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1、InternationalBusinessNegotiation国际商务谈判Chapter1FundamentalsofInternationalBusinessNegotiating第一章国际商务谈判概述1．1Conceptsandprinciplesofnegotiation基本概念与谈判原则1．2Correctunderstandingofnegotiation对谈判的正确理解1．3Stagesofnegotiation谈判的几个阶段1．4Psychologyinnegotiating谈判的心理IntroductionEverybodyne
2、gotiatesallthetime,atwork,athome,andasaconsumer.Wecansaythatsincethebeginningoftime,orsincethedevelopmentofhumanlanguage,therehasbeennegotiationsmadeamongsthumans.Negotiatingasasignificantsocialactivityisameansofdealingwithhumanrelationshipsandresolvingconflictsandhasneverbee
3、nnonexist.Ontheotherhand,negotiationasaproductofsocialcompetitionhasgotitsdifferentmeaningandcontentwiththedevelopmentofthetimes.1.1ConceptsandprinciplesofbusinessnegotiationWhatisbusinessnegotiation?“Recentlytwoofmysonsweresquabblingoversomeapplepie,eachinsistingthatheshould
4、havethelargerslice.Neitherwouldagreetoanevensplit.SoIsuggestedthatoneboycutthepieanywayheliked,andtheotherboycouldchoosethepiecehewanted.Thissoundedfairtobothofthem,andtheyaccepted.Eachfeltthathehadgottenthesquaredeal.”“fundamentalprinciples”ofnegotiation:First,“negotiation”i
5、sanelementofhumanbehavior.Secondly,“Negotiation”takesplaceonlyoverissuesthatare“negotiable”.Thirdly,“Negotiation”takesplaceonlybetweenpeoplewhohavethesameinterest.Fourthly,“Negotiation”takesplaceonlywhennegotiatorsareinterestednotonlyintakingbutalsoingiving.Finally,“Negotiati
6、on”takesplaceonlywhennegotiatingpartiestrusteachothertosomeextent.Asthestakesinsomeofthesenegotiationsarenotsohigh,peopleneednothavetogetpreplansfortheprocessandtheoutcome.Thereareothercaseslikeinternationalbusinessnegotiationsinwhichthestakesaretoohightobeignored,peoplehavet
7、obemorecautious.Innegotiations,bothpartiesshouldknow:a.whytheynegotiateb.whotheynegotiatewithc.whattheynegotiateaboutd.wheretheynegotiatee.whentheynegotiatef.howtheynegotiateCharacteristicsofbusinessnegotiationSomeofthecharacteristicsofbusinessnegotiationinclude:①Negotiationi
8、sattheheartofeverytransactionand,forthemostpart,itcomesdowntotheinte
