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
regulations of patents and trade marks, labeling requirement, countervailing duties, antimonopoly & antidumping law
sales information
competition
mode of distribution
Staffing Negotiation Teams
Team leaders
Professionals
Interpreters
Choice of negotiation venues
Host venue
enjoying good timing, familiar surrounding, ready help
Guest venue
On spot survey and collecting first hand
information
Third party’s venue
used when there is no talking channel and for consideration of fairness
What information to use what is your bottom target
Case Study A Business Survey
Why did a survey out of cautiousness turn out to be a trap for Suzhou Company?
Collecting Information
What’s information?
What prevent people from collecting information?
*Lack of sensitivity in differences in culture, consumer
tastes, market demand *Limited appreciation for different environment abroad *lack of familiarity with national and
Chapter Three
Case Introduction
A Chinese Engineering Company In Gabon
Case Introduction:the Chinese company dismissed quite a number of local workers after completing the framework of the construction, which gave rise to a strike lasting for 40 days.
The strike ended with the Chinese company’s failure in the negotiation and a large sum of compensation to the workers.
Target Decision
Preference of interests
Where can they obtain reliable information?
international data sources and inability to use international data obtained
Information is a valuable commodity with the power to
reduce uncertainty.
Two application of information: problem solving: use information to specific decision making
Strategic planning: reducing uncertainty of an unknown future
Where to collect information
International organizations
Governments
Service organiza-
tion
On-line service
合集下载
国际商务谈判英文版PPT-3 . Negotiating Power
3.2 WHAT IS NEGOTIATING POWER?
3.2.5 Economic and military power
• Negotiating power was closely related througho ut the negotiations to a country’s economic and military power
• Sources of negotiating power in international bus iness negotiations include capital, technology an d established marketing net works – as well as a company’s innovative capacity and knowledge
3.3.4 Need
• In both international and domestic business negotiations, the relative power of the parti es generally depends on who needs whom the most
3.3 SOURCES OF NEGOTIATING
Tacit knowledge
3.3 SOURCES OF NEGOTIATING
3.3.3 Language
• Language is a potent source of negotia ting power in international business neg otiations
3.3 SOURCES OF NEGOTIATING
3.1 INTRODUCTION
国际商务谈判(英文) 全套课件-PPT资料238页
总评成绩=平时成绩:30%+其中成绩:30%+期末 成绩:40%
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
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：理论、案例分析与实践(第五版)英文版课件Chapter-14
The worst case of information asymmetry may occur when one party intentionally cheat the other party in the negotiation. In law, fraud is deliberate deception to secure unfair or unlawful gain, or to deprive a victim of a legal right.
Interest rate risk
Equity risk
Currency risk,
Commodity risk
Social and cultural factors are those issues that relate to physical and attitudinal changes in populations.
The cost of fraud is very high. The typical organization loses five percent of its annual revenue to fraud, with a median loss of $160,000
Case: One steel plant in Ukraine
One most prominent feature of social and cultural factors is its diversity. Once again these provide opportunities as well as threats or risks for negotiators.
The reasons for that may be because of insufficient funding, or change of the ideas of the management or simply cheat the other party.
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.
国际商务谈判课件双语
组织会议
安排会议时间和地点，并准备会 议议程、演示文稿等相关资料。
商务谈判技巧
1 积极倾听
倾听对方意见，展示出真诚的兴趣，并灵活 调整策略以达成双方的共赢。
2 理性分析
通过理性分析和数据支持，提出合理的建议， 并寻求达成双方可接受的协议。
3 灵活应变
在谈判过程中，灵活适应各种情况，并做出 及时的调整和决策。
国际商务谈判课件双语
欢迎来到国际商务谈判课件！本课程将向您展示国际商务谈判的重要性以及 如何在此领域取得成功。
介绍谈判
谈判是在商业环境中进行意见交换和达成共识的过程。它是解决冲突、建立合作关系和促进商业发展的关键。
国际商务谈判的特点
1
跨文化交流
国际商务谈判涉及不同文化间的交流，需要了解并尊重对方的文化背景。
2
语言挑战
语言差异可能导致交流障碍，需要运用翻译和适当的语言表达来克服。
3
法律和合规要求
国际商务谈判需要遵守各国法律和合规要求，以确保合作的合法性和稳定性。
准备工作
目标设定
在国际商务谈判之前，明确您的 目标，包括收益、市场份额、合 作伙伴关系等。
信息收集
收集关于对方公司、市场趋势、 法律法规等方面的信息，以备谈 判时使用。
4 建立信任通过诚信、可靠和 Nhomakorabea作的行为建立良好的商 业关系，并确保长期合作伙伴的信任。
文化和语言上的挑战
文化差异
了解不同文化的交际规则和行为准则，以避免冒犯或误解对方。
语言障碍
确保使用简洁和易理解的语言，并注意与非母语人士的交流情况。
礼仪礼节
了解不同国家和地区的礼仪礼节，并遵守当地的商务礼仪规范。
成功的商务谈判奖励及案例分析
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：理论、案例分析与实践(第五版)英文版课件chanpter 10
Conclusions about Negotiation from Behavior in the Prisoner’s Dilemma
• The C response is an antecedent of either the goal of coordination or trust
• Further explanation of the point by a similar model between the prisoner’s dilemma matrix and slightly altered strategic choice model
so C response ends up in CC cell, not other cells. • C response is a high risk form of coordinative behavior. It involves a costly concession to the other party without guarantee of reciprocation
S, T’ P, P’
C Party One
D
5, 5 10, -10
-10, 10 -5, -5
(a) schematic form
(b) numerical form
Indication of the labels
• C is the cooperative response • D is the noncooperative (defecting) response • R stands for payoff for mutual cooperation • S stands for payoff by the player who cooperates
国际商务谈判理论、案例分析与实践 PPT
达成最终协议
设计和提出方案
寻求达成协议的替代方案
引入评价方案的标准
估计各自的保留点和底线
11
2.1 确定利益与议题
尽快确定双方 的利益，尤其 00 是潜在的、隐 藏的利益。
议题是谈判需 商议的具体问 题,，是利益 的载体。
利益
议题
抽象
例：某公司招聘职员，招聘要求与 其他公司大同小异，但特别要求有实 践经验。A认为自己的条件具有很强 的竞争力，在面试时，与面试官侃侃 而谈，但当面试官询问他负责的产品 生产情况时，他却知之甚少，而招聘 公司感兴趣的是真正脚踏实地工作的 人。
为避免谈判失败导致双方都无法获益的
情况发生，有能力的谈判者往往会提出
新的、能兼顾双方利益的建设性方案。
16
2.6 达成最终协议
如果新的方案成功地弥补了双
方的差距，则可达成最终的协议并
宣布谈判成功
17
谈判结构
结构
外部 4 • 介绍谈判组成员 • 制定谈判日程
内部
6
• 确定利益与议题
• 设计和提出方案
当谈判双方的方案差 距过大，无法达成一 致意见时，需考虑什 么时候离开谈判桌 （保留点）。
例 在买鞋谈判中，卖家 认为最低240元，而买 家能够承受的最高价 格是230元，因此240 和230是双方谈判的底 线。
15
2.5 寻求达成协议的替代方案
当双方的条件分歧很大而无法 弥合时，并非只有宣布谈判失败。
实质性谈判是谈判最关键的部分，
谈判双方按照达成的谈判日程安
排，就各项议题进行商谈。
9
1.4 谈判总结
谈判总结是谈判的最后 一个阶段，它的重要性在于 通过回顾总结对各项议题达 成的一致意见和仍存在的不 同意见，确认对所达成的协 议已确实不存在疑义。
国际商务谈判英文版课件
Paying attention to body language, legal expressions, and tone of voice can provide additional information
Non verbal communication
Repeating or summarizing what the other party has said can ensure that you have understanding their points correctly
Cultural factors in international business negotiations
04
Body language
Non verbal cues such as factual expressions, posts, and styles can convey messages that are just as important as what is said verbally
01
Course objectives
This course aims to provide students with the knowledge and skills necessary for effective international business negotiations
Course structure
Mediation
If necessary, a neutral third party can help resolve conflicts by facilitating communication and bridging cultural divisions
国际商务谈判课件(PPT 50页)【精选文档】PPT
，且有着不同的社会文化和政治经济背景。因此，在国际商务谈判中要以国际商法为准则，并以国际惯例为基础。
视频播放
闯关东 商务谈判片断
谈判的种类
一．按参加谈判的人数规模划分1．个体谈判 人员必须是全能型，不易得到他人帮助之不足，易决策2．集体谈判。人员互相配合，运用战略，但是需要更多的协调和组织。
十一月 229:35 上午11月-2209:35November 3, 20221．双方谈判（两个利益主体）关系简单，易达成一致 中俄， 日美11月-2209:35:1509:35Nov-2203-Nov-2210、雨中黄叶树，灯下白头人。谈话、谈心、争议、辩论、吵架、口角等，内容应包括：谈判主题与目标的确定；解决方法有很多，如规章制度、管理、执法部门的判决、权威机构的裁决等人才市场上，求职者与用人单位进行双向选择；03 十一月 20229:35:15 上午09:35:1511月-222立场型谈判（或称硬式谈判）A 当年美国总统肯尼迪为前往维也纳同苏联主席赫鲁晓夫举行首次会谈，曾研究了赫鲁晓夫的全部演说和公开声明，以及能够得到的有关赫鲁晓夫的全部资料，甚至连赫鲁晓夫的早餐嗜好和音乐欣赏趣味也不放过。外交谈判—国家利益市场上，买主与卖主为了某项交易而讨价还价；生活中存在各种争议、矛盾、利益冲突，14、意志坚强的人能把世界放在手中像泥块一样任意揉捏。13、乍见翻疑梦，相悲各问年。
三种谈判方法的比较
让步型
立场型
原则型
视对手
为朋友
为敌人
问题的共同解决者
目标
达成协议
赢得胜利
圆满解决问题
手段
对人和事都温和
对人和事都强硬
对人温和对事强硬
立场
轻易改变
坚持不变
重点放在利益上而不是立场
视频播放
闯关东 商务谈判片断
谈判的种类
一．按参加谈判的人数规模划分1．个体谈判 人员必须是全能型，不易得到他人帮助之不足，易决策2．集体谈判。人员互相配合，运用战略，但是需要更多的协调和组织。
十一月 229:35 上午11月-2209:35November 3, 20221．双方谈判（两个利益主体）关系简单，易达成一致 中俄， 日美11月-2209:35:1509:35Nov-2203-Nov-2210、雨中黄叶树，灯下白头人。谈话、谈心、争议、辩论、吵架、口角等，内容应包括：谈判主题与目标的确定；解决方法有很多，如规章制度、管理、执法部门的判决、权威机构的裁决等人才市场上，求职者与用人单位进行双向选择；03 十一月 20229:35:15 上午09:35:1511月-222立场型谈判（或称硬式谈判）A 当年美国总统肯尼迪为前往维也纳同苏联主席赫鲁晓夫举行首次会谈，曾研究了赫鲁晓夫的全部演说和公开声明，以及能够得到的有关赫鲁晓夫的全部资料，甚至连赫鲁晓夫的早餐嗜好和音乐欣赏趣味也不放过。外交谈判—国家利益市场上，买主与卖主为了某项交易而讨价还价；生活中存在各种争议、矛盾、利益冲突，14、意志坚强的人能把世界放在手中像泥块一样任意揉捏。13、乍见翻疑梦，相悲各问年。
三种谈判方法的比较
让步型
立场型
原则型
视对手
为朋友
为敌人
问题的共同解决者
目标
达成协议
赢得胜利
圆满解决问题
手段
对人和事都温和
对人和事都强硬
对人温和对事强硬
立场
轻易改变
坚持不变
重点放在利益上而不是立场