国际商务谈判Chapter5-6.ppt

International Business Negotiation What is the aim of this course?  1. Acquiring knowledge of the basic principles of negotiation，the common and costly negotiating mistakes, and how to avoid them. 2. Developing interactive skills and the ability to communicate effectively.  3. Developing the ability to recognize the specific feelings, values and beliefs that other people have about proper conduct in negotiation, and to adjust one’s attitudes and behavior to the issues and personalities involved in the particular case. Chapter5-6 Successful negotiation strategies 1. Questions in focus What are the famous six steps for the process of almost all negotiations? How to set your strategies? How to build understanding? Step 1  Preparing for negotiation Step1 Preparing Setting bargaining objectives Assessing the other side’s case Assessing relative strengths and weakness 1.1 How to set objectives A top line objective-the best achievable outcome. (2) A bottom line objective-the lowest, still acceptable, outcome. A target objective-what you realistically expect to settle for. 1.2 How to plan negotiation To plan your negotiation, you may have to make assumptions about the other side’s likely reactions to your demands. Key stages: Try to establish what the other part’s claims are and what they are seeking to achieve 1.2 How to plan negotiation (2) Probe whether specific problems or concerns lie behind their questions or claims (3) Exchange factual data in advance of negotiations (4) Consider what facts and arguments the other party is likely to use in support of their claim (5) Consider the possible existence of a hidden agenda Step 2 Developing a strategy 2.1 Key points in developing strategy Planning your overall strategy is an important part for negotiation. Consider: (1) What questions should we ask in the first session? (2) What questions are they likely to ask? (3) How will we answer these question? 2.1 Key points in developin