国际商务谈判英文版课件PPT罗伯特 马士澳978 7 81134 561 2Lecture 6.pptVIP

International Team Negotiation Week 5  Summary of Case study – Case 1 Part 1: Compare two Asian PCD team leaders, Chen Li and Mr. Ma, their experiences, strength and weakness, personality, motive and actual performance. Mr. Tse’s relationship with manufacturers. Part 2: Analyze Asian PCD management’s reaction Analyze Tse’s move The result Summary of Case study – Case 1 Compare Chen Li and Ma Summary of Case study – Case 2 Part 1: 1. Philippa’s background 2. Yong’s background 3. Yong’s connection with Tang 4. Yong’s connection with Chinese clients Part 2: 1. Yong’s move 2. Meeting with Tang, the purpose 3. Telephoned Tang 4. Tang’s reaction 5. The payoff Phrases of business negotiation Six main phrases-- prenegotiation, opening moves, bargaining, complications, revitalization, and agreement 1. Prenegotiation ①Gathering of information ②Analyzing information -- size up probable goal and preferences of your counterpart ③negotiation brief -- written instructions given to the team leader by management -- a feasible target and also allows a sufficient latitude within which to negotiate 1. Prenegotiation A negotiation brief should include: -- Major issue to be discussed -- minimum acceptable level for each major items -- time period within which the negotiation should be concluded -- the lines of communication and reporting system ④ Negotiation plan -- developed by negotiation team according to the brief -- initial strategy, measure and tactics, location for the negotiation, and some administrative arrangement ⑤Problems 2. The opening ① Opening statement --understand the background, current situation --begin with a short summary of your company if its new to the other party then clearly state your general and specific interests --both parties to agree on the overall procedure and objectives ② Proposal -- the seller’s responsibility to submit the proposal -- the seller’s position revealed -- buyer’s outright objection and qualified objection -