[企业管理]PreparationforInternationalBusinessNegotiation.ppt

Open agenda and Restricted agenda (1) Open agenda (general rule agenda) -- the schedules of the negotiation that all the parties concerned observe and follow. -- consists of issues to be discussed, time, place, staffing and reception arrangement. (2) Restricted agenda (detailed rule agenda) -- the detailed arrangement of negotiation strategies of one’s own party. (confidential) 2.4.1 The negotiation time 2.4.2 The negotiation site 2.4.3 Visiting and sightseeing 2.4.4 Other Preparations When to start and last how long , these factors matter: (1) The level of the preparation (2) Physical and emotional status of the negotiators (3) The market situation (4) Negotiation agenda (1) The negotiation place Home court S: psychology, energy , cost W: attention, decision, Reception burden Guest court S: no interference , know the other side directly, decision W: communication, circumstance, passivity ? Third partys court S:fair w:cost (2) The negotiation site Some factors should be taken into consideration : The convenience of transportation , communication and facilities. The environment is beautiful and quiet, to avoid outside interference. Spacious, comfortable, with good ventilation and natural lighting conditions Good health, security conditions (3) Decoration of the negotiation sites ① The main negotiator room --Spacious and comfortable , Pastel --With good ventilation and natural lighting conditions, Suitable temperature --No recording equipment (3) Decoration of the negotiation sites ②The secret talk room -- Close to the main negotiator room -- Sound insulation -- Serve with blackboard, desk, notebook, etc -- With window curtains, not too bright ③Lounge (4) Seating arrangements Generally in accordance with international practice, pay attention to etiquette. Setting of rectangular tables Setting of U-shaped tables