国际商务谈判启示与体会

ThelessonofinternationalbusinessnegotiationcourseandfeelingsAsinternationaleconomicandtradeprofessionalstudents,aftergraduationworkmustinvolvewithbusinessnegotiations,sotomastertheprincipleandtechniquesofbusinessnegotiationisimportant.Thiscoursethroughtheinternationalbusinessnegotiations,westudythebusinessnegotiationsfromstarttooffertonegotiatethefinaltoclinchadealthephasesofthestrategiesandtechniques,andcasestudyinclass，andsimulationinthenegotiationstofindsomefeelingofbusinessnegotiations。”Theinternationalbusinessnegotiationisbothascienceandanart"。Shouldindealingwiththeperspectiveofscientific,rigorousdoingscholarlyresearch，masterthebasictheoriesofinternationalbusinessnegotiation，andcombinedwithsubjectssuchaspsychologybehavioralscienceandmanagementforcomprehensiveunderstandingofbusinessnegotiation；Anotheraspectofnegotiationistheinterpersonalcommunication,inthecommunicationreflectsthewisdomandnegotiator'spersonalcharmandteamspirit,avarietyoftheoreticalknowledgeinto,inthenegotiationsoflipsgunheateddispute，didnotrevealabookknowledgeofstiff，sothatnegotiationisanart，theartoflanguagegame。Intheprocessofbusinessnegotiations,negotiatorshavetheeffectofisacore.Inmyunderstanding,agoodnegotiatorfirstofall,haveacalmstateofmind,tofacewiththeattitudeofakindofyourself。InpersonalcharmtoincreasethepressuretotheotherpartyandisthefoundationofsuccessfulnegotiationssotospeakSecond，againgoodifnegotiatorsfromstrongmaterialsupport，itishardtoplaythebestlevel。Inthenegotiations,thelightwiththemouthisnotenoughtopersuadeothershavetheirliteralcanconvincetheotherpartyFinally，asamemberoftheteamithenegotiatorsmustbelieveinthepowerofthecollective。Individualismcanonlylettheothersidenegotiationadvantage,towinthecollectionteaminallthewisdomofthepeopleWhatthenextistheinternationalbusinessnegotiationsthemselvesspecificfeelingsandsummarizedThefirstisthepreparationbeforenegotiations.Thisstageisthemostimportantisreadytocollectgoodnegotiationinformationtargetednegotiations。Gettoknoweachothercountry,spolitics,economy,culture,religion,law,businesspractices,socialcustomscanprovidefavorableconditionsforthesmoothofournegotiationsAndtotheothersideoftheoperatingandfinancialconditions,suchascreditconditionsneedtobeclear.Tocollectthisinformationisbasedontheamountofwewanttobuythegoodsafterthepricetoprepareforanegotiationscheme.Thisrequestforanywhatmighthappentopredictandpreparefortheplan.Insimulationforthefirsttimenegotiationsthebuyerandthesellerdidn’tnegotiategoodprerequisites,sothatthenegotiationprocessveryembarrassed.ThesecondisindifferentstagesofthebusinessnegotiationstrategyInthestartstageofthestrategyistoseeknegotiatorsstartpositionandachievecontrolofthenegotiationsstartactionandwaysandmeans,atypicalstartstageofthestrategymainlyhasthesametype，reservedtype，opentype,andattacktype.Usingthesestrategiesis,ofcourseweshouldgivefullconsiderationtotherelationshipbetweenthetwosidesandbothsidesofthepower.Quotationmarksenteredthestageofsubstantivenegotiations,alsomarksthebothsidesofthematerialrequirementsatthenegotiatingtable.Weshouldfollowthesellofferhighbuylow,certainly,andreasonableprinciple,notonwildspeculations.Theconsultationstageisthenegotiationsbothsidesfacetofacediscussion,reasoningandcontroversy,evenforacontentiousdevelopmentstage,issubstantialcoordinationorbattlephase.Atthisstagethenegotiatorstodealwiththebasicwaysofbargainingparticularlyfamiliarwith,soyoucanhelptogettheirownadvantageousposition.Concessionisthefocusofthetalks,mustbecarefultotreatinthenegotiation.Rememberinsevenoreightsetofnegotiationsthebuyerissticktotheirprinciples,stepnottoletontheproblemofbreachofcontract,Ithinkitislikelytomakethestallednegotiationsbothsidescannotcontinue.Sointheactualnegotiationsshouldletletstepisalsopossible。IntheeightanalognegotiationsisthemostimportantthingIthinkbargainingstagebothsidesshouldgivetheirgroundsforapriceorprice,itiseasiertopersuadetheotherparty。Infiveorsixgroupsofnegotiations,thebuyergivepreferencetotheothercommoditymarketingrightstoaskforthepricecutisanexcellentwaytotemptation.ThethirdistobeparticularaboutmannersTheroleofinternationalbusinessnegotiationetiquetteisself-critical,2itistorespectpeople,3itistoreflectacountry'scivilizationdegree.Asanegotiatorinthenegotiationsshouldpayattentiontodressneatly,payattentiontopersonalhygiene,stablemannerstonaturalandgraceful,elegant,naturallookinghonestandkind.Thefourthistodifferentcountriesandregions,businessnegotiationstyle.Althoughweisnotinvolvedintheprocessofsimulationofthisstuff,butintheprocessofactualiffamiliarwiththenegotiationsstylecanbemadeonthebasisofsomegoodtomakenegotiationgosmoothly.Throughthissemesterofstud,learnedalotabouttheknowledgeofthenegotiations,benefit,whichlaidafoundationforlaterwork.IthinkthissemestersimulationnegotiationisveryusefulIthinkaftersimulatednegotiationsshouldpayattentiontothefollowingquestions：1。Beforethetalksthetwosidesshouldcommunicatewell,includingboththebackgroundinformationthemanagementoffinancialsituationandagreedtopurchasethecommodityname,articlenumber,etc。Bothsidestoclearhispositionandintheprocessofnegotiationofthesaidshouldntsay.。Allstafftodotheirjobinthecourseofthenegotiation,fromtheaspectsoftheirposition,reducesthepriceorpricerequestoAspurchasingsupervisorcansaymorerecentpurchaseofmaterialtodepreciateordelaythepaymentandsoon.Eachmembertoparticipateinthecourseofthenegotiationofcourse,thetalkistospeakthemostweightisalsothemost.Negotiationsforthefirsttimeweseteachmemberhastospeak,butapparentlythemaintalkaboutthestatusofnoapparent,sothesecondtimewespeaksomemembersdidnotcausesomeofthenegotiatingprocess。3oThenegotiationlanguagedoesn,tbetooaggressive,althoughasimulatednegotiationlanguageoraexquisiteoneisbetterIntheactualdonotalwayssayintheprocessofbuyingandsellinginrighteousnessevenifthebusinessdonebutaslongastogettoknoweachother,laterwillhaveachancetocooperate..Trytoincludeallaspectsofnegotiationprocess.Price,quantitytermsofpaymenttradeway,insurancecommodityinspection,etcareinvolvedoAllaspectsofprofessionalknowledgetohaveadeepunderstanding,asliquidateddamages,theproportionoftheinsuredamount,etc。ThenegotiatingprocessalsoneedstoshowanotherpersonoIthinkismainlycomposedofthemainpartyofdoubtpersonneltocontrolnegotiationsituationandprocesssuchastoputforwardtheproblemsofstoporbreak。ThesearemyroughsummaryaboveIaminotherswritingsawmoredetailedsummary.I’llwriteoutmysummary.determinethenegotiationsattitudeInbusinessnegotiationsobjectfacingthevariedwecan’tcomeupwiththesameattitudetotreatallnegotiationsWeneedaccordingtotheresultsofthenegotiationsobjectandnegotiationstotheimportanceoftheattitudetobepursuedtodeterminethenegotiationIfnegotiationsareveryimportanttoenterprise,suchasbigcustomerslong-termcooperation,andthecontentofthenegotiationsandtheresultsforthecompanyisnotveryimportant, youcanhaveconcessionsattitudetonegotiate,namelyintheenterprisewithouttoomuchlossandinfluencetomeeteachothersoforthefuturecooperationwillbemorepowerful。Ifnegotiationsareveryimportanttoenterprise,andtheresultsofthenegotiationsisequallyimportanttotheenterprise,thenheldoutafriendlyandcooperativeattitudeasfaraspossibletoachieveawin-winsituation,bothsidesoftheconflicttoathirdpartysuchasthedivisionofregionalmarketappearantinomy,thencansuggestbothsidestogetherorhelpeachothertodevelopnewmarkets,expandtheareaandwillnegotiatecompetingintocompetitiontogether.Managementskillsifnegotiationsobjecttotheenterpriseisnotimportant,resultsofthenegotiations,theenterprisealsoisunimportant,dispensable,soyoucaneasilyplaydon'tputtoomuchenergyonsuchnegotiations,evencancancelthenegotiations。Ifnegotiationsobjecttotheenterpriseisnotimportantbuttheresultisveryimportanttoenterprise,thenthecompetitionwithapositiveattitudetoparticipateinthenegotiationsneednotconsidernegotiationopponent,completelybestnegotiationresultoriented.fullyunderstandthenegotiationrivalstheso-calledenemyandknowyourselffight,thisisespeciallyimportantinbusinessnegotiations,understandingoftheopponent,themorethemorecangrasptheinitiativeofnegotiation,asifwealreadyknowthebasepricebidding,thenaturalcostminimum,thehighestrateofsuccess。Understandtheopponentisnotonlytounderstandeachother'snegotiationpurposes,theheartbottomline,etc.,toknowmoreabouteachothercompany'sbusinesssituation,theindustrysituation,thenegotiationspersonnel'scharacter,theothersideofthecompany'sculture,thehabitsandtaboosofnegotiationopponent,etcThiscanavoidalotfromculturetoculture,theconflictbetweenlivinghabits,etc,tonegotiateadditionalobstacles.Thereisalsoaveryimportantfactorneedtounderstandandmasterthatistheothercompetitors。Aprocurementtounderstandtheothernegotiations,forexample,weasasupplier,possiblesuppliersandbuyersinournegotiations,thereareotherpossibleotherpurchasersandtheircooperation,sowecantimelygivenslightlymorefavorablethanothersupplierscooperationwaythenitiseasytoreachanagreementIfyouropponentputforwardmorestringentrequirements,wecantakeoutyourotherbuyersinformation,letopponentsknow,weareknowdetailshintedatthesametimewehavealotofcooperation。Instead,weasbuyersalsocanusethesamereversestrategy.tounderstandtheotherMorethan3,preparation,negotiationThenegotiationsbothsidesinitiallytakeouttheirplanisverybeneficialtooneself,andbothsidesarehopingtogetmorebenefitthroughnegotiation,therefore,thenegotiationresultswillnotbefirsttakeoutthepackage,butaresultofbothsidesnegotiatecompromise,andflexible。Intheprocessofbothsidesyoupushmeofteneasytolosetheoriginalintention,orbytheotherpartytothemyththistimethebestthingtodoistoprepareafewsetsofthenegotiationsfirsttakeoutthebestsolution,toproducethesecondsolutionwithoutanagreementtoproducethewaitagainsolutionhaven'treachedanagreement,evenifwedonottaketheinitiativetotakeoutthesolution,buttheheartcanbedone,whetherconcessionstotheotherperson'soffsettheinitialsetofframework,soasnottoappearafterthetalksended,discoveredthinkcarefullyabouttheirconcessionsarebeyondthescopeoftheexpectedtobear。,establishharmoniousnegotiationatmosphereAtthebeginningofthenegotiation,you'dbetterfindsomewherebothpartiesagreeand,tomakeamorelikeeachotherpartnersinthesubconscious。Sothenegotiationswouldbeeasytoprogresstowardsaconsensus,ratherthanthetenseconfrontation。 Whenencounterstalematecanalsotakeouttheconsensusofbothsidestoenhancemutualconfidence,resolvedifferences.Canalsoprovideeachotherwithsomeinterestedintheirbusinessinformation,ortosomeisnotasimplediscussionontheimportantissueof,reachaconsensusafterthewonderfulchangeoccursintheheartsetagoodnegotiationareaNegotiationisakindofverysensitivecommunication,therefore,languageshouldbeconcise,avoidshouldn'tsay,butintheprocessofdifficultnegotiationsforalongtimealsohardtoavoidmistakeswhichisthebestmethodissetinadvancethenegotiationsofthelanguage,whichtopicisdangerous,whatcan,tbedone,negotiationsintheheartofthebottomline,etc。Soyoucanfallintoeachotherinthenegotiationsisminimizedordancemusicofthetrap,,languageconciseInbusinessnegotiationstaboolanguagelooseorlanguageslikeabroadway,broadway,otherwise,youarethekeywordsarelikelytobesubmergedinthedragnumerouslong,meaninglesslanguage.Apearlontheground,wecaneasilyfinditbutifyoupourabagofapebbleintheabove,lookingforthepearlwouldbeverydifficult.Inthesameway,wereceiveoutsidethecharacteristicsofsoundorvisualinformationis:focusatthebeginningtheattentionwiththeincreaseofreceivinginformationwillbemoreandmoredispersed,ifsomeirrelevantinformation,morewillbeignoredAsaresult,thenegotiationlanguagetobesuccinct,targeted,tolettheothersidethebraininthebeststateofreceivinginformationclearlystatedtheirinformation,ifyouwanttoexpressisalotofinformation,suchascontractproposal,etc。,thenfitinorreadtonetothechangeofthehighandlow,lightandheavy,importantplacetoraisetheirvoices,forexample,toslowdown,canalsowithsomequestions,causetheothersideoftheproactivethinking,increasingattention.Importantnegotiationsshouldbeperformedbeforeexercise,trainingoflanguageexpressionproblem,emergencyresponseetc.Avoidbyallmeansisfuzzyinthenegotiationlanguagelong-winded,suchnotonlycannoteffectivelyexpresstheirintentions,aremorelikelytomaketheothersidewereconfusedandresentment.Hereshouldbeclear,distinguishthedifferencebetweenthecomposedandprocrastination,althoughtheformerislanguageslowly,butwithpolished,nobullshit,