小组成员 文芳 胡梦蝶 余圆 陈婷 申思 陈慧蓉 任国徽
? International Business Negotiations
(Touch the door delivery delay negotiations )
1 3 2 3 3 4 3 An Overview of IBN Phases of IBN opening of IBN Bargaining Process
5 Negotiation Strategies and Tactics
Phrase of International Negotiations ? ? ? ? The preparation phase The opening phase The bargaining phase The closing phase
The parties declare values, create values and finally overcome barriers to agreement, trying to maximize their own interests by resolving conflicts.
? Assessment of the situation & the people * learn as much as possible about a potential client/partner ? The first point: mining the critical information from different resources ? The second point: size up the probable goal and preferences of your counterpart’s analysis of the various data
1. Forming the negotiation team
? ? Keep your team as small as possible: Large groups are difficult to handle, communication is not so flexible; Small teams can withstand the “wedges楔 子，楔形物” that counterparts may attempt to drive between members of large teams; Convenient to make timely adjustments to the negotiation plan and disseminate that information quickly; Cost……
? Extrovert, outgoing members tend to be agile, eloquent, decisive, but they are prone to be impetuous, not insightful enough or even careless and negligent. ? Introvert members tend to be meticulous and precise in their work, perceptively insightful into problems, prudent in their words, stick to the rules, observant and thoughtful, but they are often hesitant, indecisive, ineloquent and inflexible. ? Complementary characters help make up for each other’s deficiencies.
members in the following areas:
? Leading personnel ? Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking. ? Financial: terms of payment, credit insurance, and financial guarantees. ? Legal: contract documents, terms and conditions of contract, insurance, and legal interpretation; ? Interpreter: familiar with the foreign language with related knowledge and good at cooperating with other personnel. ? Secretary……
2. Gathering information
? It is common to learn as much as possible about a potential client or partner before negotiation begin. ? Various kinds of information are necessary: finance, market, technology, policy, even the background of a particular executive. ? The next step is to select and analyze the data to size up the probable goal and preferences of your counterpart.
2.2 Analyzing information
? With so much information at hand, it is advisable to do a feasibility study. ? It can provide technical, economic and commercial bases for decision-making. ? It should define and analyze the critical elements with alternative approaches.
3. Planning for