《国际商务谈判（英文）》课程教学大纲.docx

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1、际商务谈判教学大纲TeachingProgrammeforInternational Business Negotiation经济学院IV Review and points for consideration 复习思考题(I) Suppose you are talking with a representative from an import and export corporation and you are seeking a job opportunity. Try to consider the following points: 假设你与一家进出口公司的代表进行交谈，你欲谋求一

2、份工作，试考虑一下问题What are your interests and their interests? what are the issues which both of you pay attention to and should be identified ?To identify ( make sure) their own interests and the other partys interests.(vvage/chance of promotion/housing/working Environment/going abroad )What is your expec

3、ted wage ? and how about other terms and conditions?Design & offer/Introduce criteria : your/his requirements and the reasons for the requirements if necessary.1. What is your deadline for the wage, etc.? Do you have any alternative suggestion? Estimate reservation points/Explore alternatives to agr

4、eement: deadline/ alternative suggestion(II) Case study： SINO-US NEGOTIATION ON INTELLECTUAL PROPERTY RIGHT案例分析：中美知识产权谈判Chinas efforts in joining GATT/WTOIntellectual property right issueSino-US trade imbalanceChapter 3 Negotiation LubricationPreparation谈判的润滑剂/谈判的准备工作I Key points 重点：Target Decision谈

5、判目标的确立Difficult points 难点：Collecting Information 收集信息Teaching contents 教学内容(I) Target Decision(II ) Collecting Information(III) Staffing Negotiation teams(IV ) Choice of Negotiation Venues(I ) Target DecisionPref erence of interestsdesirable target/acceptable target/bottom targetTarget levelsdesirab

6、le targetacceptable targetbottom target(II ) Collecting InformationThe significance of information1. Where to collect informationIt all depends on the type of negotiation P42 If you want to make some export business, where do you think you can get the information?Trade fair/ friends/internet/adverti

7、sing/banksThe contents(l)Iocal laws and regulations *what lesson can you learn from the case?The knowledge we learn here in China may not work in foreign countries. We should know about the Local laws and regulations of the relevant countries.(2)Financial credit *what lesson can you learn from this

8、story?We should not judge a person/ a corporation only from the superficial impression. For making a business, wed better collect the information from those reliable sources such as banks(3)market survey(III) Team stuffingOne to one type of negotiation/simple1 Team negotiation/ complexleader/ profes

9、sionals/interpreter others(1.) the leader: should be knowledgeable, capable and can make the final decision. (2.) professionals: are the experts in each field(3.) interpreter: can judge correctly the intention of the speaker and convey the meaning appropriately. Often at the core position in a negot

10、iation(IV) venue choiceHost venueGuest venueThird party venue* Points for consideration :课堂讨论If it is up to you to decide, which do you prefer? Why?* the advantage of host party:Good timing, favorable geographical location and support from people all around Choose the most suitable occasion and site

11、 to hold the negotiation.Can create pressure/ obstacles for the other party.Every coin has two sides.Starting the negotiationWell, lefs get down to business?Perhaps it is time for us to talk business.Agreeing:That9 just what I was going to say.I couldnt agree more.Disagreeing:Do you really think so?

12、Come on!You must be kidding!Seeing the other sideIfs true that our price is higher, but isnt equally true that our quality is betterYou have a point there but have you also taken other factors into consideration.IV Review and points for consideration 复习思考题What preparations do people need to make for

13、 negotiations?What are the fundamental elements for the success of a negotiation?谈判需要做那些准备工作？ /谈判成功的要素是什么？Chapter 4 Win-win Concept &Collaborative Principled Negotiation双赢理念与合作原则谈判法I Key points 重点Win-win/double win ConceptII Difficult points 难点Collaborative Principled NegotiationIII Teaching content

14、s 教学内容(1) Win-win/double win Conceptmost popular and widely acceptedTraditional win-lose model(l)Determine each partys own interests and stancedefend ones own interests and stance(2) seek the possibilities of making concessionreach the agreement/ announce the failureNote: There are two outcomes: to

15、be successful or to be in failure. In reality, the loser can hardly accept the fact of being defeated since on one is happy to be labeled as a loser. The defeated party would seek every opportunity to change the result which buries the seeds of future disputes.Imagine the situation of silk selling i

16、f using the win-lose model.2、Win-win ConceptBoth parties will not only seek means to fulfill ones own interests but also hope the interests of the other party may be realized more or less with the idea of mutual understanding and sincere cooperation and the negotiation will be concluded to the satis

17、faction of both parties. Thus, more business can be made.(1) determine each partys interests and needsfind out other partys interests and needs(2) offer constructive options and solutionsdeclare success /failure or to be at an impasseWin-win theory has proved to be successful and effective in many t

18、ough negotiations because it takes into full consideration of both partys interest which enhance mutual understanding.(IL ) Collaborative Principled NegotiationTo reach a solution beneficial to both parties by way of stressing interests and value not by way of bargaining. It is the development of wi

19、n-win concept.(1) Separate the people from the problemFocus on interests not positions(2) Make a win-win projectIntroduce an objective criterion(1) Separate the people from the problem ： Understand the other party, control your emotion and strengthen communication, allow them to express their dissat

20、isfaction, treat your counterpart as a cooperator sitting on the same boat sinking and floating together.(2) Focus on interests not positionsSuccessful negotiations are the result of mutual giving and taking of interests rather than keeping firm on ones own positionsIdentify interests & talk about i

21、nterests P66Make a win-win project Provide an approach to fulfillment of the two parties demands, prepare several projects and choose the best.Diagnose & invent creative optionsIntroduce an objective criterionWhether your suggestion is persuasive.To be independent of wills of all partiesTo be valid

22、and realisticScientific and authenticIV Review and points for consideration 复习思考题1. what is the main idea of win-win concept and Collaborative Principled Negotiation? 双赢理念与合作原则谈判法的中心思想是什么？2. In silk-selling , what is your understanding ofFocusing on interests not positions“offer constructive options

23、 and solutions ”MIntroducing an objective criterion n丝绸谈判中，你对双赢理念是如何理解的？Chapter 5 Negotiating Power & Relative Factors谈判力及相关因素I Key points 重点What factors can affect the Negotiating Power ?Motivation Dependence SubstitutesII Difficult points 难点Motivation of a negotiationIII Teaching contents 教学内容(I )

24、What is Negotiating Power ?Negotiating Power is the force to control the negotiation process and to affect the other party.(II) What factors can affect the Negotiating Power ?Motivation Dependence SubstitutesMotivationMotivation is the desires for gaining interests. The greater ones motivation, the

25、weakeris his negotiating power. Motivation can be mainly stimulated by the following means: Offer inducements to the other party or his supporters Price discount/ buy one and take one free Demonstrating attractivenessYour advantagesThe selling point(3) Get a third party s support Place a time limit2

26、 Dependence： the need one party has from its counterpart for realizing his goals. Ones power is diminishing with increasing of his dependence on the other party. The most effective and widely used methods to increase the others dependence on you or reduce your dependence on the other Reduce, delay o

27、r withhold services or resources Weakening the other partyJ s ability to work on his own.Isolate the other party Convince the other party to give up3 Substitutes ： Alternatives or choices one can use. His negotiating power will be strengthened when there are more substitutes available.Ones chances o

28、f gaining substitutes ( P99-100) The seller can find other market/ customer The buyer can find other supplier/ alternative product*If you stand in a stronger position, you might try to use the following strategies : Time pressureAppearing firm or ridiculing others position(3) Building prominence of

29、your option Threatening the relationshipYou should especially caref ul enough when using and IV Review and points for consideration 复习思考题1. How can you stimulate others motivation?如何激发对方谈判动机？ You are working on a sales promotion plan to push sales of City Baby. You are running a bookstore and the bu

30、siness is not very encouragingRead the case study of US-Japan Negotiation on Auto and AutopartsChapter 6 Strategies for international business Negotiation国际商务谈判策略I Key points 重点Strategy of making the offerII Difficult points 难点Strategy of the opening stageIII Teaching contents 教学内容Four stages for in

31、ternational business:(Dopening stage (including inquiry) Offercounteroffer/ consultationaccept/concluding a transaction(I.) Strategy of the opening stageCreate a friendly and warm negotiation atmosphere ( your gesture, expression, attitude etc. greet and some light talk;)A good beginning is half don

32、e)Exchange opinions( goals /plan/agenda)1. State opinions ( about 50% and 50%)Consider mutual relations (old/new) and strength (strong /weak)“In the past, we used to have some pleasant cooperations , I think this time“we have kept the business relations, we believe through this consultation, we may

33、push our relations to a new stage“This is the first time , we hope through our mutual efforts.(IL) Strategy of making the offer1. Offer first / afterwards(Advantage & disadvantage respectively)Usually it is the seller/ stronger party/ starterTable of contentsI Teaching purposes and requirements3Poin

34、ts to be noted3II Teaching contents4Chapter 1 4Chapter 2 6Chapter 3 11Chapter 4 14Chapter 5 16Chapter 6 18Chapter 7 21Chapter 8 22Chapter 9 24Chapter 10 26Chapter 11 28period allocation29IV Main reference documents3()How to offermaster the market/ determine the rock-bottom price/determine your offer

35、make the offer which is possibly to be acceptedhow to offer: be firm and decisiveclear and definitedont make the unnecessary explanation.2. Principles for explaining the offerdont reply without being askedReply to all the questionsExplain more on those you can be sureTry to explain orally(III ) Stra

36、tegy of the bargaining stageBe ready to make the counteroffer (judge the intention and analyze the possibilities.1. How to make the concession. Note the reaction of your counterpartchoose the ideal model of* making the concession.pt 2nd3rd4thAfirm :00060bsame amount:15151515cdecrease gradually:25201

37、05dincrease progressively :5102025eone-time:60000.How to force the other party to make the concession：Create competitionuse stick and carrotultimatum.How to stop the others attack：restriction ( right/ materials) show weakness for sympathy ( be fired/ go bankruptcy)(3)to be tough and strong(IV) Strat

38、egy of signing the contractYou might Use the banquet or some other occasions for further consultation1. CongratulationsTreat the agreement seriously and carefullyLegal/valid/coherent /check word by wordIV Review and points for consideration 复习思考题What are the Four stages for international business? H

39、ow about the contents?Chapter 7 Skills for international business NegotiationI Key points 重点Skills of replyingII Difficult points 难点Skills of debating and convincingIII Teaching contents 教学内容 How to listen/talk/debate(DL & Winston Churchill)Different ways of speaking, listening and debating will lea

40、d to quite different effects.(II) How to talk?(III) How to debate?(IV) How to convince*11 How to reply：1 leave enough time for consideration. ( light a cigarette/have some water/adjust your seat/open your notebook)Reply as per the genuine intention of your counterpart 3 to reply from another side of

41、 the matter (Premier Zhou )4 ask for your counterparts opinion instead of answeringWhat is your opinion about the future of our cooperation?5 shifting the responsibility ( Tve heard that/ It9 said that)interruption /cut inArrange someone to cut in to ask you to sign a document or to receive an impor

42、tant telephone call so that you will have more time to consider.IV Review and points for consideration 复习思考题What are the skills of replying and convincing?Chapter 8 Personal styles vs Negotiation inodes性格类型与谈判模式I Key points 重点Personality stylesDifficult points 难点AC negotiation modelTeaching contents

43、 教学内容outlinePersonal style is a decisive factor to determine the process of the negotiation and the result of a negotiation. A party weak in power(I. )Personal styles check and some findingsAccording to ones assertiveness and cooperativeness, we can divide personal styles into five modes: competing,

44、 collaborating, compromising, avoiding and accommodating.1. Ones personal profile consists of all five inodes, and there is one style which is primary and closest to ones nature.2. Ones living environment and cultural background are by far the most important factors in molding ones personality.3. On

45、ly about 1 % of the Chinese are of collaborate styles.(IL) Personality vs negotiationCompeting: use high pressure such as deadline, ultimatum and sanctions. Show little concern to others interests and force the other to accept their demand.Collaborating: cooperation, show concerns and understanding

46、of both partys interests difficulties and satisfactionsCompromising: seek middle ground exchangeAvoiding: will not state their consent or objection openly / change topicsAccommodating: seek for harmony and satisfy the other party.(III.) AC negotiation modelPersonal check P147Shopping in Manhattan P1

47、51Collaborating style is most desirable for negotiation*A qualified negotiators required ability and personality：Confidence, good ability to convey information, to control yourself , to predict the situation and deal with it.Psychological forbiddanceNot confidentOver/excessive enthusiastic be at a l

48、ossIV Review and points for consideration 复习思考题1. What are personal styles & AC negotiation model?2. A qualified negotiators required ability and personality?Chapter 9 Culture patterns VS negotiation patterns文化模式与谈判模式I Key points 重点negotiation patternsII Difficult points 难点Culture patternsIll Teaching contents 教学内容Negotiations aroun