商务英语presentation.docx
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商务英语presentation.docx
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商务英语presentation
商务英语presentation
Chapter6closingthenegotiation谈判的终局阶段
Introduction:
Afterthepreparation,biddingandbargainingcomestheclosingperiodofnegotiation.Toreachanagreementthepartieshavetoexperiencethetwophasesofmakingthedealandformallysigningthecontract.Throughthebargainingprocess,bothpartiesaregraduallyagreeingonsomepointsandtheyaretryingtomakethedealfromtheirownperspective.Oncetheagreementissettled,thecontractshavetobewrittenoutandtheeconomiccontractshouldbesignedinaformalway.Thischapterdiscussessomepointsofclosingthenegotiation,introducessometacticstowardsagreement,givessometipsoncontractsigningandnegotiationsummary.Inthischapteryou’lllearn:
Whomakesthedecisiontoclose;
Whenitistimetoclose;
Tacticstowardsagreement;
Tipsoncontractsigning;
Summaryofthenegotiation.
6.1closingthedeal结束谈判
6.1.1whomakesthedecision谁来作决定
Thedifferencebetweenasuccessfulandanunsuccessfulnegotiatoristheabilitytocloseadealwhenithasreacheditsmaximumlevelofdistributing“enough”amongallparticipants.Thedealisbestclosedwhentheagendahasbeenexhausted.
Buyersusuallyhavethesayastowhenadealwillbeclosed,buttheycanbeencouragedtodosobysavvysellers.Thisiswhyeverysalesforceintheworldhasits“closingspecialist”whosejobistoconvincethebuyerthat“enough”hasbeenhadandit’stimetotransactthedeal.Internationalnegotiationsdifferonlyinthefactthatthebuyer/investorisusuallymuchbetterinformedthanastandardcustomer.Bothbuyerandsellerhaveanequalchancetoclosethedeal,andthemoreproactivethedecisionmakeris,thegreaterchanceofcontrollingtheprocesshe’llhave.
6.1.2whenisittimetoclose什么时候结束
Todetermineifit’stimeforclosure,herearesomequestionstoaskeitherdirectlyorindirectly:
1)Haveallpointsoftheagendabeendiscussed?
2)Havethetechnicalaspectsofthedealbeenreviewed?
3)Havethelocalandinternationallawsapplicabletothedealbeenresearched?
4)Areallactivepartiestothedeallogisticallycapableofperformingtheirfunctions?
5)Isthetimelinesetforthedealrealistic?
6)Doallpartiesrecognizetheshortandlong-termconsequencesofthedeal?
7)Areallpartiesinagreementastothelanguageandtermsofthedeal?
8)Doallthepartiestothedealtrusteachother?
9)Doallpotentialsignatorieshavetherequisiteauthoritytoactontheircompany’sbehalf?
Sometimestheappropriateresponsetoanofferlaidonthenegotiatingtableis“no”.Decliningadeal,anddoingsointhepropermanner,issometimestheSilverMedalofinternationalbusiness,notideal,butrespectable.Decliningthedealmustbedonewiththegreatestdiplomacybecausethispotentialforfuturedealingsisveryimportant.Youmayhavenointentionsofeverdealingwiththeseparticularcounterpartsinthefuture,butmaintainingyourreputationwithintheinternationalbusinesscommunityforlevelheadeddealingsisimportant.
6.2tacticstowardsagreement达成协议的策略
6.2.1recessing休会
Byrecessingwemeantakingashortbreakduringwhicheachpartymovesoutofthenegotiationforumtoreconsidertheprogressofthenegotiation,andtoreconsideritsownposition;orbreakingoffuntilalatersession.Recessingissuchanimportantdevicethatthemethodofusingitdeservestobeexamined.Whendoweuseit?
Howdowearrangeit?
Howdowerestart?
Atwhatrimeshouldweuseourrecess?
1.Attheendofaphaseinthenegotiations.Thatis:
●whenexplorationiscompleted,beforethestartofthebidding;
●afterbidshavebeentables,beforegettingdowntobargainingand
●Ifpossibleatthetimewhenshapeofsettlementbecomesclear.
2.Beforeissueidentification.Itisstronglyadvocatedtoopennegotiationsinamannerdesignedtobreedco-operationtomutualadvantage.Butthisstrategyneedstobecheckedbeforebecomingtoodeeplyembroiled.Ifindoubt,takearecess.
3.Whennearinganimpasse.Aslongasweaimtowardsagreements,sucharecesscanbeusedtolookformeanstogethertotackletheproblemthatisfacingthepartiesintheirnegotiation.
Undertheseconditions,greatadvantagescanbegainedfromusingtherecessnotforthepartiestoseparatebutforthepartiestomix.Sub-groupsoftechnicalpeople,commercialpeopleandfinancialpeoplefromeithersideareaimingtoobtainsomeconstructivemoveforthenegotiationsasawhole.
4、teammaintenanceneeds.Whenthemembersofthepartyneedtoreviewtheireffectivenessasateam.
5.Breakingatrough.Whenconcentrationhaslapsedandneedsregenerating.
Whatistherecommendedproceduretogetarecess?
1.Statetheneedforarecess.“Ithinkitwouldhelpourjointprogressifwetookashortrecessnow.”
2.Summarizeandlookforward.“we’reseekingtofindwaystoagreeontheprice/discountissues,andIsuggestthatwebothlooktoseeifwecanseenewwaystocopewiththeissue.”
3.Agreeonthedurationoftherecess.“…Wouldfifteenminutesbeagreeable?
”
4.Avoidfreshissues.Ifotherswanttoinsertanythingfurther,askthemtowaituntilaftertherecess.
Duringtherecess,themainitemsforconsiderationbyapartywillbeobviousdiscussionsabouthowtohandlethenextstage,calculationsonmattersthathavebeendiscussed,reviewsoftheteam’sperformance,orfreshplansfortherestofthenegotiation.
Aftertherecess,themeetingisre-openedwithaminiatureversionofthestepsthataretakentoopenanegotiation.
1.Afewmomentsofice-breaking,asweagainattuneourwavelengths.
2.re-statetheprogressmadeonagreedplan
3.Confirmrestofagreedplanorsuggest/agreechangestoit.
4.Re-openingstatements,definingpositionsandinterestsastheyarenowperceivedandpavingthewaytofurthercreativedevelopment.
Recessingispotentiallyaveryinfluentialdevice.Disciplinedusecanmakeitadevicethathelpsustowardsprofitableco-operation.
6.2.3settingdeadlines规定最后期限
Definingthetimebywhichanegotiationmeetingmusthavefinished(“Iambookedonthe11;40plane”);orthedeadlineforaseriesofnegotiations(“I’minstructedtoofferthistoABCCompanyifwecannotagreebefore14March”).Theseareseenasthreats;theycancauseresentmentandcounter-aggression.
However,ifthedeadlineisagreeduponbythetwoparties(notsimplyimposedbyoneofthem)thentheatmospherebecomesmorecollaborative.Contrastthefirstquotationaboveandthefollowing:
“Itwouldbeagreathelptomeifwewereabletoconcludethismeetingintimetocatchthe11:
40plane.Woulditbeallrightwithyouifweaimtomoveatthatspeed?
”
Therearepositiveimplicationsforsettingadeadlineforthenegotiations.Thesettingofadeadlinehelpstoconcentratethemind,theenergy,theeffort,andthespeedofachievement.
Thereis,however,anegativeinfluenceifeitherpartyfeelsadeadlinehasbeenimposedtooearly.
6.2.3fulldisclosure/thestraightforwardstatement摊牌
Literally,thismeanscompletereadinesstogivetotheotherpartyallone’sinformation.Inpractice,therewillalwaysnesomeelementspeopleareunwillingtodiscloseandsomeotherelementstheyareunabletodisclose.Wethereforehavetointerpret”fulldisclosure”asmeaningthedisclosureof90percentofwhatweperceive.
Therearesomenegotiatorswhosecharacterisstronglyinclinedtowardsopennessandfrankness.Thispatternofbehaviorcanbehighlyproductive,inducingtheotherpartytorespondandtocooperate.“Fulldisclosure”thenbecomesanadvantage,providingthatitisusedinconjunctionwithalltheskillsofnegotiationtowardsagreement.Itis,ofcourse,afataldisadvantagewhen“fulldisclosure”isofferedtootherswhosesoleinterestliesintheirownadvantage.
Thestraightforwardstatementthatonecannotofferthefullpriceasked,orcannotaffordtowaitthefulldeliverytime,iftrue,isconstructive.Itisanelementoffulldisclosureanditenablesthepartiestogethertoconcentrateontheproblemandtosearchforsolutions.
Thesametactic,“allI’vegotis60percent…”canofcoursebedifferentlyusedbyonepartytogetindependentadvantage.
6.2.4Lubrication/TheGolfClub联络感情
Lubricationisanart.Itmaybemoreorlesssubtle.Itisnotnecessarilythesameasbribery.Thereareplentyofdifferentwaysofofferinginducementstonegotiators.Informandextent,thepatternvariesfromoneregiontoanotheranditneedslocalexpertisetomanagetheprocess.Insomecultureslubricationisanessentialingredientfromnegotiatingtowardsagreement.Itisaningredienttheskillednegotiatormustprovidefor,evenwhenhehimselfisnottherightpersontohandleit.
TheGolfClubisatactictobeusedattimeswhentheteamsarereachingstalemateandprogressisinterrupted.Thetacticisfortheteamleaderstoagreetomeetinformallyinsomeenvironmentthatencouragesmutualtrustandopenness.
FormanypeoplethatatmosphereofmutualtrustandrespectisfoundintheGolfClub.ForEnglishmen,itisfoundintheGentlemen’sClub.ForFinns,itisinthesauna.ForJapanese,itisfoundinthebathhouse.
Thistactichaspositiveadvantagesinrefreshingthecooperativespiritbetweentheparties,inenablingthemtorecognizeissuesincommon,andinprovidingtimeandopportunityfornewinitiativestodevelop.
Onedisadvantageisthattheteamleadersareseentobeoperatingindependentlyoftheirrespectiveteams.Butifusedsparingly,itisaproductivetactic.
6.2.5thestudygroup各个击破
Whenthenegotiationsbetweenteamsgetboggeddown,itisthenhelpfultosetupasub-group.Forexample,whenmattersarereachinganimpasseov
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