英语商务谈判整理.docx

英语商务谈判整理.docx

《英语商务谈判整理.docx》由会员分享，可在线阅读，更多相关《英语商务谈判整理.docx（18页珍藏版）》请在冰豆网上搜索。

英语商务谈判整理

Chapter1ContentsforPreparation

1.macroandmicroinformationtoberesearched

2.objectivesandtargetstobeachieved

3.strategiestobechoosedandagendatobeset

4.locationswherenegotiationstobeconducted

5.negotiationteammemberstobeinvolved

1信息调研↣2设定谈判目标↣3确定谈判策略和议程↣4确定谈判地点↣5配备谈判组成员

Negotiationinformation

referstoalltheobjectivedescriptionoftheconditions,circumstances,specificationsthatcloselyrelatedtonegotiationactivities

⒈macroandmicroinformationtoberesearched

1）Informationonrelatedenvironmentalfactors:

Thepoliticalstate,Religiousbelief,Thelegalsystem,Businessconvention,Socialcustoms,Financialstate,Climatefactor

2）Knowledgeofcompetitors:

Supplyofanddemandfortheproducts,Informationaboutsimilarproducts,Technologicaldevelopmenttrends,Productioncapacity,Opertationalstates,Marketsharesofthemajorproducers,Salesforces,Pricelevels,distributionchannels,competitionandrelationshipbetweenoramongrivals

3）Knowledgeofoneself:

capacitiesandabilitiestosupply,operationalconditions,product'sperformance,productioncapacity,quality,types,pricelevels,costcomposition,salesstates,marketshare

4）Knowledgeoftheopponent:

Natureofthecompany,Developmenthistory,Financialandcreditstatus,Featuresofitsproducts,Worldmarketshares,Productionandsupplycapacity,,PricelevelsPreferredpaymentterms,Negotiationtargetsorobjectives

5）Natureofthecompany（sixtypes）

Creditstatusandfinancialstatus

Individuals

SourcesofInformation

Question:

Howtocollectinformation?

Directinvestigation

Collectinginformationfromvariouspublications

Collectinginformationfromrelatedorganizationsortradeactivities

Searchinginformationfromtheinternet

Informationprocessing

Analyzeorassessinformation评价

Sifttheinformation筛选

Classifytheremaininginformationintocategories分类

Filetheinformation存档

II.Negotiationplanning

1.macroandmicroinformationtoberesearched

2.objectivesandtargetstobeachieved

3.strategiestobechoosedandagendatobeset

4.locationswherenegotiationstobeconducted

5.negotiationteammemberstobeinvolved

2.objectivesandtargetstobeachieved

1）Definingone’sinterest

2）Clarifyingobjectives↣Prioritizingone’sgoal（threepoints:

importance,association,compromise）↣Establishinggoals

3）Buildingone’sBATNA

Threelevelsoftarget:

①idealtargetsetapotentialgoal;setanegotiationzone.②realistictargetmakealleffortstoachieve.③minimumtargetreservea“walkawaypoint”fornegotiators;fulfillatleastpartoftheirprofitsiftheeffortsforattainingthefirstandsecondtargetsareimpossible

可达成协议的空间（ZOPA）“可达成协议的空间”（ZoneofPossibleAgreement）是指可以达成一桩交易的空间。

谈判各方的保留价格决定着可达成协议的空间（ZOPA）的界限，该空间（ZOPA）存在于谈判各方的保留价格限度相互重叠的区域内。

3.strategiestobechoosedandagendatobeset

1）Choosingastrategy:

avoidancecompetitionaccommodationcompromisecollaboration

（determinedbyfivefactors）

Avoidanceisnon-negotiation.

Competitionisalsoknownasdistributiveorwin-losestrategy

Accommodationis“Iloseyouwin”policy.

Compromiseisacombinationofcompetitionandaccommodation,twodistributivestrategies.

Collaborationisalsocalledintegrative,orwin-winstrategy.

2）Settinganagenda

threesteps:

①Listallissuestobedebated②Givetimeframestoeachissue③Arrangeorderfortopics

theorder:

dividethetopicsintofourlevels:

easy,mediumeasy,medium,hard.Thetopicscangothroughthisorder:

easyone↣hardone↣mediumone↣mediumeasy.（1-4-3-2）

4.locationswherenegotiationstobeconducted（Choosingthenegotiationplace）

homecourt/venue:

advantagesanddisadvantages

guestcourt/venue

thirdparty’scourt/venue

5.negotiationteammemberstobeinvolved

1）Staffingnegotiationteams

2）Rehearsingroles

①Establishsecretcommunicationsignals

②Discoveradvantagesanddisadvantagesoftheteam

③Determinetheorderofnegotiation

④Analyzewhatstickyproblemsmightappear

⑤Workoutmeasurestodealwiththem

Twoquestions:

BATNA（BestAlternativetoaNegotiationAgreement）Negotiatingpower（三要素:

动机，依赖，替代）

Chapter2Preparation:

NegotiationTeam

Benefit（advantages）ofbuildingateam:

（1）distributestheresponsibilityandassighnmentsamongseveralpeople.

（2）thepooled（shared）judgementindecision-makingandidea-generating.（3）teamnegotiationsallowjuniormembersofthenegotiatingteamtopickupvaluableexperience.（4）Ifanegotiationiscomplexandmultifaced,alargeteamcanbedevidedintosubteamstoconcentrateonspecificissues.①thiscanspeeduptheprocessofnegotiation.②preventingthenegotiationfromboggingdownonaparticularlycontentiousissue.

Disavantages:

（1）increasecosts

（2）lackofunity（3）lackofleadership

Theleader

Thecompletenegotiatorshouldhaveaquickmindbutunlimitedpatience，knowhowtodissemblewithoutbeingaliar，inspiretrustwithouttrustingothers，bemodestbutassertive，charmotherswithoutsuccumbingtotheircharm，andpossessplentyofmoneyandbeautifulspouse.

Thetworeasonsarewrongwhenchoosingteamleaderofnegotiations:

①theyarehighestpositioninthecompany.②theywillbechoosedbesedontheirtechnicalexpertiseofthecompany'sproduct.

TheLeader'sObligations:

①balanceandhandleallpressures②provideaunifiedfrontfortheentireteam③exhibittechnicalexpertiseinordertomaintaincredibility④takefullresponsibilityfortheoutcomeforthenegotiation

TheLeader'sGeneralCharacteristics:

integrity（becunning）,peopleperson（notapeoplepleaser）

confidentpersonwithhighexpectations（notover-confidence）,self-esteem（notover-esteem）

Creativity（inventivenessandlateralthinking横向思维）,Eloquence口才，雄辩（superiorcommunicationandpresentationskills）,GoodListener,Patienceandendurance

TeamMembers:

Avoidthesetemptations:

Rewardappointments,Individualstrengths

Avoidthesecharacteristics:

Negative,“LooseCannon”,Obviousbiases,Physicallyweak

Teamwork:

Goodcop/Badcop

LargerTeams:

LeaderGoodGuyBadGuyHardlinerSweeper

SeatingLocation:

BadGuyGoodGuyLeaderHardlinerSweeper

Chapter3InternationalBusinessNegotiation

2.3Maslow’sneedtheory:

1）physicalneeds,2）safetyneeds,3）socialneeds,4）Egooresteemneeds,5）Self-actualizationneeds

2.4ApplicationoftheneedtheoryinNegotiations

1）Thephysicalneedsofthenegotiatorsmustfullymet.（lodgingsfood----affecthealth）

2）Asafesurroundingshouldbeprovidedforthenegotiators，includingtheirphysicalsafetyandthesafetyoftheirproperty.（feelsecureandrelaxed）

3）Anegotiationitselfisaparticularactivitysatisfyingpeople’ssocialneeds（buildtrust）

（establishfriendlyandharmoniousatmosphere）

4）needsforrespect（fromcolleagues,fromopponent,self-respect,polite,cooperative,generoustogivepraise,listenattentively）

5）Theachievementofself-realizationneedsdependsentirelyonthesuccessonemakesduringanegotiation.（themoresucessoneachives,thehigherdegreeofself-realization.）

♢Howdoesonerealizetheopponent'sself-realizationneedwhilemaximizingone'sowninterests?

apreciate,lethimfeelthathehasachivedenough.

2.5Threelevelsofinterests

（1）personalinterests

（2）organizationalinterests（3）nationalinterests

individualneeds&socialneeds,notexactlycoincide,butclosely

Focusoninterests,notpositions

"Yourpositionissomethingyouhavedecidedupon.Yourinterestsarewhatcausedyoutosodecide."

PositionsInterests

SolutionstoproblemsWhyaparticularsolutionispreferred

Specific&definiteReasonsunderlyingpositions

Basisforargument

RequirejustificationRequireexplanationnotjustification

EnddiscussionStartdiscussion

[Example]FocusingonInterests

Problem:

barkingdog

Myinterpretation:

myneighbordoesn’tcareaboutmyneeds

Myposition:

quietthedogMyinterests:

Ineedsleep

Issue:

howtocontrolthebarkingsolution?

Forawisesolutionreconcileinterests,notpositions

"Togetsomefreshair.""Toavoidthedraught/draft."

Whyshouldwefocusoninterestsnotposition?

Interestsdefinetheproblem.

Thebasicprobleminanegotiationliesnotinconflictingpositions,butintheconflictbetween

eachside'sneeds,desires,concerns,andfears.

Negotiationmotivesareconflictscausedbydifferentneeds.

Thedifferencesbetweenstrategiesandtactics:

①astrategyisanoverallpolicydesignedtoachieveanumberofspecifiedobjectives,whiletacticsrefertodetailedmethods,approachesormeasuresusedtocarryoutastrategy.②inotherwords,strategyrefertoadirectplan,whichdefinestacticstobeadoptedinordertoachieveone'sexpectedgoalsduringanegotiation.③generallyspeaking,strategiesandtacticsareapplicable,adaptable,anddynamicinnature.

Threetypeofinterests:

①substantialinterests②processinterests③relationshipinterestsP67

Chapter4Strategiesandtactics

1、powers:

powerofdemand,powerofauthority,powerofinvestment,powerofrewardandpunishment,powerofassociation.

2、tactics:

PositionalTactics

OffensiveTactics:

①what-ifscenarios②thethrow-in③helpme④well,Idon'tknow⑤useleadingquestion⑤issuea“veiled"thread⑥divideandconquer⑦ultimatum

DefensiveTactics:

①becomeemotional②remainsilent③laugh④walkout⑤learntoflinch

Chapter6Negotiationfortrade

theimportanceofprice

Priceisveryimportantbecauseitestablishrevenueandprofit

Determineswhetherornotagreementisreachedonasale

Determinesfuturerelationship

Establishproductimage

pricingnegotiation

Thepricingnegotiationswillbeaboutestablishingapriceforthegoodstobetradedorexchangedthatusuallyfallswithinarange.

Pricingnegotiation