国际商务谈判问答整理.doc

1、Please explain the fundamental elements of negotiation.（1）Negotiator ：Those who are engaged in negotiation.On-table/off-table negotiator（2）Negotiating topic ：Specific problems that should be discussedTopic should be common interest（3）Negotiating background ：Objective condition of negotiation Environment/organization/staff background2、What are the main contents for soft/hard/principled negotiation.A、 soft negotiation1. 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 interestsB 、hard negotiation1. 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.C、 principled negotiation1. to strengthen fair value and fair principle derived from Harvard negotiation technique 2. to negotiate based on equality3. to separate the people from the problem4. to insist on using objective criteria5. To talk Frankly and openly instead of being engaged in intrigue6. seek commonalities, take as much more effort as possible to eliminate difference and strive for win-win 7. invent options for mutual gains ; mutual understanding3、Please explain the basic principles of negotiation.Equality principle In modern negotiation , equality and mutual benefit is a very basic principle. It means both parties are equality in law status. They have equal rights and obligations. They do business out of their own needs and they are informed of each other to enjoy mutual benefits. Sincere cooperation Through negotiation, both parties are seeking an alternative arrangement of a business situation so that at the end of the negotiation they feel this result is much better than that when the first started. As a matter of fact, both parties are making concessions.Keep it flexible and fluid It needs some flexibility to keep it fluid in the process of negotiation as to how to seek the consistency of both parties to achieve the holistic objectives as long as you dont give up some important principles. Especially you have to use different kinds of negotiation strategies and tactics to deal with different negotiation opponents in different negotiation atmosphere and under different conditions.4、How do you understand the conflicts in negotiation.1. Parties in conflicts are interdependent , which means there remains a kind of relationship developed by interrelated interests and concerns. There would be no conflict if two parties were not interrelated and had nothing to do with each other.2. Contradictions and interests coexist. If there are only contradictions and no sharing of common interests, negotiation becomes groundless and unnecessary.3. Two parties in a conflict will naturally fight for each others own interests and make every effort to gain more from the other side, as a result it will reduce gain of interests expected initially.5、How do you understand the active listening talking and inquiring in negotiation.(?)active listeningIn order to be a good listener, you must bear in mind that conversation or negotiation between individuals can proceed at various levels of meanings. Listening is as much a persuasive technique as speaking. A successful listener must keep an open mind and strive to be free from bias （偏见）and preconceived notions. There is no one more competitive and hostile than negotiators who feel that their best arguments were ignored, misunderstood or dismissed. A person may be characterized as friendly if his or her voice sounds warm and well modulated. Someone may be thought of as dull and uninteresting if the voice sounds flat and monotonous. Someone who is too loud may appear bombastic. Someone who is too soft may be tagged as timid. Speaking too fast may convey impatience or anger. Speaking too slow may cause someone to be viewed as hesitant or fearful. Having a reserve of functional questions ready at any time will permit you to direct the stream of conversation in any manner you want. You can make up several questions that will help guide your overall strategy. At the same time, under each individual tactic, have several questions ready for moment-to-moment guidance. Even when the opposer is doing most of the talking, you can safely permit this because with the use of a question you can always obtain conversational control. 6、What is about the role of a chief negotiator?1. The chief negotiator is in general responsible for the negotiation team. He is the chief speaker as well. The chief negotiator is responsible for unifying the strategy, tactics and overall style to be used by a particular company. He is the key person to a successful negotiation result. So we have to be very careful when choosing the chief negotiator. Generally speaking the chief negotiator must meet the following requirements: 2. He must exercise a high degree of self-control and keep the team on track under trying circumstances. 3. The chief negotiator should be able to use the specialization of each member to its maximum advantage. 4. The chief negotiators greatest skill is the ability to deal with pressure from a variety of directions. 5. Candidates for chief negotiator should also be technically astute with regard to both the companys products and modern day information technology. 7、What are the advantages and disadvantages for team negotiation. On the other hand, a team might be best because 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. 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. 8、What are the concept and effect of negotiation agenda?An agenda may be presented by one side or prepared by both sides , or each side may prepare two agendas: a general agenda and a detailed agenda. The general agenda is presented to the other side, and the detailed agenda is for ones own use.1. The agenda might very well be considered one of the tactics used in negotiation because it contains your assumption2. The issues might be listed so that the major ones are discussed first.This will prevent wasting time on minor issues and to make sure of leaving sufficient time to discuss the major ones 3. minor issues might be listed first so that you can begin the negotiation by making concessions, expecting that as the issues become more important you will get concessions in return.4. others set up a group of conditions or issues that they feel they can agree on. 5. Some negotiators break the issues into those involving dollars and those not involving money and attempt to resolve the non-monetary matters first. Summary:1. Conferring and agreeing upon all aspects of the agenda for the negotiation is the first step in the long process of the relationship building so necessary for a successful deal. 2. sometimes the quality of the deal becomes secondary to that relationship.9、What are the desirable objectives , acceptable objectives , the bottom objectives.(79)desirable objectivesThe desirable target is what we wish to attain but in reality rarely reach. It serves two purposes in negotiations: setting a potential goal for negotiations to strive for and leaving room bargaining in negotiations. In other words, by desirable target we mean the targets or benefits we could think of giving up under critical conditions.acceptable objectivesThe acceptable target is what we make all efforts to achieve. If we take advantage of their power and strength , and manage the negotiation skillfully, the acceptable target is attainable and very often can be gained.bottom objectives 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.10、Please explain the advantages and disadvantages for host venue negotiation,guest venue negotiation and the third venue negotiation.If the meeting is held in your own territory, you have the following advantages: 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; and5. it saves you money and traveling time. Going to your opposers home territory also has advantages: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.The third partys venue : meet on neutral grounds:1. It is fair for both parties;2. no one will have the psychological edge3. disadvantage : the risk of intervene from the third party. 11、Why do we set the highest defensible bidding as a seller?1. 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.2. Our first bid influences others in their valuation of our offer.3. A high bid gives scope for manoeuvre during the later bargaining phases. 4. The opening bid has a real influence on the final settlement level. The higher we set the more we shall achieve.12、What are the disadvantages , advantages for the first bidding.1. Some other people believe the first bid might have its disadvantages. 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.2. 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. This is something we must resist-we must make them bid and not allow the negotiation to degenerate into a fight on our first offer. 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 .13、What are the basic principles that govern concession in bargaining.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. Whats more the pace of concession must be similar as between the two parties. If you give a little, then you must give no more until the other party has given a little in return. 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.14、How do you break the impasse.1. The first principal in coping with these conflicts is “keep it fluid”. 2. The second principle is to “seeking easy escape routes”. 3. Thirdly, use time breaks either as recesses within a particular negotiation meeting or as breaks between meetings. 4. Fourthly, Fourthly, look to bringing in third party arbitrators or even third party chairmen to control further negotiation. Other suggestions for the impasse handling1. to move out of the negotiating arena into some ambience in which informal discussion can take place. 2. to make some changes on the team. 3. bring in the bosses from back home .4. to insist on argument: refuse to the other side s unreasonable demands ,to disclose the cunning of opponent to make a deadlock;5. never compromise :reasonable demands /no space to make a concession unless sacrifice the interest of self15、What time should we use recess and what is recommended procedure get a recess. At what times should we use our recess?1. At the end of a phase in the negotiations. 2. Before issue identification.3. When nearing an impasse.4. Team maintenance needs.5. Breaking a trough. What is the recommended procedure to get a recess?1. State the need for a recess. 2. Summarize and look forward.3. Agree on the duration of the recess.4. Avoid fresh issues. If others want to insert anything further, ask them to wait until after the recess.16、What is the procedure recommend to back the meeting after getting recess.After the recess, the meeting is re-opened with a miniature version of the steps that are taken to open a negotiation.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 it.4. Re-opening statements , defining positions and interests as they are now perceived and paving the way to further creative development.17、How do you understand the conflict and what are the benefits for conflict? Conflict is an emotionally charged word for many people. Yet without conflict there is no need to negotiate. One might view this statement as obvious, or find it puzzling or unbelievable. Those who view conflict as mutual interference, however, see negotiation as an opportunity for solving problems 1. Conflict can provide new information about a situation.2. Conflict can bring a problem into the open where it can be dealt with.3. Conflict can provide a new perspective on a situation.4. Conflict can produce new ideas or new approaches to solving problems, if creativity is used. 5. Conflict can lead to a better understanding of oneself, and ones motivations, goals and behaviors. 18、How do you develop self-control?1. Keep your emotions in check and not let them override or interfere with judgment;2. Not personalize the situation or the behavior of the other party, which includes realizing that their behavior is not a personal attack on you personally;3. Make rational decisions to behave in a particular way in spite of strong emotional feeling to behave the opposite way.19、How do you deal with the difficult people and difficult situation?1. Developing self-control2. Accurate diagnosis3. Knowing ones core values4. Appropriate anger management5. Role selection6. Doing the unexpected7. Resiliency20、What should the contents be included in quotation and offer respectively? In response to an enquiry, Quotations may be given. A satisfactory quotation will include the following:1. Details of prices, discounts and terms of payment.2. A statement or clear indication of what the prices cover (e.g. freight and insurance, etc.).3. An undertaking as to the date of delivery or time of shipment.4. The period for which the quotation is valid. A satisfied offer will include the following:1. Name of commodities, quality, quantity and specifications.2. Unit price and type of currency.3. Terms of payment and discounts.4. Indication of what the price covers.5. Packing conditions and date of delivery.6. The term of validity of the offer.21、What are the difference between the offer and quotation? An offer is different from a quotation. The latter is just an indication of price without contractual obligation, while the former is a definite commitment on the part of a supplier. A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. It can develop into a contractual obligation. Therefore, once it is accepted by a buyer, the seller cannot revoke it. 22、How to design the strategies?(1)Basing the strategies on strengthsThe key people, technology, time, financial aspects, location, product or service can be a source of bargaining strength.A second area in planning strategies is the need to list the team weaknesses as well, and each team has some. The