英语商务谈判课后答案.docx

第一单元II. Discussion1.?Students should identify:1.macro and micro information to be researched2. objectives and targets to be achieved3.strategies to be?chosen?and agenda to be set4. negotiation team members to be involved5. locations where negotiations to be conducted6.?Adjusting based on reality backed up by learning1.?macro and micro information to be researched?1) Information on related environmental factorsThe political state,?Religious belief,?The legal system,?Business convention,?Social customs,Financial state, Infrastructure and logistics system, Climate factor?2) Knowledge of the opponentNature of the company,?Development history,?Financial and credit status,?Features of its products,World market shares,?Production and supply capacity,?Price levels,?Preferred payment terms,Negotiation targets or objectives,?Nature of the company,?Credit status and financial status,Individuals??3) Knowledge of competitorsSupply of and demand for the products,?Information about similar products,?Technological development trends,?Production capacity,?Operational?states,?Market shares of the major producers,?Sales forces,?Price levels,?distribution channels,?competition and relationship between or among rivals?4) Knowledge of oneselfcapacities and abilities to supply,?operational conditions2. objectives and targets to be achieved1)?Defining one’s interest2) Clarifying objectives?Prioritizing?one’s goals?Establishing?goals3)Building one’s BATNA3.strategies to be?chosen?and agenda to be set1) Choosing a strategy????(5 types)2) Setting an agenda?(the order:1-4-3-2)4.negotiation team members to be involved1)?One-on-One vs Team Negotiation?Advantages?and?Disadvantages2)?The Leader?Obligations /responsibilities/ job description?General Characteristics/ How to choose the leader ?3)?Team Members?How to choose team members??(2 wrong choices)?Men vs. Women?Negotiating?characters (5 types)4) Teamwork?General Characteristics of effective teams?Roles?Seating?Location5. locations where negoti