2InternationalBusinessnegotiation实用教案

1、Unit 2 Negotiation Procedure & Structure2. Negotiation venues host venue advantages: familiar surroundings pressure to its counterpart guest venue disadvantages: strange surroundings inconvenience pressure from the host side third partys venue reasons: hostile parties impasse of the negotiation

2、dispute on the host venue第1页/共15页第一页，共16页。Unit 2 Negotiation Procedure & Structure3. Introduction of team members seating place: guest: facing the door host: back to the door position: main negotiator: in the middle Names; official & professional titles; specialties; major responsibility 第2页

3、/共15页第二页，共16页。Unit 2 Negotiation Procedure & Structure4. Discussion of agenda agenda: an arrangement of activities that parties will participate in in the following negotiating days, which reflects strategic consideration of negotiators. two ways: key issues first trivial issues first第3页/共15页第三页

4、，共16页。Unit 2 Negotiation Procedure & Structure5. Negotiation6. Wrapping up (indispensable) : reviewing the result of talks on each issue, leaving no ambiguity, bringing up the points ignored or overlapped, considering follow-up work第4页/共15页第四页，共16页。Unit 2 Negotiation Procedure & StructureII.

5、 General structure (internal)Determining interests & issuesDesigning & offering optionsIntroducing criteria to evaluate optionsEstimating reservation points5. Exploring alternatives to agreement6. Reaching an agreement第5页/共15页第五页，共16页。Unit 2 Negotiation Procedure & StructureIII. Negotiat

6、ion Strategies1. Gather information about your own interests & issues (4 steps)The specific issue(s) you wish to negotiate. e.g. price, time, quality, quantity, benefits, future transaction, location, duration The value range for each issue, ranging from the least acceptable outcome to the most

7、desirable outcome (realistically) for that issue.第6页/共15页第六页，共16页。Unit 2 Negotiation Procedure & StructureThe issue weight for each issue, meaning the relative value or importance of each issue compared to all other issues.Information about your best alternative offer, meaning if you dont reach

8、a successful agreement with the other side in this negotiation, what can you get somewhere else.第7页/共15页第七页，共16页。Unit 2 Negotiation Procedure & Structure2. Gather information about the other sides interests and issues (4 steps)Determine the other sides issues - which they feel strongly about and

9、 whyIdentify their interests - ask questions using why and why not第8页/共15页第八页，共16页。Unit 2 Negotiation Procedure & StructureDetermine their most/least important issues and flexibility on those issuesTake time to consider other sides offer - dont make a final decision at the negotiating table unle

10、ss youve gotten you want. 第9页/共15页第九页，共16页。Unit 2 Negotiation Procedure & Structure3. Know how to overcome the myth of the Fixed Pie The pie is the amount of resources that the two sides divide up. The Fixed Pie idea assumes the pie size is not changeable. The goal is to expand the pie. Expandin

11、g the pie is about finding ways to increase the value that can be divided between the two sides. Diagnosis fixed-sum: Either I get what is in dispute or you do, so no options can be invented.第10页/共15页第十页，共16页。Unit 2 Negotiation Procedure & StructureLook for mutual gain Identify shared interests

12、Shared interests lie latent in every negotiation Shared interests are opportunities, not godsends. Stressing your shared interests can make the negotiation smoother and more amicable. Dovetail differing interests Differences may lie in priorities, values placed on time, forecasts, attitudes toward r

13、isk, so you can invent several options all equally acceptable to you and ask the other side which one they prefer.第11页/共15页第十一页，共16页。Unit 2 Negotiation Procedure & StructureIV. Case study Sino-us negotiation on intellectual property right第12页/共15页第十二页，共16页。Unit 2 Negotiation Procedure & StructureHomework team work ( in groups) a case to show the negotiators strategy in the arrangement of negotiating activities 第13页/共15页第十三