国际商务谈判问答题.doc
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国际商务谈判问答题.doc
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商务谈判问答题
南通大学石峰
1.whatisaboutbusinessnegotiation?
(PPT)
Bussinessisanactivitybetweentwoormorepartieswhoconfertogetherinordertoreachasatisfyingpurpose
2.FundamentalElementsofNegotiation(PPT)
Negotiator:
Thosewhoareengagedinnegotiation.On-table/off-tablenegotiator
Negotiatingtopic:
SpecificproblemsthatshouldbediscussedTopicshouldbecommoninterest
Negotiating:
backgroundobjectiveconditionofnegotiation
includingEnvironment/organization/staffbackground
3.pleaseexplainthecontentsfor“softnegotiation”,“hardnegotiation”and“principalnegotiation”(PPT)
(1)softnegotiationconsidersopponentasfriend,emphasistobuildmutualgoodrelations,strengthenmutualunderstandingandFriendlyconsultations
(2)hardnegotiationconsiderstheopponentasenemy,paymoreattentiontothestandpositionratherthaninterestsgain,focustowillpowertestsoastoimposeselfpositionontheother.
(3)principalnegotiationisvaluenegotiation,itstrengthensfairvalueandfairprinciplederivedfromHarvardnegotiationtechnique
4.whatarethemaintasksforthe3stagesofnegotiationrespectively?
(13)
(1)pre-negotiationThemainissuehereistodefinetheproblemtobejointlysolvedforit.environmentalfactorsandinformationcollectionaretwomaintaskduringthisstage
(2)facetofacenegotiation
①Introducingteammembers
②Discussingagenda
③fivephasewillproceed:
Aexploration探索/试探Bbidding报价/招标
Cbargaining讨价还价Dsettling&ratify搞定/认可
(3)post—negotiationthemainthingatthisphaseistoreviewandconfirmtheagreementandresultoftalksoneachissuesothatnoambiguityofunderstandingexists.Alsowrappingupincludesfollow-upworkforfuture.
5.whataretheapproachesyoucanusetoattractimmediateattention?
(36)
①arousecuriositybyaskingaquestionrelatedtoyourtalk
②saysomethinghumorous
③startoffwithaninterestingnewsitem
④openwiththeimpactofaprofoundquotation
⑤openwithasimpleexplanationofhowyourtopicaffectsthecommoninterestsofthelisteners
⑥startoffwithashockingstatement
6.whatarethealternativesthatyoumayuseonhowtoanswerwhenquestioned?
(40)
①Leavingtheotherpersonwiththeassumptionthathehasbeenanswered
②Answeringincompletely.
③Answeringinaccurately.
④Leavingtheotherpersonwithoutthedesiretopursuethequestioningprocessfurther.
A.givea“nothing”answerB.Usehumourinansweringquestions.C.donotanswer
7.whataretherequirementsforthechiefnegotiator?
(57)
(1)Hemustexerciseahighdegreeofself-controlandkeeptheteamontrackundertryingcircumstances.
(2)Thechiefnegotiatorshouldbeabletousethespecializationofeachmembertoitsmaximumadvantage.
(3)Thechiefnegotiator’sgreatestskillistheabilitytodealwithpressurefromavarietyofdirections.
(4)Candidatesforchiefnegotiatorshouldalsobetechnicallyastutewithregardtoboththecompany’sproductsandmoderndayinformationtechnology.
8.whataretheadvantagesanddisadvantagesofsinglenegotiator?
(58)
Advantage:
(1)topreventtheopposerfromaimingquestionsattheweakermembersoftheteamorcreatingdisagreementamongteammembers;
(2)topreventfromplacingcompleteresponsibilityononeperson;
(3)topreventtheweakeningofstatedpositionsthroughdifferencesofopinionbetweenteammembers
(4)avoidmakingon-the-spotdecisions.
disadvantage:
(1)ithasaveryhighlevelrequirementofthenegotiator.
(2)Itneedsthenegotiatortokeepacloseeyeoneverythingoftheotherparty,tofamiliarizewitheveryfieldthatrelatetothenegotiationandatthesametimetobealertenoughtoputforwardquickresponsestoascheme.
(3)Especiallywhentheotherpartysendinsomeexperts,it’sreallyhardforasingleonetomanageallonhisown.
9.whatareTheadvantagesanddisadvantagesofteamnegotiations?
(59)
Advantage:
(1)itwoulduseanumberofpeoplewithdifferenttechnicalbackgroundswhocancorrectmisstatementsoffact;
(2)itenablesapoolingofjudgmentsandplanninginadvance;
(3)itpresentstheothersidewithalargeopposition.
Disadvantage:
(1)withabigteam,itisratherdifficulttocontrolandtheweakmemberisveryeasytopickoutbytheotherpartyandtheywillattackindividually.
(2)Manymembersinateamwillinterferewiththenegotiationefficiency.
(3)Thechiefnegotiatorwillbeplacedcompleteresponsibility
(4)Theyneedtomakeon-the-spotdecisions
10.whatarethedesireabletarget,theacceptabletargetandthebottomtarget(79)
(1)thedesirabletargetiswhatwewishtoattainbutinrealityrarelyreach。
(2)theacceptabletargetiswhatwemakealleffortstoachieve。
(3)thebottomtargetiswhatwewilldefendandsafeguardwithallourmight。
11.whataretheIftheadvan
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