examination

1

ExaminationinInternational

BusinessNegotiation

(Note:Writetheanswersontheanswersheet)

Part1Translatethefollowingterms(1markforeach)

1.卖方____________________2.买方____________________

3.销售_____________________4.购买____________________

5.市场份额_________________6.合同____________________

7.兼并与收购_______________8.既成事实________________

9.主谈人___________________10.商务礼仪_______________

___________________R_______________

ATIONTERMS____________________________

FPAYMENT__________________________

NT___________________________________

_____________________OFCREDIT__________

ION_________________________________

Part2Completethefollowingntenceswithsuitableandmeaningful

words.(2marksforeach)

ationtakesplaceonlywhennegotiatorsareinterestednotonly

intakingbutalsoin______________.

iddingprentationofthenegotiationprocess,therearethree

guidelinestothewayinwhichabidshouldbeprented:firmly,

___________andwithoutcomment

ehumanneedsMaslowclassifiesinhisneedtheoryare

physicalorsurvivalneeds;curityandsafetyneeds;____________;

egoandesteemneeds;lf-realizationneeds.

poofmakingconcessionswhichisthemostpopulartactics

udinthebargainingprocessisto_____________.

ingthenegotiation,ttingdeadlineshelpstoconcentratethe

mind,theenergy,theeffort,an

beenas___________.Theycancaurentmentand

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counter-aggression.

entationinnegotiationshouldbepleasing,

shouldbe________,ld

emphasizethepositive,notthenegative.

aringnegotiatingagenda,eachsidemaypreparetwoagendas:

ageneralagendaanda___________.Theformerisprentedtothe

otherside,andthelatterisforone’sownu.

rethreetypesofnegotiationsintheinternationalbusiness:

win-lotype,lo-wintypeand__________.

cessofinternationalsalesandpurchasnegotiationisdivided

intothreedifferentstages:planningnegotiation,____________,

closingadeal.

ke

llnotbe

trengthrestsinthebidding

________negotiatingstyle.

Part3ReadingComprehension(2marksforeach)

Therearethreemajorphasofbusinessnegotiation:pre-negotiation,

negotiationandpost-negotiation.

Pre-negotiation

Twomajoractivities-asssmentandpreparation-areinvolvedinthe

pre-negotiationpha.

Asssmentreferstoevaluatinganddeterminingwhethertheconditionsare

necessarybecauitprovidestechnical,economic

andcommercialbasfordecision-making.

PreparationThefollowingarethecriticalelementsofpreparationbefore

businessnegotiation.

gtheNegotiatingTeam

otiatingteamshouldinclude

membersineachofthefollowingareas:commercial,technical,financialand

legal.

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ngtheInformationBa

Oncethenegotiatingteamhasbeenorganized,thefirstandmostbasicstepin

preparingforaspecifictransactioniscreatinganinformationba.

abilityStudy

enablesthenegotiatorstohaveanoverallpictureoftheopponent,

capitalheld,thebusinessscope,theannualsalesvolume,hiscreditstatus,

andwhethertheopponenthasaconfirmingbankandetc.

iationPlan

Anegotiationplanindicatestheroadmapmadebythenegotiatorsaccording

otiationplanfunctionsastheguidelinefor

thenegotiators,thuswhetheritiscompletecanbecriticaltoateam’ssuccess.

Anegotiationplanshouldbesimple,clear,specificandwithsomeleeway

（回旋余地）.

gyApplied

It’salsocriticaltodoawalk-throughofthebargainingssionbeforeit

hroughourbargainingpositionindetail,andtrytoanticipate

theclient'steam'erciinvisualizationof

theactualssionforcesustobuildatofexpectationsabouttheteam

members'rolesinthessionandtoputourlvesintheclient’splaceande

hisorherpointofview.

FaceMeeting

Informalmeetingsstartasthetwosidexamineeachother’,

ryouarebuyingorlling,ifyoucan'twalkaway

becauyouneedthedealsobadlyorbecautheothersideistheonlygame

intown,esameinnegotiation.

Iftheothersidebelievesyouaretheonlygameintownthenyouhavethe

eyouneedtocurethedeal,theweakeryour

positionis,e

willapplytoyourcustomer,whichiswhybuyersalmostalwaysgiveyouthe

impressionthattheycangosomewhereel-eveniftheycan'tordon'twant

someansthatbeforenegotiationyoumustcreateanimpressionthat

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etocreatethe

impressionthatyourproductorrviceisunique,andthattheotherperson

youllyourlfandyourproductmust

convincetheotherpersonthathehasnowhereeltogo,andthathecannot

essmentandpreparationareforthisuniqueness.

Thispositioningofuniquenessisveryimportant,anditmustcomeintoplay

beforeyoustarttonegotiate.

Negotiation

Theperiodcoveredbythenegotiationmaybedividedintofourstages:1)the

openingandreviewing;2)thefollow-up;3)identifyingthebargain;4)

concludingthebargain.

ningandReviewing

Intheopeningstage,negotiatorsaregettingtoidentifytheissuesinvolved.

Theparties’rtyisreading

signalsfromwhattheothersaysanddoes,makingcontinuedjudgments

abouttheother’scharacter,andframingitsownbehaviorinrespon.

lowUp

Itisinthisstageofthenegotiationsthateachsidestartssignificantlyto

inmindthatthepurpoofnegotiationistoreachafairandreasonable

compromi,nottotrytodotheimpossible.

fyingtheBargain

Asthenegotiationmovestothestageofidentifyingparticular

concession-exchangesituation,thenegotiatorswillexpecttoreceivesignals

fromtheotherparty,whicharegenuineindicatorsoftheother.

dingtheBargain

Beforethessionatwhichthefinalbargainwillbereached,itisimportant

poistoidentifyalltheoutstandingpoints,

decideonthebargainachievableandthefinalconcessionlimit,and

determinethetacticsudanddecideonthearrangementsforrecordingthe

bargain.

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Atthisstage,allthetermshavebeenagreedonwiththecontractbeingdrawn

r,writingthecontractandthewordinginitisa

negotiationprocessinitlf,fordifferentterminology,theuofwordsand

agemaylead

toarenewedface-to-facenegotiationifthereisnegativefeedbackfrom

backgroundfactorsandatmosphere.

Post-negotiation

Afteranegotiation,atimelysummaryandreviewofthenegotiationwill

hanobjectiveevaluation,wecanlearna

lotfromthepastexperienceandenrichourknowledgeinnegotiation.A

detailedevaluationofanegotiationcanbeconductedthroughthefollowing

fouraspects:evaluatingthenegotiationprocess,evaluatingtheopponent,

evaluatingthenegotiationmannerandevaluatingthenegotiationoutcome.

nphasofinternationalbusinessnegotiationexcludes

ation.

-negotiation.

parationfornegotiationdoesnotinclude

ishingthenegotiationteam.

tingtheopponent.

abilitystudyofthecounterpart.

tinginformation.

iationplanshouldnotbe

.

4..The__________function(s)astheguidelineforthenegotiators.

ationplan

g

5..Inthecouroffacetofacemeeting,theincorrectbehavioris

thebuyerbelievethatyouaretheonlyonethatcanprovidethis

uniqueproductorrvice.

hellerknowthatyouneedthisproductbadly.

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thellerbelieveheisnottheonlysupplierofthisproductor

rvice.

ardtoavoidyouropponentwalkingaway.

hstagearetheparties’attitudesbeingformed?

up

-negotiation

tatementisuntrueaboutthephaofnegotiation?

inmindthatthepurpoofnegotiationistodotheimpossible.

tageofconcludingbargaining,therewillbearenewedface-to-face

negotiationifthereisnegativefeedbackfrombackgroundfactorsand

atmosphere.

tageofconcludingbargaining,allthetermshavebeenagreedon

withthecontractbeingdrawnuptobesigned.

thefollowupstagethateachsidestartssignificantlytoadjustits

demandandattitudestotheobrvedbehavioroftheother.

poofconcludingbargainingisallthefollowingexcept

tifyalltheoutstandingpoints.

rminethetacticsud.

overtheOpponent’snegotiatingstyle.

deonthearrangementsforrecordingthebargain.

sthemostsuitabletitleforthistext?

obusiness.

ssnegotiationphas.

tstrategyappliedbusinessnegotiation.

tiononbusinessnegotiation.

art“ConcludingtheBargain”,theword“terminology”most

probablymean

iceofstrategies.

iceofnegotiationstyles.

Part4Readthefollowingstatementsanddecidewhethertheyaretrueor

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fal.(1markforeach)

()dnegotiation,everybodywinssomething.

()ofatalkisimportantbecaupeoplerememberwhattheyhear

last.

()thenegotiation,youshouldgiveyourbestofferatonce.

()nformalnegotiationsdon’tneedanagenda.

()theLunarNew

Yearperiodfornegotiation.

()dacanbeprentedbyonesideorpreparedbybothsides.

()eamistooaggressive,itisverynecessaryforanotherteamto

respondinthesameway.

()istoinfluence

thenegotiator;theotheristoinfluencethesituation.

()signingstrategies,youshouldonlythinkaboutyourstrengths

withouttakingcareofyourweakness.

()riencednegotiatortalksmuchandrarelypaustolisten.

Part5Readthefollowingquestionscarefullyandbrieflyanswerthem.

(6marksforeach)

ethethreebasicprinciplesofnegotiation?

nwhytheopeningbidneedstobe“thehighest”.

negotiationconflictsnotbad?Explain.

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rangementsshouldbemadewhenyouschedulethefirstroundof

internationalmeetings?

rategicmannersshouldonehavewhendealingwithdifficultpeople

metactics,strategies,tricksaboutwhatoneshould

dointhesituations.