英语商务谈判ppt课件

.,InternationalBusinessNegotiation,.,Bargainingprocess,Keypoints:1.tacticsandstrategiesformakingquotations;2.indicatorsfortheendofabargain;3.tacticsandskillsformakingcounter-quotations4.principlesandstrategiesformakingcompromises,.,Thebargainingphaseisthecoreandmostdifficultstageinthewholenegotiationprocess.Allnegotiatingpartiesconferaboutsubstantive(实质性的)issuesanditems.,.,Inthebargainingphase,eachnegotiatingpartymeasuresitsownstrength,intelligenceandstrategiesagainstthoseofitscounterpart.Eachsidemaymodifyitsoriginalobjectives,establishabasicframeworkforthenegotiationagreement,adjustitsownstrategies.,.,Thenegotiatorsabilitytousetheirwisdom,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,thecompetitorspricelevel,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,provesonessincerityinthetransaction,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.takeadvantageofothersfaults10.theultimatum最后通牒takeitorleaveit?,.,Strategiestopreventthecounterpartsattack,1.limitedauthority;2.noprecedents;3.fatiguingtactics;(seesawbattle)4.adjournment;5.retreatinginordertoadvance;6.seekingcommiseration/compassion;7.showoneshand.,.,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)Payattentiontoyourownandyourcounterpartnersbodylanguage.Reviewthechartbelowtolearnhowtointerpretbodylanguageduringthenegotiations.Makesurethatyouarentconveyinganynegativebodylanguage.,.,BodyLanguageanditsPossibleMeanings,AvoidingEyeContactLyingNotinterestedNottellingthewholetruthSeriousEyeContactTryingtointimidateShowingangerTouchingtheface/fidgetingNervousnessLackofconfidenceSubmission,.,NoddingAgreeingWillingtocompromiseShakingthehead/turningawayFrustratedIndisbeliefDisagreeingwithapoint,.,Languagetousetoshowagreementonapoint:,Iagreewithyouonthatpoint.Thatsafairsuggestion.Sowhatyouresayingisthatyou.Inotherwords,youfeelthat.Youhaveastrongpointthere.