国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter6.pptVIP

International Business Negotiation Chapter6 Counter-offer and its strategy Teaching Objectives After studying this module, you should be able to know: In this chapter you will learn 1.What are counter-offers? 2.Tactics and skills for making counter-offers 3.How to make concessions 4.Tactics and skills for making concessions 5. How to deal with the deadlock in international business negotiation? Contents 6.1 Introduction of counter-offer 6.2 bargaining tactics 6.2.2 How to set a price range of a counter offer? 6.2.3 How to make a counter-offer? 6.2.4 Tactics during the counter-offer stage 6.3.1 Preparation for making concessions Thanks! * L/O/G/O * Introduction of counter-offer How to make concessions dealing with negotiation deadlock 4 1 2 3 bargaining tactics In general practice, when an offeree has received an offer, he usually would not accept it immediately, instead he would try to amend or alter some terms of the offer. In doing so, he would make a counter-offer. Counter-offer is a reply to an offer that adds to, limits, or modifies materially the terms of the offer. It is a new offer made by the offeree. 6.2.1bargaining power The following are some of the factors that you should consider as you assess the bargaining strengths and weaknesses of each party involved in a particular negotiation: Competition. Knowledge. Time Constraints. Bargaining Skills. Importance of the Contract to Each Party. With regard to the items concerned in the counter offer，there are three categories：bargain item by item，bargain by classifications and bargain as a whole． Generally speaking，bargaining item by item favors the buyer．Bargaining by classifications is often acceptable to both sides．And bargaining as a whole appears to be more convenient and simple．but is more beneficial to the seller． (1)Don’t set a firm mi