国际商务谈判英文版课件刘园 姜和ISBN 9787566307859 PPTChapter 7Obstacles and Risks.ppt

《国际商务谈判英文版课件刘园 姜和ISBN 9787566307859 PPTChapter 7Obstacles and Risks.ppt》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。

1、InternationalBusinessNegotiation1PartⅡNegotiationMechanismChapter7:ObstaclesandRisks2KeypointsObstaclesinnegotiationthatmaybenegativeforreachingagreement；Dealingwithbusinessrisksinnegotiationphase；Exchangeratesproblemininternationalbusinessnegotiationasanexample.3OBSTACLESTOAGREEMENTTh

2、eHard-NosedNegotiatorLackofTrustDon'tKnowAnythingAboutThem-TheNegotiator'sDilemmaSpoilersCultureandGenderBarriersLanguage4TheHard-NosedNegotiatorThepersonwhoviewseverynegotiationastheirownpersonalwarwheretherecanbeonlyonewinner.Someoftheirmorecharmingtraitsinclude:a)Unreasonableoffersb

3、)Willtakeconcessions,butdon'tgivethem,ordosobutonlywithgreatfanfareanddifficulty.c)Willtakeinformationandwielditasaweaponagainstus,whilehoardingtheirowninformationlikeamiserguardingtheirgold.d)Bull-headedandunyielding.5TheHard-NosedNegotiatorSolution:a)Probeyournegotiatingcounterpartyf

4、irsttofindoutwhatkindofnegotiatoryou'refacing.b)Anticipateunreasonableoffersandrememberyourreservationprice,aspirationbase,andyourBATNA(bestalternative)c)Don'tgiveoutinformationthatcanbeusedagainstyou.d)Givealittle,mostlyharmlessinformationtoyourcounterpartyandseewhethertheyreciprocate

5、.e)Offerdifferentnegotiationsolutionsandaskwhichonetheyprefer.f)Bewillingtowalkaway.6LackofTrustSolutions:a)Youcanbeginbybeingpoliteandsincere.b)Emphasizethatanynegotiatedagreementhammeredoutatthetable.c)Askthemtoprovidedocumentationtosupportthedatatheypresent.d)Designtheagreementtosti

6、pulatefulfilmentoftheagreeduponterms.e)UseComplianceTransparencytoverifythetermsoftheagreementarebeingfulfilled.f)Useenforcementmechanisms7TheNegotiator'sDilemmaWecannotfinditeasytorelatetoourcounterpartswhenwedon'tknowanythingaboutthem,ortheirgoalsandobjectives.Solution:Don'tbeafraidt

7、otakethefirstcrucialstep,butbewiseandmakeitasmallonebyonlyrevealingsomethingharmlessaboutyourgoals.Generally,theothersidewillreciprocateandthebeginningofaconstructivedialoguecannowbeinitiated.8SpoilersThisoftenoccursinmulti-partynegotiations.Occasionally,there'satleastoneparty-pooper