国际商务谈判课件.ppt

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1、ChapterOne:TheGeneralOverviewofInternationalBusinessNegotiationI:TerminologyofNegotiationII:UnderstandingtheFrameworkofIBNIII:PsychologyinnegotiationIV:Casestudy:(what&why?)Guidelines1>“Let’snevernegotiatebecauseofscare,andlet’sneverbescaredofnegotiation.”2>“Tomeettheneedsofothers’,wecangainwhatwew

2、ant.”3>“Peoplemaynotunderstandwhattheyfeel,butcanfeelitdeeplywhentheyunderstandit.”I:DefineInternationalBusinessNegotiationA.Whatisnegotiationandwhynegotiate?B.Whysomepeopleareafraidofnegotiation?ThedefinitionofinternationalbusinessnegotiationBusinessnegotiationisacommonhumanactivityaswellasacomple

3、xprocessinwhicheverypartyinvolvedinabusinessactivitytalkstoeachother,exchangesone’sviewsofpointwiththeobjectiveofsatisfyingone’sownneeds,reachingafinalagreementandcarryingitoutthroughcontinuousandconsciousefforts.Featuresofbusinessnegotiation(1-4)1)Negotiationisattheheartofeverytransactionanditcome

4、sdowntotheinteractionbetweentwosideswithacommongoal(profits)butdivergentmethod.2)Thesemethodsmustbenegotiatedtothesatisfactionofbothparties.Itcanbeverytryingprocesswithconfrontationandconcession.3)Bothpartiesshareopeninformation.4)Bothsidestrytounderstandeachother’spointofview.Featuresofbusinessneg

5、otiation(5-8)5)Bothpartiesknowtheyhavecommonandconflictingobjectives,sotheytrytofindawaytoachievecommonandcomplementaryobjectivesacceptabletothemboth.6)Thepurposeofnegotiationistoredistributethepotentialprofit.7)Everythingisnegotiable.No“takeitorleave”.8)Itisknownasthe“zero-sumgame”.NegotiationSitu

6、ations(2)(Whynegotiationsoccur?)1)tocreatesomethingnewthatneitherpartycoulddoonhis/herown,or(---humanrelationship,esp.socialconflicts)2)toresolveaproblemordisputebetweentheparties(---social,businessdifferences,competitionsandconflicts).Characteristicsofanegotiationsituation(6)1)Therearetwoormorepar

7、ties---interpersonal,intragroup,orintergroupprocess;2)Thereisaconflictofinterestbetweentwoormoreparties---whatonewantsisnotnecessarilywhattheotheronewants;3)Thepartiesnegotiatebecausetheythinktheycanusesome