国际商务谈判史兴松版问答题

1.The basic qualities of a chief negotiator.

1). He must exercise a high degree of self-control.

2). The CN must be willing to accept total responsibility for the outcome.

3). The CN’S greatest skill is the ability to deal with pressure.

4). The CN must be a decision maker who can keep everyone satisfied without being

distracted from the pre-established priorities.

5). The CN should be technically astute with regard to both the company’s products and

modern day information technology.

6).The CN should have good character traits, such as shrewdness, patience,

adaptability ,endurance , gregariousness , concentration ,the ability to articulate and sense of humor.

7). The CN must be highly organized and be able to select , motivate, and control a team

operating under high-stress conditions. problems must be foreseen far in advance, and team members assigned to each task.

8). While team members will have varying levels of authority and responsibility, all direction

must come CN. Any actions that depart from the preordained strategic, tactical, or contingency plans must be discussed with and condoned by the CN.

2.How big should the negotiating team be?

The negotiation team should be as small as possible.

1)It can reduce the expense and difficulties that arise when the NT operate overseas. If

the NT is big, the cost is huge and you should spend more effort to deal with the difficulties.

2)It can enable the CN to make timely adjustments to the negotiation plan and to

disseminate the information quickly. Presenting a unified front is key. The small NT is easier to be managed.

3)There’s no sense disrupting the company’s core business. The members of the NT have

other job duties unrelated to the negotiations. The fewer you pull away from their regular assignments the better.

3.Two personal styles and two team styles.

Personal styles:

1)Aggressive 进攻型

1)) Aggressive negotiators run roughshod over opponents with little regard for their

counterparts’ positions.

2)) The word “concession” isn’t found in their lexicon.

3)) Aggressive negotiating does have its place if used in small doses.

4)) Skilled negotiators will assume an aggressive posture only when supposedly

non-negotiable points are being discussed.

5)) Aggression is best used as a temporary negotiating tactic, not as an overall strategy.

2) compliant 顺从型

1)) The style demands that many points are readily conceded early in negotiations in an

effort to draw the aggressor farther into the process.

2)) The compliant side has“run the clock out “ and will start demanding “payback” for

earlier concessions.

3)) Compliance can be a very effective style but only when used by hosts.

Team styles:

1)Concensus集体决策型