第二章商务沟通与谈判的准备及基本过程

PreparationandProcessofBusinessNegotiationChapter2PreparationforBusinessNegotiationKeyPoints1.Collectinginformation2.Assemblagethenegotiationteam3.Planningforbusinessnegotiation4.Physicalpreparations5.Simulatednegotiations2.1collectinginformation2.1.1TheSignificanceofInformationCollection2.1.2whattocollect2.1.3howtocollect2.1Collectinginformation2.1.1TheSignificanceofInformationCollectionFirst,informationservesasthebasisonwhichnegotiationstrategiesareformulated.Second,informationisaneffectivemeanstomonitorthenegotiationprocess.Third,informationactsasamediumforcommunication.2.1.2WhattocollectMacroenvironmentinformation:(1)Politicalsituation--thestabilityofauthorities--thebilateraldiplomatic(2)Economicsituation--theeconomicsystem--theeconomicgrowthrate--theregulationsonforeignexchange--marketcondition2.1.2Whattocollect(3)Socialsituation--theproperaddressingandthedecentdressing--restrictionsoflocalcustoms--thepointstobelookedafterwhengivinggifts--thewomen’saccessibility--theoverridingreligiousbelief--thebusinessstyle2.1.2Whattocollect(4)Legalsituation--theextenttowhichthebusinesslawsandregulationsimplemented--theperiodforcasetrial--thequalificationsandcapabilitiesofthelocallawyers2.1.2Whattocollect(5)Culturalsituation--language--stereotypes（刻板印象）--prejudices--discrimination--ethnocentrism（民族优越感）--cultureshock--tabootopics（禁忌话题）2.1.2WhattocollectMicroenvironmentinformation:(1)Character--qualificationandcreditstatus(i.e.,thehistoryandstatus,economicandpoliticalpower,corporatereputation,capitalquantity,operatingcapability,bankcredit,etc.)--thelocationofthecompany--anylabordisputesofissues?--themarketshareforthisbusiness2.1.2Whattocollect(2)Capacity--capacityofthebusinesstopay--capacityofthebusinessingettingpaid（支付报酬）--capacityofthebusinesstoreceive/absorb(3)Capital(financialresources)(4)Conditions(externalconditions)2.1.2Whattocollect(5)Negotiationrepresentatives--strategies(i.e.,targets,trust,etc.)--deadlineofthenegotiation--permissionsofthenegotiationrepresentatives--personalcondition(i.e.,background,interrelationship,characteristic,psychologicaltypes,personalstyle,hobbiesandtaboo,etc.)2.1.3HowtocollectMethodsofcollectinginformation:(1)Observation(2)Inquiry(3)Questionnaire(4)Retrieval（检索）(5)Induction（归纳）(6)Internet2.1.3HowtocollectChannelsofcollectinginformation:(1)Newspapers,magazines,booksandpictures,etc.(2)Radioandtelevision(3)Fromsomeorganizationsandagencies(4)Frominformedstaffs(5)Attendingmeetings(6)Datafrompublicorganizations2.2Assemblagethenegotiationteam2.2.1Qualificationofbusinessnegotiators2.2.2Organizingthenegotiationteam2.2.1Qualificationofbusinessnegotiators(1)Correctworkethic(loyalty;confidence;goodteamspirit,etc.)(2)Knowledgestructureof“T”shape(notonlyhavewiderangeofknowledge,butalsohaveexpertiseincertainfield)(3)Indispensableabilities(canthinklogicallyandcommunicateeffectively;behighlyself-disciplined,persevered,perceptive,resourcefulandflexible)ChractertraitsforChiefNegotiator(1)Shrewdness精明(2)Patience耐心(3)Adaptablitiy适应能力强(4)Endurance持久力（8个小时）(5)Gregariousness善于交际(6)Concentration注意力(7)TheAbilitytoArticulate表达能力(8)SenseofHumor幽默(9)GoodOrganizationalQualities组织能力2.2.1Qualificationofbusinessnegotiators2.2.2Organizingthenegotiationteam(1)Principlesforteambuildingsmall&efficient--Complementaryknowledge--Complementarycharacter--Clear-definedroles(2)Organizationalstructureoftheteam--Leadingpersonnel--Business/Commercialpersonnel--Professionalandtechnicalpersonnel--Financialpersonnel--Legalpersonnel--Interpreters--Secretaries2.2.2Organizingthenegotiationteam2.3Planningforinternationalbusinessnegotiation2.3.1Basicrequirementsfordevelopinganegotiationplan2.3.2Targetsofanegotiationplan2.3.3Negotiationstrategies2.3.4Negotiationagenda2.3Planningforbusinessnegotiation2.3.1Basicrequirementsfordevelopinganegotiationplan(1)Briefandtothepoint;简明扼要(2)Thoughtfulandflexible;深思熟虑且具有灵动性(3)Predictable;可预测性(4)Timelasted;可持续的时间(5)Negotiationatmosphere.谈判氛围Principle:win-winprincipleThreecategories:(1)Thehighesttarget(maximumexpectation)-----Idealtarget(2)Acceptabletarget(expectedtarget)------Realistictarget(3)Thelowesttarget(limited/basic/must-be-realizedtarget)(bestrictlykeptconfidential)-------Minimumtarget/bottomtarget2.3.2TargetsofanegotiationplanBATNA最佳替代协议(BestAlternativetoaNegotiatedAgreement)ZOPA可能达成协议的地带(ZoneofPossibleAgreement)BATNA&ZOPA2.3.3NegotiationstrategiesHowtodecidewhatstrategiestobeapplied?1.Negotiationplace;2.Advantagesofeachparty;3.Influenceofthenegotiationoutcometoeachparty;4.Strengthofthecounterpartteamandcharacterofthechiefnegotiator;5.Periodoftimeacceptabletoeachparty;6.Possibilityandneccesitytobuilduplong-termcooperativerelationship.Formsofnegotiationstrategies(1)Thoroughnegotiationstrategy(verydetailedones,suitfornegotiationofmedium-andlarge-sizedprojects)深入协商策略(2)Sketchynegotiationstrategy(suitforusualbusinessnegotiations)粗略协商策略(3)Tacit-agreementnegotiationstragety(suitforroutinebusinessnegotiationwithregularclients,oralagreementonnegotiationtargets)默契协商策略2.3.3Negotiationstrategies2.3.4