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1、Chapter2BusinessNegotiationOverviewofNegotiationWhatisnegotiation?Anegotiationisaprocessofcommunicationbetweenpartiestomanageconflictsinorderforthemtocometoanagreement,solveaproblemormakearrangements.ThePreparationofNegotiationNegotiationpreparationbeginswhenpeoplerelatedwithnegotiationhavetom
2、akedecisiononthefollowingissues:ObjectivesandtargetstobeachievedMacroandmicroinformationtoberesearchedNegotiationteammemberstobeinvolvedLocationswherenegotiationstobeconducted.Usually,anegotiatingteamshouldincludemembersineachofthefollowingareas:Commercial:responsibleforthenegotiationonprice,d
3、eliveryterms,andcommercialpolicyofrisktaking;Technical:responsiblefortheareaconcerningspecification,programandmethodsofworks;Financial:responsiblefortermsofpayment,creditinsurance,bondsandfinancialguarantees;Legal:responsibleforcontractdocuments,termsandconditionsofcontract,insurance,legalinte
4、rpretation.NegotiatingbriefandNegotiatingPlanThenegotiationbriefconsistsoftheinstructionsgiventotheteamleaderbythemanagement,whilethenegotiatingplanisdevelopedbythenegotiatingteamandrepresentsthemannertheyproposetoimplementtheinstructionsstatedinthenegotiatingbrief.Thenegotiationbriefshould:De
5、finethenegotiatingobjectiveintermsifthemajorissuestobediscussed;Statetheminimumacceptancelevelforeachofthemajoritems;Establishthetimeperiodwithinwhichthenegotiationsshouldbeconcluded;Identifytheteamleaderandothermembersofthenegotiatingteam;Setupthelinesofcommunicationandthereportingsystem.When
6、wedraftthenegotiatingplan,weshould:Definetheinitialstrategy;Developthesupportingarguments;Decideonthelocationforthenegotiations;Ensurethattheappropriateadministrativearrangementshavebeenmade.ThePrinciplesofBusinessNegotiationWin-WinConceptCollaborativePrincipledNegotiationLawofTrustLawofTwoLev
7、elGamesGeneralProcedureinBusinessNegotiationGenerally,thebusinessnegotiationwillusuallygothroughfivesteps,namely,enquiry,offer,counter-offer,acceptanceandconclusionofacontract.EnquiryInquiryuponthetermsoftradeCanbemadebyeitherthesellero
