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1、GistofGeneralReviewforInternationalBusinessNegotiationPartITerminology1.NOTRICKS---need,options,time,relationships,investment,credibility,knowledge,skillsNrepresentsneeds.Generally,asfarasthebuyerandthesellerareconcerned,theonewhohasstrongerneedisleastpowerful.Ifthebu
2、yerneedstheproductbadly,thesellerhasastrongernegotiationpower.Conversely,ifthesellerurgentlywantstoselltheproductthebuyerhasthestrongerposition.Orepresentsoptions.Shouldinitialnegotiationxsfail,theonewhohasmoreoptionshasgreaternegotiationpower.Supposethesellerhasmorea
3、vailablemarkets,orhisproductsandservicesareunique,sothebuyerhasnootheroptions,thenthesellercancapitalizebetteronthenegotiation.Trepresentstime.Themorelimitedyourtimeis,theweakeryourpositionisinnegotiation.Ifthesellerispressuredbycriticaltimeconstraints,thebuyer’snegot
4、iationstrengthwouldbeincreased.Rrepresentsrelationships.Thebetterandstrongeryourrelationshipwithyourexistingclientis,themorepowerfulyouareinyournegotiationwithotherpotentialclients.Theserelationshipsreflectyourreputationformoralityandcompetence,andinfluenceword-of-mou
5、thwithinanindustry.Irepresentsinvestment.Themoretimeandenergyyouinvestinthenegotiation,theweakeryournegotiationposotionbecomes.Crepresentscredibility.Havingreliableproductsthatyourpotentialclientsareinterestedincanenhanceyournegotiationpower.Krepresentsknowledge.Knowl
6、edgeispower.Ifthesellerfullyunderstandsthebuyer’sproblemsandneeds,andisconfidentthattheproductcansatisfythebuyer’sdemand,thenthisnegotiationabilitywillbeincreased.Srepresentsskills.Consummateskillsdirectlyandeasilyenhancenegotiationpower.Ofcourse,negotiationskillsaren
7、otinnate,theyareacquiredbycomprehensivelearning,includingextensiveknowledge,speakingeloquence,andacutethinking,andbyexperience.2.QualificationsandCreditstatus23Consistofthehistoryandstatusquo,theeconomicandpoliticalpower,andcorporatereputation–itsliabilities,capotalqu
8、antity,operatingcapability,bankcreditandsuchofthepartnercompany.3.Fault-findingopeningReferstothewayinwhichattheveryearlypha
