Business-negotiation-planning商务谈判策划

BusinessnegotiationplanningIntroductionofaccompanyWeareoneoftheleadingexportersindomesticmarketspecializinginexportingcannedvegetableandcannedfruit,especiallyincannedmushroom,suchaswholebuttons，sliced，pieces&stemscannedmushroom.Wehavebeeninthislinefortenyears;thereforewecanpromisethattheproductweprovideisofreasonablepriceandexcellentquality.WehavesoldourproducttomanycountriesandregionssuchasJapan,SouthKorea,andsomeotherAsiancountriesandourproductsarepopularintheselocalmarket.However,wewanttofindnewcustomersinsomeotherregionstoexpandourmarkettoincreaseoursales.FindingaclientToexpandourmarketshareofourproducts,wemustdosomemarkersearchwhichisvitaltosuccessinournewmarkets.Tolookforanewgoodmarker,wemustconsidersuchfactorsaspoliticalandeconomicconditions,physicalandclimateconditions,socialconditions,traditionsandcustoms,existingproductsandstructureoftrade,geographyandcommunications,legalaspectsandsoon.Forexample,countrieswithdifferentpoliticalandeconomicsystemstakedifferentattitudetowardforeigntradeandtheirpolicesrelatedtoimportandexport,foreignexchangecontrol,customsdutiesmayaffectthedemandofourproductinlocalmarket.Moredetailed,SouthKoreaandNorthKoreatakeevidentlydifferentattitudetowardtheworld.Obviously,thecustomsandtraditionshaveanimportantinfluenceonwhethertheywillacceptthecannedvegetableswearetosellthere.Asaresult,togatheragreatvarietyofmarkerinformationforourreference,wemustmastersomeefficientskillstofindouteverypieceofinformation.Therearesomeeffectivesourcesforustoknowaboutmarket.Firstly,specializedtradepublicationswhichcanprovidealotofinformationaboutmarketingchannels,tradepracticesandmarkettrends.Secondly,internationaltradecentralliteraturewherewecancheckonmarketssurveyspublishedbyinternationaltradecentral.Thirdly,governmentdepartmentswhocanalsofurnishmarketingdata.Finally,exportpromotionorganization,privatebusinessfirms,banksandcustomsoffices.Aftermarketingsearch,weshouldconsiderhowtoestablishbusinessrelationswithourpartner.WecanestablishitbyattendingtheExportCommodityFairs,ChinaImportandExportFair,ChinaCouncilforthePromotionofInternationalTrade,ChamberofCommerce,Exhibitionheldathomeandabroad,orthroughperiodicalsandnewsmagazines,advertisementinmedia(newspaper,televison,internet,etc.),introductionfrombusinessconnections.Tohaveagoodrelationshipwiththepartner,weshouldgothroughcreditinquirytoavoidbeingcheatedandprotectourowninterest,mainlythroughbankreferenceorthroughtradereference,i.e.relativecompanies,commercialcounselors’officesandprofessionalcreditagency.Weshouldenquiryabouttheimporter’sfinancialpositioncreditorstanding,commercialintegrityanditsrelationshipwiththebankandothercompanies.Throughmarketingsearchandestablishingabusinessrelation,wecanfinallyconfirmthatourclientwhomwewillhaveanegotiationwithcomefromNorthAmerica.PreparingabusinessnegotiationInourplanning,wedecidethattheclientwillcometoourplacetogoonanegotiation.Beforetheycoming,therearemanyworksforustodo.AssessmentofthesituationandthepeopleAsfarasIamconcerned,weshouldassessthesituationandthepeople.Itiscommontolearnasmuchaspossibleaboutourclient.Varioussortsoffinancialdataandcompetitiveinformationarenecessary.Giventhecrucialnatureofbusinessnegotiation,knowledgeofaparticularexecutive’sbackground,hobbiesandfamilystatuscanbeagreatadvantage.Itisshouldbeunderstoodthatknowingwhoyouwillbebargainingwithisfarmoreimportantthanmostpeopleshouldassume.Inthispart,weshouldlearnthathowimportantculturedifferenceitis.Cross-culturalnegotiationismorechallengingthanothers.Anindividual’sconductduringanegotiationisaffectedethnicheritageandculturallyembeddedattitudesandcustomsindividualshavingthesameculturalbackgroundtendtodisplaycommonpatternsofthinking,feelingandreactinginlinewiththeirculturalheritage.Asbothusarecrossculturalpeople,wedon’tsharethesamewaysofthinking,feeling,behaving.Soduringthesubsequentnegotiationprocess,interpersonalcommunicationisthekeyactivitiesthattakeplaceattheverbal,non-verbal,situational,contextuallevel,andatotalcommunicationsystemcanassistthenegotiationbridgethegapbetweenutterancesandfeltmeaning.LocationforthenegotiationThelocationofthenegotiationisperhapsthemostimportantsituationalfactorforseveralreasons,bothpracticalandpsychological.Fortunately,havingthe“homecourt”isanadvantagebecausewehavetheinformationreadilyavailableandenoughtimetoprepare,wecancontroltheprocess.Weareplanningtomakeitinourconferenceroom;thisisbecausethatwecandecoratetheroominourfavorandinothersidewecaninvitetheclienttovisitourworkplaceandseeourproduct.Thereforewecanletthemfamiliarwithourproductprocessing.Inthesubsequent,wewillusealongrectangleconferencetablewithappropriatecolorandpreparetheformalandcomfortablechairs.Thenwewillhaveabluecurtaincoveringthewindow,givingaseriousatmospheretobothparties.What’smore,wecanpaintwhitewall,andputtheblueprintofourcompanyandtheachievedonthewallincentralpartofit.Itisourdutytocreateagoodenvironmentforbothtonegotiate.ParticipantsfornegotiationItisanecessarypartforustoarrangethepeoplewhowillbeinthisprocess.Beforewedecidethenumberofparticipant