Ethic: Individual Oriented / Social PressureValue Results more than its Process / Community Belonging, Priority to Planning Merits: Efficiency / Encourage CooperationCompetition in Workers / more HumaneDemerits: Frustrating Workers / Lack of Efficiency and Competition4）China’s Foreign Trade PolicyThe principle of China’s foreign trade is “equality, mutual benefit and exchanging what onehas for what one needs”.（平等互利，互通有无）5）An Introduction to the Five Links of International Business NegotiationEnquiry （询盘）Offer （发盘）Counter-Offer （还盘）Acceptance （接受）Conclusion of a Contract（缔结合同）Of course, it is not necessary to have all the five links taken for every transaction. Sometimes, only offer and acceptance will do. It is stipulated in the laws of some countries that only offer andacceptance are the two required factors, failure of which will make no contract.Brief Introduction to Incoterms®2010Incoterms are used in international import/export contract to show the responsibility of the buyers and the sellers. They define who is responsible for “freight”or “carriage”(transportation) , insurance against risks, “duty”(tariff) and “clearance”(import and export documentation).The word “INCOTERMS”is short for International Rules for the Interpretation of Trade Terms, and most frequently used in international sales transactions.The latest version is INCOTERMS ® 2010, which already became effective on Jan. 1st 2011. Previous versions, including INCOTERMS 2000, are now outdatedThe ® sign means a registered trade mark, it became a necessary part of Incoterms ®2010 International Tender or Bid 国际性招投标Concepts Related Tender or Bid onTender 投标(British English)Bid 投标(American English)submit a tender / bid（submission of tender / bid）投标Tenderer or bidder 投标者Winning bidder / successful tenderer 中标者To invite tender / bid 招标Invitation for (to) tender / Bids 招标Tenderee / the bid inviting party 招标人/ 招标方Generally speaking, people often using tendering / bidding to refer to invite tender / bid and tender / bid.Tendering / Bidding 招投标International tendering / international bidding 国际招投标Submission of Tender (投标)Tenders’/ Bidders’behaviors to deliver their bid / tenders forms to the tenderee according to the conditions of the Tender notice within the specified period of time.投标人根据招标公告或招标单规定的条件，在指定的时间内向招标人递盘的行为。
合作商业谈判流程
合作商业谈判流程Business negotiations are crucial for the success of any partnership. It is a process where two or more parties come together to discuss, bargain, and reach an agreement on the terms of their collaboration. Successful negotiations require effective communication, understanding of each other's needs and goals, and the ability to compromise and find common ground.商业谈判对于任何合作伙伴关系的成功至关重要。
这是一个让两个或更多方当事人聚在一起，讨论、谈判，并就合作条件达成协议的过程。
成功的谈判需要有效的沟通，理解彼此的需求和目标，以及妥协和找到共同点的能力。
One of the key aspects of a successful business negotiation is preparation. Before entering into negotiations, it is essential to do thorough research on the other party, understand their business goals, strengths, weaknesses, and any potential leverage points. This information will help you to tailor your negotiation strategy to suit the specific circumstances and increase your chances of success.成功商业谈判的一个关键方面是准备工作。
BusinessNegotiations国际商务谈判
International Business Negotiations
What behavior is impressive when you meet your trading partner for the first time?
-Appearance -Punctuality -Enthusiasm -Respect ……
11.Decision-making systems
-Individuals can make the decisions -Decisions can not be made until everyone in the group agrees (consensus)
12. Form of agreement
(2)接受发盘于表示同意的通知送达 发价人时生效。如果表示同意的通 知在发价人所规定的时间内，如未 规定时间，在一段合理时间内，未 曾送达发价人，接受就成为无效， 但须适当考虑到交易的情况，包括 发价人所使用的通讯方法的迅速程 度。
(3) 但是，如果根据该项发盘或依 照当事人之间确立的习惯做法或惯 例，被发价人可以做出某种行为， 例如与发运货物或支付价款有关的 行为，来表示同意，而无须向发盘 人发出通知，则接受于该项行为做 出时生效，但该项行为必须在上一 款所规定的期间内做出。
7.The role of individual
-Individuals can make their own decisions -Groups make the decision and consensus is
necessary.
8.Basis for trust
past records vs relationship
商务谈判英语作文
商务谈判英语作文Business Negotiation。
Business negotiation is an essential part of business transactions. It is a process of communication between twoor more parties with the aim of reaching an agreement thatis mutually beneficial. Business negotiation is an art that requires skill, patience, and the ability to understand the needs and interests of the other party.The first step in business negotiation is to establisha relationship with the other party. This can be done by introducing yourself, explaining your position, and showing a genuine interest in the other party's needs and interests. It is important to listen carefully to what the other party has to say and to ask questions to clarify any misunderstandings.Once a relationship has been established, the next step is to identify the issues that need to be addressed. Thiscan be done by asking the other party about their needs and interests, and by explaining your own needs and interests. It is important to be clear and concise in your communication, and to avoid using technical jargon or complex language.After the issues have been identified, the next step is to explore possible solutions. This can be done by brainstorming ideas, evaluating the pros and cons of each idea, and discussing the feasibility of each option. It is important to be open-minded and flexible during this process, and to be willing to compromise if necessary.Once a solution has been agreed upon, the next step is to formalize the agreement. This can be done by drafting a contract or agreement that outlines the terms and conditions of the agreement. It is important to be clear and specific in the language used in the agreement, and to ensure that both parties understand the terms and conditions.In conclusion, business negotiation is an essentialskill for anyone involved in business transactions. It requires skill, patience, and the ability to understand the needs and interests of the other party. By following the steps outlined above, it is possible to reach a mutually beneficial agreement that will help to build long-term relationships and promote business success.。
国际商务谈判(英文版)(doc 10页)
国际商务谈判(英文版)(doc 10页)封面Fashion creative companyname作者：日期：邮箱：2Business Negotiation – Lesson 2 Chapter 1Slide 1One of the most important things to remember in business is to never make enemies. You don’t have to love everyone, but if you dislike someone make sure you don’t show it. Your enemy today may be your boss tomorrow.Slide 2The basic principles of negotiation are:- communication, negotiable issues, common interests, give and take, trust and to be a good listener.Slide 3The most successful negotiation ends with a win-win solution. Both parties must feel as though they have gained something. Both parties must negotiate towards a mutual gain.Slide 4Before negotiations begin, both parties should know the following six details:- why, who with, what, where, when and how they negotiate. Slide 5Negotiation is a process of exchanging information between two sides and both sides try to understand each other’s points of view. Both parties know that they have common and conflicting objectives, so they try to find a way to achieve a common and helpful objective that will be acceptable to them both.Slide 6In summary: common interests must be sought. Negotiation is not a game. In a successful negotiation, everyone wins something.Slide 7Succ ess isn’t winning everything –it’s winning enough. Slide 8In negotiation, both equality and mutual benefit are very important. Both parties are equal in status. They have equal rights and obligations. Remember that in a successful negotiation, each party must gain something or there is no reason for the other party to participate. Both parties should prepare well for the negotiation and be ready to satisfy the other party’s needs on an equal basis.Slide 9Through negotiation, both parties are seeking an arrangement of a business situation. The purpose of this is to seek a win-win situation instead of a win-lose one. It is through sincere cooperation that this result can be made.Slide 10Sincerity is very important for a negotiator’s style. Develop trust between the two parties. Treat others as you want to be treated, this will promote the negotiation and get successful results.Slide 11 Keep it flexible and fluid. Do not be too rigid in what you want to give, and in what you want to take. All negotiations are a process of constant thinking, exchanging information and continuous giving. Before negotiation try and work out what the other party might be thinking, what their needs may be and what their tactics might be.Slide 12 During negotiation, it is very easy for conflicts to happen. It may be that one side wants to take more than what they give. When this happens, either side may break out of the relationship. Thisis a lose-lose situation. It is in both parties interests to find ways to minimize their conflict to achieve a win-win situation.Slide 13 Most business negotiations take place between suppliers and purchasers (sellers and buyers).A supplier cannot exist unless he has a purchaser.Slide 14 Of course in negotiations both parties want to give as little as possible, and to take as much as possible, gaining as much profit as possible in the process. So during negotiations both parties usually give only a little at a time.Slide 15 Both parties must be flexible and make changes during negotiation as required by the situation.Slide 16 Negotiators need to be cooperative and dedicated, to find the best solution possible, insteadof just being concerned with their own needs.Slide 17 In negotiation, both sides must try to reach an agreement that maximizes their own outcome. This may lead either side to be concerned only with their own gain and ignore the needs of the other party. Remember that most business relationships last for a long period of time, so it is beneficial for both parties to gain a win-win situation and continue the business relationship.Slide 18 The three stages of negotiation are:-pre-negotiation, during negotiation andpost-negotiation.Slide 19 The pre-negotiation stage begins from the first contact between the two sides. This is when they show interest in doing business with each other. During this stage the gathering of information will determine the success or failure of the negotiation. The information to be gathered by either party should include:- the market, policies, regulations and financial background.Slide 20 The second stage of negotiation (during negotiation) has five phases through which it must proceed. They are:- exploration (finding out what the other party want), bidding (giving), bargaining, agreeing and making it official (contract).Slide 21 The third stage is post-negotiation. At this stage, all the terms have been agreed upon and the contract is being drawn up, ready to be signed.Business Negotiation – Lesson 4 Chapter 2Slide 1Title page - Today we are working on chapter 2.Slide 2Proper Behaviour in Business Negotiation. People always make assumptions before negotiation and try to guess what the other party are assuming. Assumptions may be true or false, they need to be verified. Listening, talking, inquiring and observing are very important for a successful negotiation.Slide 3Hidden Assumptions. We sometimes place ourselves at a great disadvantage with hidden assumptions about what other people’s motivati ons and actions might be. Don’t assume you know everything about your opponents.Slide 4Listening. Listening carefully to the words spoken by the other party is very important. You must understand what the needs of the other party are. Paying attention to phrasing (the vocabulary they use), their choice of expressions, the mannerisms of speech and the tone of voice they are using. All of these elements give you clues to the needs of what the other party wants.Slide 5The barrier of listening. Some topics are rather difficult and hard to comprehend, do not get distracted, stay focussed. If necessary ask the speaker to repeat something that you have missed or do not fully understand. When you are taking notes, concentrate on the concepts and principles first and then if you have time, write down the facts.Slide 6Active listening. When someone is making a point or presenting an opinion, do not interrupt until they have finished speaking. Then you can ask them to repeat any parts that you didn’t understand.Slide 7Negotiation language. You should only communicate the points needed, to encourage the action your party desires.Your party should be informative, to support only the details necessary to make your offer clear. Keep your sentences simple. Your presentation should be fair and consider both the pros and the cons. Your presentation should be cooperative and friendly, not argumentative or hostile. It should emphasize the positive points, not the negative points.Slide 8Aspects to be aware of. Listeners judge you by how you talk. Your speaking voice is one of the first impressions people have of you. A person may be characterized as friendly if his or her voice sounds warm and well modulated. If someone has a flat monotonous voice they will be judged as dull and boring. Do not talk too fast or you will give the impression that you are nervous and not confident. Slide 9Asking questions. In an appropriate situation you should ask the other party “What do you want from this negotiation? What are your expectations? What would you like to accomplish?” Be quiet after asking a question, encourage others to talk as much as possible so youcan gain more information. When you ask questions, make sure you listen to the answers.Slide 10Answering questions. Always give yourself time to think about the question being asked. Never answer until you clearly understand what is being asked. Do not be embarrassed to ask them to explain the meaning of their question. Before negotiations begin, anticipate what questions may be asked, so that you can plan your answers before the negotiation.Slide 11Observing. Besides listening to the other party in an attempt to learn their desires and needs, you must also closely observe their gestures. Body language and gestures are very important. Our entire bodies, including our head, arms, hands, fingers and even our posture can convey a message. Slide 12Eye contact. A person who looks away a lot while listening to you is showing that they are not happy with with you or what you are saying.Slide 13 The mouth. When you meet or greet someone, you should do so with a warm, genuine smile.Slide 14Hands. What you do with your hands is a very significant form of body language. Your handshake reveals clues to what you really think of someone. A firm handshake gives the impression of confidence and seriousness. The weak handshake has no energy at all and suggests a lack of confidence, interest and warmth. If the other party puts both of his/her hands on the table and he/she leans forward, it means they are confident and ready to get down to business.Slide 15 The nose. Touching the nose or slowly rubbing it usually means someone has doubt in what they are saying and maybe it could indicate that this person is lying.Slide 16 The legs. A person whose legs are crossed, and who is leaning away from you is probably very competitive. If someone has their legs crossed and their arms crossed they will be difficult opponent.If the person has their legs crossed and they are swinging the top leg it means that they are probably bored with your ideas and opinions. If someone likes you or your ideas they will lean forward slightly in a relaxed manner with a slightly curved back.Slide 17 The Feet. A person whose toes are turned towards each other (pigeon toed) or tucked under the chair is very timid or scared.Business Negotiation – Lesson 6 Chapter 4Slide 1 Title Page– Today we will work on chapter 4.Slide 2Preparing for Negotiation. A successful negotiation is determined by its preparation. Thinking beforehand about who you are going to meet, what is going to be discussed, and what will be the best approach is very important. Good preparation has an impact on the opening stages of a negotiation, which sets the tone for the rest of the meetings.Slide 3Scheduling the first meetings. The first impression each side makes will most likely have a major effect on the style, progress and eventual outcome of the negotiations. Scheduling the first round of meetings is an important task for both sides and should be handled in a manner that preserves the professionalism of all the attendees. Arrive to the meeting promptly and be prepared to get right to work.Slide 4Setting the agenda. From a communication point of view, the process of structuring and controlling a negotiation focuses on the importance of setting an agenda and a procedure for the meeting. The agenda includes the order of the issues to negotiate and its main negotiation methods like what to negotiate first, what others to negotiate later and what is the final goal to attain etc. Slide 5Negotiating Agenda. An agenda pay be presented by one side or prepared by both parties, or each side may prepare a general agenda and a detailed agenda. The general agenda is presented to the other side, and the detailed agenda is for your own use. Attention should be given to the various issues to be discussed so that strategies can be developed. The issues might be listed so that the major ones are discussed first. This will prevent wasting time on minor issues and to make sure of leaving sufficient time to discuss the major ones.Slide 6Preparing for negotiation. Do your homework. Successful negotiation results are directly related to its smooth implementation and will bring enormous results.Slide 7Establishing Objectives. The objective is the prerequisite of a negotiation. Under the guidance of clear, specific, impersonal and feasible objectives could the negotiation be in a positive position.Key elements of negotiation objectives are:-Who can contribute to this negotiation, who will be affected by this negotiation, what are the maximum and minimum targets to seek. Minimum targets means the targets or benefits we would never give up, in other words there is no room for bargaining. Maximum targets are the targets or benefits we could think of giving up under critical conditions.Slide 8Key elements of negotiation objectives (cont.) When would we like to conclude the negotiation, where is the best place for the negotiation, why has the other party chosen us to negotiate with, what concessions are we willing to make and what concessions will the other party be likely to make.Making the objective of a negotiation rigid might cause the negotiation to breakdown. An alternative method of formulating objectives might be to keep them fluid so that the expectations can change with the circumstances of the negotiation.Slide 9Issues and positions. Any information upon which there is disagreement can be organised into the negotiation issues. Issues are the things on which one side takes an affirmative position and the other side takes a negative position. Issues should be realistic. It is important that we should try to negotiate problems rather than our demands. Our demands are only a one-solution approach to the problems. There may be other solutions. It is said that your bargaining position should conceal (hide) as well as reveal (show), and as negotiations continue, concessions alternate from each side.Slide 10Meeting places. Should you conduct the negotiation in your office, or should you go to the other party’s home ground? The general rule is that you perform better on your own home ground. A negotiator on home ground is more assertive and more confident. In contrast a negotiator that is a guest on the other party’s home ground may feel subordinate. The fairest for both parties is to meet on neutral territory where no one will have the psychological edge.Slide 11Opening the meeting. Good negotiating atmosphere is better to be formed at the very beginning of the negotiations. Therefore, both parties should seize the occasion of the first meeting when doing self-introduction or being introduced. Try to behave gracefully and speak clearly to make the impression of being kind, natural and honest. Exercises from bookBusiness Negotiation – Lesson 9 Chapter 5Slide 1Title Page – Chapter 5Slide 2The Bargaining Process.The pattern of bidding and bargaining is seen by many people to be the core of the negotiation process. Almost all the negotiations have something to do with bidding and bargaining. The bargaining process is normally very intense. Both sides are trying to move to their own advantage. Or if it is not possible to cut the cake so that both parties get what they want, then they bargain in such a way that the dissatisfaction will be equally shared between them.Slide 3Bidding.The opening bid (price) needs to be ‘the highest’ because:- our first bid influences others in their valuation of our offer, a high bid gives room for manoeuvre during the later bargaining stages, the opening bid has a real influence on the final settlement level. The more we ask, the more we will achieve.Slide 4Bidding (cont.). You must be able to justify your original bid, you should not only seek to gain as much as possible but you also take the other party into consideration. Putting forward a bid that unrealistic and cannot be defended will damage the negotiation process. If we cannot defend our bid when challenged we will lose face and credibility. Slide 5The Highest Realistic Bid. The highest defensible bid is not set in concrete. It is a figure that is relevant to the particular circumstances. If the opposing party is pushing for their advantage, then for our advantage we must push for the highest price. If we have a lot of competition, we musttailor our opening bid to the level at which it at least enables us to be invited to continue negotiations. Slide 6Content of Bid. The content of the bid usually needs to cover a range of issues:- the price, how badly the product is needed, the amount of product needed, product credibility, credit terms (payment of goods), competition in the market. The parts of the opening bid in a commercial negotiation will not only be price, but a combination of :- price, delivery, payment terms, quality specification etc.Slide 7Presentation Tactics. In the bidding presentation of the negotiation process, there are three guidelines to the way in which a bid should be presented:- firmly, clearly and without comment. The bid should be put firmly, seriously and without hesitations. It needs to be understood clearly so that the other party recognises precisely what is being asked. In the process of negotiation, it’s better to have the quotation typed on paper, to ensure the clarity of the bid and to show the other party a sense of seriousness and legitimation.Slide 8Responding Tactics. Both sides at this time are trying to move the negotiation to a more favourable direction to their own side. It’s quite necessary to do some homework, researching the other side before responding to the bid.The competent negotiator should make sure they understand what the other party is bidding, should have an idea how to satisfy the other party and at the same time try and figure out what the other party’s expectations are. The competent negotiator should summarise his/her understanding of the bid as a check on the effectiveness of communication between the two parties.Slide 9Bargaining. In this stage of the negotiation it is very important not to give the other party too much too soon. Bargaining should be to your advantage, however you must also make a fair deal in which both parties are equally satisfied or equally dissatisfied.Slide 10Bargaining Moves. As we start the bargaining process we need to take two steps:- get it clear, assess the situation. It is vital to establish a clear picture of the other party’s requi rements at the beginning. You must have a clear picture of what the other party is bidding already. Your main concern is to understand what bid is being offered. Slide 11Clarification of Opposers Bid. Check every item of the other party’s bid. Inquir e the reason and bases of the bid, ask how important the item is and how much flexibility is in the bid. Pay attention to the other party’s explanation and response. Listen to the other party’s answers without comment and reserve your opinion.Slide 12Clarification of your Bid. Try not to divulge too much information and knowledge, keep things simple. Give only the essentials asked for, do not go into lengthy comments or justifications. Slide 13Assessing the Situation. After understanding what the real expectations are of the other party, you have to assess the situation. Identify any differences between the two parties expectations are. Assess what direction should be taken in order to obtain the best deal.Slide 14Assessment. What will the other party accept, what won’t the other party accept, what will the other party negotiate, bargaining strengths and weaknesses, price, terms and the probable settlement area.Slide 15Assuming. Having assessed the differences between both parties you need to analyse the other party’s real position. Remember assuming is only guessing, you can never be certain that you are right.Slide 16After Assessment. After assessment there are three options available:- to accept the terms offered and asked for by the other party, to reject the terms offered and asked for by the other party or to carry on negotiating.Slide 17Continue Negotiations. In order to continue the negotiation, preparation should be made for the next round. These preparations involve the following steps:- provide a new offer from our party, seek a new offer from the other party, change the shape of the deal. In summary the first stage of bargaining involves understanding what the other party really wants, assessing the situation and thedifferences between both parties, preparing for the next round of negotiations.Slide 18Influencing the Deal. A deal can be influenced by the situation. To influence the situation a party can offer:- a different deal, better conditions and new opportunities.Slide 19Making Concessions. Making concessions is the most popular tactics used in the bargaining process to keep the negotiations on going. Making concessions depends on many factors:- when to concede, what to concede and how to concede. Every concession is closely connected to a party’s own interests.Slide 20Trading Concessions. A party should trade their concessions to their own advantage, doing their best to give the other party plenty of satisfaction even if the concessions are small. To trade concessions to your party’s advantage you should use the following tactics:- listen to the other party very carefully, give the other party detailed specifications, show the other party how they can benefit from the agreement on the terms that are asked. Reserve concessions until they are needed in the negotiation, you may be able to negotiate an agreement without giving too many concessions.Slide 21 Breaking an Impasse. In the bargaining process, the two parties may be rigid with what they want to give and what they want to take. If this occurs the negotiations fall into a dilemma. This kind of situation is called negotiation impasse. The two parties should try to find the cause of it and actively search for ways out of the impasse. Negotiators strive to preserve their face, their status, their credibility, their reputation and their self respect.Slide 22Coping with Conflict. The first principle in coping with these conflicts is to keep it fluid. Start talking discounts, terms of payment, change of specification and quality control.Slide 23 Towards Settlement. When the parties become aware that a settlement is approaching a new mood is established. At the end of the negotiation both parties should work together to summarize, produce a written record of the agreement and identify what actions and responsibilities need to be taken care of and by which party.Business Negotiation – Lesson 11 Chapter 7 Slide 1Title page– lesson 11 Chapter 7Slide 2Negotiation Strategies. Negotiation strategies are established in order to achieve the negotiation objectives. They are acting guidelines and policies of the whole negotiating process and are subject to modification with the progress of the negotiation.Slide 3Choice of Strategies. There are quite a few background considerations which will influence the strategy, these are:- repeatability, strength of both parties, importance of the deal and time scale.Slide 4Repeatability. Repeatability is an important influence on the styles and tactics that should be used. If it is a series of deals with one organisation, then there needs to be goodwill and lasting relationships built with that organisation, a personal relationship is essential. If on the other hand, the negotiation is for a one time only deal with an organisation not likely to be met again, then the situation is strategically different.Slide 5Strength of Both Parties. The second influence on the choice of strategies is each party’s strength. If the party is the only people with whom a deal could be made, then the party are in a strong position. If there are many potential customers or suppliers, then the party are in a relatively weak position. A party is strong if they dominate a market either as buyers or sellers. A party is weak if they are just one of many.Slide 6Importance of the Deal. If the negotiation is a deal worth millions of dollars, then the strategy needs to be different from negotiations that are worth thousands of dollars.Slide 7Time Scale. The time scale for the deal may also influence the strategy. If it is imperative that the deal be concluded quickly, then the negotiation strategy may be different from what it would be if there was little urgency.Slide 8Guidelines for Strategic Decisions. The first of the strategic decisions which must be made is the choice of the other party. If there is a choice, how many parties should be negotiated with?Which parties should be chosen? The choice of the other party with be strongly influenced by the range of commercial interests, the reputation, the reliability, the integrity and the quality etc. of the possible other parties.Slide 9Guidelines for Strategic Decisions. The second of the strategic decisions which must be made is how quick the negotiations should proceed. The most dominate party should choose a quick deal. The weaker party should hold back. If there is no clear pattern of the stronger or weaker party, the strategy should be to hold back.Slide 10Quick Deals. For a quick deal, there needs to be precise targets and very clear views about the extent to which compromises could be made. What style should be used to negotiate? If a quick deal strategy is adopted, the need is to move quickly and the style should be to our advantage. If the strategy is to hold back, then the option is to either be creative oriented or advantage oriented. Each negotiator has their own strengths, and it is desirable that they should negotiate in a style which reflects those strengths.Slide 11Negotiation Strategies. A s trategy is a plan of techniques and tactics used in the actual process of an action, in this case a negotiation. Techniques to plan are:- when to move, where to go and how fast to go. These are all determined by certain conditions. To accomplish the aims in a negotiation, the inexperienced negotiator’s strategy will be limited to a few simple and obvious devices e.g price, terms etc.Slide 12How and Where Strategy. The how and where strategy involves the method of application and the area of application. Often it is advantageous to use two or more strategic approaches in the same negotiation. Some of the main forms of the how and where strategy are:- participation, crossroads, blanketing, salami, agency and shifting levels.Slide 13Participation. Is the form of strategy where we enlist the help of the other party on our behalf. Slide 14Crossroads. With the crossroads strategy either party may introduce several matters into the discussion so that there can be concessions on one hand and gains on the other.Slide 15Blanketing. In blanketing, one technique is to try to cover as large an area as possible to achieve a breakthrough in one or more places.Slide 16Salami. The strategy of salami means a slice at a time. This strategy involves dealing with an issue bit by bit, slice by slice.Slide 17Agency. The agency strategy is when you ask someone else to conduct the negotiation on your behalf.Slide 18Shifting Levels. And finally we come to the final type of strategy which is shifting levels. Shifting levels deals with a strategy or tactic in which involvement in the problem is changed to a higher or lower level.Slide 19Reminder. You will have to use all different types of strategies when negotiating. You will have to adapt to the other party and to the situation.Lesson 13 Chapter 11Slide 1Title Page – different business cultures and negotiations. A business negotiator should have some understanding of different cultures, customs and business conventions of different countries. Slide 2There are two main rules of international business. The first is that the seller is expected to adapt to the buyer. The second is that the visitor is expected to observe the local customs. To observe the local custo ms doesn’t mean to copy the local behavior, just be yourself. But of course, you should include being aware of local sensitivities and generally honoring local customs, habits and traditions.Slide 3One classification of organizational style distinguishes between people who are task-oriented and people who are people-oriented. People who are purely task-oriented are concerned entirely with achieving a business goal. They are not concerned about the affect that their actions have on the people that they will come into contact with. As。
商务谈判重要性英语作文
商务谈判重要性英语作文Business negotiations are of utmost importance intoday's globalized world. They serve as a means for companies to establish partnerships, secure deals, and expand their reach in the market. The success of a business negotiation can determine the future growth andprofitability of a company. Therefore, it is crucial for businesses to understand the significance of effective negotiation skills.In business negotiations, communication plays a vital role. It is essential for both parties to clearly convey their ideas, expectations, and concerns. Effective communication involves active listening, asking relevant questions, and providing concise and persuasive responses. By doing so, businesses can ensure that their interests are understood and taken into consideration during the negotiation process.Negotiations also require the ability to adapt and beflexible. In today's dynamic business environment, circumstances can change rapidly, and companies need to be able to adjust their strategies accordingly. Flexibility allows businesses to explore alternative solutions, find common ground, and reach mutually beneficial agreements. It demonstrates a willingness to compromise and collaborate, which can foster long-term relationships with partners and clients.Another important aspect of business negotiations is preparation. Adequate preparation involves conducting thorough research on the industry, market trends, and the other party involved. This knowledge enables businesses to anticipate potential challenges, identify areas of leverage, and develop effective negotiation strategies. By beingwell-prepared, companies can demonstrate their expertiseand credibility, which can significantly influence the outcome of the negotiation.Trust and relationship-building are also critical in business negotiations. Establishing trust requires transparency, integrity, and a commitment to delivering onpromises. Building strong relationships with partners and clients fosters open communication, mutual respect, and a willingness to work together towards common goals. Trust and relationships can enhance the negotiation process by creating a positive and cooperative atmosphere, which increases the chances of reaching a favorable outcome.Lastly, business negotiations require patience and perseverance. Negotiations can be complex and time-consuming, and it is important for businesses to remain patient throughout the process. It may take multiple rounds of discussions and compromises to reach an agreement that satisfies both parties. Perseverance is necessary to overcome obstacles and setbacks, as well as to maintain a positive attitude and focus on the end goal.In conclusion, business negotiations are crucial for companies to succeed in today's competitive market. Effective communication, adaptability, preparation, trust, relationship-building, patience, and perseverance are all essential elements of successful negotiations. By recognizing the importance of these skills and applyingthem in negotiations, businesses can achieve their objectives and secure long-term success.。
business negotiation 商务谈判
Business negotiation style— France
Attaching great importance to dress and appearance. Talkative, eloquent and emotional. Prefer to use their own language （坚持在谈判中使用
Cross-cultural Negotiation
Cross-cultural negotiation
Difference Cultural etiquette Ways of thinking Emotions Forms of behavior
Learn & master different business negotiation styles
法语）. Decisions preferred to be made by competent individuals （决策重个人，效率高）. A clear boundary between work time and spare time.
Business negotiation style— Japan
Business negotiation style— South Africa
Most of people engage in business are from wealthy
and influential families, they value etiquette a lot. Prefer to negotiate with opponents which are wellmatched in strength. Conservative, formal. Centralization of power in decision-making (权力集中 型). Emphasis on credibility, keep promises. taboos
商务谈判BusinessNegotiation
（2）对方对谈判的重视程度
商务谈判信息收集的途径 要善于从对方的雇员中收集信息 要善于从对方的伙伴中获取信息 要善于从文献资料中获取信息 直接观察或试探性地刺激对手
商务谈判信息的处理 信息资料的整理 信息资料的传递 信息资料的截断
商务谈判
（Business Negotiation) 张琦
E-MAIL:
课程安排
教材：谈判训练 （孙兆臣、易吉林 编著；武汉大学出版社）
一
第一章：利益切换
二
第二章：以人为本
三
第三章：有备无患
四、五 第四章：波澜起伏
六、七 第五章：运筹帷幄
八
第六章：出奇制胜
第三讲 有备无患 ——商务谈判准备
商务谈判的信息
与商务活动有密切联系的信息。在谈判信息方面，占 据优势的一方往往能够把握谈判的主动权。（信息拥 有的不对称性）
商务谈判会务
商务谈判的信息
商务谈判信息的作用 商务谈判信息的收集 商务谈判信息收集的途径 商务谈判信息的处理
商务谈判信息的作用
有助于制定谈判战略
有助于加强谈判沟通
有助于控制谈判过程
如果谈判信息不真实，就会误导谈判过程；如果谈判 信息传递迟缓，就会延误时机；如果谈判信息反馈不 足，就会造成谈判过程失控。
商务谈判信息的收集 收集政策导向 收集市场信息 收集谈判对手信息
收集谈判对手信息 对方的当前需求、利益和谈判实力（研究对方
小王计划报考MBA，但需得到单位的同意。在向单位领导提
出要求前，他感到应该和领导联络感情。在此之前，他由于工作
国际商务英语Chapter 2 Business Negotiation
General Procedure in Business Negotiation
Generally, the business negotiation will usually go through five steps, namely, enquiry, offer, counter-offer, acceptance and conclusion of a contract.
Chapter 2
Business Negotiation
Overview of Negotiation
What is negotiation? A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements.
reaches the offeree before or at the same time as the offer. Until a contract is concluded an offer may be revoked if the revocation
reaches the offeree before he has dispatched an acceptance. However, an offer cannot be revoked: (a) if it indicates, whether by stating a fixed time for acceptance or
new offer
A reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer.
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
The Big Decision
Sandra is the General Manager of a company that does business in America. The company would like to expand to Australia. They need a point man to spend two years in Australia setting up the new company. Sandra’s bosses want to send a man ager named Bob to Australia. Sandra knows that her bosses would be very unhappy with both her and Bob if Bob refused to go to Australia. This could cause problems for both of them (but especially for Bob) in their future careers at the company.
Bob has been a manager at the company for about 15 years and is very good at his job. However Bob has a wife and two teenage children who he doesn’t want to be away from for two years. He also doesn’t really want to make his family live in another country for two ye ars. He thinks that two years is too long to not cause his family problems with work, school, and friends. At the same time, two years is too short for his family to make a new life in Australia.
There is another manager at the company, named Jimmy, who might be able to successfully set up the company in Australia. Jimmy is younger than Bob, is just beginning his career (he has been at the company for about 5 years, and this is his first job after graduating university), and has no family. He is not as experienced as Bob, and not as good at his job. Also, Jimmy speaks Japanese and wants the company to expand to Japan instead of Australia.
Bob and Sandra negotiate about him going to Australia.
How could Bob make going to Australia work for himself and his family? What would he need from the company, and what could he offer?
What could the company offer Bob to make it easier for him to go to Australia for two years?
What are Sandra’s strengths and weaknesses at the negotiating table? What about Bob?
Sandra and the company negotiate about Bob going to Australia.
What does Sandra need from the company to get Bob to go to Australia?
What are the company’s other options (besides Bob)? At what point does the price of sending Bob become higher than the cost of the other solutions?
In what ways do Sandra’s and the company’s point of view differ?
After Bob refuses and quits, Sandra negotiates with Jimmy (who is unhappy about being the second choice) about going to Australia.
What are Sandra and Jimmy’s streng ths and weaknesses at the bargaining table?。