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1.1 Definition and characteristics of business negotiation
1) The definition of negotiation: negotiation refers to the action and the process of reaching an agreement by means of exchanging ideas with the indention of dispelling conflicts and enhancing relationship to satisfy each other’s needs.
2) The characteristics of negotiation:
A; Every negotiation involves two or more than two parties
B; The objective of a negotiation must be definite
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C: Negotiation must be conducted on an equal basis
D; A connsus must be built on the basis of mutual concession
E; Negotiation involves exchange of ideas, communication, persuasion, compromi, and s
uchlike 3)The definition of business negotiation: Business negotiation is a process of conferring in which the participants of business activities communicate, discuss, and adjust their views, ttle differences and finally reach a mutually acceptable agreement in order to clo a deal or achieve a propod financial goal.
4) The characteristics of business negotiation:
A: The objective of business negotiation is to obtain financial interest
B; The core of business negotiation is price
C; Its principle is equality and mutual benefit
D; Items of contract should keep strictly accurate and rigorous
5) The definition of international business negotiation: refers to the business negotiation that takes place between the interest groups from different countries or regions.
6) The additional characteristics of international business negotiation:
A; Language barrier;
visit的过去分词B; cultural differences;
C; international laws and domestic laws are both in force;
D; international political factors must be taken into account;
E; the difficulty and the cost are greater than that of domestic business negotiations
Chapter 2
principles of business negotiation
2.1equal and voluntary participation
1) All parties , big or small ,should be equal
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2) veto power embodies equality (否决权体现平等)
4) voluntary agreement embodies equality
3) respect embodies equality
2.3 mutual reciprocity and mutual benefits
2.2 credibility first
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2.4 maximizing commonalities and minimizing differences
2.5 speaking on good grounds
2.6 parate the people from the problem
1.e the situation from the other side’s point of view
2.prent more objective information and avoid blaming the other side
3.react tactfully(委婉地) to emotional outbursts（爆发）
4.help them save face and do not hurt them emotionally
preparation for business negotiation
3.1 collecting informationpalladium
Where to collect information
1)International organizations.
3) Service organizations
2) Governments.
4) Directories and newsletters.
5)On-line rvice.
3.2 forming the negotiation team
Generally speaking , the size of a negotiation team depends on :
A: THE number of the negotiation team members of your counterpart
B: the complexity of the negotiation
C: THE need for technical experts
D: the number of the associates in the project
Bill Scott suggests that the number is probably four. The main reasons for this number include:
● Size of group.
● Control of team.
● Range of experti.
● Changing membership.
3.3 planning for business negotiation
1) Gist of a negotiation plan:
Requirement toward :the key points of the negotiation
the thoughtfulness and flexibility of the plan
the predictability of the plan
the negotiation time
the negotiation atmosphere
Key points while making the negotiation agenda
Negotiation site-
Negotiation issues
Open agenda and restricted agenda
4)negotiation agenda
Negotiation agenda refers to the arrangement for the timing and site choice of the negotiation, and issues discusd.
1.Scheduling of the negotiation-
2.Negotiation site-
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3.Key points while making the negotiation agenda
4.Open agenda and restricted agenda
5.Negotiation issuesdescription什么意思
3.4 physical preparations
3.5 simulated negotiations
Chapter 4
Opening of Business Negotiation
otheranothertheother4.1.1 Different negotiation atmospheres have different impacts on the negotiation:
idiotic1) positive and friendly
2) ten and contradictory
3) Brief and straightforward
4) dilatory and protracted( 缓慢，拖拉的)
5) cold and perfunctory( 漫不经心的)
6）date and rerved(平静，冷淡的)
4.3 opening strategies
1) resonant opening
Conferring approach: we ask for the opinions of the other party with a kind tone to boost discussion toward our goals ,then approve of their proposals and are willing to follow their proposals to proceed with our work.
