Chapter2国际商务沟通与谈判.ppt

Chapter 2Principles of Business Negotiation Wang Dan 一.需要的层次 美国布朗戴斯大学心理学教授阿伯拉罕·H·马洛斯（A. H.Maslow）把决定人类行为的需要分为七个层次。既： 1. 生理的需要 2. 安全的需要 3. 情感的需要 4. 获得尊重的需要 5. 自我实现的需要 6. 认识和理解的需要 7. 美得需要 尼尔伦伯格：谈判需要理论 Outline 1.Types of Business Negotiation 2.6Cs Principles of Business Communication 2. Principles of Business Negotiation 3. Mini Negotiation 1.Types of Business Negotiation Contents: (1) Sales of Goods/Services The goal of the negotiators is to provide/get the right product in the right place at the right time at the right price. product quality quantity packing price shipping quotation offer and counter offer insurance payment claim and arbitration etc. 1.Types of Business Negotiation (2) Investment Negotiation Joint venture Preliminary investigation, pre-negotiation, negotiation and implementation The rights and obligations of each party, the respective contribution of capital, technology, expertise and other sources. Management of the joint venture,: decision-making structure, its policy fore personnel management and the conditions for its termination(终端） The domestic and export pricing of the future products for sale. 1.Types of Business Negotiation (3) Technology Transfer 1. commercial technology transfer is highly monopolistic(垄 断专利的） 2. a single technology can be traded multiple times, as the transfer does not involve ownership but only the right to use. 3. technology transfer does not simply follow the basic market rule of exchange. 1.Types of Business Negotiation (4) 服务贸易谈判 (5) 原有合同的重新谈判 (6) 索赔谈判 1.Types of Business Negotiation 二. 按谈判规模划分 (1) 一对一谈判 (2) 小组谈判 (3) 大型谈判 三. 按谈判对象所在国家 (1）国内商务谈判 (2) 涉外商务谈判 1.Types of Business Negotiation 四. 按谈判地点分 (1). 主场谈判 (2). 客场谈判 3. 中立地点谈判 五. 按谈判的交流方式划分 (1). 口头谈判 (2). 书面谈判 6Cs Principles of Business Communication In order to convey effective and readable information, 6 principles must be followed in business communication. 1. Clarity 2. Correctness 3. Conci