中央财经大学《国际商务谈判》复习提纲 复习重点

1国际商务谈判复习提纲一、选择题（2’×5/10）1.LevelsofConflict：①Intrapersonalorintrapsychicconflict.不是②Interpersonalconflict③Intragroupconflict.④Intergroupconflict.2.EffectiveConflictManagement-Thedualconcernsmodel3.TheDisciplineofDiscoveringtheOtherParty’sResistancePoint①Thehighertheotherparty’sestimateofyourcostofdelayorimpasse,thestrongertheotherparty’sresistancepointwillbe.②Thehighertheotherparty’sestimateofhisorherowncostofdelayorimpasse,theweakertheotherparty’sresistancepointwillbe.③Thelesstheothervaluesanissue,thelowertheirresistancepointwillbe.4.WhichCommitmentstatementisbetter?ACommitmentstatementhasthreeproperties:ahighdegreeoffinality,ahighdegreeofspecificity,andaclearstatementofconsequences.e.g.-Thesecondisbetter.①“Weneedavolumediscount,ortherewillbetrouble”②“Wemusthavea10percentvolumediscountinthecontract,orwewillsignwithanalternativesuppliernextmonth”5.CreatingandClaimingValueandtheParetoEfficientFrontier那些点位于CLV?PEF?6.TheDualConcernModelasaVehicleforDescribingNegotiationStrategies27.ManageableandunmanageablequestionsManageablequestionscauseattentionorpreparetheotherperson’sthinkingforfuturequestions(“MayIaskyouaquestion?”),getinformation(“Howmuchwillthiscost?”)andgeneratethoughts(“Doyouhaveanysuggestionforimprovingthis?”)Unmanageablequestionsgiveinformation(“Didn’tyouknowthatwecouldn’taffordthis”),andbringthediscussiontoafalseconclusion(“Don’tyouthinkwehavetalkedaboutthisenough?”)·Unmanageablequestionsarelikelytoproducedefensivenessandangerintheotherparty.·Unmanageablequestionsarelikelytomaketheotherpartyfeeluncomfortableandlesswillingtoprovideinformationinthefuture8.CategoriesofThird-PartyInterventionautocracymediationarbitrationnegotiation二、填空题（1’×7）1.PhasesofNegotiation2.Typesofthird-partyinterventionThisisfollowedbyanexaminationofthetypesofthird-partyintervention,withspecialattentionpaidtothreeformalthird-partyroles:arbitration,mediation,andprocessconsultation.三、简答题（8’×5）1.ExplainthedifferencesbetweenNegotiationandBargain?Becarefulabouthowweusebargainingandnegotiation.①zero-sumandnon-zero-sum②relationshipbetweenparties-cooperationandopposition3③BargainbelongstoNegotiation2.CharacteristicsofaNegotiationSituation①Therearetwoormoreparties.②Thereisaconflictofneedsanddesiresbetweentwoormoreparties.③Thepartiesnegotiatebychoice.④Whenwenegotiateweexpecta“giveandtake”process.⑤Thepartiesprefertonegotiateandsearchforagreement.⑥Successfulnegotiationinvolvesthemanagementoftangibles&alsotheresolutionofintangibles.3.HowtoacknowledgeTwodilemmasinmutualadjustment.First,thedilemmaofhonesty,concernshowmuchofthetruthtotell?Second,thedilemmaoftrust,howmuchshouldthenegotiatorsbelievewhattheotherpartytellsthem?4.WhatarethekindsofLevelsofConflict?DoeseachoneapplytotheNegotiation?①Intrapersonalorintrapsychicconflict.WantanicecreamwhichisveryfattingAngerwithabosswithafraidtoexpress②Interpersonalconflict.Betweenworkers,spouses,siblings,roommates③Intragroupconflict.Withinfamilies,classes,livingunits,andtribes④Intergroupconflict.Betweenorganizations,ethnicgroups,warringnations,orfeudingfamilies.NO,thefirstlevelofconflict-Intrapersonalconflict-isn’ttheobjectnegotiationconcerns.5.TheDistributiveBargainingSituation•Targetpoint-•Resistancepoint-•Startingpoint-6.WhatistheBATNA?BATNA,BestAlternativeToaNegotiatedAgreement，•BATNAs---BestAlternativetoaNegotiatedAgreement.TheavailabilityofaBATNAoffersanegotiatorsignificantpowerbecauseshenowhasachoicebetweenacceptingtheotherparty’sproposalorthealternativedeal.4NegotiatorscanusetheBATNAasleveragetostrikeabetteragreementinthecurrentdiscussion.7.Theadvantagesanddisadvantagesofexaggeratedopeningoffer.夸张的开场报价Advantages:Itappearsthatfirstofferscananchoranegotiation.Anexaggeratedopeningoffermaybeadvantageous.Exaggeratedopeningofferbringsmuchbiggersubsequentconcessions.Disadvantageous:①itmaybesummarilyrejectedbytheotherparty;②itcommunicatesanattitudeoftoughnessthatmaybeharmfultolong-termrelationships.8.WhichPatternofConcessionMakingisbetter?Why?谁的妥协过程更好？金额、次数Firstconcessionconveysamessage,frequentlyasymboliconetotheotherpartythathowyouwillproceed.Firmnessmayactuallyshortennegotiations,thereisalsotheveryrealpossibility,however,itwillbereciprocatedbytheother.Therearegoodreasonsforadoptingaflexibleposition.Partiesfeelbetteraboutasettlementwhenthenegotiationinvolvedaprogressionofconcession.SizeofconcessionConcessionnumberConcessionprice9.HardballTacticsGoodCop/BadCopAlthoughthegoodcop/badcoptacticcanbesomewhattransparent,itoftenleadtoconcessionsandnegotiatedagreements..Lowball/HighballStartwitharidiculouslylow(orhigh)openingofferthattheyknowtheywillneverachieve.Theunion’sfirstofferwastorequesta45percentsalaryincreaseoverthreeyearswithinneighboringuniversitieshadbeen3to4percent.Risk:theotherpartywillthinknegotiatingisawasteoftimeandwillstopnegotiating.BogeyNegotiatorspretendthatanissueoflittleornoimportancetothemisquiteimportant.Laterinthenegotiation,thisissuecanthenbetradedformajorconcessionsonissuesthatareactuallyimportanttothem.TheNibbleNegotiatorsaskforaproportionallysmallconcessiononanitemth