商务谈判打印最终版.docx
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商务谈判打印最终版.docx
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商务谈判打印最终版
Ⅰ.T/F10%UNIT1-7
T1.Preparationfornegotiationscanneverbetoocomplete.
T2.Informationcanbetreatedasakindofinvisibleassetwithwhichnegotiatorscancreatemorevalue.
F3.Interestreferstowhatonewants,whilepositionmeanswhyonewantstohaveit.
F4.Itisrightforasellertogiveanextremelyhighoffersothathecanmakemoreprofits.
T5.Thepurposeofprioritizingone'sgoalsistoknowtheorderoftrade-offswhenitistimetocompromise.
F6.Thezoneamongone'sidealtarget,realistictargetandminimumtargetiscalledzoneofpossibleagreement.
F7.Win-Winconceptsimplymeansthateachpartygetsanequalshareoutofthenegotiation.
F8.Todiscussahardissue,itisbettertoputitatthetopoftheagenda.
T9.Itisadvantageoustoholdanegotiationonone'sownturf.
F10.Aftermakinganegotiationplan,thenextstepistocarryitoutnomatterunderwhatcondition.
T11.Thesizeofthegroupdependsonthetypeofnegotiation.
T12.Theteamshouldfocusonidentifyingexperts.
F13.Theleadershouldhavetheseniorpositioninthecountry.
T14.Theleadershouldchoosetheteammember.
F15.Theleadersharesresponsibilityforthenegotiationwithallteammember.
F16.Teammembersshouldbeexclusivelymaleorfemale.
T17.Teammembersmustshareaunifiedgoal.
F18.Thegoodcopmakestheoppositionuncomfortable.
F19.Hardinessshouldalwaysdisagreewiththeopposition.
F20.Thesweepershouldsitnexttotheleader.
F21.Maslow’sneedtheorycanbeachievedfromhighertolowerorder.
T22.It’sGerardI.Nierenbergwho,basedonMaslow’sneedtheory,pointedouttheneedsandsatisfaction…..
F23.Sometimesindividuals’interestscanbeoutoflinewiththatofacompany,andthatofthestate.
T24.Principlednegotiationisregardedasahigherlevelofstrategiesandtacticswhichcanbeappliedtoanykindofnegotiation.
T25.Althoughpositionalbargainingiswidelyused,agreementreachedthroughthismannerisinefficient,awasteoftime,andunwise.
F26.Ifanypartywantstorealizeitssubstantiveinterest,ithastotradeoffitsrelationahipinterests.
F27.Duringanegotiation,ifonepartysaysmuchattentiontothepriceofthegoods,thepaymentterms,itsinterestsfallsintoprocesscategory.
F28.Wheneveranydisputesarise,thepersonresponsibleforitfirstshouldbesignedout,andthencriticizedbythetwosides.
T29.Differentinterestscanalsohelptoreachanagreementtomutualbenefits.
T30.Toproducemorealternatives,itiasbettertosepratetheprocessofinventingnewchoicesfromassessingthem.
F31.Timeisalwaysastrengthonthesideoftheseller.
T32.Neveractasthoughyouhavetohavesomethingwhilebargaining.
T33.Itisnotokaytopretendtobeanexpert.
F34.Sellerstendtogivebetterdealsinshorternegotiations.
F35.Productendorsementsusuallyleadtodecreasedsales.
T36.Whatiftacticsarenon-threateningbecausetheyarehypothetical.
T37.Askingforhelpmaymakeyoulookweakandgullible.
T38.Negativehesitancyshouldonlybeusedwhenthetwopartiesareclosetoagreement.
F39.Laughingsimplylightensthemoodinabargainningsession.
T40.Flinchingmakestheotherpartyfeeluncomfortable.
F41.Closingnegotiationsarethelastchancetoreopenpreviouslysettledclauses.
F42.Closingnegotiationsarethechancetointroducenewoffers.
T43.Closingnegotiationspermitacceptingopenoffers.
F44.Therearenorisksinspeedingupclosingnegotiation.
F45.Therearenorisksindelayingclosingnegotiation.
F46.Closingnegotiationsarethesignalthatthesellercanstartproduction.
F47.Ifthereisamiscalculationduringclosingnegotiations,itdoesnotmatterbecausetheothersidewillbereadytocontinuenegotiations.
F48.Noconcessionsshouldbemadeduringclosingnegotiations.
F49.Neveraskwhetherclosingthecontractispossiblenow.
T50.Intuitionisanessentialqualityneededduringclosingnegotiations.
F51.Pricenegotiationswillbesuccessfuliftheyalwayssatisfyshort-termprofitobjectivesofbothparties.
F.52.Pricenegotiationswillalwaystakeplaceunderconditionswherebothpartiesareofequalnegotiatingstrength.
T53.Pricenegotiationscanhideotherobjectives.
F54.Pricenegotiationstrategiesareonlyaboutpricing.
T55.Pricenegotiationteamleadersmustbepreparedtoallowtheothersidetomakemistakeswhichareobviouslynotintheirself-interest.
F56.Pricenegotiationsshouldneverconsidergutfeel.
T57.Pricenegotiationteamsdonotneedstrategicdirectionfromseniormanagement.
F58.Pricenegotiationteamspursuingtheachievementoflong-termobjectivesareinastrongerpositionthanteampursuingshort-termobjectives.
F59.Pricenegotiationsareanendtothemselvesandnotameanstoanend.
T60.Pricenegotiationsshouldalwaysbepreciseaboutthepricesofgoods,servicesoranyotherundertakingtobeexchanged.
T61.Negotiationsonjointventuresshouldalwaysleadtoaformalagreement.
T62.Negotiationsonjointventurescantakemanyforms.
T63.Negotiationsonjointventuresareallaboutpartnerships.
T64.Negotiationsonjointventuresshouldcoverformsofcapitalcontribution.
T65.Negotiationsonjointventuresarealwaysaboutdividingprofitsfromoperations.
F66.Negotiationsonjointventuresrequireatoughuncompromisingapproach.
T67.Negotiationsonjointventuresneedtoconsiderpersonnelpolicies.
F68.Negotiationsonjointventuresareaboutgoingconcernoperationsandneednoexitstrategyagreements.
F69.Negotiationsonjointventuresareallabouttransferofforeigninvestmentcapitalintheformofforeigncash.
T70.Negotiationsonjointventuresneedtobespecificondetails.
Ⅱ.Choices10%5题上课常提到的
1.Negotiationsareabouttwopeople,eachofwhompossessessomethingthattheotherwants,
meetingtodiscussanexchangesothatbothgetwhattheywant.
2.Astrategyisanoverallpolicydesignedtoachieveanumberofspecificobjectives,
whiletacticsrefertodetailedmethodsusedtocarryoutastrategy.
3.Sizeofthenegotiationteam:
Smallerisbetter,suggestedmembership:
about5,
TwoHeadsarebetterthanOne.smallteam:
goodcop/badcop
largeteam:
Leader,goodguy,badguy,hardliner,sweeper
★4.NeedTheory:
fiveneeds
AneedtheorywasputforwardbyMaslowinthe1950s.
Basedonit,GerardI.Nierenbergthenpointedoutneedsandsatisfactionoftheopponent’sneedsserveasthebasisofanegotiation.
typesofneedtheory:
DistributiveNegotiation(win-losenegotiation)
IntegratedNegotiation(win-winnegotiation)
5.LevelsofInterests:
Personal,Organizational,National
Theinterestsoftheindividual,theorganizationandthestateareinconvergence.利益趋于一致
6.出价方式:
targetpoint:
thepointatwhichanegotiatorwouldliketoconcludenegotiations
resistancepoint:
thepointbeyondwhichanegotiatorwillnotgoandwouldratherbreakoffnegotiations.
askingprice:
未超过resistanceprice:
theinitialpricebythenegotiator
7.Foraseller,resistancepointisthesmallestamounthe/shewillsettlefor.P63
Forabuyer,resistancepointisthemosthe/shewillpay
Theresistancepointshouldbekeptsecrettotheotherparty.
8.Typesofinterests
(1)Substantiveinterests:
relatedtotheinterestwithmoney
(2)Processinterests:
relatedtothewayadisputeissettled.
(3)Relationshipinterests:
Oneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwilldamageit.
★9.Thehigherlevelsofnegotiationstrategiesandtactics---PrincipledNegotiationsP71
Theseideaslayemphasisonfourcomponents:
Focusoninterest
Notpositions
Separatethepeoplefromtheproblem
Mutualgainsandusingobjectivecriteria
★10.Strategies:
OffensiveTactics(Beusedtotaketheinitiative)
DefensiveTactics(Toobserveandwait)
Concession(Slightchangeinposition)UNIT4
11.ThreeCriticalElementsinNegotiation:
Information(Theonewiththemostinformationaboutthewants,needs,anddesiresoftheotherwillhavetheadvantage)
Time(Neverrevealadeadline)
Power(Apersonalwayshaspowerandwillingnesstousethemwillaffecttheoutcomeofthedeal)
12.PowerofDemand:
Nevershowsomethingmustbehad;
Nevernegotiatewithoutoptions/alternatives;
Beabletowalkaway(Forbuyer)
PowerofAuthority:
Authorityinthestatementofexperts;
Authorityinwrittendocuments
PowerofInvestment:
Ratiobetweenthesizeofaninvestmentanthewillingnesstocompromise
(Timeisagoodinvestment,butnodeal,it’sawaste)
PowerofReward/Punishment:
Reward/Punishmentfromadealallowtheotherpartygreatpower(bothareefficient)
PowerofAssociation:
Moreidentity,strongerbargainingposition(importantpeople)
13.Twostylesofnegotiationtactics:
UNIT4
Offensive–taketheinitiativeintryingtoredirectthediscussioninone’sfavor
Defensive–taketodefenseinanadversarysituation
OffensiveTactics:
what-ifscenarios/thethrow-in/helpme/Idon’tknow/useleadingquestions/issueaveiledthreat/divideandconquer/ultimate
DefensiveTactics:
becomeemotional(thebestwayistoremaincalm)/
remainsilent(thebestwayistogogetadrinkofwater)/
laugh(thebestwayistokeepcalm,itmakesfurtherconcessionsmoredifficulttoachieve)/
walkout(ifthesellerwillnotacceptthefinalprice,walkoutinthefreemarket)/
learntoflinch(bodylanguage,avisiblereaction)
Concessions:
maketinyconcession/alwaysgetsomethinginreturn/lookforelegantones/
agonizewhereappropriate/useyoursettlementrangeasmaneuveringroom/
maketheconcessionandmoveon
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