国际商务谈判课件new

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1、Chapter3ChoosingtheChapter3ChoosingtheNegotiationTeamNegotiationTeamchoosingthenegotiatorchoosingthenegotiatorInthischapteryouInthischapteryou’’lllearn:lllearn:●●whoqualifiesasanegotiator?whoqualifiesasanegotiator?●●theroleofthechiefnegotiatortheroleofthechiefnegotiator●●tea

2、msolidarityteamsolidarity3.1Whoqualifiesasanegotiator3.1Whoqualifiesasanegotiator？？3.1.1AnegotiatorasanindividualTherearecountlessreasonsthatoneshouldseektoempowerthemselveswithbetternegotiatingskills.Herearethetoptenreasonsforbecomingabetternegotiator:Negotiatingtradingterm

3、sandconditions1.Improvepersonalandprofessionalprofitability.2.Achievedesiredoutcomesandcreatesynergywhilefosteringrelationships.3.Maximizefinancialreturnsandvalueinnegotiations.4.Avoidbeingcheated.5.Neutralizedifficultnegotiatorsandtheirtactics.6.Enterintoandconductnegot

4、iationswithconfidence.7.Knowwhenandhowtowalkawayfromanegotiation.8.Improvepersonalrelationshipswithcolleagues,clientsandlovedones.9.Buildleadershipandteambuildingskills.10.Turnculturaldifferencesintoassetsratherthanliabilities.choosingthenegotiatorchoosingthenegotiatorWh

5、atmakeagoodnegotiatororwhoWhatmakeagoodnegotiatororwhoqualifiesasanegotiator?qualifiesasanegotiator?NegotiatorsmustpossessawideNegotiatorsmustpossessawidevarietyofvarietyoftechnical,social,technical,social,communication,andethicalskills.communication,andethicalskills.prepara

6、tionforbusinessnegotiationpreparationforbusinessnegotiation三、商务谈判的组织准备1、谈判人员甑选谈判人员的素质结构应分为“识”“学”“才”三个层次（1）谈判人员的“识”：A气质性格：大方不轻佻/豪爽不急躁/果断不轻率/自重不自傲…….B心理素质:自信心---建立在充分调查研究和对双方谈判实力科学分析的基础上.自制力----谈判过程中遇到激烈矛盾冲突而能保持冷静、克服心理障碍、控制情绪与行动能力。C)OrganizationalpreparationsforBusinessNe

7、gotiation1)theselectionofnegotiatorsNegotiators'qualityshouldbeclassifiedasthreelevels“Character,""Learning"“Talent“ATemperamentcharacter:generousnotfrivolous/Boldnotirritable/firmnotrash/proudnotarrogantBPsychologySelf-confidence---basedonthefullinvestigationandstudyandthestr

8、engthofthenegotiationsonthebasisofscientificanalysisSelf-cont