国际商务谈判相关资料英文版.docx
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国际商务谈判相关资料英文版.docx
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国际商务谈判相关资料英文版
CATALOGUE
TheGeneralOverviewonInternationalBusinessNegotiation
TheGeneralProceduresofInternationalBusinessNegotiation
FiveLinksofInternationalBusinessNegotiation
Cross-CulturalProblemsinInternationalBusinessNegotiation
BasicQualitiesforNegotiators
SomeStylesinInternationalBusinessNegotiation
TacticalExpressionsinBusinessNegotiation
PreparationforExporting
PreparationforNegotiation
BusinessNegotiationI
BusinessNegotiationII
BusinessNegotiationIII
BusinessNegotiationIV
AftertheNegotiation
ChapterOne
eGTheneralOverviewonInternationalBusinessNegotiation
AnOverallFrameworkofInternationalBusinessNegotiation
FeaturesofInternationalBusinessNegotiation
BasicRulesofInternationalBusinessNegotiation
StockPhrases
SomeTipsforTradeDelegation
1.WhatisNegotiation?
Theword“negotiation”derivesfromtheLatinInfinitive“negotiari”(做贸易或生意)whichmeans“totradeordobusiness”.Thisworditselfisfromanotherword,“negare”(拒绝),meaning“todeny”andanoun,otium(休闲),meaning“leisure”.Thus,theancientRomanbusinesspersonwould“denyleisure”untilthebusinesshasbeensettled.Negotiationisacommonhumanactivityaswellasaprocessthatpeopleundertakeeverydaytomanagetheirrelationshipssuchabuyerandaseller,ahusbandandwife,childrenandparents.Asthestakesinsomeofthesenegotiationsarenotveryhigh,peopleneednothavetogetpreparationsfortheprocessandtheoutcome.Butininternationalbusinessnegotiations,thestakesareusuallyhigh,peoplecannotignorethisfact,theyhavetogetpreplansinamorecarefulway.Bothpartiesinthiskindofnegotiationshouldcontacteachothersothattheycangetabetterdealratherthansimplyacceptingorrejectingwhattheotherisoffering.Thewholeprocessofnegotiationisbaseduponthepremisethatbothpartiesareinterdependent,thatis,onesidecannotgetwhathe/shewantswithouttakingtheotherintoconsideration.Intheprocessofnegotiation,therearenorules,tradition,rationalmethodsorhigherauthoritiesavailabletoresolvetheirconflictonceitcropsup.Negotiationisavoluntaryprocessofgivingandtakingwherebothpartiesamendtheiroffersandmodifytheirexpectationssoastocomeclosertoeachotherandtheycanquit,atanytime.
2.WhydoPeopleNegotiate?
Negotiationisattheheartofeverytransactionand,forthemostpart,itcomesdowntotheinteractionbetweentwosideswithacommongoal(profits)butdivergentmethods.Thesemethods(thedetailsofthecontract)mustbenegotiatedtothesatisfactionofbothparties.Aswewillseelaterthatitcanbeaverytryingprocessthatisfullofconfrontationandconcession.Whetheritistradeorinvestment,onepartywillalwaysarriveatthenegotiationtableinapositionofgreaterpower.Thatpower(thepotentialfortheprofits)mayderivefromtheextentofthedemandorfromtheabilitytosupply.Thepurposeofnegotiationistoredistributethatpotential.Thereisnosuchthingas“totakeitorleaveit”ininternationalbusiness.Infact,everythingisnegotiable.Italldependsontheexpertiseofthenegotiators.
3.AnOverallFrameworkofIBN
Internationalbusinessnegotiation(IBN)isaconsultativeprocessbetweengovernments,tradeorganizations,multinationalenterprises,privatebusinessfirmsandbuyersandsellersinrelationtoinvestmentandimportandexportofproducts,machineryandequipmentsandtechnology.Negotiationisoneoftheimportantstepstakentowardscompletingimportandexporttradeagreements.
Toreachthedesiredresults,thenegotiatorsmustseriouslycarryouttherelativetradepoliciesoftheirowncountries.TheyshouldhavegoodmannersandspeakfluentEnglish.Theyshouldhaveaprofoundknowledgeofprofessionaltechnologyandinternationalmarkets.Theyshouldknowthespecifications,packing,featuresandadvantagesoftheproductsandbeabletouseidiomaticandprofessionalterms.Ingeneral,anoverallframeworkofinternationalbusinessnegotiationcoverthefollowingaspects:
backgroundfactors,theatmosphereandtheprocess.
3.1Backgroundfactorsrefertoobjectives,environment,marketsposition,thirdpartiesandnegotiators.Theyinfluencetheprocessofnegotiationandtheatmosphereinapositiveornegativeway.Objectivesmeanwhateachsidedesirestoachieveintheend.Theyarecommon,conflictingorcomplementaryinterestsinbothsides’wantingasuccessfultransactiontotakeplace;theirinterestsconflictasprofittooneiscosttotheother;andcomplementaryinterestbringsthemtogether.Commonandcomplementaryobjectivesleavedirectandpositiveeffectswhileconflictingobjectiveshavenegativeonesonthenegotiationprocess.Environmenthereisdefinedasthepolitical,socialandstructuralfactorsrelatedtobothparties.Itoftenhinderstheprocessininternationalnegotiation.Politicalandsocialaspectscanaffecttheprocesswhereasmarketstructuredoestheatmosphere.Themarketpositionofthepartiesinvolvedplaysaleadingroleinthenegotiationprocess.Thethirdpartiessuchasgovernments,brokers,consultantsandsoonmayinfluencetheprocesswiththeirownobjectives.Negotiatorsaffectthenegotiatingprocessbymeansoftheirownexperienceandnegotiatingskills.
3.2Theatmosphereisofgreatimportancetothewholeprocessoftheinternationalbusinessnegotiation.Theatmosphereandtheprocessinfluenceeachotherateachstage.Atmospherereferstotheperceived“milieu”(氛围)aroundtheinteraction,howeachpartyregardstheother’sbehavior,andthepropertiesoftheprocess.Ithastodowithpeople’sperceptionofreality.Tobemoreexact,innegotiationitistheperceptionofrealitythatisfarmoreimportantthantherealityitself.Somecharacteristicsoftheatmospherearedominantatonestage;othersatotherstage.Forexample,cooperationisdominantatthepre-negotiationratherthanconflict,asbothsideslookformutualsolutions.Differentcharacteristicsofatmospheredominatefromprocesstoprocess.Thesecharacteristicsareclassifiedasconflictvscooperation,powervsdependenceandexpectations.Theexistenceofconflictandcooperationisafundamentalcharacteristicofthenegotiationprocess.Ononehand,bothsideshavesomecommoninterestsinfindingasolutiontotheproblemthatfitsthemboth.Ontheotherhand,aconflictofinterestmayarise,ascosttoonecanmeanincometotheother.Therelationbetweenpoweranddependenceiscloselyrelatedtotheactualpowerrelation,whichisaffectedbythevalueoftherelationshiptothesidesandtheiravailablealternatives.Asforexpectations,therearetwotypes:
long-termexpectationswithrespecttothepossibilitiesandvaluesoffuturebusiness;short-termexpectationsregardingprospectsforthepresentdeal.Expectationsdevelopandchangeindifferentstagesoftheprocess.
3.3Theprocessofinternationalbusinessnegotiationismadeupofthethreedifferentstages.Astageisdefinedasaspecificpartoftheprocessandcoversallactionsandcommunicationsbyeithersidepertaining(relevant)tonegotiationsmadeduringthatpart.Eithersidecommunicateswiththeothertoexchangeinformationwithineachstage.Aspecificstagecomestoanendwithwherebothsidesdecidetoproceedontothenextstageordecidetoabandonthecommunicationiftheyseenopointinfurthernegotiations.Thethreedifferentstagesare:
pre-negotiation,face-toface-negotiationandpost-negotiation.
3.3.1Thepre-negotiationstagestartsfromthefirstcontactbetweenthetwosideswhoseinterestindoingbusinesswitheachotherisshown.Fromthisstageon,bothsidesbegintounderstandoneanother’sneedsandevaluatethebenefitsofenteringintotheprocessofnegotiation.Thisstageismoreusuallyimportantthantheformalnegotiationsintheinternationalbusinessrelationship.Socialandinformalrelationshipsbetweennegotiators,trustandconfidenceineachotherareofgreathelp.Bothsidesnowalsostarttoformtheirstrategyforface-to-facenegotiationaswellastrytoforeseeandtakeprecautionsagainstpossibleevents.
3.3.2AtFace-to-facestage,bothsidesknowthattheycanworktogetherforasolutiontoajointprobleminspiteofthatthefactthateachsidemayviewthesituationinitsownway.Thisindicatestheimportanceofhavingface-to-facenegotiationinanopen-mindedwayandgettingreadyseveralalternatives.Itistimeforbothsidestoexplorethedifferencesinpreferencesandexpectationssothattheycancomeclosertoeachother.Generally,thenegotiationprocessiscontrolledbythesidethathasarrangedtheagenda,forintheprocess,hecanstresshisownstrengthsandtheopponent’sweaknesses,thusputtingtheothersideonthedefensive.However,theagendamayrevealthepreparingside’spositioninadvanceandhencepermittheothersidetoprepareitscountermeasures.Somepeopleprefertostartnegotiationsbydiscussingandagreeingonbroadprinciples.Anotherwaytoensuresuccessatthisstageisaninitialdiscussiononitemsofcommoninterest,whichcanhelpcreateanatmosphereofcooperationbetweenbothsides.Asforthechoiceofstrategy,itdependson
3.3.3Allthetermsandconditionsatthis(Post-Negotiation)stagehavebeenagreeduponwiththecontractbeingdrawnuptobesigned.Whatisworthnoticingisthatwritingthecontactandthewordinginitisanegotiationprocessinitself,formeaningandvaluesmaybedifferentbetweenbothsides.Thisstagemayleadtoarenewedface-to-facenegotiationifthereisnegativefeedbackfrombackgroundfactorsandatmosphere.Therefore,thetermsandconditionsagreedupon
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