教学材料《谈判英语》-Unit6

Unit6PreparationforBusinessNegotiationNegotiationAwarenessFartoomanybusinessnegotiationshavefailedbecauseofinadequatepreparationononesideortheother.Soitisimportantfortheparticipantstomakeagoodpreparationbeforethenegotiationbegins.Itisthefirstofthosekeysteps.Goodpreparationbuildsasolidfoundationforyournegotiation.Itgivesyoutheconfidencethatyouneedtobesuccessful.Theotheroption—bad,limitedorevennopreparation—isapooralternative.Itwillleaveyouexposed,putyouonthinice下一页上一页返回Unit6PreparationforBusinessNegotiationAgoodnegotiatorshouldholdtheoverarchingobjectiveandmakeoptionalpreparationtomakesurethatyougointoyournegotiationknowingmorethanthepersonyouface.Inaword,thereisnosubstitutionforadvancepreparationinnegotiationarenaThischapterwilloutlinethecriticalaspectsinpreparingforbusinessnegotiations.Itcanbedividedintofiveaspects:formingthenegotiatingteam；gettingrelatedinformation；establishingatargetforanegotiation；feasibilitystudyandmakingthenegotiatingplan下一页上一页返回Unit6PreparationforBusinessNegotiationFormingtheNegotiatingTeamNegotiationisacomplexactivity.Itrequiresthespecializedskills,communicationability,teamspiritandgamesmanshipfoundinanyprofessionalsportingevent.Ifanegotiatingteamisstructuredproperlyandisdeployedinaneffectiveandtimelymanner,itcanplayacriticalroleinachievingvictoryatthebargainingtable下一页上一页返回Unit6PreparationforBusinessNegotiationIfyouexpectyournegotiatingteamtobeeffective,itmustbeorganizedatanearlydate,preferablyasthefirststepinpreparingforatransaction.Thememberscanforeseetheareascoveredbythenegotiation,andhavethetechnicalexpertisetodealwiththeproblemseffectively.Theyshouldalsobecompatibleintemperamentwithoneanother下一页上一页返回Unit6PreparationforBusinessNegotiationTheselectionandsizeofthenegotiatingteamThenegotiatingteamshouldincludemembersineachofthefollowingareas:Commercialmembers：Beresponsibleforthenegotiationonprice,deliveryterms,andcommercialpolicyofrisktakingTechnicalmembers：Beresponsiblefortheareaconcerningspecification,programandmethodsofwork下一页上一页返回Unit6PreparationforBusinessNegotiationFinancialmembers：Beresponsiblefortermsofpayment,creditinsurance,bondsandfinancialguaranteesLegalmembers：Beresponsibleforcontractdocuments,theinterpretationofcontract,insuranceandlegaltermsandconditionsIfitisanimportantnegotiation,thenegotiatingteamwillbecomprisedofnegotiatorsresponsiblefortheabovementionedareas.Othermembersforthenegotiationincludesomefunctionalspecialists.Thenegotiator’sfunctionistonegotiate,whilethefunctionalspecialistsprovidespecialistadviceorinformation下一页上一页返回Unit6PreparationforBusinessNegotiationFornegotiationsoflesssignificance,onenegotiatorwouldcovertwoareasafterhavingbeenfullybriefedonthesubjectwithwhichhewaslessfamiliar.Forinstance,thelegalnegotiatormightcoverthefinancialarea.Teamoffourcouldbereducedtotwo；itshouldnotbereducedtoone,nomatterhowwellqualifiedthenegotiatoris下一页上一页返回Unit6PreparationforBusinessNegotiationHowever,thenegotiatingteamshouldnotbetoolarge.Atanytimeitshouldnotexceedfive.Itbecomesextremelydifficultfortheteamtobekeptundercontroliftheteamnumberisbeyondfive.Anditisdifficultforitsactivitiestobedirectedtowardsasingleoutcome.ArgumentsarelikelytodevelopbetweenthemembersoftheteamthemselvesduringthenegotiationsessionItispreferablethatanegotiatorhasthesupportofanassistanttomakenotes,docalculationsandremindhimofanypointsthathehasmissed.Andthisdoesnotleavehimtohandlethewholebargainingprocessbyhimself下一页上一页返回Unit6PreparationforBusinessNegotiationTeamleaderPreferencehasbeenmadespecificallytothesalesmanagerorthechiefbuyerastwoobviousexampleswhenchoosingateamleader.ButtherearealsonumerousotheroccasionstochoosealternativecandidateThenegotiatingteamleadershouldpossesssufficientknowledgeofalltheproblemsinvolvedinthenegotiation—commercial,technicalandcontractualtoenablehimtomakeanintelligentcontributiontoeachitemdiscussedandtodirectandcoordinatetheactivitiesofthefunctionalspecialists下一页上一页返回Unit6PreparationforBusinessNegotiationThedutiesoftheteamleaderaretoselecttheremainderteammembers,preparethenegotiatingplan,conductthenegotiationsandmakedecisionson（thetimingandlevelof）concessions,selectionoftrade-offitems（againsttheother),etc.Heisalsotomakethebargainwiththeotherside,andensurethatthebargainisproperlyrecordedandissuethenegotiatingreportAdditionally,aleaderhasmoregeneralfunctionstoperform.Heisthepersonwhogeneratesenthusiasminhisteam,maintainsthemoraleunderallconditionsandobtainsthemaximumcontributionfromeachmemberbyhisownexample下一页上一页返回Unit6PreparationforBusinessNegotiationMentalattitudeadjustmentTheteammembersmustlearnthattheopponentanditsrepresentativesareadversariesalthoughtheymaybefriendly.Theycanandwillseektotakefinancialandcontractualadvantageofyourfirmatvirtuallyeveryopportunity下一页上一页返回Unit6PreparationforBusinessNegotiationGettingInformationConcernedThefirstandmostbasicstepinpreparingforaspecifictransactionisgettinginformationconcerned.Inforeigntradeactivities,itisveryimportantfornegotiatorstolearnasmuchaspossibleaboutthepotentialclientorpartnertheywilldealwithbeforethenegotiation.Onlywhentheyhaveknownthemquitewellcantheyhavetheinitiativeinbusinessnegotiations下一页上一页返回Unit6PreparationforBusinessNegotiationNegotiationsareconductedunderacertainsystemoflawandwithinaparticulareconomic,culturalandpoliticalframework.Theframeworkofinternationalnegotiationsisderivedfromtwoormoresourcesthatwillbeinconflictwithoneanothertoadegree.Knowledgeofthisandtheabilitytoapplytheknowledgeareessentialtotheachievementofasuccessfuloutcomeofthecontractofthecontractthatissignificant,notjustthenegotiationitself下一页上一页返回Unit6PreparationforBusinessNegotiationFactorsrelatedtotheforeigncountry,itseconomicandphysicalresources,infrastructure,climateandgeographywillaffectthewayinwhichtheworkcanbeperformedandtheprogramofimplementation.Andtheywillalsoaffectthecostandtheimportanceofspecificcontractualterms.Itisonlypossibleforthesetobeassessedifthenegotiatorisfullyinformedastotheirapplicability下一页上一页返回Unit6PreparationforBusinessNegotiationNegotiatorsshouldidentifyallissuesthatmayberelevantThepoliticalsystem:theextentofstatecontrolofbusinessenterprisesanditsorganization,socialstability,thecountry’spoliticalinterestinthecontract/project,etcReligion:thepredominantreligionofthecountryanditssocialinfluenceLegalsystem:thelegalandjudicialsystemandtheirinfluencesonbusiness,therelevantlawsonestablishingalocalcompanyandemployment,etc下一页上一页返回Unit6PreparationforBusinessNegotiationThebusinesssystem:businessconduction；significancegiventocontracts,rolesofprofessionaladvisers（e.g1awyer)；negotiationproceeding（e.gfirstthetechnical,thenthecommercialandhowtomakeconcession?）；andthecounterpartofthenegotiation（e.gagencyortheoperatingcompany),etcThesocialsystem:socialbehaviorconcerningbusiness下一页上一页返回Unit6PreparationforBusinessNegotiationThefinancialandfiscalsystem:thecountry’sforeignexchangereserves,thecommoditiesexportedforforeignearnings,thecurrencyfreelyexchangeablewithintheterritoryanditsrestrictions,proceduresforobtainingpaymentsinforeigncurrencies,thecountry’srecordonhonoringpaymentobligationsincludinglikelydelays,thetypeofLetterofCreditusedinthecountry,theapplicabletaxlaws,restrictionsonremittanceofthefinalpayment,regulationsonthepaymentofcustomsduties,otherfeesconcerningthecontract,etc下一页上一页返回Unit6PreparationforBusinessNegotiationInfrastructureandlogisticalsystem:theavailabilityintheterritoryconcerninglabor,materialsforconstruction；theavailabilityoffindingacompetentandfinanciallysoundcontractors；restrictionsonimportationoflabor,materialsandplant；locallogisticalandweatherfactorsrelatingtotransport下一页上一页返回Unit6PreparationforBusinessNegotiationResearchintothefirmconcernedAfterknowingabouttherelevantissues,wehavetofocusourattentionontheoperationaboutthefirmweareabouttodobusinesswith,especiallyanewone.Theinformationneededusuallyincludes:Thefinancialposition；Thecredit；Thereputation；Thebusinessmethods下一页上一页返回Unit6PreparationforBusinessNegotiationWhatwemustdoistocarryoutfactinvestigation,forexample,toknowwhatpercentageoftheirnegotiationshadbeensuccessfulorwhatdiscountsoftheirproductstheygavelastyear.Butsomeofthesewillbefarlesscertainbecausethesortofinformationisbasedonothersopinionsorviews.However,itisalsousefulOtherpeople’sopinionsaboutthenegotiatingopponentoritsfinancialpositionwilltellyou:Whattheopponenthasdoneinthepast;Whattheopponentmightdointheirnegotiationswithyou,i.einthefuture下一页上一页返回Unit6PreparationforBusinessNegotiationTheconnectionbetweentheseisbothstrongandobvious.Ifyouknowclearlyaboutwhatthey’vedoneintheirpastnegotiations,youcanguesswhattheymightdoinyournegotiation.TheseguessescanhelpyoumakeyournegotiationplanSomepeoplethinkhistoryasjunk,butitisnottrue.Thepastcanprovideuswiththefoundationsofourfuturesuccesses.Forexample,whenyoufaceanegotiatorwhohasarecordofbeingasuccessfulnegotiator,thenyoucaneithertakethistomeanthat:You’llhavelittlechanceof“winning”;下一页上一页返回Unit6PreparationforBusinessNegotiationHeorsheconductsthenegotiationsinaneffectiveandprofessionalmannerInreality,havingarecordofsuccessfulnegotiationsmeansthathehastakenprofessionalnegotiatingmethods.Youcanthenheaveasighofrelief,fordealingwithsomeonewhonegotiatesinthatwayisaloteasierthandealingwithanamateur.Youcanviewthepastrecordasaseriesofcompletedlessons—somethingthatprovidesadatabaseforyoutousewhenyoudecidehowyou’regoingtodoitnow下一页上一页返回Unit6PreparationforBusinessNegotiationIfyouaregoingtodothis,thenwhatyoushoulddonextistothinkoverthequestionsaccordingtothesituationoftheopponentandmakesurethatyouknoweverythingthatyouneedtoknowabouttheothersideBesideswhathavebeenmentioned,thenegotiatorsshouldbefamiliarwitheachopponent’sbackground,familystatus,theirstrengthsandweaknesses,theiridiosyncrasiesandeveneccentricities,theirblindspotsandtheirareasofspecialexpertisebecauseallthesewillbeagreatadvantagetotheminnegotiations.下一页上一页返回Unit6PreparationforBusinessNegotiationEveryskillfulnegotiatorknowsthatknowingwhoyouwillbebargainingwithisfarmoreimportantthanmostaveragepeoplecanassumeTherearevariouswaysofobtainingsuchinformationBusinessmenusuallyapplytobanks,thechamberofcommerce,theChineseCommercial.Counselor’sOfficeinforeigncountriesorotherenquiryagenciesinsteadofapplyingtoabusinessfriendortradersbecausetheinformationobtainedthroughthechannelsmentionedaboveisgenerallymostreliable.下一页上一页返回Unit6PreparationforBusinessNegotiationEveryskillfulnegotiatorknowsthatknowingwhoyouwillbebargainingwithisfarmoreimportantthanmostaveragepeoplecanassumeHowever,abankwillnotgiveanyinformationdirectlytoanunknowntrader,unlesstheenquiryisfromoneofitsfellowbanks.Therefore,whentakingupabankreference,thetradermustremembertodosothroughhisownbank下一页上一页返回Unit6PreparationforBusinessNegotiationThenegotiatorsshouldselectthoseissuesrelevanttotheparticularnegotiationThisisamatterofobtaininganunderstandingofsomeofthepointsreferredtointheabovementionedsectionsothatthenegotiatorscanrecognizeboththedegreeoftheirimportanceandtheextenttowhichtheyareinterrelatedThenegotiatorscanobtaindatafromthefollowingsourcesinordertounderstandwhetheraproblemexistsornot:下一页上一页返回Unit6PreparationforBusinessNegotiationFromtheorganizationsinourcountry,suchasMOFTECanditsprovincialcommittees,foreigntradecorporations,bankswithparticularinterestintheterritoryandnewspaper/journalarticles;Fromoverseas,forexample,ChineseEmbassyandChineselocalcompanies,localbanks,theagents,otherbusinessmenoperatingintheterritory,localnewspaper/journalarticlesandetc下一页上一页返回Unit6PreparationforBusinessNegotiationIncollectingandassessingthedata,itisimportanttobearinmindthatbiasmayexistinthepersonfromwhomthedataisobtainedandinthedataitself.Sothenegotiatorsshouldcollectanumberofseparatefactsandfitthemtogethertoformacompositepicturewhichislikelytoresemblereality.Theemphasishereisonthefactsbeingseparate下一页上一页返回Unit6PreparationforBusinessNegotiationMostpeopledonotconsidertheirowncontractfilesasoneoftheinformationcollectionsources.Allrelevantpreviouslyexecutedagreementsshouldbeanalyzedinordertodeterminewhatproblemshaveariseninsimilartransactions.Thisreviewshouldincludeallcontractrelateddocumentsandmaterials.Problemsandsolutionsrelatingtopriortransactionsshouldbecarefullyreviewedbecausethetechniquecanbeequallyinstructivetotheupcomingnegotiations下一页上一页返回Unit6PreparationforBusinessNegotiationAdditionally,thenegotiatorsshouldtakehavingconsultantsspecializinginthetypeoftransactionintoconsiderationifitisamoresignificantnegotiation.Theneedforconsultantsshouldbeviewedasneutrallyaspossible:theirprofessionalassistancecannotbesuppliedinternallyorthroughyourregularattorneysoraccountants下一页上一页返回Unit6PreparationforBusinessNegotiationEstablishingaTargetforaNegotiationEstablishingatargetforanegotiationmeansthatnegotiatorsshouldknowwelltheirdesiredresultsaccordingtotheirownpracticalconditions,andshouldnotbewillfullymanipulatedbytheircounterpartsThefirststepthatyoutakeinyourpreparationisasimpleandstraightforwardone—todecidewhatyouwanttoachieve.Itseemsobvious,butyou’dbesurprisedhowmanypeoplecan’tdoit下一页上一页返回Unit6PreparationforBusinessNegotiationEveryoneknowsthatpricewilldirectlyconcerntheeconomicbenefitsofbothsides,soitisusuallythekeypointininternationalbusinessnegotiations.Naturally,bothsideswilldotheirbesttoseektheirdesiredresultsThedesiredresults,whichshouldbedecidedinbusinessnegotiations,havethreedifferenttargets:thebesttarget；theintermediatetarget；andtheacceptabletarget下一页上一页返回Unit6PreparationforBusinessNegotiationThebesttargetistoachievealldesiredresultsplannedatthebeginningofthenegotiation,whichwillbenefityoubest.YoushouldknowwellwhetheryourfirstquotationishighorlowifitisgenerallyacceptedbyyourcounterpartUsuallybothsideshaveafewbargainsbeforeacceptance.Iftheworldmarketisbeneficialtoyouandyoucanfirmlymaintainthedesiredobjectivestotheend,thenyouwillprobablyobtainthebesttarget下一页上一页返回Unit6PreparationforBusinessNegotiationUsuallyitisnoteasyforthenegotiatortogetthebesttarget,so,whensuchatargetcannotbeachieved,youhadbettermakeagoodpreparationtoachieveyoursecondtarget—theintermediatetarget,whichisfairforbothsides,althoughitisslightlylowerthanthebesttargetDon’tbeginnegotiatingataverylowpricebecauseourquotationistobealittlelowereachtime.Doitstepbystep.Eachtimeyoureducetheprice,youshouldremainseriousaboutthedesiredresults.Underthissituation,yourcounterpartmaywellacceptyourquotationasthebestpossibleprice下一页上一页返回Unit6PreparationforBusinessNegotiationItislikelythatyoumayreachanagreementatthisprice.PleasekeepinmindthattakingaseriousandfirmattitudeisthekeytoavoidfurtherpricereductionsandunnecessaryexpensesThiswillresultinincreasedprofits.Ifyoumeetwithnegotiatorswhoalwaysbargainusingharshlanguage,donotbeangry.ThisindicatesthattheywanttobuyyourproductsYoushouldbepatientandfriendly,usingsoftwordsandmoderatespeakingspeedandtone,knowingwellwhatnottosay,whattosayandwhentosay.Whenyoufeelindangerofgoingintoadeadlockednegotiation,itissuggestedtorequestabreakorrest,thenreadjustyourplanandcontinuethenegotiation下一页上一页返回Unit6PreparationforBusinessNegotiationThisisthesameasinsportscompetitionThecoachonthesidehavingtheleadwillprobablyaskforastop.Thepurposeofthecoachtoaskforastopistochangetheforce,momentumanddominantpositionWhenyoufindthatyoudonothavetheadvantageintheworldmarket,oryouhavemetaskillfulnegotiatorinthebusinessactivitiesoryouhavetoexportorimportsomeproducts,youhavetofacethereality—toaccepttheacceptabletargetgradually.Theacceptabletargetistheminimumlevelbothsidescanbear.Itshouldnotbeexposedtoyourcounterpartatthebeginningofthenegotiation.下一页上一页返回Unit6PreparationforBusinessNegotiationYourcounterpartmaynotbelieveitandalthoughthepriceisthelowest,hemayrejectyourquotation.Ontheotherhand,eveniftheagreementisreachedattheminimumacceptableprice,yourcounterpartmaynothaveasatisfactorysenseofhavingbroughtyourpricedownInbrief,thepurposeofthenegotiationistoarriveatanagreementtobothsidesadvantage.Thesuccessfulresultsofthenegotiationsdependonthedeterminedobjectives,perseveranceandthelanguageexpressedbythenegotiators.Theyshoulddotheirbesttousesoftwords,speakeuphemistically,uselessflowerylanguage,haveasenseofhumorandcreateaharmoniousatmosphere下一页上一页返回Unit6PreparationforBusinessNegotiationFeasibilityStudyAfeasibilitystudyisinvolvedbeforethenegotiation.Thisisnecessarybecauseafeasibilitystudyprovidestechnical,economicandcommercialbasisfordecisionmaking.Itcanalsodefineandanalyzethecriticalelementswithalternativeapproaches.Asatisfactoryfeasibilitystudymustanalyzeallthebasiccomponentsandimplicationsandanyshortfallwilllimittheutilityofthestudy.Afeasibilitystudyisnotanendinitself,butonlyameanstoarriveatadecisiontodothebusinessornot下一页上一页返回Unit6PreparationforBusinessNegotiationAfeasibilitystudyshouldarriveatdefinitiveconclusionsonallthebasicissuesafterconsiderationofvariousalternativeslistedinthefollowingBackgroundandhistoryToensurethesuccessofthefeasibilitystudy,itmustbeclearlyunderstoodhowtheprojectideafitsintotheframeworkoftheeconomicconditionsandthedevelopmentofthecountryItshouldincludethedescriptionoftheprojectidea,itshistoricaldevelopment,studiesandinvestigationalreadyperformed下一页上一页返回Unit6PreparationforBusinessNegotiationDetailedanalysisTechnicalanalysisshowsifitispossibletoworkontheproject,describesthetechnologyandtheequipmentthatwillbeusedintheprojectandthebenefitobtainedafteritsoperation.Forexample,anindustrialprojectfeasibilitystudywillanalyzetherelationshipbetweenthemarketdemandandtheplantcapacitytogetherwithitsproductionprogramanditsmarketingstrategy,andanalyzethebasisfortheselectionofmaterialsandinputsrequiredforthemanufactureaswellasitssupplyprogram下一页上一页返回Unit6PreparationforBusinessNegotiationSocial/economicanalysisgivesanoverallpictureofimpactstheprojectwillmakeonthesociety,orthedevelopmentofthearea/countryLocationandsiteAfeasibilitystudyhastodefinethelocationandsitesuitablefortheprojectunderconsiderationThechoiceoflocationshouldbemadefromafairlywidegeographicalarea.Sometimes,severalalternativesitesmayhavetobeconsidered.Oncethesitehasbeenselected,reasonsfortheselectionandlocalconditionsshouldbestated.Andimpactsontheenvironmentshouldbestudied下一页上一页返回Unit6PreparationforBusinessNegotiationOrganizationandoverheadcostsOrganizationalarrangementsshouldbemadefirstinthefeasibilitystudy.Itshouldalsoincludethecostestimationtooperatetheproject.Inindustrialfeasibilitystudy,attentionshouldbepaidtotheoverheadcostsrelatedtotheoperation,suchasadministrativeoverheads下一页上一页返回Unit6PreparationforBusinessNegotiationManpowerAfeasibilitystudyshouldgivethetotalmanpowercostsoftheprojectstartingfromthedepartmentlevelandincludingthelaborandstaffpersonnelinalldepartments.Thecostofmanpowerisapartoftheproductioncosts.Acomparisonbetweentherequiredpersonnelintheprojectandthelaborforcestructureavailableintheregionshouldbedonetomaketrainingplansanddecidetheneedforforeign/domesticexperts下一页上一页返回Unit6PreparationforBusinessNegotiationmplementationschedulingItisanessentialpartofthefeasibilitystudy,astheimplementationmustberelatedtoatimescale.Suchascheduleshoulddefinethevariousimplementationstages,suchasnegotiationandcontracting,projectformulation,actualconstructionandrunningin,etcintermsoftimerequiredforeachstage.Itcombinesthevariousstagesintoaconsistentpatternofactivitiesthatdovetailoneanother下一页上一页返回Unit6PreparationforBusinessNegotiationFinancialandeconomicevaluationTotalinvestmentcosts,whichincludepre-productionexpenditures,fixedinvestmentsandnetworkingcapital,arecalculated.Andestimatesofprojectfinancingandoperatingcostaremade.Profitabilityanalysisshouldbemadetoshowtheprofitobtainedfromtheprojectandthecontributionitwouldmaketothenational/regionaleconomy下一页上一页返回Unit6PreparationforBusinessNegotiationMakingtheNegotiatingPlanBeforemakingthenegotiatingplan,weshouldhaveabriefunderstandingaboutthenegotiatingbrief.Thenegotiatingbriefconsistsoftheinstructionsgiventothenegotiatingteambythemanagement,whilethenegotiatingplanisdevelopedbythenegotiatingteamandrepresentsthemeasurestheytaketoimplementtheinstructionsstatedinthenegotiatingbrief下一页上一页返回Unit6PreparationforBusinessNegotiationThenegotiatingbriefisinwrittenformandthemanagerresponsiblefortheoutcomeofthenegotiationsignsit.Itmayvaryfromashortinformalmemorandumtoalengthyformalpaper.ButasimplerandshorteronemeansasmallerriskofmisunderstandingandagreaterchancetofollowtheinstructionsThemanagementisresponsibleforthepreparationofthebrief,butthetermsmustbeacceptabletothenegotiationteamleader—ItservesasafeasibletargetandalsoallowshimsufficientlatitudewithinwhichtonegotiateTheteammembersshouldparticipateintheformulationofthebrief.下一页上一页返回Unit6PreparationforBusinessNegotiationAndthebriefshouldbeanexplicitstatementofthetargetobjectiveThisplanprovidesdisciplineandorganizationthatcanbecriticaltoateam’ssuccess.Thisstepisvaluablebothintermsofthenegotiatingoperationplanandintermsofthecommonunderstandinggainedintheprocessofpreparingtheoperationplan.Itwillserveasthenegotiatingteam’sroadmapasthenegotiationensues下一页上一页返回Unit6PreparationforBusinessNegotiationWhenyoudrawuptheplan,thefollowingpointsshouldbepaidattentiontoTheagenda,whichwillbemostsuitabletoyou.Afteritisdesigned,

allmembersofthenegotiatingdelegationshouldknowwellabouttheplanOnceyouhavegotthecounterpart’sagenda,youshouldcompareitwithyoursandconsiderthestrategiesandtacticsyouwilladopt.Butthetacticsshouldbeusedwithcautionastheymayresultingreatdiscomfortforyourcounterpart下一页上一页返回Unit6PreparationforBusinessNegotiationChoosingthelocationofnegotiationisalsoveryimportant.Whenyouhavegotthe“homecourt”opportunity,thesituationofnegotiationwillbeofadvantagetoyou,forthehometeamwillhaveallitsinformationresourceseasily.Alternatively,thetravelingteambringstheminimumnecessaryinformationresources,andthenegotiatorswillhavelimitedinformationactivity.Thefactorsmentionedabovewillinfluencethenegotiatorsofbothteams下一页上一页返回Unit6PreparationforBusinessNegotiationIntheeventthatneithersidegivesintotheother’ssuggestionsonchoosingthelocationofnegotiation,itistimetosuggestthatnegotiationsbeheldinaneutrallocationwhichisequallyconvenienttobothsides,forthenegotiatorsofbothsidesaresubjecttothesameexpenses,information,andtimeconstraintsTimeperiodFortheeffectoftimecosts,thesellerwouldonlypayforhiscostfromthetimehebeginstoprepareforthenegotiationsuptotheendofthevalidityperiodofhistenderAnydelay,eveninobtainingthecontract,mustbringprofitlosttothecompany,espthelostinlabor下一页上一页返回Unit6PreparationforBusinessNegotiationHowever,thenegotiatingteamshouldbegivenasmuchtimeaspossibletocompletethenegotiationsinordertoavoidtimepressureThetradeoffinthereductioninmarginbecauseoftimecostsandtimespentonnegotiationsshouldbemadeclear.Sothebriefmightstate:“Thetendervalidityexpireswithinonemonth.Extensionofvaliditywouldcostapproximately0.5%forthefirstmonthand1%permonthafterthat.Afterthreemonthsitwouldbenecessarytorequit