国际商务谈判.pptx
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1、 Module One Basics of NegotiationInternational Business Negotiation Definition of Culture Culture is the cumulative result of experience, beliefs, values, knowledge, social organizations, perceptions of time, spatial relations, material objects and possessions, and concepts of the universe acquired
2、or created by groups of people over the course of generations. -Samovar and Porterconceptsexperiencebeliefvalueknowledgesocial organizationsperceptions of timespatial relationsmaterial objects possessionsFrom Beyond Culture(1976) by Edward T. HallValue A value is a judgment of what is important in s
3、ocial interaction. A cultural value is a judgment shared by a group. National cultures differ in terms of shared valuesAn experienced business person must know how to deal with cultural differences with tolerance. Individualism vs. Collectivism Hierarchy vs. EgalitarianismCultural Variables Direct v
4、s. Indirect High context vs. Low context Relationship-oriented vs. Task-oriented Contractual vs. Holistic Module Two Planning the NegotiationInternational Business Negotiation Learning Objectives After studying this session, you will be able to Form Negotiating Team Create Information Base Draft the
5、 Negotiating Plan Make Physical PreparationsLead-in Questions What is negotiation? What is International Business Negotiation? What, do you think, should negotiators prepare before a negotiation starts?Size of a Team Companies are represented by several individuals with different expertise needed to
6、 negotiate a specific contract. Teams vary in terms of size, composition, and authority. Parties expect to work with counterparts of more-or-less equivalent position, status, and authority. Size of the team can often be construed as overpowering the other side.Personal qualities of team memberAdapta
7、bilityFlexibilityIntuitive sensitivityCommunicationStability HumorPatience Understand and work effectively with the decision-making processes peculiar to the countries theyre dealing with.Handle delicate issuesBe able to empathizeBe able to handle stressCommunicate and relateBe able to “break the ic
8、e” Work under pressureCriteria for Picking Negotiation Team Members The particular skills you seek. The personality of potential team members. Any organizational considerations that affect selections. Your overall negotiation strategy. Any agreements you have on team size. Make-up of the teamLeaderF
9、inancial personnel Legal personnelTechnical personnelGeneral corporate managementInterpreter Creating Information Base Obtaining general information Obtaining Market Information Obtaining Laws and Regulation Information Obtaining Cultural Information General Information The Qualification and Credit
10、Status of the Partner Company Negotiation Representatives Profiles Existing Contract Files Counterpart Relationship History Other Companies Other External Sources Market Informationtechnological specificationsusespurchasing costsquantity availablefreight chargesdomestic market pricesinternational ma
11、rket pricesProducts life cycle and competitivenesspatentsnecessary accessoriesafter-servicesthe like of the negotiating item Drafting the Negotiation Plan Perform a Context Analysis Complete an Issue, Interest, and Power Analysis Complete a Process Design Context AnalysisIdentify and understand the
12、people and parties who will be involved in negotiations. Understand the situation in which negotiations will occur and the general purpose of the negotiationsIdentify positive preconditions for negotiations and develop strategies to mitigate negative onesIssue, Interest, and Power Analysis Explore t
13、he potential framing of issues Identify the potential interests Assess the emotional charge of the negotiations, and develop strategies Evaluate the parties willingness to talk and reach agreements and develop strategies Assess the parties means of influence and powerProcess Design Participant Organ
14、ization Communication Agreement Physical Preparation Plotting the LocationHome court negotiatingGuest court negotiating Third place negotiating Design the Physical SurroundingsDcorBusiness and Personal AmenitiesTemperature and LightingSeating Fighting the Fatigue Factor Planning Travel Schedules Fol
15、lowing the Negotiators Diet Eat lightly. Avoid rich food. Avoid alcohol. Dominating the Psychological Environment Resolving to Alter the Environment Module Three Executing the NegotiationInternational Business Negotiation Learning Objectives After studying this session, you will be able to Define th
16、e opening, bargaining and closing phases Describe each step in these phases Identify the common mistakes made in each phase of negotiationLead-in Questions How many stages are there in a negotiation? What does a negotiator do when a negotiation begins, proceeds and closes?Building the ClimatePositiv
17、e and friendly atmosphereBrief and straightforward atmosphereTense and Contradictory atmosphereSedate and Reserved Atmosphere Building the ClimateLocation Will you meet at your place or theirs? Seating Will members sit across table or at each end? Refreshment Will there be any? If so, what kind?Peop
18、le Who is there and who is not?Access to tech & Is there a phone, fax, computer, Internet, orcommunication calculator? Will there be team seating? Time Frame How much time is allocated for this meeting?AgendaAd hoc discussionsGroup discussionsAlternating Choices of ItemsCreating a Simple AgendaRanki
19、ng according to ImportanceWorking from General Agreements to DetailsPlacing Less Difficult Items FirstAddressing the Boulder in the RoadGrouping Trade-Offs or PackagingIncremental or Alternating Discussion and Agreement Assigning Smaller Issues to SubgroupsAgenda Activities for first meetingsWelcomi
20、ng Comments, Greetings, or SpeechesPsychological and relationship welcomesProcedurally focused welcomes or greetingsSubstantive welcomes or greetings Activities for first meetingsWelcoming Comments, Greetings, or SpeechesIntroduction of Individuals, Team Members, or Other ParticipantsBuilding Workin
21、g Relationships and TrustInitiating Discussions on Substantive, Procedural, or Relationship IssuesOpening StatementsOffer Offer means offering price and terms, which includes not only products inquire, but includes a variety of conditions of the entire transaction including the quantity of goods, qu
22、ality, packaging, price, shipping, insurance, payment, inspection, claims, arbitration, etc.Counter-offerA proportional counter offer refers to a proposal in which one party asks the counterpart to adjust the quotation proportionally; to lower the total price by a certain percent.A cost-based counte
23、r offer is made on the basis of cost analysis of the items under negotiation, proposing an appropriate price for the counterparts quotation.Making an offer It gives lots of information to the other side. The other party can adjust his own opening offer to be more or less extreme than planned. Having
24、 the other party to offerIt gives you an immediate idea of how far apart the respective positions are.You may receive a better offer than what you would be willing to settle for.Ways to Encourage Acceptance of an Offer Make an Conditional Offer in Terms of Time Putting a time limit on an offer puts
25、pressure on the other side to give it prompt consideration Offer Incentives for Prompt Acceptance If we can close this deal today, well absorb the shipping charges over the course of the contract. Establish an Imperative Deadline The President has given us until Wednesday to finalize this, or the mo
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