International-business-negotiation

InternationalbusinessnegotiationFollowingkeypiontstypedbymr.yangarethesummaryofpossibleanswertotheexamination.Chapter1:negotiationmotivesandkeyterminologyNegotiation:anegotiationisaprocessofcommuncicationbetweenpartietomanageconflictsinorderforthemtocometoargreement,solveaproblemormakearrangements.negotiationisabasicmeansofgettingwhatyouwantfromproblems.threemainconditions:aresultofmutualgivingandtaking,duetotheexitstenceofconficts,equalrighrofthenegotiator.Conflicts:aconflictisadispute,disagreement,orargumentbetweentwoormoreinterdependentpartieswhohavedifferentandcommoninterests.aconflictcanblockeachother’sabilitiestosatisfytheirinterestsStakes:stakesarethevalueofbenefitsthatmaybegainedorlost,andcoststhatmaybeincurredoravoided.Chapter2:negotiationprocedureandstructureMainsteps:introductionofteammembers,negotiationagendaanditsarrangements,formalnegotiation,and,wrappingup.Generalstructureofnegotiation:determineinterestsandissues,designandofferoptions,introducecriteriatoevaluateoptions,estimatereservationpoints,explorealternerativestoagreement,reachanagreementChapter3negotiationlubricationNegotiationpreparation:objectivesandtargets,tobeacheived;macroandmircoinformationtoberesearched;negotiationteammemberstobeinvolved;locationswherenegotiationstobeconducted;Wheretocollectinformation:serviceorganization,directoriesandnewsletters(通讯社），on-lineservice,Twovalueapplications:problemssolvingandstrategicplanning.Themoreweknowaboutasituation,themorecertainweareaboutpossibleproblems.Suchaslocallawsandregulations,informationonfinancialcerdit,marketservey.StaffingnegotiationTeamleaders,professionals,interpreters,notekeeper,othersuggestionsforteammembers.Choiceofvenues:hostvalueanditsadvantage:familiarplace,controlthelogiistics（后勤安排），donotsufferfromjetlegandotherdiscomforts.showthecompanyfacilities.Keypointsofexamination.Charter4win-winconceptWin-winmodel:determineeachparty’sinterestsandneeds,findouttheotherparty’sinterestsanddemamds.Offerconstructiveoptionsandsolutions,announcesuccessofnegotiations,declarefailureofnegotiationsornegotiationsinimpasses.Differences:betweendoublewinandwin-loseistharbothpartieswillnotonlyseekmeanstofulfilltheirowninterestsbutalsohopetheinterestsoftheotherpartymayberealizedmoreorless.Howcanbothsideswin?Description:Themostimportantissueshavebeenplacedatthetopandtheremainingissuesarethenrankedindescendingordertotheleastimportantatthebottom.thesameissuesappearineachlistindiciatestharbothpartiesnegotiatingtothesameoverrallagenda,itisonlytherealtiveimportanceofeachthatdiffer.Examples:Itcanbeimmediatelyseenthatwhilethisissueisofparamountimportancetothebuyer,itranksonlythirdimportanceintermsoftheseller’sperspective.sothesellerisabletoconcedethesubsidy,butmakeitconditionalonpaymentterms.Summary:eachgivessomethingoflessimpotanceforsomehingofgreaterimportance,thebaginingprocessbecomespossibleandbothsidescanwin.Keypointsofexamination.Chapter5collaborativeprinciplednegotiationFourbasiccomponents:people:separatethepeoplefromtheproblems,interests:focusoninterestsbutnotpositionsgainning:inventoptionsformutualgaincriteria:introduceobjectivecriteria.Perception,emotionandcommunciation.Perception:putyourselfintheirshoes,donotblamethemforyourproblem,givetheothersideastakeintheoutcomebymakingsuretheyparticapateintheprocess.Emotions:allowtheothersidetoleroffsteam,donotreacttoemotionalourbrustsCommuciation:listenactivelyandacknowledgewhatisbeingsiad,speakaboutyourselfnotaboutthem,avoidtryingtoscorepointsanddebatingthemasopponentsFocusoninterestsbutnopositionsExploretheirinterestswhichstoodinourway,examinethedifferentinterestsofdifferentpeopleontheirside,lookattheirhumanneedsunderlyingtheirpositions.InventoptionsformutualgainSeperateinventingoptionsfromevaluatingthem,developseveraloptionsbeforeasolutions,indentifysharedinterests,lookforoptionsthatwouldmakethedecisioneasierforthem..IntroduceobijectivecriteriaLookforfairstandards,lookforfairprocedures(legitgimate,highlyefficient,nothurttherealtionshipoftheparties.Chapter6NeedstheoryPhysilogicalneeds,safetyandsecurityneeds,loveandbelongingneeds,esteemsneeds,needsforself-actualization,needstoknowandunderstand,aestheticneedsInterestsofindividualnegotiatorvsinterestsoforganziationsGeneally,realizationoforganzitationalinterestsmeansfulfillmentofpersonalinterestsandviceversa.Howerver,personalinterestsarenotalwaysinconvergencewiththatoforganziationsparticularlywhenindividualsplacetheirowninterestsbeforetheirthatoftheorganzitionsorwhentheirowninterestsareconflictwiththatoftheorganzitions,whichareoftenofmonetarynature.Add:+interestsofstate.Generally,interestsoforganziationandthestateshouldbeinconvergenceandwellcoordinatedsincesteateinterestsrepresrentthatoforganziationsinall.however,betraycountry........Lawoftwo-levelgameVariables:domesticandinternationalinterestsRelations:thelargerthedivergenceofinterestsamongallpartiesinvolved,theharderallpartiesreachaconsensusatdomesticlevel,aresultweakeningtheirbargainingpowerandreducingpossiblegainofinterestsatnegotiationtable.ininterestiona