Internatinal business negotiation

Negotiation:

the bargaining process in which two or more players confer with each other to resolve conflicts,coordinate relations ,meet each other 's needs and maintain self-interests.

Business negotiation:

a process of conferring in which the participants of business activities communicate,discuss and adjust their views,resolve conflicts,and finally reach an acceptable satisfying agreement in order to close a deal or

achieve a proposed financial goal.

International business negotiation:

the discussion process between different interest groups from different countries or regions to compete a cross-border transaction.

3.Horizontal negotiation:

the conferring process in which all the issues concerned are presented first and the discussed one by one,and an issue which can not be settled at once may be skipped and settled later until all the issues are settled properly.

4.vertical negotiation:

the conferring process in which all the issues to be discussed are listed according to their logical relations and then settled one by one in this logical order.

5.A simulated negotiation:

It refers to a "confederation"of ideas or opinions on negotiation

clauses.in which we choose some stuff good at reasoning and arguing to play the role of our counterparts and ask them to imitate the negotiation styles of our counterparts,start from the position and viewpoint of our counterparts and make various supposition and assumption in a

simulated way so as to obtain some experience with practice.

4.Atmosphere:

it refers to the climate and the surroundings that one or both parties

have created before the negotiation has begun,which can reflect the

frankness,national characteristics,cultural attributes,choice of styles and psychological implications.

5.Frank opening:

It is refers to the way in which we convey our opinions to the other party frankly so as to begin the negotiation in a constructive way.

6.Quotation:

It is a price given to the other party at which the quoter to close a

deal,It can be classified into two forms:oral quotations and written

quotations.

7.Midway price changes:

It is also known as a provisional shift of price.this is a tactic used in the process of making a quotation where the trend of quoted prices

suddenly changes to the opposite direction midway through the process.

8.differentiated quotations:

A way of pricing employed as a useful tool to induce more possible deals,This strategy allows a company to buy or sell the same product at different prices based on their grades,quantity,delivery

destination,shipment,method of payment and other related factors.

9.Impasse

During the negotiation process,the two parties strongly insist on their own profits and ignore whether the other party understand or accepts one's ideas or whether is harmful to another party or not,then it leads the negotiation in a dilemma .

10,Adjournment

A strategy to break an impasse by stopping the negotiation process for a period of time,which can be several minutes,several days,several weeks or even months and then restart it.

11.open-ended question

refers to questions that don't limited the answer and can't be answered with simple word"yes"or"no".

12.Body language :

also known as gesture or nonverbal language,as used in

negotiations,mainly consists of facial expressions (eye,brows ,and

mouth),limbs (arms and legs)language and other behaviors.

13,Etiquette:

The practices and forms prescribed by social convention or by authority. also known as the customs or rules governing behaviour regarded as

correct or acceptable in social or official life.

14,cultural taboos

a taboo is something forbidden by religious, law, morals or society and it is a common social phenomenon of every nation.

15.International negotiation style

The stable negotiating character derived from the background of nation,country ,culture,education and reserved by the group within the same area or nation.

1,characteristics of international business

(1) language barrier

(2) culture differences

(3) International laws and domestic laws are in force

(4) International political factors must be taken account

(5) The difficulty and the cost are greater than that of domestic

negotiations

2.Characteristic of an international business contract

1)It is an agreement between parties from different countries or regions

2) the laws of all the parties involved are binding

3)the international treaties and trade practices are binding

4)it is affected by international political relationships

3,Game principles of International Business

Negotiation

1.Equal and voluntary

2.credibility first

3.Mutual reciprocity and Mutual Benefit (互利互惠)

4.Maximizing commonalities and Minimizing Differences (求同存异)

5.Speak on the good ground (Using objective criteria)

6.separate the people from the problem

7.corporating principle

Chapter 3

4.Collecting Information

1). the Qualification and credit status of the partner company(The

history and status quo,Economic and political power,corporate

reputation,capital quality,operating capability产品质量，技术标准，产品的技术服务，商标及品牌，广告的宣传作用)

2).Negotiation representatives (The composition of the Negotiation

team,their Identity and status)

3).Market quotations (market prices,PLC,competitiveness)

4).Laws and cultures (环境资料，政冶法律文化，商业习惯，财稅金融情次)

谈判有关的环境因素：政治状况，宗教信仰，法律制度，商业习惯，社会习俗，财政金融状况，基础设施与后勤供应状况，气候状况

2.谈判信息的内容可以将其分为自然环境信息，社会环境信息， …… 此处隐藏：10412字，全部文档内容请下载后查看。喜欢就下载吧 ……