国际商务谈判英文版课件刘园 姜和ISBN 9787566307859 PPTChapter 4Closing Negotiation and Relevant Contract.ppt

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1、InternationalBusinessNegotiation1PartⅠAnOverviewofInternationalBusinessNegotiationChapter4:ClosingNegotiationandRelevantContract2KeypointsIdentificationandmeansofbusinessnegotiation；Conclusionandguaranteeofacontract3IdentificationandmeansofnegotiationclosingIde

2、ntifyingclosingsignalsandselectingclosingapproachesThreeapproachestoconcludingthenegotiation4IdentifyingclosingsignalsandselectingclosingapproachesWhetheraninternationalbusinessnegotiationcanbeconcludedornotisusuallydecidedby4factors:(1)Bytransactiontermsandcon

3、ditions(2)Bynegotiationstrategies(3)Byclosingsignals(4)Bynegotiationtime5(1)Bytransactiontermsandconditions①One'sownclosingpricerangeVsthecounterpart'sproposedtermsandconditions.②Thequalitativeandquantitativeanalysisofthedifferingtermsandconditions.6(2)Bynegoti

4、ationstrategies①CompromisingstrategyUsually,twosidesmayusethestrategyofmeetingeachotherhalfwaytocontinuethenegotiationormakeacompromise.②TheultimatumstrategyWhentwosidesstillcannotreachanagreementaftermanyroundsofnegotiation,onesideshowsitshand:eitherclosethede

5、alattheconditionsgrantedintheircompromiseordeclarethefailureofnegotiation.7(3)Byclosingsignals①Thenegotiatortidiesawaythepapersinhishand.②Thenegotiatorassumesagestureofmakingafinaldecision.③Thenegotiatorconveysahintoffinalcommitment.④Negotiatoranswersquestionbr

6、ieflywithshortphrasesbutfewarguments.⑤Thenegotiatorinformstheotherpartyofgoodreasonstobringthenegotiationtoanend.⑥Thenegotiatorpresentsacompleteproposalmadeinabsolutetermswithoutanylooseends.8(4)Bynegotiationtime①bynegotiationtimemutuallysetbeforehand.②bynegoti

7、ationtimesetbeforehandbyoneside.③bythetimewhensuddenchangeoccurs.9Threeapproachestoconcludingthenegotiation(1)Closingthedeal(2)Suspendingthenegotiation(3)Breakingoffthenegotiation10CONCLUSIONANDGUARANTEEOFACONTRACTCharacteristicsofaninternationalbusinesscontrac

8、tTypesofInternationalBusinessContractsProcedureforformattingacontractGuaranteeoftheContract11Characteristicsofaninternationalbusinesscontract(1)Itisanagreementbetweenparties