国际商务谈判问答题.doc

商务谈判问答题南通大学 石峰1. what is about business negotiation？（PPT）Bussiness is an activity between two or more parties who confer together in order to reach a satisfying purpose 2. Fundamental Elements of Negotiation(PPT)Negotiator :Those who are engaged in negotiation.On-table/off-table negotiatorNegotiating topic :Specific problems that should be discussed Topic should be common interestNegotiating: background objective condition of negotiation including Environment/organization/staff background3. please explain the contents for “soft negotiation”，“hard negotiation” and “principal negotiation”(PPT)（1）soft negotiation considers opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations （2）hard negotiation considers the opponent as enemy ,pay more attention to the stand position rather than interests gain, focus to willpower test so as to impose self position on the other.（3）principal negotiation is value negotiation ，it strengthens fair value and fair principle derived from Harvard negotiation technique 4. what are the main tasks for the 3 stages of negotiation respectively？(13)（1）pre-negotiation The main issue here is to define the problem to be jointly solved for it .environmental factors and information collection are two main task during this stage（2）face to face negotiation Introducing team members Discussing agenda five phase will proceed: A exploration 探索/试探 B bidding 报价/招标 C bargaining 讨价还价 D settling & ratify 搞定/认可（3）postnegotiation the main thing at this phase is to review and confirm the agreement and result of talks on each issue so that no ambiguity of understanding exists. Also wrapping up includes follow-up work for future.5. what are the approaches you can use to attract immediate attention？(36) arouse curiosity by asking a question related to your talk say something humorous start off with an interesting news item open with the impact of a profound quotation open with a simple explanation of how your topic affects the common interests of the listeners start off with a shocking statement 6. what are the alternatives that you may use on how to answer when questioned？ (40) Leaving the other person with the assumption that he has been answered Answering incompletely. Answering inaccurately. Leaving the other person without the desire to pursue the questioning process further. A. give a “nothing” answer B.Use humour in answering questions. C.do not answer7. what are the requirements for the chief negotiator ？(57)（1）He must exercise a high degree of self-control and keep the team on track under trying circumstances. （2）The chief negotiator should be able to use the specialization of each member to its maximum advantage. （3）The chief negotiators greatest skill is the ability to deal with pressure from a variety of directions. （4）Candidates for chief negotiator should also be technically astute with regard to both the companys products and modern day information technology. 8.what are the advantages and disadvantages of single negotiator ？(58)Advantage：（1）to prevent the opposer from aiming questions at the weaker members of the team or creating disagreement among team members; （2）to prevent from placing complete responsibility on one person;（3） to prevent the weakening of stated positions through differences of opinion between team members （4） avoid making on-the-spot decisions. disadvantage：（1）it has a very high level requirement of the negotiator. （2） It needs the negotiator to keep a close eye on everything of the other party, to familiarize with every field that relate to the negotiation and at the same time to be alert enough to put forward quick responses to a scheme.（3） Especially when the other party send in some experts, its really hard for a single one to manage all on his own. 9.what are The advantages and disadvantages of team negotiations？(59)Advantage：(1) it would use a number of people with different technical backgrounds who can correct misstatements of fact; (2) it enables a pooling of judgments and planning in advance; (3) it presents the other side with a large opposition. Disadvantage：(1)with a big team, it is rather difficult to control and the weak member is very easy to pick out by the other party and they will attack individually. (2)Many members in a team will interfere with the negotiation efficiency. (3)The chief negotiator will be placed complete responsibility(4)They need to make on-the-spot decisions10.what are the desireable target，the acceptable target and the bottom target(79)（1）the desirable target is what we wish to attain but in reality rarely reach。（2）the acceptable target is what we make all efforts to achieve。（3）the bottom target is what we will defend and safeguard with all our might。11.what are the If the advantages if the meeting is held in your own territory ?(81)(1)it enables you to get the approval that may be necessary on problems that you did not anticipate; (2)it prevents the other side from concluding the negotiation prematurely and leaving, which he might do if he is in his own office; (3)you can take care of other matters and have your own facilities available while you are handling the negotiation; (4)it gives you the psychological advantage of having the other side come to you; and(5)it saves you money and traveling time. 12.what are the If the advantages if the meeting is held in your opposers territory ?(81)(1)you can devote your full time to the negotiation without the distractions and interruptions that your office may produce; (2)you can withhold information, stating that it is not immediately available; (3)you might have the option of going over your opposers head to someone in his higher management; and (4)the burden of preparation is on the opposer and he is not free from other duties.13. why we put forward the highest but defensible bid as seller ?(94)Highest:The opening bid sets a limit beyond which we cannot desire. Once made, we cannot normally put in a higher bid at a later stage.Our first bid influences others in their valuation of our offer.A high bid gives scope for manoeuvre during the later bargaining phases. The opening bid has a real influence on the final settlement level. The higher we set the more we shall achieve.Defensible:If broken away from the highest price that is acceptable for the other side, its just a one-sided “beautiful dream”. Therefore, putting forward a bid that cannot be defended will damage the negotiating process. It is found to be offensive by the other party. the bidding side should not only seek to his own advantage but also take the acceptable possibility of the other side into consideration . 14.please explain the advantages and disadvantages with the establishment for the first bid?(95)AdvantagesThe advantages are associated with the establishment of influence. Most people take the first bid to be a good idea. To some extent first bid is more influential than responsive bid. The first bid confines the bargaining into a special frame of the first bid so as to reach a more favorable agreement Disadvantages.：when a party hears another partys opening bid, they can then make some final adjustment in their own thinking. others may try to concentrate on attacking our bid, trying to drive us down and down without giving us any information about their own position. 15.what the basic principal that govern the concession in bargaining？（100）(1)A concession by one party must be matched by a concession of the other party. (2)Its better for the pace of concession to be as little as possible and the frequency of concession to be slow. (3)A party should trade their concessions to their own advantage, doing their best to give the other party plenty of satisfaction even if concessions are small. (4)A party must help the other party to see each of their concessions as being significant.(5)Move at a measured pace towards the projected settlement point. (6)Reserve concessions until they are needed.16.how do you break the impasse？（101）The first principal in coping with these conflicts is “keep it fluid”. The second principle is to “seeking easy escape routes”. Thirdly, use time breaks either as recesses within a particular negotiation meeting or as breaks between meetings. Fourthly, Fourthly, look to bringing in third party arbitrators or even third party chairmen to control further negotiation. Other suggestion to move out of the negotiating arena into some ambience in which informal discussion can take place. to make some changes on the team. bring in the bosses from back home . to insist on argument: refuse to the other side s unreasonable demands ,to disclose the cunning of opponent to make a deadlock;never compromise :reasonable demands /no space to make a concession unless sacrifice the interest of self17.what are the Characteristics of the final offer ?（102）(1) It should not be made too soon. Otherwise it will be taken as just another concession-one of many still to be hoped for.(2) It must be big enough to symbolize closure. (3) Negotiating to our advantage demand the last halfpenny. (4)give him that satisfaction18.At what times should we use our recess?（114）At the end of a phase in the negotiations. Before issue identification.When nearing an impasse.Team maintenance needs.Breaking a trough.19.What is the recommended procedure to get a recess?(115)State the need for a recess. Summarize and look forward.Agree on the duration of the recess.Avoid fresh issues. If others want to insert anything further, ask them to wait until after the recess.20. what should we do after the recess and the meeting is responsed?(115)A few moment of ice-breaking，as we again attune our wavelengths.re-state the progress made on agreed planconfirm rest of agreed plan or suggest changes to itre-opening statements,defining positions and interests as they are now perceived and paving the way to further creative development 21.what is evaluation standard of business negotiating?(119)Realization degree of the business negotiating objectives，the realization of the objective can only be highlight in a particular negotiation item Negotiating efficiency, low costs and high benefits means high efficiency negotiation The personal relationship after negotiating,good credit standing and friendly relationship are important symbol of successful business negotiation。22what are the Steps of business negotiating summary?(121)1) Review the negotiating process and go over the minute. 2) Analyze and evaluate the negotiating. 3) Give suggestions of improvement. 4) Write the summary report.23.what kind of benefits do the conflict lead to?(144)Conflict can provide new information about a situation.Conflict can bring a problem into the open where it can be dealt with.Conflict can provide a new perspective on a situation.Conflict can produce new ideas or new approaches to solving problems, if creativity is used. Conflict can lead to a better understanding of oneself, and ones motivations, goals and behaviors. 24.how do you deal with difficult people and difficult situation?(138)d