商务谈判 03.ppt

Negotiation Preparation Objectives and targets to be achieved 设定谈判目标 Macro and micro information to be researched 信息调研 Negotiation team member to be involved 配备谈判组成员 Locations where negotiations to be conducted 谈判地点的确定 Gabon’s labor law An unskilled laborer working continually for a month will naturally become a skilled laborer and be promoted to a technical worker after three months. A casual laborer automatically turns into a permanent laborer if he keeps the job for a week without being fired. Their salaries will increase along with their upgrading. As a permanent laborer, he is entitled to family subsidies ( enough for two wives and three kids, transportation fee and unemployment subsidies. ) Ⅰ.Target Decision 设定谈判目标 Preference of interests利益抉择 1.Interests in the negotiators’ minds don’t have equal weight. 2.Negotiators should decide which interests to be fulfilled first and which interests might be sacrificed. Eg : selling products: price Seller’s interest: highest possible price Buyer’s interest: lowest possible price Eg : extending(提供） a loan：interest rate and length of time Objective Levels目标层次 1.desirable target希望达到的目标(to achieve all desired results) Two purposes: setting a potential goal for negotiators to strive for and leaving room for bargaining in negotiations. 2.acceptable target可能达到的目标(fair for both sides, but slightly lower than desirable target) What negotiators make all efforts to achieve. 3.bottom target保底目标 (the minimum level both sides can bear) What negotiators will defend and safeguard with all their might. Application of Objective Decision Making for a Buyer买方如何应用目标决策 Look at the quoted price and compare it with past quotations to see if it appears to reflect inflation over the period in question 将目前的报价与过去的报价加以比较，看看价格是否真实反映了过去一段时间的价格变化 Examine the seller’s proposal very carefully to make sure that it is understood认真审查卖方的建议，真正搞懂建议的每一个部分 Pick out those points in the seller’s proposal that he is unable to accept, which should be put