国际商务谈判International-Negotiation

2023年12月24日发(作者：粟红贯朽)

国际商务谈判International Negotiation

1. 谈判是人们为了协调彼此之间的关系,满足各自的需要，通过协商而争取到意见一致的行为和过程.

2. 参与谈判的各方都是有所求的,但同时也不能无视他方的需要（win—win

concept）

Profit

A

a

b

B

3. 谈判是一门科学也是一门艺术。Negotiation is science and art

4. 商务谈判的基本原则

Principles：

1) Sincere, true， honest 真诚

2) Equality and mutual benefit 平等互利

3) Seek common ground while leaving differences 求同存异

4) Fairness 公平

5. 用图表表示谈判的良性循环

Successful Model of Negotiation

scheme plan

maintain

a

friendly Relation

relations

carry out

6. 用图表解释解决谈判中矛盾的方法 Agreement

fulfill perform

land

Conflict

resource

attitude behavior

(psychology adjustment) （International law)

Details

consult

Bargain solved problem

conflict

N=C=N Negotiation=Consult=Negotiation

7．美国商人谈判风格

1) History

 《The Declaration of Independence》独立宣言

 Immigrant from Europe to America

 Open up America

 The spirit of developing America

 Creation

2) Americans attach importance on

 Practice 实际

 Keep one’s promi and respect contracts

Lawyers play a very important role in the negotiation. Not until they confirm

everything in the contract will they sign it. After the agreement， Americans keep

it riously.

 Take efficiency 讲求效率

Before a negotiation， Americans will map out a plan first, and then carry it out

step by step.

与美国人谈判要尽量简明扼要，直接进入实质阶段，那些繁文缛节往往会使他们产生反感

 Pursue pragmatic achievement and fond of venture

They press their goals， value efficiency and prefer to include all necessary parts

in the negotiation embracing designing, development， production, engineering，

sale and price and reach a package deal

3) Personal characteristics

 Self—confident

American's high individualism is manifested through their decision making

process-—individual has the right to make the decision。 Personal responsibility

is stresd

美国人个人表现欲很强，乐意扮演“硬汉”“英雄”的形象.在美国的谈判队伍中，人数一般不会超过七人，远远少于他方，谈判关键决策者往往只有一两个人，这大大地提高了效率，但由于他们往往缺乏patience，因而使对手通过这一点来获得利益

 Straight and frank

They usually ignore establishing personal relation prior negotiation. In their

minds， good business brings about good personal relation, not vice versa。 They

have the exact definition of “right" and “wrong”

谈判中，美国人从不含糊其辞，而是直接相告。美国人并不在乎出身背景，更注重个人的能力。因而在与其谈判过程中，应积极反应，立足事实,大方的讨价还价。

 Well—prepared

 Enthusiastic， talkative and humorous

 Neat work

4) Geography：There exists diversity among merchants in different parts of America

 Middle （Ohio俄亥俄州，Minnesota明尼苏达州)

Conrvative, simple， kindly manner, make friends

 West（Pacific Ocean Coast)

Attach importance to promi， be over critical

 South（Texas得克萨斯州，Tenne田纳西州, Arkansas阿肯色州，Oklahoma

俄克拉何马州)

Solicitous, frank, impatient， acute

 East （Washington-New York)

It is one of the biggest financial centres in the world。 It is the symbol of wealth

and Wall Street（华尔街） is its symbol。 Everyday there is a large sum of money

and a great many professionals swarming into. Miracles happen all the time。

People there lead to a high rapid and stressful life. Benefit is the only thing in

their eyes。

8.用英语制定一份谈判方案

1) Collecting information

2) Target decision

3) Members

4) Place

5) Time

6) Others

以下是我写的一份计划，仅供参考，请不要直接写在你的考卷上,以免出现雷同

Ca: Company A is a manufacturer of silk products with printed patterns. The

product patterns are designed to cater to different culture, customs and tastes。 One

day， an American salesman， Gary, came into the plant and looked carefully at the

samples exhibited。 He showed satisfactory to the products and wanted to order 7

patterns。 They will have a negotiation.

1) Collecting information

After eking and analyzing data and information from some International

organizations and on—line， we found that products which are similar to ours are

in small supply but in large demand at European market and the price could reach

as high as $30 per yard。 Gary's company B has a good financial credit and a

complete lling net. They also own a fleet, so the transportation fee could be cut

down.

2) Target decision

 Desirable target: $25 per yard （This goal rves two purpos: tting a

potential goal for negotiators to strive for and leaving room for bargaining in

negotiations.）

 Acceptable target: $15—$25 per yard (This is determined after careful

thinking of market and the cost. We should make all efforts to achieve it.）

 Bottom target: $15 per yard （This is “walk away point”）

bottom accept desire

Profit

a

b

For A：

Attention： Since the development of negotiation is often unpredictable， the

target attainability is also uncertain.

3) Members:

 A leader (the company’s chief manager)

 A professional in silk producing

 An interpreter

 A lawyer

4) Place

The negotiation will be held in our company’s meeting room. It will enjoy veral

advantages as a host, such as familiar surroundings and creating pressure on the

others. host

Guest

5) Time

The negotiation is expected to end up during one week， six days for negotiation

and one day break。 If there's some trouble, we can u the leisure time to

continue the negotiation.

6) Others:

 During the meeting， the reprentatives from company B will be t into the

Hilton Hotel to have a rest.

 We will take them to go for an outing in the leisure time。

 We were informed that Gary is crazy about collecting pipes，him a traditional Chine pipe as a gift.

参考文献

《国际商务谈判-理论案例分析与实践》——白远 F740.41/2

《国际商务谈判》—-刘向丽 F740.41/8

so we prepared