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第一单元II.Discussion1.Studentsshouldidentify:1.macroandmicroinformationtoberesearched2.objectivesandtargetstobeachieved3.strategiestobechosenandagendatobeset4.negotiationteammemberstobeinvolved5.locationswherenegotiationstobeconducted6.Adjustingbasedonrealitybackedupbylearning1.macroandmicroinformationtoberesearched1)InformationonrelatedenvironmentalfactorsThepoliticalstate,Religiousbelief,Thelegalsystem,Businessconvention,Socialcustoms,Financialstate,Infrastructureandlogisticssystem,Climatefactor2)KnowledgeoftheopponentNatureofthecompany,Developmenthistory,Financialandcreditstatus,Featuresofitsproducts,Worldmarketshares,Productionandsupplycapacity,Pricelevels,Preferredpaymentterms,Negotiationtargetsorobjectives,Natureofthecompany,Creditstatusandfinancialstatus,Individuals3)KnowledgeofcompetitorsSupplyofanddemandfortheproducts,Informationaboutsimilarproducts,Technologicaldevelopmenttrends,Productioncapacity,Operationalstates,Marketsharesofthemajorproducers,Salesforces,Pricelevels,distributionchannels,competitionandrelationshipbetweenoramongrivals4)Knowledgeofoneselfcapacitiesandabilitiestosupply,operationalconditions2.objectivesandtargetstobeachieved1)Definingone’sinterest2)ClarifyingobjectivesPrioritizingone’sgoalsEstablishinggoals3)Buildingone’sBATNA3.strategiestobechosenandagendatobeset1)Choosingastrategy(5types)2)Settinganagenda(theorder:1-4-3-2)4.negotiationteammemberstobeinvolved1)One-on-OnevsTeamNegotiationAdvantagesandDisadvantages2)TheLeaderObligations/responsibilities/jobdescriptionGeneralCharacteristics/Howtochoosetheleader?3)TeamMembersHowtochooseteammembers?(2wrongchoices)Menvs.WomenNegotiatingcharacters(5types)4)TeamworkGeneralCharacteristicsofeffectiveteamsRolesSeatingLocation5.locationswherenegotiationstobeconductedhomecourt/venue6.Adjustingbasedonrealitybackedupbylearning2.Forexample(studentswillfindtheirownexamples,butshouldidentify:Atoy,cost50yuanidealtarget90yuanminimumtargetorbottomline:60yuanrealistictarget:75yuan3.Studentsshouldidentify:Avoidance,Competition,Accommodation,Compromise,andCollaborationAvoidanceisnon-negotiation.Competitionisalsoknownasdistributiveorwin-losestrategy.Accommodationis“Iloseyouwin”policy.Compromiseisacombinationofcompetitionandaccommodation,twodistributivestrategies.Collaborationisalsocalledintegrative,orwin-winstrategy.Caseone:Sino-Japanesenegotiations1.WhatfactorplayedanimportantroleinconcludingthedealatthefiguregivenbytheChineseside?PreparationplayedanimportantroleinconcludingthedealatthefiguregivenbytheChineseside.Beforethenegotiation,theChinesesidedevotedmuchenergytopreparationincludingdoingmarketresearch,gatheringinformation.Duringthenegotiation,theystillkeptacloselookatthechangingmarket,thereforetheyhadacarduptheirsleevefromthebeginningtotheendofthenegotiationsthatlaidafoundationforfurtherdiscussions,duringwhich,aseriesoftacticswerewiselyused.2.WhattacticsdidtheJapanesesideuseinthefirstroundofnegotiation?TheJapanesesideusedatacticoftrialballoonbymakinganofferat10millionJapaneseyen.Theirpurposesaretwofold:iftheChinesesidedidnotknowtheinternationalmarket,theycantakeitasabasis,astartingpointfortheirbargaining,thentheycansurelymakelargeprofits.IftheChinesesidewon'tacceptit,theycanjustifythemselves.3.WhydidtheJapanesesideturntointroductionoftheirproducts?Bytalkingaboutperformance,andhighqualityoftheirproducts,theywantedtojustifytheirfirstofferinaroundaboutway.4.WhattacticsdidtheChinesesideuseinrespondingtotheirintroductionoftheproduct?Askwhileknowingtheanswer.TheymeanttoshowthattheChinesesideknowquiteclearlyaboutthemarket,thattheJapanesearenottheonlysupplier,andthattheChinesesidehastherighttomakeachoice.5.Howdoyoulookattheresultofthenegotiationtobothparties?Tobothpartiestheresultofthenegotiationisawin-winnegotiation.Thesuccessofthisnegotiationreflectsbothcooperationandcompetitionbetweenthetwosides.TheChinesesidereachedthegoalofimportingqualityequipmentwithlimitedforeignexchangeonlyaftertworoundsoftalks.TheJapanesesideapparentlysoldgoodsatapricelowerthanthepriceofsalessoldtoothercountries.Buttheirprofitswerenotreducedbecauseoftheshorttransportationdistance,andtheircostsoftransportationandriskswerereduced.Theyadjustedtheirobjectiveingoodtime,andchosetoconcludethedealratherthanleavethisopportunitytorivals.Casetwo:Negotiatingabetterpackagewhenyoustartwork(这一部分是修改过的,要认真看看)Youneedtodoyourresearchbeforeenteringthenegotiationsothatyou'resupportedbyaccurate,currentinformation.Firstly,youneedtogetthegeneralknowledgeofthemarketprice,thatisthegeneralwagelevel,ofthelaborlikeyou,especiallyintheparticularareawherethecompanyislocated.Thenyoualsoshouldfamiliarizeyourselfwiththecompanyitself,aswellastherangeofsalaryandbenefitoptionsthatarebeingoffered.Andasoneoftheapplicantsforthejob,maybeyoushouldbeawareofotherapplicants’askingpricefortheremuneration,thatistheBATNAofthecompany.Ifyouareexpectingbetterpayment,knowinghowtoshowyoursellingpointsorspecialtieswhicharesuperiortoothercompetitorsisofgreatimportance.Youshouldmatchyouradvantageslogicallyandcloselywiththejobdescription,thu
本文标题:英语商务谈判课后答案
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