国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter4.pptVIP

International Business Negotiation Chapter4 Opening of International Business Negotiation Teaching Objectives After studying this module, you should be able to know: 1．Impacts of different negotiating atmospheres on negotiations 2．Steps to open an international business negotiation 3．Factors we should pay attention to in the opening statements 4．Common strategies for opening an international business negotiations Contents Guide 4．1 Creating a Right Negotiation Atmosphere 4.1.1 The function of negotiation atmosphere Different negotiation atmospheres have different impacts on the negotiations. There are Positive and friendly, tense and contradictory, brief and straightforward, dilatory and protracted, cold and perfunctory and sedate and reserved negotiation atmosphere and so on. 4.1.2 Different kinds of opening patterns and their impact on negotiations (1)Resonant opening (2)Frank opening (3)Evasive opening (4)Nitpicking opening (5)Offensive opening 4.2 Opening Steps and strategies The opening of international business negotiations often has to undergo the following three steps： (1)create a good atmosphere at the preliminary stage (2)exchanging ideas on the agenda and related questions (3)the chief representative from each party making statements respectively 4.2.1 Create a good atmosphere at the preliminary stage Proficient negotiators use this “Preliminary Stage” to exchange small talk and get to know each other. They may discuss sports, politics, weather, mutual acquaintances, or other seemingly innocuous topics. 4.2.2 Information Exchange Before the formal，essential negotiation , the representatives from both parties may as well exchange ideas on the agenda proposed by one party and reach agreement on the goal, main subject and the timetable for the negotiation. 4.2.3 Opening statements Before we enter into the formal negotiations，some neutral topics can be chosen as