国际商务谈判International-Negotiation

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国际商务谈判InternationalNegotiation1.谈判是人们为了协调彼此之间的关系,满足各自的需要,通过协商而争取到意见一致的行为和过程。2.参与谈判的各方都是有所求的,但同时也不能无视他方的需要(win-winconcept)AB3.谈判是一门科学也是一门艺术。Negotiationisscienceandart4.商务谈判的基本原则Principles:1)Sincere,true,honest真诚2)Equalityandmutualbenefit平等互利3)Seekcommongroundwhileleavingdifferences求同存异4)Fairness公平5.用图表表示谈判的良性循环SuccessfulModelofNegotiation6.用图表解释解决谈判中矛盾的方法landConflictresourceattitudebehavior(psychologyadjustment)(Internationallaw)ProfitabschemeplanmaintainfriendlyRelationrelationscarryoutfulfillperformAgreementaadfdertaaaDetailsconsultBargainsolvedproblemconflictN=C=NNegotiation=Consult=Negotiation7.美国商人谈判风格1)History《TheDeclarationofIndependence》独立宣言ImmigrantfromEuropetoAmericaOpenupAmericaThespiritofdevelopingAmericaCreation2)AmericansattachimportanceonPractice实际Keepone’spromiseandrespectcontractsLawyersplayaveryimportantroleinthenegotiation.Notuntiltheyconfirmeverythinginthecontractwilltheysignit.Aftertheagreement,Americanskeepitseriously.Takeefficiency讲求效率Beforeanegotiation,Americanswillmapoutaplanfirst,andthencarryitoutstepbystep.与美国人谈判要尽量简明扼要,直接进入实质阶段,那些繁文缛节往往会使他们产生反感PursuepragmaticachievementandfondofventureTheypresstheirgoals,valueefficiencyandprefertoincludeallnecessarypartsinthenegotiationembracingdesigning,development,production,engineering,saleandpriceandreachapackagedeal3)PersonalcharacteristicsSelf-confidentAmerican’shighindividualismismanifestedthroughtheirdecisionmakingprocess——individualhastherighttomakethedecision.Personalresponsibilityisstressed美国人个人表现欲很强,乐意扮演“硬汉”“英雄”的形象。在美国的谈判队伍中,人数一般不会超过七人,远远少于他方,谈判关键决策者往往只有一两个人,这大大地提高了效率,但由于他们往往缺乏patience,因而使对手通过这一点来获得利益StraightandfrankTheyusuallyignoreestablishingpersonalrelationpriornegotiation.Intheirminds,goodbusinessbringsaboutgoodpersonalrelation,notviceversa.Theyhavetheexactdefinitionof“right”and“wrong”谈判中,美国人从不含糊其辞,而是直接相告。美国人并不在乎出身背景,更注重个人的能力。因而在与其谈判过程中,应积极反应,立足事实,大方的讨价还价。Well-preparedEnthusiastic,talkativeandhumorousNeatwork4)Geography:ThereexistsdiversityamongmerchantsindifferentpartsofAmericaMiddle(Ohio俄亥俄州,Minnesota明尼苏达州)Conservative,simple,kindlymanner,makefriendsWest(PacificOceanCoast)Attachimportancetopromise,beovercriticalSouth(Texas得克萨斯州,Tennessee田纳西州,Arkansas阿肯色州,Oklahoma俄克拉何马州)Solicitous,frank,impatient,acuteEast(Washington-NewYork)Itisoneofthebiggestfinancialcentresintheworld.ItisthesymbolofwealthandWallStreet(华尔街)isitssymbol.Everydaythereisalargesumofmoneyandagreatmanyprofessionalsswarminginto.Miracleshappenallthetime.Peoplethereleadtoahighrapidandstressfullife.Benefitistheonlythingintheireyes.8.用英语制定一份谈判方案1)Collectinginformation2)Targetdecision3)Members4)Place5)Time6)Others以下是我写的一份计划,仅供参考,请不要直接写在你的考卷上,以免出现雷同Case:CompanyAisamanufacturerofsilkproductswithprintedpatterns.Theproductpatternsaredesignedtocatertodifferentculture,customsandtastes.Oneday,anAmericansalesman,Gary,cameintotheplantandlookedcarefullyatthesamplesexhibited.Heshowedsatisfactorytotheproductsandwantedtoorder7patterns.Theywillhaveanegotiation.1)CollectinginformationAfterseekingandanalyzingdataandinformationfromsomeInternationalorganizationsandon-line,wefoundthatproductswhicharesimilartooursareinsmallsupplybutinlargedemandatEuropeanmarketandthepricecouldreachashighas$30peryard.Gary’scompanyBhasagoodfinancialcreditandacompletesellingnet.Theyalsoownafleet,sothetransportationfeecouldbecutdown.2)TargetdecisionDesirabletarget:$25peryard(Thisgoalservestwopurposes:settingapotentialgoalfornegotiatorstostriveforandleavingroomforbargaininginnegotiations.)Acceptabletarget:$15-$25peryard(Thisisdeterminedaftercarefulthinkingofmarketandthecost.Weshouldmakealleffortstoachieveit.)Bottomtarget:$15peryard(Thisis“walkawaypoint”)bottomacceptdesireForA:Attention:Sincethedevelopmentofnegotiationisoftenunpredictable,thetargetattainabilityisalsouncertain.3)Members:Aleader(thecompany’schiefmanager)AprofessionalinsilkproducingAninterpreterAlawyer4)PlaceThenegotiationwillbeheldinourcompany’smeetingroom.Itwillenjoyseveraladvantagesasahost,suchasfamiliarsurroundingsandcreatingpressureontheothers.hostGuest5)TimeThenegotiationisexpectedtoendupduringoneweek,sixdaysfornegotiationandonedaybreak.Ifthere’ssometrouble,wecanusetheleisuretimetocontinuethenegotiation.6)Others:Duringthemeeting,therepresentativesfromcompanyBwillbesetintotheHiltonHoteltohavearest.Wewilltakethemtogoforanoutingintheleisuretime.WewereinformedthatGaryiscrazyaboutcollectingpipes,sowepreparedhimatraditionalChinesepipeasagift.参考文献《国际商务谈判—理论案例分析与实践》——白远F740.41/2《国际商务谈判》——刘向丽F740.41/8Profitab

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