国际商务谈判英文版课件刘园 姜和ISBN 9787566307859 PPTChapter 1Introduction to International Business Negotiation.ppt

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1、InternationalBusinessNegotiation1PartⅠAnOverviewofInternationalBusinessNegotiationChapter1:IntroductiontoInternationalBusinessNegotiation2KeypointsCharacteristicsandcontentsofinternationalbusinessnegotiationNegotiationprinciples3ConceptofBusinessnegotiationTheword“Negotiation”derivesfromtheLati

2、nword“Negotiari”,whichmeans“todobusiness”Businessnegotiationisaprocessofconferringinwhichtheparticipantsofbusinessactivitiescommunicate,discussandadjusttheirviews,settledifferencesandfinallyreachamutuallyacceptableagreementinordertocloseadealorachieveaproposedfinancialgoal.4CharacteristicsofBus

3、inessNegotiation(1)Theobjectiveofbusinessnegotiationistoobtainfinancialinterest(2)Thecoreofbusinessnegotiationisprice(3)Itsprincipleisequalityandmutualbenefit(4)Itemsofcontractshouldkeepstrictlyaccurateandrigorous5DefinitionofinternationalbusinessnegotiationInternationalbusinessnegotiationrefer

4、stothebusinessnegotiationthattakesplacebetweentheinterestgroupsfromdifferentcountriesorregions.Itisanimportantactivityfrequentlyinvolvedinforeigntradeandothereconomicexchange,servingacriticalapproachandmethodfortheseinterestgroupsorindividualstoconfertogethertoreachanagreementorsettletheissueso

5、ftheirinterestconflicts.6Characteristicsofinternationalbusinessnegotiation(1)Languagebarrier(2)Culturaldifferences(3)Internationallawsanddomesticlawsarebothinforce(4)Internationalpoliticalfactorsmustbetakenintoaccount(5)Thedifficultyandthecostaregreaterthanthatofdomesticbusinessnegotiations7Typ

6、esofBusinessNegotiation(1)SalesofGoods/Services(2)InvestmentNegotiation(3)TechnologyTransfer(4)BusinessContractNegotiation8PrinciplesofBusinessNegotiationCollaborativenegotiationThecoreoftheprincipleistoreachasolutionbeneficialtobothpartiesbywayofstressinginterestsandvaluenotbywayofbargaining.C

7、onsistsof4basiccomponents:People—separatethepeoplefromtheproblem.Interests—focusoninterestsnotpositions.Gaining—inventoptionsformutualgain.Criteria—introduceobjectivecriteria.9PrincipleofInterestDistribution10Thepurposeofnegotiati