立信国际商务谈判2.ppt

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1、Chapter2GamePrinciplesofInternationalBusinessNegotiationKeypoints:GameprinciplesofnegotiationTheintentionofequalityandvoluntaryNegotiationstrategiesofseekingcommongroundwhilemaintainingdifferencesEightcrucialelementswhichinfluencethenegotiationWhatarethegamePrinciplesofInt

2、ernationalBusinessNegotiation?Theyarealsocalledfundamentalsorguidelinesofinternationalbusinessnegotiation,whicharethebasicrules,beliefsornormsacceptedininternationalbusinessnegotiationthatallparticipatingpartiesareobligedtoobserve.2.1EqualandVoluntaryParticipationCasestudyP

3、leaselookatthecasestudyinthetextbookofP28,thenegotiationbetweenBoeingCompanyintheUnitedStatesandChengduAircraftCompanyinChina.Q:WhytheChineseandAmericanpartieswereabletoreachsuchacooperativeagreement?2.1.1AllParties,bigorsmall,shouldbeequalIninternationalbusinessnegotiation

4、,allpartiesmustbeequalparticipantsandbewillingtoparticipateinit,nomatterhowgreatthegapsareintheireconomicpowerandorganizationalscale.Theparticipantsinnegotiationshavethesameoptionforchoosingthetradeitemsandterms.Themorepowerfulpartymakesfewerconcessionswhiletheweakonemakesm

5、ore.(PleasereadthecasecontinuedonP29)2.1.2VetopowerembodiesequalityIninternationalbusinessnegotiation,nosituationexistsinwhichonepartyisentitledtomakethefinaldecisionortheminoritymustbesubordinatetothemajority.Allpartieshavethepowertovetoanyclauseundernegotiation,andsonoagr

6、eementwillbeachievedifeitherpartyisnotsatisfied.Asthecaseabovementioned,ifChinahadrefusedtoassemblyonlytheverticalfinsortheAmericanhadrefusedtoallowassemblinganypartinChina,thenthenegotiationwouldhavebrokendownandendedinfailure.2.1.3RespectembodiesequalityAllpartiesconcerne

7、dshouldshowrespectregardlessoftheirpowerandsize,beingcarefultoavoidshowingdiscriminationordisdaintotheircounterparts.Ifanypartyabusesitspowerandbulliesothers,thenegotiationwillfail.Taketheabovecaseforexample:AlthoughBoeingwaspowerful,itneededChina’sbigordersforairliners,soi

8、thadtoconsiderChina’srequestfortechnologytransfer.ChengduAircraftCompanyitselfwasl