国际商务谈判英文版课件PPT罗伯特 马士澳978 7 81134 561 2Lecture 4.pptVIP

International Team Negotiation Week 4  Review of Role Play No.1 What are the differences between Negotiation and Debate? Is there any way to reach an agreement? Review of Role Play No.1 Negotiation VS. Debate? Negotiation: TALK A process of making concession based on your bottom line. From concession a mutual accepted result is gained. Find the common interest, answer the question “what you will get if you do this?” The purpose of Negotiation: ① reach agreement ② reach an agreement that closest to another side’s bottom line. The key to a successful negotiation Try and get the another side’s bottom line. Get whatever is acceptable to the another side. The result can be “Win--Lose”/“Win--Win”/ Lose--Lose No good to make the positional negotiation Review of Role Play No.1 Negotiation VS. Debate? Debate: Make your statement– push and fight with your opponent on your position– no concession at all Logical consistency, factual accuracy and some degree of emotional appeal Only win-lose The another side’s bottom line is stated clear, which is the other side’s opinion or statement The key to win a debate: -- use all means to push the another side, find the weak points, show the loophole and you will win Review of Role Play No.1 2. How to reach an mutual acceptable deal? Review of Role Play No.1 Game theory 博弈论 1944 book Theory of Games and Economic Behavior by John von Neumann and Oskar Morgenstern. Normal form or payoff matrix of a 2-player, 2-strategy game Modules of Business Negotiation商务谈判的环节 ①enquiry and reply询价与答复 ②offer and counter-offer报盘与还盘 ③acceptance接受报盘 ④conclusion of a contract签订合同 Enquiry and Reply询价与答复 Enquiry and reply询价与答复 The potential buyer wants to know some detailed information about some goods or service and make enquiry. The supplier receiving the enquiry will make an reply, in the form of Quotation, an offer, or a Bid, the negotiation has started. 2. General enquiry