Unit 7 strategies + physical pre..ppt

Unit 7 Negotiation Strategies and Physical Preparation Revision Collecting information of four aspects Qualification and credit status Negotiation representatives Market quotations Laws and cultures Three sources of information Database: information can be found in numerous places such as the internet, DB reports, industry magazines, news papers and other related research sources. Third parties who know about the company: friends, acquaintances, biz associates. Your counterpart: develop multiple contacts within their organization and piece together bits of information. Case Ⅰ 1959年9月26日，我国在黑龙江松嫩平原打出第一口油井，大庆油田。由于当时国际环境复杂多变，我国并没有向外界公布该地理位置和产量。到了70年代，随着中日关系的正常化，日本商家极想与我国进行石油设备贸易。 他们从刊登在《人民画报》封面上的“大庆创业者王铁人”的照片中大棉袄和漫天飞雪的背景，推出位置在东北； 从《王进喜到了马家窑》的报道推断大体位置； 从《创业》电影分析油田附近有铁路且道路泥泞； 根据《人民日报》刊登的钻井机照片推断出油井直径大小； 根据我国政府工作报告计算出油田大致产量； 将王进喜的照片放大至本人比例（通过王与毛泽东、周恩来等人合影），判断身高，然后对照片中井架分析，推出井架高度、井架间密度，从而推测对设备需求量 Case Ⅱ 荷兰某精密仪器生产厂欲售产品于中国某企业。荷方代表将其产品性能、优势及目前在国际上的知名度做了细致介绍，同时说明许多国家有关企业欲购买该产品，然后报价4000美元。 但根据中方掌握材料，目前该产品国际市场最高售价3000美元，于是中方将搜集到的国际上该产品十几家厂家生产情况、技术水平及产品售价的信息托出。 荷方代表十分震惊，据他们材料，中方是第一次进口该仪器，没想到中方信息完备，立刻降价到3000美元。 事实上，中方了解到，该厂家目前巨额债务中，急于回收资金，正四处寻找买家，而目前也只有中国发出购买信号。于是中方从容应答：“我们不怀疑产品的优越性能，但由于用汇额度有限，我方只能认可2500美元的价格。荷方不悦，终止谈判。中方从容回应：“我们很遗憾。” 随后荷方主动来找中方再谈判，最终2700美元成交。 How could the Dutch representatives reduce the price from 4000 USD to 3000 USD? What’s the relationship between 4000, 3000 and 2700 USD? When the Dutch representatives call off the negotiation, why do the Chinese party still feel at ease? What do you learn from this case? Negotiation Strategies Negotiation strategies refer to the tactics and techniques used in the actual process of a negotiation to meet the negotiation targets. Factors to be considered in designing strategies Will the negotiation take place at the host court, the guest court or a neutral ground? What are the advantages or strengths each party has? Which party will be affected more greatly by the outcome of the negotiation? What are