国际商务谈判启示与体会.docx

国际商务谈判启示与体会.docx

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国际商务谈判启示与体会

Thelessonofinternationalbusinessnegotiationcourseandfeelings

Asinternationaleconomicandtradeprofessionalstudents,aftergraduationworkmustinvolvewithbusinessnegotiations,sotomastertheprincipleandtechniquesofbusinessnegotiationisimportant.Thiscoursethroughtheinternationalbusinessnegotiations,westudythebusinessnegotiationsfromstarttooffertonegotiatethefinaltoclinchadealthephasesofthestrategiesandtechniques,andcasestudyinclass,andsimulationinthenegotiationstofindsomefeelingofbusinessnegotiations.

"Theinternationalbusinessnegotiationisbothascienceandanart".Shouldindealingwiththeperspectiveofscientific,rigorousdoingscholarlyresearch,masterthebasictheoriesofinternationalbusinessnegotiation,andcombinedwithsubjectssuchaspsychology,behavioralscienceandmanagementforcomprehensiveunderstandingofbusinessnegotiation;Anotheraspectofnegotiationistheinterpersonalcommunication,inthecommunicationreflectsthewisdomandnegotiator'spersonalcharmandteamspirit,avarietyoftheoreticalknowledgeinto,inthenegotiationsoflipsgunheateddispute,didnotrevealabookknowledgeofstiff,sothatnegotiationisanart,theartoflanguagegame.Intheprocessofbusinessnegotiations,negotiatorshavetheeffectofisacore.Inmyunderstanding,agoodnegotiator,firstofall,haveacalmstateofmind,tofacewiththeattitudeofakindofyourself.Inpersonalcharmtoincreasethepressuretotheotherpartyandisthefoundationofsuccessfulnegotiations,sotospeak.Second,againgoodifnegotiatorsfromstrongmaterialsupport,itishardtoplaythebestlevel.Inthenegotiations,thelightwiththemouthisnotenoughtopersuadeothers,havetheirliteralcanconvincetheotherparty.Finally,asamemberoftheteam,thenegotiatorsmustbelieveinthepowerofthecollective.Individualismcanonlylettheothersidenegotiationadvantage,towinthecollectionteaminallthewisdomofthepeople.

Whatthenextistheinternationalbusinessnegotiationsthemselvesspecificfeelingsandsummarized.

Thefirstisthepreparationbeforenegotiations.Thisstageisthemostimportantisreadytocollectgoodnegotiationinformationtargetednegotiations.Gettoknoweachothercountry'spolitics,economy,culture,religion,law,businesspractices,socialcustomscanprovidefavorableconditionsforthesmoothofournegotiations.Andtotheothersideoftheoperatingandfinancialconditions,suchascreditconditionsneedtobeclear.Tocollectthisinformationisbasedontheamountofwewanttobuythegoodsafterthepricetoprepareforanegotiationscheme.Thisrequestforanywhatmighthappentopredictandpreparefortheplan.Insimulationforthefirsttimenegotiations,thebuyerandthesellerdidn'tnegotiategoodprerequisites,sothatthenegotiationprocessveryembarrassed.

Thesecondisindifferentstagesofthebusinessnegotiationstrategy.Inthestartstageofthestrategyistoseeknegotiatorsstartpositionandachievecontrolofthenegotiationsstartactionandwaysandmeans,atypicalstartstageofthestrategymainlyhasthesametype,reservedtype,opentype,andattacktype.Usingthesestrategiesis,ofcourse,weshouldgivefullconsiderationtotherelationshipbetweenthetwosidesandbothsidesofthepower.Quotationmarksenteredthestageofsubstantivenegotiations,alsomarksthebothsidesofthematerialrequirementsatthenegotiatingtable.Weshouldfollowthesellofferhighbuylow,certainly,andreasonableprinciple,notonwildspeculations.Theconsultationstageisthenegotiationsbothsidesfacetofacediscussion,reasoningandcontroversy,evenforacontentiousdevelopmentstage,issubstantialcoordinationorbattlephase.Atthisstagethenegotiatorstodealwiththebasicwaysofbargainingparticularlyfamiliarwith,soyoucanhelptogettheirownadvantageousposition.Concessionisthefocusofthetalks,mustbecarefultotreatinthenegotiation.Rememberinsevenoreightsetofnegotiations,thebuyerissticktotheirprinciples,stepnottoletontheproblemofbreachofcontract,Ithinkitislikelytomakethestallednegotiationsbothsidescannotcontinue.Sointheactualnegotiationsshouldletletstepisalsopossible.IntheeightanalognegotiationsisthemostimportantthingIthinkbargainingstagebothsidesshouldgivetheirgroundsforapriceorprice,itiseasiertopersuadetheotherparty.Infiveorsixgroupsofnegotiations,thebuyergivepreferencetotheothercommoditymarketingrightstoaskforthepricecutisanexcellentwaytotemptation.

Thethirdistobeparticularaboutmanners.Theroleofinternationalbusinessnegotiationetiquetteisself-critical,2itistorespectpeople,3itistoreflectacountry'scivilizationdegr