英语商务谈判.ppt

InternationalBusinessNegotiation Bargainingprocess Keypoints 1 tacticsandstrategiesformakingquotations 2 indicatorsfortheendofabargain 3 tacticsandskillsformakingcounter quotations4 principlesandstrategiesformakingcompromises Thebargainingphaseisthecoreandmostdifficultstageinthewholenegotiationprocess Allnegotiatingpartiesconferaboutsubstantive 实质性的 issuesanditems Inthebargainingphase eachnegotiatingpartymeasuresitsownstrength intelligenceandstrategiesagainstthoseofitscounterpart Eachsidemaymodifyitsoriginalobjectives establishabasicframeworkforthenegotiationagreement adjustitsownstrategies Thenegotiators abilitytousetheirwisdom strategiesandskillsinacorrect effectiveandflexiblewaywilldeterminehowwelltheycanrealizetheirfinalgoals Thedefinitionofquotation Narrowly itisawaytoindicateaparticularpriceatwhichonepartywillbuyorsellthespecificcommodity Broadly includingothertermsandconditionsforadeal thenameofthecommodity quality quantity price packaging shipping insurance paymentterms inspections claims索赔 arbitration仲裁 Guidelinesformakingaquotation Theprincipleofmakingaquotationinbusinessnegotiationis toselldear or tobuycheap Thesellershouldtrytopresenthisquotationatthehighestpriceacceptabletothebuyer thebuyershouldbidforthelowestpricebearabletotheseller Thequotersshouldconsidertheirowninterestsandthedemandandsupplyoftherelevantcommodityinthemarket 价格谈判与价格谈判区间 买卖双方的价格区域 卖方的价格区域 最高报价 底价底价 最低报价 买方的价格区域 卖方的首次出价 买方的首次出价 可能达成协议的区域 卖方底价 可能成交的区域 可能成交的区域 谈判区域 买方底价 Commonwaystoestablishaquotationprice Assessthemarketsituationathomeorabroad thecompetitors pricelevel setarangeofpricestoquote Setabottomlineasthelastlineofdefenseinthenegotiation Decidetheinitiallevelforthequotation Thesellercanaskasky highprice thebuyercanmakearock bottomoffer Quotingstrategies Beexplicitandspecificbedecisiveandresoluteoffernoexplanationusedifferentiation 区别报价法 usepsychologicalpricing 心理定价法 usemidwaypricechanges Differentiation Thisstrategyallowsacompanytobuyorsellthesameproductatdifferentpricesbasedontheirgrades quantity deliverydestination shipment methodsofpaymentandotherrelatedfactors psychologicalpricing Unitsofmeasurement RMB Euro Dollar3Dollar 20Yuanexchangerate汇率换算单位kilo poundBreakingthewholeintoparts Usingsmallerunits化整为零Thedecimalfraction Oddnumberpricing 奇数定价 19 99 20 Counter offer Acounter offerisanalternativequotationgivenasanexplicitresponsetoaquotationmadebytheotherparty Makingacounterofferhelpstosetthebargainingrangeorsettlementrange Itindicatesrespectforthequoter provesone ssincerityinthetransaction anddetermineshowanegotiationwillproceed Threefactorsareinvolvedinsettingthestartingpointforbargaining Doesyourcounterpartmakeanysubstantialimprovementintheirquotationafteryoucountered Whatisthedifferencebetweentheimprovedquotationandyourdesiredclosingprice Doyouplantomakefurtherconcessionafteryourinitialcounteroffer 16GoldenRules Thenegotiation inessence isaprocessofmakingconcessions Donotmakesenselessconcession Donomakeconcessionsblindly Seizethe bigfish andletgoofthesmallone Choosetherighttime Keepthebottomlineasecret Donotpromisetomakeconcessionsbyequalmargin Lookbeforeyouleap Donotmakeittooeasyfortheotherpartytogainwhathewants Takebackanimproperandill conceivedconcession Lettheotherpartydoitfirstandthenfollowsuit Firmlycontrolthetimesandmarginofyourconcession Daretosay no Quantifyaconcession Havetheoverallsituationinmind Thereisnoneedformakingmoreconcessionsinreturnforaconcessionmadebyyourcounterpart Withdrawtogetthesecondbest Typicalhardballtactics Usedtoforcetheotherpartytomakeconcessions 1 beingexcessivelydemanding 2 emotionaloutburst 3 severalpersonstaketurnstofightoneopponenttotirehimout tag teamtactic 4 bringaboutasplit upofthecounterteam divideandconquer 5 involvecompetition 鹬蚌相争 渔翁得利 6 redfaceandwhitefaceroutine goodguyandbadguy 7 researchforayardaftergettinganinch 8 feinttotheeastandattackinthewest 9 takeadvantageofother sfaults10 theultimatum 最后通牒takeitorleaveit Strategiestopreventthecounterpart sattack 1 limitedauthority 2 noprecedents 3 fatiguingtactics seesawbattle 4 adjournment 5 retreatinginordertoadvance 6 seekingcommiseration compassion 7 showone shand TheNegotiationProcess 1 Alwaystrytonegotiateforatleast15minutes Anylessthanthatanditisunlikelythateitherpartyhashadenoughtimetofairlyconsidertheotherside Generally thesizeorseriousnessofthenegotiationdeterminestheamountoftimeneededtonegotiateit Settingatimelimitisagoodidea Approximately90 ofnegotiationsgetsettledinthelast10 ofthediscussion 2 Alwaysoffertolettheotherpartyspeakfirst Thisisespeciallyimportantifyouaretheonemakingarequestforsomethingsuchasaraise Theotherpartymayhaveoverestimatedwhatyouaregoingtoaskforandmayactuallyoffermorethanwhatyouweregoingtorequest 3 Alwaysrespectandlistentowhatyouropponenthastosay Thisisimportantevenifheorshedoesnotextendthesamecourtesytoyou Doyourbesttoremaincalmandpleasanteveniftheotherpartyisdisplayingfrustrationoranger Remembersomepeoplewilldoanythingtointimidateyou 4 Acknowledgewhattheotherpartysays Everyonelikestoknowthatwhattheysayisimportant Iftheotherpartyopensfirst useittoyouradvantage byparaphrasingwhatyouhaveheard Repeattheirimportantideasbeforeyouintroduceyourownstrongerones 5 Payattentiontoyourownandyourcounterpartner sbodylanguage Reviewthechartbelowtolearnhowtointerpretbodylanguageduringthenegotiations Makesurethatyouaren tconveyinganynegativebodylanguage BodyLanguageanditsPossibleMeanings AvoidingEyeContactLyingNotinterestedNottellingthewholetruthSeriousEyeContactTryingtointimidateShowingangerTouchingtheface fidgetingNervousnessLackofconfidenceSubmission NoddingAgreeingWillingtocompromiseShakingthehead turningawayFrustratedIndisbeliefDisagreeingwithapoint Languagetousetoshowagreementonapoint Iagreewithyouonthatpoint That safairsuggestion Sowhatyou resayingisthatyou Inotherwords youfeelthat Youhaveastrongpointthere Ithinkwecanbothagreethat Idon tseeanypro