商务谈判问答题
南通大学 石峰
1.what is about business negotiation？（PPT）
Bussiness is an activity between two or more parties who confer together in order to reach a satisfying purpo
2.Fundamental Elements of Negotiation(PPT)
Negotiator :Tho who are engaged in negotiation.On-table/off-table negotiator
Negotiating topic :Specific problems that should be discusd Topic should be common interest
Negotiating: background objective condition of negotiation
including Environment/organization/staff background
3.plea explain the contents for “soft negotiation”，“hard negotiation” and “principal negotiation”(PPT)
（1）soft negotiation considers opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations
（2）hard negotiation considers the opponent as enemy ,pay more attention to the stand position rather than interests gain, focus to willpower test so as to impo lf position on the other.
（3）principal negotiation is value negotiation ，it strengthens fair value and fair principle derived from Harvard negotiation technique
4.what are the main tasks for the 3 stages of negotiation respectively？(13)
（1）pre-negotiation The main issue here is to define the problem to be jointly solved for it .environmental factors and information collection are two main task during this stage
（2）face to face negotiation
①Introducing team members
② Discussing agenda
③five pha will proceed:
A exploration 探索/试探 B bidding 报价/招标
C bargaining 讨价还价 D ttling & ratify 搞定/认可
（3）post—negotiation the main thing at this pha is to review and confirm the agreement and result of talks on each issue so that no ambiguity of understanding exists. Also wrapping up includes follow-up work for future.
5.what are the approaches you can u to attract immediate attention？(36)
① arou curiosity by asking a question related to your talk
② say something humorous
③ start off with an interesting news item
④ open with the impact of a profound quotation
⑤ open with a simple explanation of how your topic affects the common interests of the listeners
⑥ start off with a shocking statement
6.what are the alternatives that you may u on how to answer when questioned？ (40)
① Leaving the other person with the assumption that he has been answered
②Answering incompletely.
③ Answering inaccurately.
④Leaving the other person without the desire to pursue the questioning process further.
A.give a “nothing” answer B.U humour in answering questions. C.do not answer
7.what are the requirements for the chief negotiator ？(57)
（1）He must exerci a high degree of lf-control and keep the team on track under trying circumstances.
（2）The chief negotiator should be able to u the specialization of each member to its maximum advantage.
（3）The chief negotiator’s greatest skill is the ability to deal with pressure from a variety of directions.
（4）Candidates for chief negotiator should also be technically astute with regard to both the company’s products and modern day information technology.
8.what are the advantages and disadvantages of single negotiator ？(58)
Advantage：
（1）to prevent the oppor from aiming questions at the weaker members of the team or creating disagreement among team members;
（2）to prevent from placing complete responsibility on one person;
（3） to prevent the weakening of stated positions through differences of opinion between team members
（4） avoid making on-the-spot decisions.
disadvantage：
（1）it has a very high level requirement of the negotiator.
（2）It needs the negotiator to keep a clo eye on everything of the other party, to familiarize with every field that relate to the negotiation and at the same time to be alert enough to put forward quick respons to a scheme.
（3） Especially when the other party nd in some experts, it’s really hard for a single o
ne to manage all on his own.
9.what are The advantages and disadvantages of team negotiations？(59)
Advantage：
(1) it would u a number of people with different technical backgrounds who can correct misstatements of fact;
(2) it enables a pooling of judgments and planning in advance;
(3) it prents the other side with a large opposition.
Disadvantage：
(1)with a big team, it is rather difficult to control and the weak member is very easy to pick out by the other party and they will attack individually.
