国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter7.ppt

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1、InternationalBusinessNegotiation1Chapter7ClosingtheNegotiationanditstactics2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:Inthischapteryouwilllearn1.whomakesthedecisiontoclose；2.whenitistimetoclose；3.tacticstowardsagreement；4.tipsoncontractsig

2、ning；5.summaryofthenegotiation.3ClosingthedealSummaryofthenegotiationTipsoncontractsigning4123Contentsbargainingtactics4Afterthepreparation,biddingandbargainingcomestheclosingperiodofnegotiation.Howtodetermineifitistimeforclosureisakeypointinthisphase．Ifthenego

3、tiationisclosedtoosoon，issuesconcernedwillnotbethoroughlydiscussed，leavingendlesstroubleforthefuture；ifthebestchancetoclosethenegotiationismissed，thingswillchangeintheprolongenegotiation．resultinginthelossofthedeal．57.1Closingthedeal7.1.1WhomakesthedecisionInte

4、rnationalnegotiationsdifferonlyinthefactthatthebuyer／investorisusuallymuchbetterinformedthanastandardcustomer．Bothbuyerandsellerhaveanequalchancetoclosethedeal，andthemoreproactivethedecisionmakeris,thegreaterchanceofcontrollingtheprocesshe’llhave．67.1Closingthe

5、deal7.1.2IdentifyingclosingsignalsandselectingclosingapproachesWhetheraninternationalbusinessnegotiationcanbeconcludedornotisusuallydecidedbythreefactors：transactiontermsandconditions,closingsignalsandthescheduledtimeperiod．(1)Bytransactiontermsandconditions(2)

6、Byclosingsignals(3)Bynegotiationtime7Byrecessingwemeantakingashortbreakduringwhicheachpartymovesoutofthenegotiationforumtoreconsidertheprogressofthenegotiation，andtoreconsideritsownposition；orbreakingoffuntilalatersession．Recessingissuchanimportantdevicethatthe

7、methodofusingitdeservestobeexamined．Whendoweuseit?Howdowearrangeit?Howdowerestart?7.2Tacticstowardsagreement7.2.1Recessing8Byrecessingwemeantakingashortbreakduringwhicheachpartymovesoutofthenegotiationforumtoreconsidertheprogressofthenegotiation，andtoreconsider

8、itsownposition；orbreakingoffuntilalatersession．Recessingissuchanimportantdevicethatthemethodofusingitdeservestobeexamined．Whendoweuseit?Howdowearrangeit?Howdowerestart?7.2Ta