最好的国际商务谈判教案-授课教师们的福气Word格式文档下载.doc

最好的国际商务谈判教案-授课教师们的福气Word格式文档下载.doc

《最好的国际商务谈判教案-授课教师们的福气Word格式文档下载.doc》由会员分享，可在线阅读，更多相关《最好的国际商务谈判教案-授课教师们的福气Word格式文档下载.doc（24页珍藏版）》请在冰豆网上搜索。

1.1.1One-on-onenegotiation---only1personfromeachside

－whentouseit:

①the2partieshavelongrelationship,befamiliartoeachotherwithcleartransactionterms;

②betweensalesmanandcustomer,whohastherighttodecide

③renewthecontractwithfewchanges

④detailsinbignegotiation.

－mostdifficultkind

－advantage:

flexible;

quickdecision;

avoidtoexposebadcooperation;

goodtokeepsecret.

1.1.2collectivenegotiation---2ormorepeoplefromeachside

1.2classifiedbyvenue

1.2.1homecourtnegotiation

1.2.2awaygroundnegotiation

1.2.3neutralplacenegotiation

1.3classifiedbywaysofproceeding

1.3.1verticalnegotiation:

solvetheproblemonebyone

---forsmallandsimplenegotiation,especiallywhenthe2sideshavecooperatedbefore

1.3.2lateralnegotiation:

solvetheproblemonebyoneatthebeginning,whenthereisadifferenceinopinionforanitem,putitawayandgotonextone.Repeatedthemethoduntilalltheproblemsaresolved.

---forbigormultilateralnegotiation.

2.basicpatternofbusinessnegotiation

2.1“win-lose”style:

moreconflictsthancooperation,withobviouswinandlose.

2.2“win-win”style:

eachpartybenefitsfromthenegotiation.

---advantage:

①toenhancetheloyaltyofeachother;

②goodguaranteetoincreaseefficiency;

③beneficialtorenewthemarketingconcept.

3.evaluationcriteriaofbusinessnegotiation

3.1ifthenegotiator’sneedsaresatisfied

3.2ifthenegotiationisefficient:

---negotiationefficiency:

contrastbetweencostandgain;

---costincludes3parts:

①differencebetweentheexpectedprofitandrealprofit;

②sumofallresourcesconsumedforthenegotiation,includingmanpower,materials,financialresourcesandtime;

③opportunitycost.

3.3ifthenegotiatorsareingoodrelationshipafterwards

作业及思考题

ReadthecasestudyandtellwhyMatsushitaElectricCorporationsacrificedthepresentinterests?

Whatwastheconsideration?

参考文献

1）.ChristopherEM.NegotiatingSkillsForBusiness.KoganPageLtd.,1996

2）.ComfortJ.成功谈判.王关富，宿玉容改编.复旦大学出版社，2001

3）.CurryJE.国际商务谈判.上海：

上海外语教育出版社，2000

4）.GoldmanAL.SettlingforMore:

MasteringNegotiatingStrategiesand

Techniques.TheBureauOfNationalAffairs,Inc.,1991

教学后记

2010年3月10日1-2节

welcomeandintroductions

Skillsandexpressionsinintroduction

Instruction+casestudy

1.basicpsychologicalqualityforbusinessnegotiators

1.1beconfident1.2bepatient1.3besincere1.4bedecisive

2.charactersandnegotiation

2.1power-orientedandrelatedcountermeasure

2.2persuasiveandcountermeasure

---character:

①havegoodpersonalrelationshipandfavorpraiseandsocialrecognition;

②thinkbeforeact;

③don’trejectdirectly.

---countermeasure:

①beoffensiveinthepretextofbeingpoliteorarousesomeargumenttomakehimupset;

②preparealotofdetaileditemsinordertomakehimtiredandwanttofinishthenegotiationassoonaspossible;

③createone-on-onetalkifpossible.

2.3executiveandcountermeasure

---character:

①followtheinstructionstrictly,wouldn’tmakeanychange;

②prefersmoothandorderlynegotiation;

①trytobuildaone-on-onetalktomakethenegotiationmoreefficient;

②shortentimeoneachprocedureastheywillbemoredefensivewithtimegoing;

③prepareplentifulinformationastheywouldasksomespecificquestions.

2.4suspiciousandcountermeasure

①besuspiciousabouteverythingevenifit’strue;

②hesitating;

③verycarefulondetails.

①makesuretheproposalisveryspecificandexact,avoidthewordslike“about”,“nearly”;

②bepatientanddon’turgehim/her;

③neverlie.

2）.CurryJE.国际商务谈判.上海：

2010年3月17日1-2节

Unit2Settingtheagenda

Letthestudentsunderstandthenegotiationprocedureandstructure.

structuringandcontrollingthenegotiationprocess

controllingthenegotiationprocess

1.Settinganagenda

1.1Listallissuestobedebated

1.2Givetimeframestoeachissue

1.3Arrangeorderforthetopics

2.BuildingOne’sBATNA

2.1BestAlternativeToaNegotiationAgreement

2.2ChoosingNegotiationPlaces

2.2.1HostCourt

2.2.2GuestCourt

2.2.3ThirdParty’sCourt

3.RehearsingRoles

3.1Discoveradvantagesanddisadvantagesoftheteam

3.2Determinetheorderofnegotiation

3.3Analyzewhatstickyproblemsmightappear

3.4Workoutmeasurestodealwiththem

4Adjustingbasedonrealitybackedupbylearning

4.1Amodelofnegotiation

4.2Repeatedcyclesof

---Learning

---Planning

2）.商务谈判实务，高建军，北京航天航空大学出版社，2007

3）国际商务谈判，宋格兰，高等教育出版社，2008

2010年3月25日1-2节

Letthestudentsunderstandcooperationwithdifferentteamcombinations

Sequencingandlinking

Sequencing

Instruction+Casestudy

1.Teamwork

1.1Goodcop/Badcop

1.2LargerTeams

---Leader

---GoodGuy

---BadGuy

---Hardliner

---Sweeper

2.SeatingLocation

3.exercisesontextbookp18andp19.

Case

AChineseengineeringcompanyinGabondismissedquiteanumberoflocalworkersafterithadcompletedtheframeworkofaconstruction,whichgaverisetoastrikelastingfor40days.Thecompanyhadtoholdatoughnegotiationwiththelocalworkers,whodemandedalargesumofsubsidiesinlinewiththelaborlawofthecountry.

Onlybythistimewasthecompanyawareoftheirignoranceofthelocallawandheavylossesthushappened.

Thecompanywasinformedthat,accordingtoGabon’slaborlaw,acasuallaborerautomaticallyturnsintoapermanentlaborerifhekeepsthejobforaweekwithoutbeingfired.Asapermanentlaborer,heisentitledtofamilysubsidies（enoughfortwowivesandthreekids）,transportationfeeandunemploymentsubsidies.

Theresultofthenegotiationwasobviousthecompanyhadtopayalargesumofsubsidieswhichwerenotincludedinthebudget.

4.Informationonfinancialcredit

FinancialcreditmeansinformationonthethreeC’s:

character,capacityandcapital--theofthecounterpart,hisabilitytorepay,andthesoundnessofhisfinancialposition.

SomeChinesecompaniesdonottakeinvestigationontheirtradepartners’financialpositionseriouslyandthusinducegreatlossestotheircompanies.

AcompanyinSuzhouhopedtotabintothemarketofSouthAfrica.Outofconsiderationofcautiousness,theysentamissiontothecountryforfieldsurvey.

Themeetingwiththegeneralmanagerwasarrangedinawell-lightedandcarefullyfurnishedroominasuperbofficemansion.Themissionwasreceivedatthegateoftheelevatorandimmediatelyledtothemeetingroombyasmilinglady.

Thegeneralmanger,havinganexpensivecigarbetweenhisfingersandwearingconfidentexpressioninhisface,introducedhiscompanyandhiswayofmanagementinadetailedandenthusiasticmanner.

Theintroductionandthewholeatmosphereconvincedthemissionoftheirpartner’sfinancialstrengthandsoassoonastheyreturnedbacktoChina,theysentthefirstbatchofgoodsworthmorethan$1milliontotheir“rich”partner,buttheydidnotreceiveanythinginreturn.

Onlysometimelaterdidtheyfindoutwhattheysawintheroomwasacarefullyarranged“trap”:

Thefattygeneralmanagerwasaninvitedlocalactorandthereceptionistladywastherealmanager,andthewellfurnishedanddecoratedmeetingroomwasleasedforthisspecialpurpose.

4）国际商务谈判，宋格兰，高等教育出版社，2008

2010年4月1日1-2节

Unit3Establishingpositions

Letstudentsunderstandhowtopresentandfeedbacktheirpositions

Presentingyourposition,gettingfeedback

Presentingyourposition

1.Communicationskills

1.1Whenyoupresentyourposition,whatdoyouholdback?

1.2Whatisthebestwaytomakesureyougetfeedbackonyourposition?

2.NeedTheoryandNegotiation

2.1Needs

---theBasis

---DrivingForcesforaNegotiation

2.2FeaturesofNeeds

2.3Maslow’sNeedTheory

2.4ApplicationofNeedTheoryinNegotiation

2.5ThreelevelsofInterests

3.EstablishingPositions

Thepeople

AndrewCarterisExportSalesManagerforOkusIT.Hehaspreparedapresentationofthekeyaspectsoftheiroffer.

KarenBlackisaProjectManageratOkusIT.SheisexpectingAndrewtopresenttheiroffer.

FrancoiseQuantinisthecurrentITMangeratLevien.SheisexpectingAndrewtoidentifykeyaspectsoftheir