国际商务谈判课件（PDF45页）

Chapter3ChoosingtheChapter3ChoosingtheNegotiationTeamNegotiationTeamchoosingthenegotiatorchoosingthenegotiatorInthischapteryouInthischapteryou’’lllearn:lllearn:●●whoqualifiesasanegotiator?whoqualifiesasanegotiator?●●theroleofthechiefnegotiatortheroleofthechiefnegotiator●●teamsolidarityteamsolidarity3.1Whoqualifiesasanegotiator3.1Whoqualifiesasanegotiator？？3.1.1Anegotiatorasanindividual3.1.1AnegotiatorasanindividualTherearecountlessreasonsthatoneshouldseektoempowerTherearecountlessreasonsthatoneshouldseektoempowerthemselveswithbetternegotiatingskills.Herearethetoptenreasonsthemselveswithbetternegotiatingskills.Herearethetoptenreasonsforbecomingabetternegotiator:Negotiatingtradingtermsandforbecomingabetternegotiator:Negotiatingtradingtermsandconditionsconditions1.1.Improvepersonalandprofessionalprofitability.Improvepersonalandprofessionalprofitability.2.Achievedesiredoutcomesandcreate2.Achievedesiredoutcomesandcreatesynergysynergywhilefosteringwhilefosteringrelationships.relationships.3.Maximizefinancialreturnsandvalueinnegotiations.3.Maximizefinancialreturnsandvalueinnegotiations.4.Avoidbeingcheated.4.Avoidbeingcheated.5.5.NeutralizeNeutralizedifficultnegotiatorsandtheirtactics.difficultnegotiatorsandtheirtactics.6.Enterintoandconductnegotiationswithconfidence.6.Enterintoandconductnegotiationswithconfidence.7.Knowwhenandhowtowalkawayfromanegotiation.7.Knowwhenandhowtowalkawayfromanegotiation.8.Improvepersonalrelationshipswithcolleagues,clientsand8.Improvepersonalrelationshipswithcolleagues,clientsandlovedones.lovedones.9.Buildleadershipandteambuildingskills.9.Buildleadershipandteambuildingskills.10.Turnculturaldifferencesintoassetsratherthan10.Turnculturaldifferencesintoassetsratherthanliabilities.liabilities.choosingthenegotiatorchoosingthenegotiatorWhatmakeagoodnegotiatororwhoWhatmakeagoodnegotiatororwhoqualifiesasanegotiator?qualifiesasanegotiator?NegotiatorsmustpossessawideNegotiatorsmustpossessawidevarietyofvarietyoftechnical,social,technical,social,communication,andethicalskills.communication,andethicalskills.preparationforbusinessnegotiationpreparationforbusinessnegotiation三、商务谈判的组织准备三、商务谈判的组织准备11、谈判人员甑选、谈判人员甑选谈判人员的素质结构应分为谈判人员的素质结构应分为““识识”“”“学学”“”“才才””三个层次三个层次（（11）谈判人员的）谈判人员的““识识””：：AA气质性格气质性格：大方不轻佻：大方不轻佻//豪爽不急躁豪爽不急躁//果断不轻率果断不轻率//自自重不自傲重不自傲…………..BB心理素质心理素质::自信心自信心------建立在充分调查研究和对双方谈判实力科学分析的基础建立在充分调查研究和对双方谈判实力科学分析的基础上上..自制力自制力--------谈判过程中遇到激烈矛盾冲突而能保持冷静、克服心理谈判过程中遇到激烈矛盾冲突而能保持冷静、克服心理障碍、控制情绪与行动能力。障碍、控制情绪与行动能力。C)OrganizationalpreparationsforBusinessNegotiationC)OrganizationalpreparationsforBusinessNegotiation1)1)theselectionofnegotiatorstheselectionofnegotiatorsNegotiators'qualityshouldbeclassifiedasthreelevelsNegotiators'qualityshouldbeclassifiedasthreelevels““Character,LearningCharacter,Learning““TalentTalent““ATemperamentcharacter:generousnotfrivolous/Boldnotirritable/firmnotATemperamentcharacter:generousnotfrivolous/Boldnotirritable/firmnotrash/proudnotarrogantrash/proudnotarrogantBPsychologyBPsychologySelf-confidence---basedonthefullinvestigationandstudyandthestrengthofSelf-confidence---basedonthefullinvestigationandstudyandthestrengthofthenegotiationsonthebasisofscientificanalysisthenegotiationsonthebasisofscientificanalysisSelf-control----theabilitytoremaincalmandtoovercomethepsychologicalSelf-control----theabilitytoremaincalmandtoovercomethepsychologicalbarriers,keepemotionalstabilityandactwhenencounteredinthecourseofbarriers,keepemotionalstabilityandactwhenencounteredinthecourseofnegotiationsintenseconflicts.negotiationsintenseconflicts.preparationforbusinessnegotiationpreparationforbusinessnegotiation尊重尊重--------正确对待自己正确对待自己//对手的良好心态对手的良好心态坦诚坦诚--------坦率发表自己意见，真诚与对方合作，赢得对方信任。坦率发表自己意见，真诚与对方合作，赢得对方信任。CC思想意识思想意识政治思想意识政治思想意识//信誉信誉//合作合作//团队团队//效率效率（（22）谈判人员的）谈判人员的““学学””：：Respect----totreathisown/opponent'sgoodingoodattitudeRespect----totreathisown/opponent'sgoodingoodattitudeFranklyexpresstheirviewsandsincerelycooperatewitheachothertoFranklyexpresstheirviewsandsincerelycooperatewitheachothertowinthetrust.winthetrust.CIdeologyCIdeologyPoliticalideology/Credit/Cooperation/Team/EfficiencyPoliticalideology/Credit/Cooperation/Team/Efficiency2)Learning2)LearningpreparationforbusinessnegotiationpreparationforbusinessnegotiationAA知识结构：商务知识：贸易知识、金融知识、沟通技巧知识结构：商务知识：贸易知识、金融知识、沟通技巧技术知识：商品学、工程技术、工业材料技术知识：商品学、工程技术、工业材料人文知识：心理学、语言学、行为学、沟通学人文知识：心理学、语言学、行为学、沟通学BB谈判经验谈判经验Knowledgestructure:BusinessKnowledge:tradeKnowledgestructure:BusinessKnowledge:tradeknowledge,financialknowledge,communicationskills,knowledge,financialknowledge,communicationskills,Technicalknowledge:commodityscience,engineeringTechnicalknowledge:commodityscience,engineeringtechnology,industrialmaterialstechnology,industrialmaterialsHumanknowledge:psychology,Humanknowledge:psychology,linguistics,behavioralscience,communicationstudieslinguistics,behavioralscience,communicationstudiesNegotiationExperienceNegotiationExperiencepreparationforbusinessnegotiationpreparationforbusinessnegotiati