商务英语谈判3-1.ppt

商务英语谈判3-1.ppt

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ChapterTwo-onePreparationforinternationalbusinessnegotiationFocusInformationcollectionininternationalbusinessnegotiationsOrganizationandpreparationforinternationalbusinessNegotiationsMethodsformakinginternationalbusinessnegotiationplansPhysicalpreparationininternationalbusinessnegotiations,Themorepreparatoryworkisdone,themoreefficientthenegotiationwillbe.Thepreparatoryworkforthenegotiationconsistsof:

-collectingrelatedinformation-staffingthenegotiationteam-developinginternationalbusinessnegotiationplans-makingrelevantphysicalpreparation,CollectinginformationCase1-1:

Time:

July,1995PartA:

HongkongheadquartersofCGGroupPartB:

JapanHMCorporationLtd.Background:

Bwantedtopurchaselargeamountsoffresh-waterpebblesandhopedthatsupplysourcescouldbefoundinChina.,HongKongCompanygotthreekindsofmainlandpebblesamplesfrom:

Guangzhou:

blackandgrey,asbigasafist,veryhardNanjing:

white,someassmallaspigeoneggs,someasbigasduckeggs,veryhardDalian:

greyandbrown,coarse,notveryhardThereplyfromJapanesecompany:

Guangzhoupebbles:

thebestinqualitybuttoobiginsizeDalianpebbles:

thebeachpebblesandthereweresomethingwrongwhenmixedwithcement,Nanjingpebbles:

satisfactorybothinsizeandhardnessToverifytheplaceoforiginandthequantityavailable,JapaneseCompanydecidedtosentavicepresidentandamanagertomakeinvestigationsandnegotiatewithHongKongCompanyoverthetradingtermsandconditionssuchasprice.,PreparationsandanalysisdonebyHongKongCompany:

1）gatheringinformationabouttheoperationoftheJapaneseCompanyandthepersonaldataofitsrepresentatives2）identifyingthemotivesoftheJapanesepebbleimportandtheusesoftheimportedpebbles,3）acquiringknowledgeofspecialimportandexportregulationsconcerningpebblesimposedinJapanandChina4）obtaininginformationofpebblepricesonthedomesticandinternationalmarketsResult:

（HongKongCompanylearntfromitsJapanesebranch）-JapaneseCompany,basednearGinza,abusystreetinTokyo,wasahardwaretradingcompanyofmediumscalewith12yearsofhistory.,-Inspiteofsatisfactoryoperationandcreditstatus,ithasneverimportedpebblesbefore.-TherepresentativesentforthenegotiationwasamemberoftheBoardofDirectorsandvicepresidentoftheJapaneseCompany,whowas58yearsoldandfulloftradingandnegotiatingexperience,andwasfondofdrinkingandkaraoke.,2）TheJapaneseCompanywasinahurrytofindthesupplysourcesofthepebblessoastotakepartintheconstructionbiddingforadomesticnuclearpowerplant.3）Asforthepoliciesandregulationsinthetwocountries,Chinesemainlandhadnoregulationsgoverningorprohibitingtheexportoffreshwaterpebbles,butJapanhadbannedthedigging,sellingandbuyingofthepebblesonriverrapidsinordertoprotectitsriversandecologicalenvironment.Inotherword,Japanhasbeen100%dependentontheimportofthiskindofnaturalbuildingmaterial.,4）Thepebblepricesontheinternationalmarketsvarygreatlyaccordingtodifferentqualities,sizesandcolors.Althoughthepebblesthemselvesarenotpricedveryhigh,FOBpricesincludinglandtransportationfreightanddomesticloadingandunloadingchargeswerequitedifferentfromCFRandCIFpricesincludingseashippingfreight.Inaword,freightweightsalotinthequotationofpebbles.Basedontheiranalysisandstudyoftheaboveinformation,theHongKongCompanymadethecorrespondingnegotiationandreceptionplans.,Collect,sortoutandanalyzetheinformationanddataintimeaboutthenegotiationcounterparts.Informationaboutthenegotiationcounterpartsconsistsof:

-thequalificationandcreditstatusofthepartnercompany-theirnegotiatorsprofiles-domesticandinternationalmarkettrends-lawsandregulationsaswellasculturalbackgroundinrelatedcountriesandareas.,QualificationandstatusTheyconsistof:

-thehistoryandstatusquo-economicandpoliticalpower-corporatereputation（itsliabilities负债）-capitalquantity-operatingcapability-bankcredit,Thehistoryandstatusquo:

-theestablishingtime-registeredofficeaddress（公司登记地址）-mainbusinessscope-thenumberoftheemployees,etc.B.Economicandpoliticalpower:

-theannualturnover（营业额）-financialorfiscalconditions-marketshareandpositioninitsindustryathomeorabroad,-whetherithasanypoliticalinfluencesorwhatitspoliticaltendencyislikeC.Corporatereputation:

-itsstatusofassetsandliabilities（资产和负债）-brandpopularity-word-of-mouthinthemarketD.Capitalquantity:

-totalassets-fixedassets（固定资产）-currentassets（流动资产）-cashflow,etc.,E.Operatingcapability:

（营业能力）-statusofoperatingprofitandloss（营业损益）-contributionratios（分摊比率）ofmajorproducts-theabilitytodevelopnewproducts,etc.F.Bankcredit:

-namesandnumbersofcontactingbanks-credit（贷款）itenjoys-whetherithasbadaccountsinbanks,etc.,2）Negotiationrepre