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1、国际商务谈判chapter2篇一：国际商务谈判chapter2Chapter2ChoosingyourteamBigguns,littlegunsHowbigshouldtheteambe?Thereareseveralreasonstokeepyournegotiationteam(NT)assmallaspossible.ThefirstfewdealwiththeexpenseanddifficultiesthatarisewhenyourNTmustoperateoverseas.Flights,groundtransport,meals,
2、hotels,munication,conferencecenters,taxes,andcargocanmaketripforevenasmallteamextremelyexpensive.Arrangingforpassports,visas,inoculations,andpotentialmedicalcareforalargegroupcaneasilybeeunmanageable.Problemsandadditionalexpensesmayalsoarisewhenattemptingtodealwithvariousfamil
3、yandbusinessschedules.Finally,forNT’soperatingoverseas,keepingtrackoflargegroupsinaforeigncountryisnightmarishatbest-askanytourguide.TherestofreasonsforkeepingtheNTpactapplytobothdomesticandoverseasassignments.Primarily,municationisasourceofstrengthwithinanyorganizationandneve
4、rmoresothanwithintheNT.Premeetings,recapsandmidmeetingbreaksdemandthatmunicationbebothprecise,asmajordecisionsaremadeinamatterofseconds.TheCNmustbeabletoseektheinputoftheteamquickly,andlargegrouparecumbersome.Secondly,asmentionedearlier,presentingaunifiedfrontiskey.TheCNmustbe
5、abletoredirecttacticsascounterpartsbringnewissuestothetable.Agreementontacticsbeemoredifficultindirectproportiontogroupsize,evenwhenthere’sagreementonstrategy.KeepingtheNTsmallenablestheCNtomaketimelyadjustmentstothenegotiatingplanandtodisseminatethatinformationquickly.Additio
6、nally,smallteamsaremoreeasilyabletowithstandthe“wedges”thatcounterpartsmayattempttodrivebetweenmembersoflargeteams.Thirdly,themembersoftheNThaveotherjobdutiesuelatedtothenegotiations.Thefeweryoupullawayfromtheirregularassignmentsthebetter.There’snosensedisruptingthepany’scoreb
7、usiness.Asexcitingastheinternationalarenais,keepinmindthatsomeonemustoverseetheoldbusinesswhileotherslookfornewopportunities.Don’tusetheassignmentasarewardAverymonmistakethatexecutivesorCNsmakeisassigningmembershiptotheNTasarewardforothersuccessuelatedtothetaskathand.Thisisesp
8、eciallytruewhentheteamisheadedforexoticlocales.Manyemployeess
