国际商务谈判International-Negotiation

国际商务谈判InternationalNegotiation1.谈判是人们为了协调彼此之间的关系，满足各自的需要，通过协商而争取到意见一致的行为和过程。2.参与谈判的各方都是有所求的，但同时也不能无视他方的需要（win-winconcept）AB3.谈判是一门科学也是一门艺术。Negotiationisscienceandart4.商务谈判的基本原则Principles:1)Sincere,true,honest真诚2)Equalityandmutualbenefit平等互利3)Seekcommongroundwhileleavingdifferences求同存异4)Fairness公平5.用图表表示谈判的良性循环SuccessfulModelofNegotiation6.用图表解释解决谈判中矛盾的方法landConflictresourceattitudebehavior(psychologyadjustment)(Internationallaw)ProfitabschemeplanmaintainfriendlyRelationrelationscarryoutfulfillperformAgreementaadfdertaaaDetailsconsultBargainsolvedproblemconflictN=C=NNegotiation=Consult=Negotiation7．美国商人谈判风格1)History《TheDeclarationofIndependence》独立宣言ImmigrantfromEuropetoAmericaOpenupAmericaThespiritofdevelopingAmericaCreation2)AmericansattachimportanceonPractice实际Keepone’spromiseandrespectcontractsLawyersplayaveryimportantroleinthenegotiation.Notuntiltheyconfirmeverythinginthecontractwilltheysignit.Aftertheagreement,Americanskeepitseriously.Takeefficiency讲求效率Beforeanegotiation,Americanswillmapoutaplanfirst,andthencarryitoutstepbystep.与美国人谈判要尽量简明扼要，直接进入实质阶段，那些繁文缛节往往会使他们产生反感PursuepragmaticachievementandfondofventureTheypresstheirgoals,valueefficiencyandprefertoincludeallnecessarypartsinthenegotiationembracingdesigning,development,production,engineering,saleandpriceandreachapackagedeal3)PersonalcharacteristicsSelf-confidentAmerican’shighindividualismismanifestedthroughtheirdecisionmakingprocess——individualhastherighttomakethedecision.Personalresponsibilityisstressed美国人个人表现欲很强，乐意扮演“硬汉”“英雄”的形象。在美国的谈判队伍中，人数一般不会超过七人，远远少于他方，谈判关键决策者往往只有一两个人，这大大地提高了效率，但由于他们往往缺乏patience，因而使对手通过这一点来获得利益StraightandfrankTheyusuallyignoreestablishingpersonalrelationpriornegotiation.Intheirminds,goodbusinessbringsaboutgoodpersonalrelation,notviceversa.Theyhavetheexactdefinitionof“right”and“wrong”谈判中，美国人从不含糊其辞，而是直接相告。美国人并不在乎出身背景，更注重个人的能力。因而在与其谈判过程中，应积极反应，立足事实，大方的讨价还价。Well-preparedEnthusiastic,talkativeandhumorousNeatwork4)Geography：ThereexistsdiversityamongmerchantsindifferentpartsofAmericaMiddle(Ohio俄亥俄州，Minnesota明尼苏达州)Conservative,simple,kindlymanner,makefriendsWest（PacificOceanCoast）Attachimportancetopromise,beovercriticalSouth(Texas得克萨斯州，Tennessee田纳西州,Arkansas阿肯色州，Oklahoma俄克拉何马州)Solicitous,frank,impatient,acuteEast(Washington-NewYork)Itisoneofthebiggestfinancialcentresintheworld.ItisthesymbolofwealthandWallStreet（华尔街）isitssymbol.Everydaythereisalargesumofmoneyandagreatmanyprofessionalsswarminginto.Miracleshappenallthetime.Peoplethereleadtoahighrapidandstressfullife.Benefitistheonlythingintheireyes.8.用英语制定一份谈判方案1)Collectinginformation2)Targetdecision3)Members4)Place5)Time6)Others以下是我写的一份计划，仅供参考，请不要直接写在你的考卷上，以免出现雷同Case:CompanyAisamanufacturerofsilkproductswithprintedpatterns.Theproductpatternsaredesignedtocatertodifferentculture,customsandtastes.Oneday,anAmericansalesman,Gary,cameintotheplantandlookedcarefullyatthesamplesexhibited.Heshowedsatisfactorytotheproductsandwantedtoorder7patterns.Theywillhaveanegotiation.1)CollectinginformationAfterseekingandanalyzingdataandinformationfromsomeInternationalorganizationsandon-line,wefoundthatproductswhicharesimilartooursareinsmallsupplybutinlargedemandatEuropeanmarketandthepricecouldreachashighas$30peryard.Gary’scompanyBhasagoodfinancialcreditandacompletesellingnet.Theyalsoownafleet,sothetransportationfeecouldbecutdown.2)TargetdecisionDesirabletarget:$25peryard(Thisgoalservestwopurposes:settingapotentialgoalfornegotiatorstostriveforandleavingroomforbargaininginnegotiations.)Acceptabletarget:$15-$25peryard(Thisisdeterminedaftercarefulthinkingofmarketandthecost.Weshouldmakealleffortstoachieveit.)Bottomtarget:$15peryard(Thisis“walkawaypoint”)bottomacceptdesireForA:Attention:Sincethedevelopmentofnegotiationisoftenunpredictable,thetargetattainabilityisalsouncertain.3)Members:Aleader(thecompany’schiefmanager)AprofessionalinsilkproducingAninterpreterAlawyer4)PlaceThenegotiationwillbeheldinourcompany’smeetingroom.Itwillenjoyseveraladvantagesasahost,suchasfamiliarsurroundingsandcreatingpressureontheothers.hostGuest5)TimeThenegotiationisexpectedtoendupduringoneweek,sixdaysfornegotiationandonedaybreak.Ifthere’ssometrouble,wecanusetheleisuretimetocontinuethenegotiation.6)Others:Duringthemeeting,therepresentativesfromcompanyBwillbesetintotheHiltonHoteltohavearest.Wewilltakethemtogoforanoutingintheleisuretime.WewereinformedthatGaryiscrazyaboutcollectingpipes,sowepreparedhimatraditionalChinesepipeasagift.参考文献《国际商务谈判—理论案例分析与实践》——白远F740.41/2《国际商务谈判》——刘向丽F740.41/8Profitab