Chapter 1 Business Negotiation商务谈判

1、LOGOPRACTICAL BUSINES ENGLISH New E新编实用新编实用商务商务英语英语目目 录录Chapter 1 Business NegotiationChapter 2 Business DocumentsChapter 4 Business EtiquetteChapter3 Business LettersChapter 5 Export ProceduresChapter 6 Delivery TermsChapter 8 CollectionChapter 10 BondChapter 7 RemittanceChapter 11 Marine Insurance

2、Chapter 9 Letter of CreditChapter 12 Business EthicsChapter 14 Commodities Inspection and Customs FormalitiesChapter 13 Transportation ParticularsChapter 15 Claims, Force Majeure and ArbitrationLOGOChapter 1Business Negotiation1.Some Basic Conceots of Negotiation2.The Forms of Business Negotiation3.

3、The Overall Framework of International Business Negotiation4.Features of International Business Negotiation5.Basic Rules of International Business Negotiation6.The General Producer of International Negotiation7.Communication Skills for Negotiations8.Types of Negotiation Styles9.The Business Contract

4、Chapter 1 Business Negotiation1.Some Basic Concepts of Negotiation(1)The Concept of Negotiation A negotiation is a process of communication between parties to mange conflicts in order to come to an agreement, solve a problem or make arrangements. A successful negotiation must satisfy at least the fo

5、llowing requirements:1）The outcome of a negotiation is a result of mutual giving and taking;2）Negotiations happen due to the existence of conflicts; however, no negotiation can proceed smoothly and come to a satisfactory solution without collaboration between the participants.3）In spite of unequal s

6、trength and power on the side of one party, it should not be viewed as a success if the other party cannot exercise influence on the result of negotiation, which in a show of the equal right of the parties.Chapter 1 Business Negotiation1）Determine interests and issuesThe internal structure of negoti

7、ation is :2）Design and offer options3） Introduce criteria to evaluate options4）Estimate reservation points5）Explore alternatives to agreement6）Reach an agreementChapter 1 Business Negotiation1）Negotiations plays a basic part in conclusion of a contract and has direct influence on the conclusion and

8、implementation of a contract, and also had a great bearing on the economic interest of the parties concerned.2)The dual elements of conflict and cooperation are described here: it is the mutual interest of participants to come to some agreement and this provides a cooperative aspect; however ,the in

9、terests of participants are opposed, and this is the basis for rivalry.3)The parties know that the value of any successful bargain is limited because opportunities provided in the administration of the contract or by other tenders may correct any serious unbalance.4)Success in negotiation is seen no

10、t to be measured in points scored off ones opponent, but in the contribution to the negotiation it self.(2)The Importance of Business NegotiationChapter 1 Business NegotiationChapter 1 Business Negotiation 2.The Forms of Business NegotiationBackgroundFactorsAtmosphereThe ProcessOf Negotiation1)Backg

11、round Factors refer to objectives, environment, market position, third parties and negotiations.2)Atmosphere is of great importance to the whole process of the international business negotiation,3)The Process of Negotiations is made up of three stages.Overall Framework3.The Overall Framework of Inte

12、rnational Business NegotiationChapter 1 Business NegotiationTwo principals:First, at the beginning of the negotiation, the negotiations should know well their desired results and not be willfully manipulated by their counterparts. Second, in international business negotiations, price is usual the ke

13、y point because it directly concerns the economic benefits to both sides.First, at the beginning of the negotiation, the negotiations should know well their desired results and not be willfully manipulated by their counterparts. Second, in international business negotiations, price is usual the key

14、point because it directly concerns the economic benefits to both sides.1)the best target; 2)the intermediate target; 3)the acceptable target.4.Features of International Business NegotiationChapter 1 Business Negotiation 5.Basic Rules of International Business Negotiation(1)Interdependence “one palm

15、cannot clap.” A seller cannot exist unless he has a buyer, which determines this relationship between them.(2)Concealment and Openness To achieve more satisfactory results, both parties will have to decide how open and honest they should be about personal preference and needs, and to what extent the

16、y should trust the other side.(3)Different Negotiation Situations Both parties must change as required of them by situations.Chapter 1 Business Negotiation(4)Bargainning Mix and Creativity Based on the environment where negotiations feel cooperative and dedicated to seeking the best solution possibl

17、e instead of meeting but one sides need.(5)Proposal Exchange To be successful, a negotiator needs to understand the events that are taking place during the exchange of offers, and to know how to use them to advantage, to keep the other side from side from using them to negotiators disadvantage.(6)Wi

18、nner or Loser Cardinal rules for a successful negotiator to remenber:1)His/her reputation, and effort to maintain that reputation by means of their negotiating behavioe.2)Most negotiation occurs in relationships that will be maintained over a long period time.3)The settlements that are satisfactory

19、durable are the ones that meet the needs of both side.Chapter 1 Business Negotiation(1)Preparing Stage-Assessment of the Situation and the people-Agenda -Concession Strategies-Facts to Confirm During the Negotiation-Manipulation of the Negotiation Situation-Develop Strategies and Tactics-Pre-negotia

20、tion (2)Contacting and Materially Negotiable Stage-Non-task Sounding-Task-related Exchange of Information-Giving Information-Getting Information-Persuasion-Concession and Agreement(3)Agreement Concluding and Executing StagOnce the seller and the buyer reach an agreement, it is time to consider what

21、follows the negotiation.Chapter 1 Business Negotiation6.The General Producer of International Negotiation7.Communication Skills for NegotiationsSome essential elements of effective communications for business negotiations are given below:(1)Comunicating Across Cultures(2)Listening More, Talking Less(3)Asking Questions(4)Conditional Questions(5)Preparing Questions(6)Putting It All Together(7)ConclusionsChapter 1 Business Negotiation 8.Types of Negotiation Styles (1)Japanese Negotiation Style (2)American Negotiation Style (3)British Negotiati