国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter4.ppt

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1、InternationalBusinessNegotiation1Chapter4OpeningofInternationalBusinessNegotiation2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:1．Impactsofdifferentnegotiatingatmospheresonnegotiations2．Stepstoopenaninternationalbusinessnegotiation3．Fact

2、orsweshouldpayattentiontointheopeningstatements4．Commonstrategiesforopeninganinternationalbusinessnegotiations3CreatingaRightNegotiationAtmosphereOpeningStepsandstrategies1Contents24GuideAftergatheringandsortingoutingtheinformationaswellasestablishingthene

3、gotiationplaninthepreviousperiod，theinternationalnegotiationhasformallybegun!Justastheoldsayinggoes，“Wellbegunishalfdone”．Negotiationopeningreferstothebehaviorofgreeting，introducing，statingone’spositionsandexploringthecounterpart’sintentionorposition，inord

4、ertoinfluenceandmanipulatetheprocessofnegotiationsothattheycanpavethewaytoanadvantageouspositioninthenegotiation．54．1CreatingaRightNegotiationAtmosphere4.1.1ThefunctionofnegotiationatmosphereDifferentnegotiationatmosphereshavedifferentimpactsonthenegotiati

5、ons.TherearePositiveandfriendly,tenseandcontradictory,briefandstraightforward,dilatoryandprotracted,coldandperfunctoryandsedateandreservednegotiationatmosphereandsoon.64.1.2Differentkindsofopeningpatternsandtheirimpactonnegotiations(1)Resonantopening(2)Fra

6、nkopening(3)Evasiveopening(4)Nitpickingopening(5)Offensiveopening74.2OpeningStepsandstrategiesTheopeningofinternationalbusinessnegotiationsoftenhastoundergothefollowingthreesteps：(1)createagoodatmosphereatthepreliminarystage(2)exchangingideasontheagendaand

7、relatedquestions(3)thechiefrepresentativefromeachpartymakingstatementsrespectively84.2.1CreateagoodatmosphereatthepreliminarystageProficientnegotiatorsusethis“PreliminaryStage”toexchangesmalltalkandgettoknoweachother.Theymaydiscusssports,politics,weather,m

8、utualacquaintances,orotherseeminglyinnocuoustopics.94.2.2InformationExchangeBeforetheformal，essentialnegotiation,therepresentativesfrombothpartiesmayaswellexchangeideasontheagendaproposedbyonepartyandreachagr