英语商务谈判整理.docx
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英语商务谈判整理.docx
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英语商务谈判整理
Chapter1ContentsforPreparation
1.macroandmicroinformationtoberesearched
2.objectivesandtargetstobeachieved
3.strategiestobechoosedandagendatobeset
4.locationswherenegotiationstobeconducted
5.negotiationteammemberstobeinvolved
1信息调研↣2设定谈判目标↣3确定谈判策略和议程↣4确定谈判地点↣5配备谈判组成员
Negotiationinformation
referstoalltheobjectivedescriptionoftheconditions,circumstances,specificationsthatcloselyrelatedtonegotiationactivities
⒈macroandmicroinformationtoberesearched
1)Informationonrelatedenvironmentalfactors:
Thepoliticalstate,Religiousbelief,Thelegalsystem,Businessconvention,Socialcustoms,Financialstate,Climatefactor
2)Knowledgeofcompetitors:
Supplyofanddemandfortheproducts,Informationaboutsimilarproducts,Technologicaldevelopmenttrends,Productioncapacity,Opertationalstates,Marketsharesofthemajorproducers,Salesforces,Pricelevels,distributionchannels,competitionandrelationshipbetweenoramongrivals
3)Knowledgeofoneself:
capacitiesandabilitiestosupply,operationalconditions,product'sperformance,productioncapacity,quality,types,pricelevels,costcomposition,salesstates,marketshare
4)Knowledgeoftheopponent:
Natureofthecompany,Developmenthistory,Financialandcreditstatus,Featuresofitsproducts,Worldmarketshares,Productionandsupplycapacity,,PricelevelsPreferredpaymentterms,Negotiationtargetsorobjectives
5)Natureofthecompany(sixtypes)
Creditstatusandfinancialstatus
Individuals
SourcesofInformation
Question:
Howtocollectinformation?
Directinvestigation
Collectinginformationfromvariouspublications
Collectinginformationfromrelatedorganizationsortradeactivities
Searchinginformationfromtheinternet
Informationprocessing
Analyzeorassessinformation评价
Sifttheinformation筛选
Classifytheremaininginformationintocategories分类
Filetheinformation存档
II.Negotiationplanning
1.macroandmicroinformationtoberesearched
2.objectivesandtargetstobeachieved
3.strategiestobechoosedandagendatobeset
4.locationswherenegotiationstobeconducted
5.negotiationteammemberstobeinvolved
2.objectivesandtargetstobeachieved
1)Definingone’sinterest
2)Clarifyingobjectives↣Prioritizingone’sgoal(threepoints:
importance,association,compromise)↣Establishinggoals
3)Buildingone’sBATNA
Threelevelsoftarget:
①idealtargetsetapotentialgoal;setanegotiationzone.②realistictargetmakealleffortstoachieve.③minimumtargetreservea“walkawaypoint”fornegotiators;fulfillatleastpartoftheirprofitsiftheeffortsforattainingthefirstandsecondtargetsareimpossible
可达成协议的空间(ZOPA)“可达成协议的空间”(ZoneofPossibleAgreement)是指可以达成一桩交易的空间。
谈判各方的保留价格决定着可达成协议的空间(ZOPA)的界限,该空间(ZOPA)存在于谈判各方的保留价格限度相互重叠的区域内。
3.strategiestobechoosedandagendatobeset
1)Choosingastrategy:
avoidancecompetitionaccommodationcompromisecollaboration
(determinedbyfivefactors)
Avoidanceisnon-negotiation.
Competitionisalsoknownasdistributiveorwin-losestrategy
Accommodationis“Iloseyouwin”policy.
Compromiseisacombinationofcompetitionandaccommodation,twodistributivestrategies.
Collaborationisalsocalledintegrative,orwin-winstrategy.
2)Settinganagenda
threesteps:
①Listallissuestobedebated②Givetimeframestoeachissue③Arrangeorderfortopics
theorder:
dividethetopicsintofourlevels:
easy,mediumeasy,medium,hard.Thetopicscangothroughthisorder:
easyone↣hardone↣mediumone↣mediumeasy.(1-4-3-2)
4.locationswherenegotiationstobeconducted(Choosingthenegotiationplace)
homecourt/venue:
advantagesanddisadvantages
guestcourt/venue
thirdparty’scourt/venue
5.negotiationteammemberstobeinvolved
1)Staffingnegotiationteams
2)Rehearsingroles
①Establishsecretcommunicationsignals
②Discoveradvantagesanddisadvantagesoftheteam
③Determinetheorderofnegotiation
④Analyzewhatstickyproblemsmightappear
⑤Workoutmeasurestodealwiththem
Twoquestions:
BATNA(BestAlternativetoaNegotiationAgreement)Negotiatingpower(三要素:
动机,依赖,替代)
Chapter2Preparation:
NegotiationTeam
Benefit(advantages)ofbuildingateam:
(1)distributestheresponsibilityandassighnmentsamongseveralpeople.
(2)thepooled(shared)judgementindecision-makingandidea-generating.(3)teamnegotiationsallowjuniormembersofthenegotiatingteamtopickupvaluableexperience.(4)Ifanegotiationiscomplexandmultifaced,alargeteamcanbedevidedintosubteamstoconcentrateonspecificissues.①thiscanspeeduptheprocessofnegotiation.②preventingthenegotiationfromboggingdownonaparticularlycontentiousissue.
Disavantages:
(1)increasecosts
(2)lackofunity(3)lackofleadership
Theleader
Thecompletenegotiatorshouldhaveaquickmindbutunlimitedpatience,knowhowtodissemblewithoutbeingaliar,inspiretrustwithouttrustingothers,bemodestbutassertive,charmotherswithoutsuccumbingtotheircharm,andpossessplentyofmoneyandbeautifulspouse.
Thetworeasonsarewrongwhenchoosingteamleaderofnegotiations:
①theyarehighestpositioninthecompany.②theywillbechoosedbesedontheirtechnicalexpertiseofthecompany'sproduct.
TheLeader'sObligations:
①balanceandhandleallpressures②provideaunifiedfrontfortheentireteam③exhibittechnicalexpertiseinordertomaintaincredibility④takefullresponsibilityfortheoutcomeforthenegotiation
TheLeader'sGeneralCharacteristics:
integrity(becunning),peopleperson(notapeoplepleaser)
confidentpersonwithhighexpectations(notover-confidence),self-esteem(notover-esteem)
Creativity(inventivenessandlateralthinking横向思维),Eloquence口才,雄辩(superiorcommunicationandpresentationskills),GoodListener,Patienceandendurance
TeamMembers:
Avoidthesetemptations:
Rewardappointments,Individualstrengths
Avoidthesecharacteristics:
Negative,“LooseCannon”,Obviousbiases,Physicallyweak
Teamwork:
Goodcop/Badcop
LargerTeams:
LeaderGoodGuyBadGuyHardlinerSweeper
SeatingLocation:
BadGuyGoodGuyLeaderHardlinerSweeper
Chapter3InternationalBusinessNegotiation
2.3Maslow’sneedtheory:
1)physicalneeds,2)safetyneeds,3)socialneeds,4)Egooresteemneeds,5)Self-actualizationneeds
2.4ApplicationoftheneedtheoryinNegotiations
1)Thephysicalneedsofthenegotiatorsmustfullymet.(lodgingsfood----affecthealth)
2)Asafesurroundingshouldbeprovidedforthenegotiators,includingtheirphysicalsafetyandthesafetyoftheirproperty.(feelsecureandrelaxed)
3)Anegotiationitselfisaparticularactivitysatisfyingpeople’ssocialneeds(buildtrust)
(establishfriendlyandharmoniousatmosphere)
4)needsforrespect(fromcolleagues,fromopponent,self-respect,polite,cooperative,generoustogivepraise,listenattentively)
5)Theachievementofself-realizationneedsdependsentirelyonthesuccessonemakesduringanegotiation.(themoresucessoneachives,thehigherdegreeofself-realization.)
♢Howdoesonerealizetheopponent'sself-realizationneedwhilemaximizingone'sowninterests?
apreciate,lethimfeelthathehasachivedenough.
2.5Threelevelsofinterests
(1)personalinterests
(2)organizationalinterests(3)nationalinterests
individualneeds&socialneeds,notexactlycoincide,butclosely
Focusoninterests,notpositions
"Yourpositionissomethingyouhavedecidedupon.Yourinterestsarewhatcausedyoutosodecide."
PositionsInterests
SolutionstoproblemsWhyaparticularsolutionispreferred
Specific&definiteReasonsunderlyingpositions
Basisforargument
RequirejustificationRequireexplanationnotjustification
EnddiscussionStartdiscussion
[Example]FocusingonInterests
Problem:
barkingdog
Myinterpretation:
myneighbordoesn’tcareaboutmyneeds
Myposition:
quietthedogMyinterests:
Ineedsleep
Issue:
howtocontrolthebarkingsolution?
Forawisesolutionreconcileinterests,notpositions
"Togetsomefreshair.""Toavoidthedraught/draft."
Whyshouldwefocusoninterestsnotposition?
Interestsdefinetheproblem.
Thebasicprobleminanegotiationliesnotinconflictingpositions,butintheconflictbetween
eachside'sneeds,desires,concerns,andfears.
Negotiationmotivesareconflictscausedbydifferentneeds.
Thedifferencesbetweenstrategiesandtactics:
①astrategyisanoverallpolicydesignedtoachieveanumberofspecifiedobjectives,whiletacticsrefertodetailedmethods,approachesormeasuresusedtocarryoutastrategy.②inotherwords,strategyrefertoadirectplan,whichdefinestacticstobeadoptedinordertoachieveone'sexpectedgoalsduringanegotiation.③generallyspeaking,strategiesandtacticsareapplicable,adaptable,anddynamicinnature.
Threetypeofinterests:
①substantialinterests②processinterests③relationshipinterestsP67
Chapter4Strategiesandtactics
1、powers:
powerofdemand,powerofauthority,powerofinvestment,powerofrewardandpunishment,powerofassociation.
2、tactics:
PositionalTactics
OffensiveTactics:
①what-ifscenarios②thethrow-in③helpme④well,Idon'tknow⑤useleadingquestion⑤issuea“veiled"thread⑥divideandconquer⑦ultimatum
DefensiveTactics:
①becomeemotional②remainsilent③laugh④walkout⑤learntoflinch
Chapter6Negotiationfortrade
theimportanceofprice
Priceisveryimportantbecauseitestablishrevenueandprofit
Determineswhetherornotagreementisreachedonasale
Determinesfuturerelationship
Establishproductimage
pricingnegotiation
Thepricingnegotiationswillbeaboutestablishingapriceforthegoodstobetradedorexchangedthatusuallyfallswithinarange.
Pricingnegotiation
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