南通大学国际商务谈判简答期末考试 通大二手.doc

仅供参考，请选择调整使用 南通大学卖书买书换书联系我们 微信公众号ntu-ershou 二手书交易中心 传递旧书 分享知识 资源有限 服务无限1 Whats about business negotiationA :Generally speaking: Negotiation is the process we use to satisfy our needs when someone else controls what we needSo we defies “negotiation” an activity between two or more parties who confer together in order to reach a satisfying purpose ”2、What are the fundamental elements of negotiation?A: The Fundamental Elements of Negotiation are Negotiator, Negotiating topic and Negotiating background. Negotiator: Those who are engaged in negotiation.On-table/off-table negotiator Negotiating topic: Specific problems that should be discussed Topic should be common interest Negotiating background: Objective condition of negotiationEnvironment/organization/staff background3、Please explain the features, disadvantage and advantage of soft negotiation, hard and principled negotiation respectively?A: soft negotiation:Features: 1、To consider opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations 2、The power of one party is inferior to anothers;or both parties had been making friends for many years; to take effort to pursue the long-term of interests Advantage: Easy to approach agreement ,high efficiency, maintain and strengthen the bilateral relation Disadvantage: Blindly compromise and concessions to give the opponent opportunity hard negotiation: Features:To consider 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.Advantage: much more pressure imposed on the opponent ,to promote the agreementDisadvantage:Easy to cause deadlock and lead to failure of performing agreement and maintaining the long-term cooperation. principled negotiation: Features: To negotiate based on equality Advantage: To separate the people from the problemDisadvantage: To insist on using objective criteria4. Please explain the three stages of business negotiation?A:The three Stages of business negotiation are Pre-negotiation, Face-to-face negotiation and Post-negotiation.The pre-negotiantion stage:.environmental factors and information collection are two main task during this stage.The Face-to-face negotiation stage: 1）Introducing team members2）Discussing agenda3)five phase will proceed: A exploration B bidding C bargaining D settling & ratify The Post-negotiation stage:In a word, 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 attentionA:n arouse curiosity by asking a question related to your talk n say something humorous n start off with an interesting news item n begin with a specific illustration or case, which tends to lend an air of seriousness and reality to your talkn open with the impact of a profound quotation n show a visual illustration of your main points, which can be either a chart, picture or item related to your talk n open with a simple explanation of how your topic affects the common interests of the listeners n start off with a shocking statement n casually comment on something that has just happened or been said at the meeting if it ties into your presentation6.What are the alternatives that you may use on how to answer when questioned?A: 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. 7、What kind of requirements must be needed for the chief negotiator?A: Generally speaking the chief negotiator must meet the following requirements: He must exercise a high degree of self-control and keep the team on track under trying circumstances. The chief negotiator should be able to use the specialization of each member to its maximum advantage. The chief negotiators greatest skill is the ability to deal with pressure from a variety of directions. 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 advantage for individual negotiation ？A: The advantages of a single negotiator might be: to prevent the opposer from aiming questions at the weaker members of the team or creating disagreement among team members; to prevent from placing complete responsibility on one person; to prevent the weakening of stated positions through differences of opinion between team members to avoid making on-the-spot decisions.9. What are the disadvantage and advantage for team negotiation respectivelya team might be best because it would use a number of people with different technical backgrounds who can correct misstatements of fact; it enables a pooling of judgments and planning in advance; it presents the other side with a large opposition. But 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. Many members in a team will interfere with the negotiation efficiency. So keep the negotiation team as small as possible. And this will result in a favorable position in the negotiation. 10、What are the desirable target, acceptable target and bottom target?A: The desirable target is what we wish to attain but in reality rarely reach. It serves two purposes in negotiations：setting a potential goal for negotiators to strive for and leaving room for bargaining in negotiations.The acceptable target is what we make all efforts to achieve. If we take advantage of their power and strength, and manage the negotiations skillfully, the acceptable target is attainable and very often can be gained.The bottom target is what we will defend and safeguard with all our might. Unless the bottom target is met, we would block further discussion and announce failure of negotiations. In other words, we would never give up the targets or benefits and there is no room to bargain.1112、What are the advantages and disadvantages for host venue, guest venue?A: The general rule that you do better at home is not surprising. Scientific research indicates that you will do best in a negotiation when you are at your home office and the other party is in unfamiliar territory. The host venue has the following advantages: it enables you to get the approval that may be necessary on problems that you did not anticipate; it prevents the other side from concluding the negotiation prematurely and leaving, which he might do if he is in his own office; you can take care of other matters and have your own facilities available while you are handling the negotiation; it gives you the psychological advantage of having the other side come to you; it saves you money and traveling time.The guest venue has the following advantages: you can devote your full time to the negotiation without the distractions and interruptions that your office may produce; you can withhold information, stating that it is not immediately available; you might have the option of going over your opposers head to someone in his higher management； the burden of preparation is on the opposer and he is not free from other duties.13、Why do we should set the “ highest ” defensible bidding as seller?A: The opening bid needs to be “the highest” because: 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 The opening bid needs to be high. At the same time it must be defensible.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 advantage and disadvantage of the first bid.A: The 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 A disadvantage is that when a party hears another partys opening bid, they can then make some final adjustment in their own thinking. A new element of information is provided about regarding a partys starting point, providing modification to their own bidding to gain fresh advantage.Another disadvantage is that 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、Whats the basic principle that govern concessions in bargain stage?A: The basic principles that govern concessions in bargaining are: A concession by one party must be matched by a concession of the other party Its better for the pace of concession to be as little as possible and the frequency of concession to be slow. Whats more the pace of concession must be similar as between the two parties. 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 A party must help the other party to see each of their concessions as being significant Move at a measured pace towards the projected settlement point Reserve concessions until they are needed.16、How do you break the impasse?A: In general, there are nine ways to break the impasse: keep it fluid seeking easy escape routes use time breaks either as recesses within a particular negotiation meeting or as breaks between meetings look to bringing in third party arbitrators or even third party chairmen to control further negotiation. 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 never compromise 17、What are the characteristics of the final offer toward the settlement?A: Characteristics of the final offer are:1) It should not be made too soon2) It must be big enough to symbolize closure3) Negotiating to our advantage demand the last halfpenny4) give him that satisfaction18、what time do we use the recess during negotiation?A: We can use the recess during negotiation in the following time: 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?A: They are following: state the need for a recess; summarize and look forward; agree on the duration of the recess; avoid fresh issues. 20、What are the evaluation standards of business negotiation?A: 1) Realization degree of the business negotiation objectives;2) Negotiating efficiency;3) The personal relationship after negotiatingTo sum up , a successful negotiation must be one in which both sides needs are met. 21、How do we restart the meeting after recess?A: 1) A few moments of ice-breaking, as we again attune our wavelengths;2) Re-state the progress made on agreed plan;3) Confirm rest of agreed plan or suggest/agree changes to i