international-business-negotiation.ppt

CHARACTERISTICSDEFINITIONCLASSIFICATIONPRINCIPLESPROCESSSTRATEGIES目 录CONTENTSbusiness negotiationinternational business negotiationDEFINITIONCHARACTERISTICSCHARACTERISTICSCultural differenceInternational laws and domestic lawsInternational political factorsGreater difficulty and costLanguage barrier1 12 23 34 45 5CLASSIFICATIONCLASSIFICATIONPRINCIPLESPRINCIPLESEqual and Voluntary ParticipationCredibilityMutual Reciprocity and Mutual BenefitsMaximizing Commonalities and Minimizing DifferencesLOREMPROCESSPROCESSPreparationContractExecutionQuotation and negotiationContact1.Preparation:The negotiators own analysis and analysis of the negotiation opponent, the selection of negotiators, the organization of negotiation team, the formulation of objectives and strategies, and the Simulation of negotiation2.Contact:The beginning of contact is very important. All activities in this phase is to create favorable conditions for the two sides. It will help to understand the characteristics, intentions and attitude of the opponent, and to analyze the information to adjust the negotiations, strive to enter the role as soon as possible, and get the initiative in the negotiations.3.Quotation and negotiation:At this stage, the two sides will talk about product, service, acceptable rules and standards, transaction price, delivery time, financial planning and payment terms, breach of contract, etc. These are the core of the whole negotiation. Only at this stage, the two sides began to revise their negotiating goals and adjust the negotiation strategy based on their expectations, so that the expectations of both parties are gradually consistent, in order to eventually reach a deal. 4.Contract:After all the issues have been completed and a full agreement has been reached, the two parties will draft the contract and eventually sign it.5.Execution:There are many uncertainties in the process of execution, such as a partys breach of contract, unpredictable situation, the occurrence of force majeure event, etc. In such situation, it is necessary to modify the original contract, otherwise the contract can not be executed. Until the final completion of the transaction, the negotiations will eventually end.1.Plan the negotiation2.Adopt a win-win approach3.Maintain high aspirations4.Use language that is simple and accessible5.Ask lots of questions, then listen with your eyes and ears6.Be patientSTRATEGIESSTRATEGIES1.Plan the negotiation:Before entering a negotiation it is vital to plan it beforehand. The negotiators need to decide what they want to achieve and why the other party should negotiate with them. They should also think why they should negotiate with the other party. There is a saying; Well prepared is half the battle.2.Adopt a win-win approach:The ideal outcome for a negotiation is almost always a win-win situation from which everybody goes away satisfied. In most negotiations, it is the negotiators best interest to foster a co-operative atmosphere to increase the chances of a win-win outcome.3.Maintain high aspirations:The level of expectation has a direct influence to what a person will achieve in a negotiation. That is to say, ask for more and you will get more, ask for less and you will get less. It is important to aim high because there is always the possibility to trade down. It is more difficult to trade up after having stated the intentions.4 . U s e l a n g u a g e t h a t i s s i m p l e a n d accessible:Negotiation must work in communications before it can achieve its specific objectives. People need to really understand before they can agree to something. To be a successful negotiator the main key factor is to communicate clearly.5.Ask lots of questions, then listen with your eyes and ears:Negotiator should realize that the other party would not offer anything unless it is asked. Remember that talking all the time and not letting the counterpart to say anything that is likely to cause fatal. A negotiator has to listen not only with his ears but also with his eyes. People send a lot of messages, positive and negative, non-verbally with their body. To interpret the other person is a very useful skill to master.6.Be patient:During the negotiation，all parties are investing a lot of time, energy, personal and spiritual commitment, and other resources to ensure the best possible outcome. International business negotiation process is not a short process. It takes time and to achieve win-win outcome, negotiator must be patient.结束结束