国际技术转让与知识产权保护ChapterClosingtheNegotiationPPT课件

精品课件 1 Chapter6ClosingtheNegotiation 精品课件 2 Afterthepreparation biddingandbargainingcomestheclosingperiodofnegotiating Toreachanagreementthepartieshavetoexperiencethetwophasesofmakingthedealandformallysigningthecontract Throughthebargainingprocess bothpartiesaregraduallyagreeingonsomepointsandtheyaretryingtomakethedealfromtheirownperspective Oncetheagreementissettled thecontractshavetobewrittenoutandtheeconomiccontractshouldbesignedinaformalway 精品课件 3 Thischapterdiscussessomepointsofclosingthenegotiation introducessometacticstowardsagreement givessometipsoncontractsigningandnegotiatingsummary Inthischapteryou lllearn whomakesthedecisiontoclose whenitistimetoclose tacticstowardsagreement tipsoncontractsigning summaryofthenegotiating 精品课件 4 6 1Closingthedeal 6 1 1Whomakesthedecision Thedifferencebetweenasuccessfulandanunsuccessfulnegotiatoristheabilitytocloseadealwhenithasreacheditsmaximumlevelofdistributing enough amongallparticipants Thedealisbestclosedwhentheagendahasbeenexhausted 精品课件 5 Buyersusuallyhavethesayastowhenadealwillbeclosed buttheycanbeencouragedtodosobysavvysellers Thisiswhyeverysalesforceintheworldhasits closingspecialist whosejobistoconvincethebuyerthat enough hasbeenhadandit stimetotransactthedeal Bothbuyerandsellerhaveanequalchancetoclosethedeal andthemoreproactivethedecisionmakeris he llhaveagreaterchanceofcontrollingtheprocess 精品课件 6 6 1 2Whenisittimetoclose Todetermineifit stimeforclosure herearesomequestionstoaskeitherdirectlyorindirectly Haveallpointsoftheagendabeendiscussed Havethetechnicalaspectsofthedealbeenreviewed Havethelocalandinternationallawsapplicabletothedealbeenresearched Areallactivepartiestothedeallogisticallycapableofperformingtheirfunctions Isthetimelinesetforthedealrealistic Doallpartiesrecognizetheshortandlong termconsequencesofthedeal Areallpartiesinagreementastothelanguageandtermsofthedeal Doallthepartiestothedealtrusteachother Doallpotentialsignatorieshavetherequisiteauthoritytoactontheircompany sbehalf 精品课件 7 Sometimestheappropriateresponsetoanofferlaidonthenegotiatingtableis no Decliningadeal anddoingsointhepropermanner issometimestheSilverMedalofinternationalbusiness notideal butrespectable Decliningthedealmustbedonewiththegreatestdiplomacybecausethispotentialforfuturedealingsisveryimportant 精品课件 8 6 2Tacticstowardsagreement 6 2 1RecessingByrecessingwemeantakingashortbreakduringwhicheachpartymovesoutofthenegotiatingforumtoreconsidertheprogressofthenegotiation andtoreconsideritsownposition orbreakingoffuntilalatersession Recessingissuchanimportantdevicethatthemethodofusingitdeservestobeexamined Whendoweuseit Howdowearrangeit Howdowere start 精品课件 9 Atwhattimesshouldweuseourrecess Attheendofaphaseinthenegotiations Beforeissueidentification Whennearinganimpasse Teammaintenanceneeds Breakingatrough 精品课件 10 Whatistherecommendedproceduretogetarecess Statetheneedforarecess Summarizeandlookforward Agreeonthedurationoftherecess Avoidfreshissues Ifotherswanttoinsertanythingfurther askthemtowaituntilaftertherecess 精品课件 11 Aftertherecess themeetingisre openedwithaminiatureversionofthestepsthataretakentoopenanegotiation Recessingispotentiallyaveryinfluentialdevice Disciplinedusecanmakeitadevicethathelpsustowardsprofitableco operation 精品课件 12 6 2 2SettingdeadlinesDefiningthetimebywhichanegotiationmeetingmusthavefinished Iambookedonthe11 40plane orthedeadlineforaseriesofnegotiations I minstructedtoofferthistoABCCompanyifwecannotagreebefore14March Theseareseenasthreats Theycancauseresentmentandcounter aggression 精品课件 13 However ifthedeadlineisagreeduponbythetwoparties notsimplyimposedbyoneofthem thentheatmospherebecomesmorecollaborative Contrastthefirstquotationaboveandthefollowing Itwouldbeagreathelptomeifwewereabletoconcludethismeetingintimetocatchthe11 40plane Woulditbeallrightwithyouifweaimtomoveatthatspeed 精品课件 14 Therearepositiveimplicationsforsettingadeadlineforthenegotiations Thesettingofadeadlinehelpstoconcentratethemind theenergy theeffort andthespeedofachievement Thereishoweveranegativeinfluenceifeitherpartyfeelstooearlyadeadlinehasbeenimposed 精品课件 15 6 2 3Fulldisclosure ThestraightforwardstatementLiterally thismeanscompletereadinesstogivetotheotherpartyallone sinformation Inpractice therewillalwaysbesomeelementspeopleareunwillingtodiscloseandsomeotherelementstheyareunabletodisclose Wethereforehavetointerpret fulldisclosure asmeaningthedisclosureof90percentofwhatweperceive 精品课件 16 Therearesomenegotiatorswhosecharacterisstronglyinclinedtowardsopennessandfrankness Thispatternofbehaviorcanbehighlyproductive inducingtheotherpartytorespondandtoco operate Fulldisclosure thenbecomesanadvantage providingthatitisusedinconjunctionwithalltheskillsofnegotiatingtowardsagreement Itis ofcourse afataldisadvantagewhen fulldisclosure isofferedtootherswhosesoleinterestliesintheirownadvantage 精品课件 17 6 2 4Lubrication TheGolfClubLubricationisanart Itmaybemoreorlesssubtle Itisnotnecessarilythesameasbribery Thereareplentyofdifferentwaysofofferinginducementstonegotiators Informandextent thepatternvariesfromoneregiontoanotheranditneedslocalexpertisetomanagetheprocess Insomecultureslubricationisanessentialingredientfromnegotiatingtowardsagreement Itisaningredienttheskillednegotiatormustprovidefor evenwhenhehimselfisnottherightpersontohandleit 精品课件 18 TheGolfClubisatactictobeusedattimeswhentheteamsarereachingstalemateandprogressisinterrupted Thetacticisfortheteamleaderstoagreetomeetinformallyinsomeenvironmentthatencouragesmutualtrustandopenness FormanypeoplethatatmosphereofmutualtrustandrespectisfoundintheGolfClub ForEnglishmen itisfoundintheGentlemen sClub ForFinns itisinthesauna ForJapanese itisfoundinthebathhouse 精品课件 19 6 2 5ThestudygroupWhenthenegotiationsbetweenteamsgetboggeddown itisthenhelpfultosetupasub group Forexample whenmattersarereachinganimpasseoverdelivery thentheproductionpeoplefromthesupplierscanformasub groupwithoneortwomembersofthepurchaserstofindmeansofresolvingthedeliveryproblemtotheirmutualadvantage Atthesametimethemainpartiesarefreedtoconcentrateonotheraspectsofthenegotiationsortogivetimetotheirotherduties 精品课件 20 6 3Tipsoncontractsigning Whenbothsideshavereachedanagreementonthemainitems itshouldhaveawrittenformofacontractoranagreement Acontractisawrittenagreementbetweenthetwotradingsidesinordertoitemizetherightandobligationsofbothparties Oncesigned ithaslegalforce Thereforeweshouldpaycloseattentiontothesigningofcontract discusseveryitemquiteseriouslyandinaverydetailedway Thefollowingaresometipsonsigningacontract 精品课件 21 6 3 1ThedraftofthecontractGenerallyspeaking thesidethatmakesthedraftwillbeinapositivepositionofthewholedeal sothefocusshouldbemoreonwhomakesthedraft Ifonesidecannotcontrolmakingdraft theyshouldatleastbeinvolvedwiththeothersideforthisprocess 精品课件 22 6 3 2Examinationofthequalificationofthecontractsigneranditstradingitems scopeandprocessAdisqualifiedcontractsignerissurelyaproblemtothenegotiating Itmeansthecontracthesignedisinvalid Thereforeathoroughexaminationshouldbedonetothecontractsigner 精品课件 23 Thetradingitems scopeanditsprocessshouldbewithinthelawandtheallowanceofthegovernmentpolicy Thesigningofthecontractshouldalsoanswerforthelaw 精品课件 24 6 3 3ContractarticlesmustberigidandthoroughInrealpracticetherearemanysuchcasesofthedamagescausedbyambiguouscontractarticles Forexample arestaurantsignedacontractwithavegetablecompany Thecontractincludesonlyafewwords specifically Chinesecabbagesof20 000kilograms Finallyatthetimeofdelivery itturnedoutthathalfofthecabbagesrottedduringtransportation Inthiscase thebuyerhastosufferallthedamagesbecausethereisnotasinglewordmentionedconcerningthequalityofgoodsinthecontract 精品课件 25 6 3 4ThecontractsigningceremonyForsomeimportantnegotiating especiallyinternationalbusinessnegotiating thelocationofthecontractsigningisimportant Thereasonisthatthesigningsiteofthecontractcannormallydecidewhichcountry slawsareadoptedtosettlethedisputes Accordingtointernationalconvention thecourthouseorarbitrationorganizationcouldmaketheadjudicationorarbitrationbasedonthelawofthecountrywherethecontractissignedshouldanydisputearise 精品课件 26 6 4Summaryofthenegotiating 6 4 1ValueevaluationstandardofbusinessnegotiatingTosumup asuccessfulnegotiationmustbeoneinwhichbothsides needsaremet Thissatisfyingresultisobtainedwithhighefficiencyandatthesametimethefriendlycooperativerelationshipofthetwosidesisbuiltorfurtherdeveloped RealizationdegreeofthebusinessnegotiatingobjectivesNegotiatingefficiencyThepersonalrelationshipafternegotiating 精品课件 27 6 4 2Contentofbusinessnegotiatingsummary1 Aspectsthathavedirectrelationwithnegotiatingprocess2 Aspectsconcerningtheopponent 精品课件 28 6 4 3StepsofbusinessnegotiatingsummaryBusinessnegotiatingsummaryisgenerallycomposedofthefollowingsteps 1 Reviewthenegotiatingprocessandgoovertheminute 2 Analyzeandevaluatethenegotiating 3 Givesuggestionsofimprovement 4 Writethesummaryreport 精品课件 29 III PracticalSentences MakingconclusionLetmejustrunoverthemainpoints Itremainsformetosayhowmuchweappreciateyourcontribution Doesthataccuratelyreflectwhatweagreedduringthemeeting Isuggestwemeetlaterintheweek Wouldthatsuityou Asfaraspaymentisconcerned therearestillsomeoutstandingissuestoresolve I mafraidwedidn tgetasfaraswehoped Thatwasareallyproductivemeeting Ithinkwecoveredthemostimportantpoints Intermsofourobjectives Ithinkwedidagoodjob So wehaveagreedaninitialone yearcontractonthebasisoffullsupportandminimalprojectwork 精品课件 30 8 FillintheblanksThedifferencebetweenasuccessfulandanunsuccessfulnegotiatoristheabilitytocloseadealwhenithasreacheditsmaximumlevelofdistributing enough amongallparticipants Thedealisbestclosedwhentheagendahasbeenexhausted 精品课件 31 9 PutthefollowingsentencesintoEnglish我认为大部分的主要内容议题今天都已经讨论过了 今天可以做的事情都已经做到了 我们可以下次再来解决细节问题 我们已经进展了不少 让我们轻松娱乐一下 如果还有什么问题没有答案的话 我乐意提供协助 我认为我们应该再度会面 过一个星期再会面会太早吗 请别客气 尽管打电话给我 对于本合同有问题吗 精品课件 32 Answer 1 Ithinkwehavediscussedmostofthekeyissuestoday 2 Thattakescareofbusinessfortoday 3 Wecanworkoutthedetailnexttime 4 Wehavedonealot 5 It spartytime 6 Iftherearestillunansweredquestions Iwillbehappytohelp 7 Ithinkweshouldmeetagain 8 Isaweektooearlytomeetagain 9 Feelfreetocallme 10 Doyouhaveaproblemwiththecontract 精品课件 33 10 Trueorfalse1 Recessingisaprofitabledeviceforbothparties 2 Settingdeadlinescouldhelpbrisknessandtheconcentrationofenergy 3 Itisnotnecessarythatthepartiesbeinagreementastothelanguageandtermsofthedealbeforeitsclosure 4 Whetherwelikeitornot thereareplaceswherelubricationispractical 5 Theimplicationsforthenegotiationofhavingadeadlinearenegative 6 TheGolfClubandthestudygroupareusefulinteamnegotiations 7 Onlyonesidehasthechancetoclosethedealandthemoreproactivethedecisionmakeris thegreaterthechanceofcontrollingtheprocesshe llget 8 Decliningthedealmustbedonew