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1、InternationalBusinessNegotiation国际商务谈判Chapter1FundamentalsofInternationalBusinessNegotiating第一章国际商务谈判概述1．1Conceptsandprinciplesofnegotiation基本概念与谈判原则1．2Correctunderstandingofnegotiation对谈判的正确理解1．3Stagesofnegotiation谈判的几个阶段1．4Psychologyinnegotiating谈判的心理IntroductionEverybody
2、negotiatesallthetime,atwork,athome,andasaconsumer.Wecansaythatsincethebeginningoftime,orsincethedevelopmentofhumanlanguage,therehasbeennegotiationsmadeamongsthumans.Negotiatingasasignificantsocialactivityisameansofdealingwithhumanrelationshipsandresolvingconflictsandhasneve
3、rbeennonexist.Ontheotherhand,negotiationasaproductofsocialcompetitionhasgotitsdifferentmeaningandcontentwiththedevelopmentofthetimes.1.1ConceptsandprinciplesofbusinessnegotiationWhatisbusinessnegotiation?“Recentlytwoofmysonsweresquabblingoversomeapplepie,eachinsistingthathe
4、shouldhavethelargerslice.Neitherwouldagreetoanevensplit.SoIsuggestedthatoneboycutthepieanywayheliked,andtheotherboycouldchoosethepiecehewanted.Thissoundedfairtobothofthem,andtheyaccepted.Eachfeltthathehadgottenthesquaredeal.”“fundamentalprinciples”ofnegotiation:First,“negot
5、iation”isanelementofhumanbehavior.Secondly,“Negotiation”takesplaceonlyoverissuesthatare“negotiable”.Thirdly,“Negotiation”takesplaceonlybetweenpeoplewhohavethesameinterest.Fourthly,“Negotiation”takesplaceonlywhennegotiatorsareinterestednotonlyintakingbutalsoingiving.Finally,
6、“Negotiation”takesplaceonlywhennegotiatingpartiestrusteachothertosomeextent.Asthestakesinsomeofthesenegotiationsarenotsohigh,peopleneednothavetogetpreplansfortheprocessandtheoutcome.Thereareothercaseslikeinternationalbusinessnegotiationsinwhichthestakesaretoohightobeignored
7、,peoplehavetobemorecautious.Innegotiations,bothpartiesshouldknow:a.whytheynegotiateb.whotheynegotiatewithc.whattheynegotiateaboutd.wheretheynegotiatee.whentheynegotiatef.howtheynegotiateCharacteristicsofbusinessnegotiationSomeofthecharacteristicsofbusinessnegotiationinclude
8、:①Negotiationisattheheartofeverytransactionand,forthemostpart,itcomesdowntotheinte
