国际商务谈判英文版课件刘园 姜和ISBN 9787566307859 PPTChapter 3 The Negotiation Process.ppt

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1、InternationalBusinessNegotiation1PartⅠAnOverviewofInternationalBusinessNegotiationChapter3:TheNegotiationProcess2TheNegotiationProcessTheperiodcoveredbythenegotiationwillbedividedintothreestages:opening&itsreview;bidding&bargaining;settling&ratifying.3Opening&itsReviewGettingto

2、KnowEachOtherTheOpeningTheReviewoftheOpening4GettingtoKnowEachOtherManyrelationshipsininternationalglobaltransactionsbeginfirstwiththeformationofpersonalrelationshipsbetweentheplayers.Thisinteractiongivesbothpartiestheopportunitytogainvaluableinsightanddeepenunderstandingofeach

3、other.Thisisparticularlytruewhenwearedealingwithpeoplefromcertainculturalbackgrounds,wheretrustbasedonrelationshipsisessential.5TheOpeningTheopeningphaseisinfluentialbecauseenergyandconcentrationarenaturallyatahighpointatthestartofanyactivity.Theparties'attitudesarebeingformeda

4、tthistime.6TheReviewoftheOpeningBeforeproceedingfurtherwiththenegotiations,thepartyshouldreviewtheresultsachievedfromtheopeningphase.Andthendecidewhetherthenegotiationscanbeplacedonabargainacceptabletobothsideswhichcanbeidentifiedimmediately,orabargainacceptabletobothsidesisfor

5、eseeablewhichwillneedfurthernegotiationstoachieve,ornobargainisforeseenacceptabletobothsides.7Bidding&BargainingThisstagecoversabroadperiodofbargaininginwhichconcessionsaremadeandadvantagearegained,sothatthegapbetweenthetwosidesisnarrowedtoapoint.generallythroughanorderedsetofs

6、teps:1.DesignandOfferOptions2.IntroduceCriteriatoEvaluateOptions3.EstimateReservationPoints4.ExploreAlternativestoAgreement5.MakingConcessionorCompromising81.DesignandOfferOptionsOncebothsides’interestsaredesignated,itistimefornegotiatorstosetforthsuggestionsandoptionsforhowtoa

7、ddresstheissues.Optionsreflectnegotiators’consideration,suggestionsandconditionsforasolution.Negotiationoptionsmayincludetheobjectivesofnegotiation,termsandschedules.92.IntroduceCriteriatoEvaluateOptionsEverynegotiatorhastheirowncriterionforevaluatingtheoptionsbasedontheirownva

8、luesystem.Thedisparityofthecriterionbythetwopartiesisd