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Chapter2PrinciplesofBusinessNegotiationWangDan一.需要的层次•美国布朗戴斯大学心理学教授阿伯拉罕·H·马洛斯(A.H.Maslow)把决定人类行为的需要分为七个层次。既:•1.生理的需要•2.安全的需要•3.情感的需要•4.获得尊重的需要•5.自我实现的需要•6.认识和理解的需要•7.美得需要尼尔伦伯格:谈判需要理论国家间组织间个人间2.谈判者顺从对方的需要1.谈判者使对方服从自身的需要3.谈判者同时服从对方和自身的需要4.谈判者违背自身的需要5.谈判者损害对方的需要6.谈判者同时损害对方和自己的需要生理安全和寻求保障爱与归属获得尊重自我实现认识和理解美需要层次和途径Outline•1.TypesofBusinessNegotiation•2.6CsPrinciplesofBusinessCommunication•2.PrinciplesofBusinessNegotiation•3.MiniNegotiation1.TypesofBusinessNegotiation•Contents:•(1)SalesofGoods/Services•Thegoalofthenegotiatorsistoprovide/gettherightproductintherightplaceattherighttimeattherightprice.•productqualityquantitypackingpriceshippingquotationofferandcounterofferinsurancepaymentclaimandarbitrationetc.1.TypesofBusinessNegotiation•(2)InvestmentNegotiation•Jointventure•Preliminaryinvestigation,pre-negotiation,negotiationandimplementation•Therightsandobligationsofeachparty,therespectivecontributionofcapital,technology,expertiseandothersources.•Managementofthejointventure,:decision-makingstructure,itspolicyforepersonnelmanagementandtheconditionsforitstermination(终端)•Thedomesticandexportpricingofthefutureproductsforsale.1.TypesofBusinessNegotiation•(3)TechnologyTransfer•1.commercialtechnologytransferishighlymonopolistic(垄断专利的)2.asingletechnologycanbetradedmultipletimes,asthetransferdoesnotinvolveownershipbutonlytherighttouse.3.technologytransferdoesnotsimplyfollowthebasicmarketruleofexchange.1.TypesofBusinessNegotiation•(4)服务贸易谈判•(5)原有合同的重新谈判•(6)索赔谈判1.TypesofBusinessNegotiation•二.按谈判规模划分•(1)一对一谈判•(2)小组谈判•(3)大型谈判•三.按谈判对象所在国家•(1)国内商务谈判•(2)涉外商务谈判1.TypesofBusinessNegotiation•四.按谈判地点分•(1).主场谈判•(2).客场谈判•3.中立地点谈判•五.按谈判的交流方式划分•(1).口头谈判•(2).书面谈判6CsPrinciplesofBusinessCommunication•Inordertoconveyeffectiveandreadableinformation,6principlesmustbefollowedinbusinesscommunication.•1.Clarity•2.Correctness•3.Conciseness•4.Completeness•5.Courtesy•6.ConsiderationClarity•Claritymeanstomaketheinformationclearsothatthereadercanunderstandwhatyouaretryingtoconvey.•Firstyoushouldbeclear-headedaboutwhatyouraretryingtosay.•Second,chooseprecise,concreteandfamiliarwords.•Third,organizeeffectivesentencesandparagraphs.Thesuggestedaveragesentencelengthshouldbeabout17or20words.•Inaddition,somevisualaidscanbeapplied,including:headings(标题),tabulations(表格),itemizations(逐条记载),graphs(图表,曲线图),piecharts(饼状图),underlining(下划线),italics(斜体),indentations(缩进),coloredcapitals.Correctness•Correctnessmeansthewritershouldnotbedistractedbymistakesingrammar,punctuationorspelling.Alloftheinformationinthemessageisaccurate.•Formalwriting:scholarlywriting,legaldocuments,top-levelgovernmentagreements•Informalwriting:businesscommunication,short,well-knownandconversational.•Errorsoffactshouldbepaidattentiontoo.Conciseness•Concisenessreferstosaythingsinthefewestpossibleword.•Trytokeepyoursentencesshort,avoidunnecessaryrepetitionandeliminateexcessivedetails.•Youshouldmakesuretoincludetherelevantinformationonly,sticktothepurposeofthemessage.Completeness•Completenessmeansyourmessagecontainsalldetailsyouplantoconveytoyourreader.•Wheneveryoureplytoanyinquiry,answerallquestions,includingexplicitlystatedandalsoimpliedquestions.Courtesy•Courtesymeansusingsocialskillstoshowyourrespectforthereader.•Ithelpstobuildagoodimagesofyourcompanyanddeepenthebusinessrelationship.Consideration•Considerationmeansthatyouprepareeverymessagewiththereaderinmindandtrytoputyourselfinreader’splace.•You-attitudeapproachPrinciplesofBusinessNegotiation•PrincipleofCollaborativeNegotiation•PrincipleofInterestDistribution•PrincipleofTrustinNegotiation•PrincipleofDistributive&ComplexNegotiation•Win-winPrinciple•1.Deterrence-basedtrust:Peopletrustorexpectthattheywillbepublishediftheydoordonotdosomethingbasedonconsistencywithpastbehavior.PrincipleofCollaborativeNegotiation•HarvardPrincipledNegotiation•Thecoreoftheprincipleistoreachasolutionbeneficialtobothpartiesbywayofstressinginterestsandvaluenotbywayofbargaining.•Thegoalofcollaborationnegotiationistominimizethedisputesothattheoutcomeismoreconstructivethandestructive.•Collaborativenegotiationconsistsoffourcomponents(PIOC);•People–separatethepeoplefromtheproblem•Interests–focusoninterestsnotpositions•Options–inventpotionsformutualgains•Criteria—introduceobjectivecriteriaSeparatethePeoplefromtheProblem•Thenegotiators’prejudice•Poorimpression•Misledinterpretation•Thefocusofnegotiationisshiftedfrominterestsandissuesofbothpartiestopersonaldignityandself-respect.•Forsituationassuch,collaborativenegotiationdevelopsthreestepsforbothpartiestofollow.•1.Developempathy:•Weputourselvesintheirshoes;•Weavoidblamingthemforourproblems;•Wehelpthemparticipateintheprocess.•2.Manageemotions:•Weallowthemtoletoffsteam;•Wedonotoverreacttoemotionaloutbursts.•3.Communicate:•Welistenandsummarizewhatwehear;•Weavoidtryingtoscorepointsanddebatingthemasopponents;•Thebesttimeforhandlingpeopleproblemsisbeforetheybecomepeopleproblems.FocusonInterestsNotPositions•Position•Whatyousayyouwantormusthave.•Positionsaresymbolicrepresentationsofparticipant’sunderlyingmotivatinginterests.•Interest•Wh
本文标题:Chapter2国际商务沟通与谈判
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