国际商务谈判教案讲义chapter1InternationalBusinessNegotiation2

1、国际商务谈判International Business Negotiation A negotiation is a meeting or a series of meetings in which the parties need each other s agreement to reach a specific objective.The fundamental principles of negotiation 1. Negotiation is an element of human behavior. 2. Negotiation takes place only over is

2、sues that are negotiable. 3. Negotiation takes place only between people who have the same interest. 4. Negotiation takes place only when negotiators are interested not only in taking but also in giving. 5. Negotiation takes place only when negotiating parties trust each other to some extent. Chapte

3、r 1 Negotiation motives and key terminology 谈判动机与关键词语Negotiation 谈判Conflicts 冲突Stakes利益Case study: Matsushita Electric Corporation 松下电器公司NEGOTIATION 谈判A successful negotiation must satisfy at least the following conditions: 1. The outcome of negotiation is a result of mutual giving and taking. One s

4、ided concession or compromise can not be called a successful negotiation. 2. Negotiations happen due to the existence of conflicts, however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants. 3. Negotiation is a behavioral process

5、, not a game; in a good negotiation, everybody wins something. Success isnt winning everything; its winning enough. CONFLICTS 冲突The definition of conflicts states three points: 1. Parties in conflicts are interdependent, which means there remains a kind of relationship developed by interrelated inte

6、rests and concerns. There would be no conflict if two parties were not interrelated and had nothing to do with each other. 2. Contradictions and interests coexist. If there are only contradictions and no sharing of common interests, negotiations become groundless and unnecessary. 3. Two parties in a

7、 conflict will naturally fight for each others own interests and make every effort to gain more from the other side, as a result it will reduce gain of interests expected initially. STAKES 利益 Stakes are the value of benefits that may be gained or lost, and costs that may be incurred or avoided. Four

8、 points need to be clarified: 1. Negotiation parties will either gain the interests they expect to win from the negotiation or lose what they hope to attain, which indicates that the talks are pertinent to relevant parties own affairs and interests. Only when a party has stakes connected with the is

9、sues to be talked, can it become actively engaged in the negotiation. 2. Free lunch is not provided at the negotiation table, in another word, to get what is desired, both parties have to pay for the gaining at either high cost or low cost depending on how well negotiators manage the situation. 3. T

10、he negotiators will have to decide how much of stakes can be gained and whether a particular gain is the one that a party desires for. They will also have to decide how much they may gain if they choose option A instead of option B. 4. Negotiators will have to compare and balance the relation betwee

11、n the current interests and long term interests or underlying desires in order to make decision on satisfying long term interests at the cost of current interests. Effective negotiating VCD 胜利谈判Whos who in Effective NegotiationThe companies Levien SA , based in Brussels, Belgium. It is an internatio

12、nal company which manufactures specialist paints and dyes. In its head office it has a small IT function which the company has decided to outsource. Okus IT, based in Swindon, in the South of England. They specialize in managing IT projects and taking over the IT departments of their client companie

13、s. The negotiation Okus have sent a detailed written proposal to Levien. The meeting has been arranged to negotiate the terms of any agreement. In particular the following two issues are likely to be sticking points: 1. Staffing Levien would like to protect the jobs of their current IT team. They wa

14、nt Okus to employ the four members of the team, and are under pressure from the unions to make sure outsourcing contracts like this do not lead to redundancies. Okus, on the other hand, will not want to take on Levien They already have project engineers based in Swindon. s whole team. 2. Pricing Oku

15、s have proposed two levels of IT support: Level A A fixed monthly price which will cover all support work daily maintenance and customer support and specified project work hardware and software upgrades, training. Etc. Level B A lower monthly invoice based on just support work. Any additional projec

16、t work will be logged and then added to the invoice the following month. 1. Preparing the ground The people Andrew Carter is Export Sales Manager for Okus IT. He has made the initial contact with Levien. He has met one of the Levien team, Sean, before. Karen Black is a Project Manager at Okus IT. Sh

17、e has prepared the specifications for this contract. This is the first time she has been involved in negotiating an overseas outsourcing contract. She is anxious about the meeting. Francoise Quantin is the current IT Manger at Levien. She is about to be promoted to Head of Logistics. She is keen tha

18、t her IT team are protected. Sean Morrissey is from Leviens main subsidiary in Chicago. He has been sent to the Brussels Office to develop Leviens procurement policy.The negotiation As the VCD begins, Andrew and Karen have arrived at Levien offices and are waiting to meet Francoise and Sean. Script

19、1 A: K: A: Karen Black and Andre Carter fail to communicate before they meet the Levin team. A =Andrew K =Karen F =Fran.oise S =Sean You sure you dont want one, Karen.Not for me. Of course, I dont know Francoise at all, but you_ with Sean. I told you about negotiating with him in Dallas two years ag

20、o, didnt I.K: I m sure you did, Andrew. Can we just focus on the final package. We mustn _. Theyre going to _, but we _. A: That s right. Sean was Head of Procurement at TEC in Atlanta.t K: What we must keep in mind is _ if they push us on staff cuts. A: Oh, we don t need to worry about that, Karen.

21、 We _. Sean, how are you. S: Good to see you again, Andrew. Atlanta, wasnt it.A: Dallas, actually. S: Right, three years ago. A: Two. S: Yeah, sure. You two know each other, right. F: You must be Karen Black. Im Francoise Quantin. Welcome to Lebvien. K: Weve spoken on the phone, havent we. This is A

22、ndrew Carter, our A: Sorry, I thought you two already knew each other. S: Well, _. Can we . F: Before we start, would you like a coffee. K: F: K: That would be nice. Milk. Yes, please. Script 2 Karen Black and Andre Carter are better prepared for their meeting with the Levin team. A: There you go. K

23、: thanks. A: So, we ll wait for t hem to respond to our proposal. K: Yes, we know that the staff cuts and the price are _ , but wed better _. A: And you d still like me to do the presentation.s what we head-hunted you for, Andrew. K: That A: And you ll watch for their reactions and K: And deal with any questions. Yes. A: Be careful with Sean, Karen. He drives a hard bargain. K: I m sure I can handle him. We re in for