国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter6.ppt

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1、InternationalBusinessNegotiation1Chapter6Counter-offeranditsstrategy2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:Inthischapteryouwilllearn1.Whatarecounter-offers?2.Tacticsandskillsformakingcounter-offers3.Howtomakeconcessions4.Tacticsandskillsformakingconcessions5.Howtodealwit

2、hthedeadlockininternationalbusinessnegotiation?3Introductionofcounter-offerHowtomakeconcessionsdealingwithnegotiationdeadlock4123Contentsbargainingtactics46.1Introductionofcounter-offerIngeneralpractice,whenanoffereehasreceivedanoffer,heusuallywouldnotacceptitimmediately,insteadhewouldtrytoamendo

3、raltersometermsoftheoffer.Indoingso,hewouldmakeacounter-offer.Counter-offerisareplytoanofferthataddsto,limits,ormodifiesmateriallythetermsoftheoffer.Itisanewoffermadebytheofferee.56.2bargainingtactics6.2.1bargainingpowerThefollowingaresomeofthefactorsthatyoushouldconsiderasyouassessthebargainings

4、trengthsandweaknessesofeachpartyinvolvedinaparticularnegotiation:Competition.Knowledge.TimeConstraints.BargainingSkills.ImportanceoftheContracttoEachParty.66.2.2Howtosetapricerangeofacounteroffer?Withregardtotheitemsconcernedinthecounteroffer，therearethreecategories：bargainitembyitem，bargainbycla

5、ssificationsandbargainasawhole．Generallyspeaking，bargainingitembyitemfavorsthebuyer．Bargainingbyclassificationsisoftenacceptabletobothsides．Andbargainingasawholeappearstobemoreconvenientandsimple．butismorebeneficialtotheseller．76.2.3Howtomakeacounter-offer?(1)Don’tsetafirmminimumcounterofferatthe

6、startingpoint.(2)Trytogetasenseofthebuyer(3)Whatifyou'reclosetogetherinprice?(4)Whatifyou'refarapart?(5)IsThereaTimetoWalkAway?86.2.4Tacticsduringthecounter-offerstage(1)Patienceandsilence(2)Arguingunexpectedly(3)Threatsandwarnings(4)Payattentiontointerestsratherthanpositions(5)Knowtheircurrentno

7、n-settlementalternatives.(6)Focusontheconcessionpatterns96.3.1Preparationformakingconcessions(1)Cause&effectofmakingconcessions(2)Let’sBeFair6.3.2generalprincipleformakinconcessions(1)Donotmakeasenselessconcession.(2)D