国际商务谈判 chapter 4

《国际商务谈判 chapter 4》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。

1、InternationalBusinessNegotiationsChapter4SomeStylesinInternationalBusinessNegotiationPersonalstyleBeingnegotiations,theymustbelieveintheirowndiscourseiftheywanttobesuccessful.Potentialnegotiatorsshoulddeveloptheirowntalentandvirtues.1.socialstyleThenegotiati

2、onisaformofsocialcontact.Lavishreceptionswithimportant(political)guests,privatedinnersatpopularvenues,gamblingandshoppingjunkets,endlesscocktailparties.Localorfamilyfestivities…Allofthesearedesignedtomaketheoppositionbelievethattheirbestinterestsarebeinglooke

3、dafter.“let’sbefriendsfirstandbusinesspartnerssecond.”2.PragmaticstylePragmaticisveryformidable,bothasastrategyandatactic.Intermsofefficiency,itwillplacecounterpartsonthedefensiveandforcethemtoreviewtheirproposalspurelyfromapracticalstandpoint.Alldiscussionsr

4、untheriskoftangentialdebate,acallforpragmatismwillrefocuseveryoneontheagenda.“Let’scuttothechase…”“Timetocutthroughthehaze…”3.TechnecalstyleFocusesonthedataoftheproductorserviceunderdiscussion,anditaimstotheoppositionbeingworndownbytheonslaughtofhighlyknowled

5、geableabouttechnicalprocess.4.AggressivestyleThenegotiatorswithaggressivestyleusuallyrunroughshodoveropponents,payinglittleattentiontotheircounterpart’spositions.Andmakenoconcession.Skillnegotiatorsadoptanaggressiveattitudeonlywhensupposedlynon-negotiablepoin

6、tsarebeinginvolved.5.ImpassivestyleThepassivestylehasbeensuccessfulusedbymanyskillednegotiatorsallovertheworld.Theimpassivenegotiatorsoftenpretendtobeunreadable.So,healsomaketheoppositiongotoextremelengthstoplease.“Silenceisgolden.”6.PassivestyleThisstyleconv

7、incesthecounterpartstoputalloftheircardsonthetableinthebeliefthateverythingismutuallyacceptable.Onceallhasbeenrevealed,thepreviouslypassivenegotiatorsstart“cherrypicking”findpalatableandreworkingthosetheydon’tacceptable.Itisverycostlytomistakepassivityforagre

8、ement.7.ExploitivestyleEveryopponenthasweaknessescanbeexploited.Negotiatorsmustdetermineforthemselveswhichweaknessestoexploitandwhenandhow.Pragmaticstyle/technicalstyle/aggressivestyle8.S