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.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'scivilizationdegree.Asanegotiatorinthenegotiationsshouldpayattentiontodressneatly,payattentiontopersonalhygiene,stablemannerstonaturalandgraceful,elegant,naturallookinghonestandkind.
Thefourthistodifferentcountriesandregions,businessnegotiationstyle.Althoughweisnotinvolvedintheprocessofsimulationofthisstuff,butintheprocessofactualiffamiliarwiththenegotiationsstylecanbemadeonthebasisofsomegoodtomakenegotiationgosmoothly.
Throughthissemesterofstudy,learnedalotabouttheknowledgeofthenegotiations,benefit,whichlaidafoundationforlaterwork.Ithinkthissemestersimulationnegotiationisveryuseful.Ithinkaftersimulatednegotiationsshouldpayattentiontothefollowingquestions:
1.Beforethetalksthetwosidesshouldcommunicatewell,includingboththebackgroundinformation,themanagementoffinancialsituation,andagreedtopurchasethecommodityname,articlenumber,etc.Bothsidestoclearhispositionandintheprocessofnegotiationofthesaidshouldn'tsay.
2.Allstafftodotheirjobinthecourseofthenegotiation,fromtheaspectsoftheirposition,reducesthepriceorpricerequest.Aspurchasingsupervisorcansaymorerecentpurchaseofmaterialtodepreciateordelaythepayment,andsoon.Eachmembertoparticipate,inthecourseofthenegotiation,ofcourse,thetalkistospeakthemostweightisalsothemost.Negotiationsforthefirsttimeweseteachmemberhastospeak,butapparentlythemaintalkaboutthestatusofnoapparent,sothesecondtimewespeaksomemembersdidnotcausesomeofthenegotiatingprocess.
3.Thenegotiationlanguagedoesn’tbetooaggressive,althoughasimulatednegotiationlanguageoraexquisiteoneisbetter.Intheactualdonotalwayssayintheprocessofbuyingandsellinginrighteousness,evenifthebusinessdonebutaslongastogettoknoweachother,laterwillhaveachancetocooperate.
4.Trytoincludeallaspectsofnegotiationprocess.Price,quantity,termsofpayment,tradeway,insurance,commodityinspection,etcareinvolved.Allaspectsofprofessionalknowledgetohaveadeepunderstanding,asliquidateddamages,theproportionoftheinsuredamount,etc.
5.Thenegotiatingprocessalsoneedstoshowanotherperson.Ithinkismainlycomposedofthemainpartyofdoubtpersonneltocontrolnegotiationsituationandprocess,suchastoputforwardtheproblemsofstoporbreak.
ThesearemyroughsummaryaboveIaminotherswritingsawmoredetailedsummary.I'llwriteoutmysummary.
1,determinethenegotiationsattitude
Inbusinessnegotiationsobjectfacingthevaried,wecan'tcomeupwiththesameattitudetotreatallnegotiations.Weneedaccordingtotheresultsofthenegotiationsobjectandnegotiationstotheimportanceoftheattitudetobepursuedtodeterminethenegotiation.
Ifnegotiationsareveryimportanttoenterprise,suchasbigcustomerslong-termcooperation,andthecontentofthenegotiationsandtheresultsforthecompanyisnotveryimportant,youcanhaveconcessionsattitudetonegotiate,namelyintheenterprisewithouttoomuchlossandinfluencetomeeteachother,soforthefuturecooperationwillbemorepowerful.
Ifnegotiationsareveryimportanttoenterprise,andtheresultsofthenegotiationsisequallyimportanttotheenterprise,thenheldoutafriendlyandcooperativeattitude,asfaraspossibletoachieveawin-winsituation,bothsidesoftheconflicttoathirdparty,suchasthedivisionofregionalmarketappearantinomy,thencansuggestbothsidestogetherorhelpeachothertodevelopnewmarkets,expandthearea,andwillnegotiatecompetingintocompetitiontogether.
Managementskillsifnegotiationsobjecttotheenterpriseisnotimportant,resultsofthenegotiations,theenterprisealsoisunimportant,dispensable,soyoucaneasilyplay,don'tputtoomuchenergyonsuchnegotiations,evencancancelthenegotiations.
Ifnegotiationsobjecttotheenterpriseisnotimportant,buttheresultisveryimportanttoenterprise,thenthecompetitionwithapositiveattitudetoparticipateinthenegotiations,neednotconsidernegotiationopponent,completelybestnegotiationresultoriented.
2,fullyunderstandthenegotiationrivals
Is,theso-calledenemyandknowyourself,fight,thisisespeciallyimportantinbusinessnegotiations,understandingoftheopponent,themorethemorecangrasptheinitiativeofnegotiation,asifwealreadyknowthebasepricebidding,thenaturalcostminimum,thehighestrateofsuccess.
Understandtheopponentisnotonlytounderstandeachother'snegotiationpurposes,theheartbottomline,etc.,toknowmoreabouteachothercompany'sbusinesssituation,theindustrysituation,thenegotiationspersonnel'scharacter,theothersideofthecompany'sculture,thehabitsandtaboosofnegotiationopponent,etc.Thiscanavoid
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- 国际 商务 谈判 启示 体会