3InternationalBusinessnegotiation.pptx

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,#,Unit 3 Negotiation Lubrication,Negotiation requires preparation,which prepares parties with information critical to the negotiation,equips participants with weapons necessary to build up confidence and bargain.,Failure in international negotiation is insufficient preparation and information.,The failure:to comprehend complex situations;,to know about your adversaries;,to investigate financial credit and,market situation,Unit 3 Negotiation Lubrication,International negotiation is a high-risk activity,so,business research,is instrumental:,to know different situations;,to know different attitudes;,to know different market conditions,Unit 3 Negotiation Lubrication,Negotiation preparation begins when,decision is made by the people,involved on 5 issues:,Macro&micro information,II.Organization of the team,III.Objectives&targets,Plan of the negotiation,V.Simulation,Unit 3 Negotiation Lubrication,I.,Information collection,1.Significance:,risk reduction in decision and planning,2.Application:,problem solving(direct),strategic planning(indirect),Unit 3 Negotiation Lubrication,3.Kinds of information,micro information,scope:,to evaluate the marketplace in the,aspects of characteristic of market,change of taste or need,intention or,attitudes of buyers,Unit 3 Negotiation Lubrication,macro information,scope:,legal,political,economic environment such,as tax law,import restrictions,interest,rates,foreign exchange rates and economic,growth.,significance,:,critical to the competition,new product development,shifts in market share,individual company performance,overall industry trends,Unit 3 Negotiation Lubrication,4.Difficulties or failure in information collection,lack of sensitivity to culture,consumer tastes,market demands,limited appreciation of labor rules,the availability of media,the pressure to satisfy short-term financial goal,high cost of the information collection,Unit 3 Negotiation Lubrication,5.What to collect(,first hand and second hand,),international organizations,United Nation,s Statistical Yearbook:international trade data or products;exports&imports by countries,United Nations Conference on Trade and Development:international issues about developing countries,The world Altas(published by World Bank):general data on population,growth trends and GNP figures,The IMF&the World Bank:summary of economic data and occasional staff paper that evaluate region-or country-specific issues in depth,Unit 3 Negotiation Lubrication,government,most countries publish national and international data(available at embassies and consulates),service organization,banks,accounting firms,freight forwarders,airlines,international consulates,research firms,publishing houses:business practices,legislative or regulatory requirement,political stability,trade data,financial data,Unit 3 Negotiation Lubrication,directories&newsletters,Industry directories(local,national,international information):firms,the names of the chief executive officer,the level of capitalization,the location,the phone numbers,the description of products,Newsletters,on-line service,Unit 3 Negotiation Lubrication,6.local laws&regulations,to safeguard the business,to avoid violating local laws,7.information on financial credit,Character:the integrity of the counter part,Capacity:his ability to repay,Capital:the soundness of his financial position,Unit 3 Negotiation Lubrication,8.Market survey,consumers consumption,locality and transportation,sales information,competition,mode of distribution,Unit 3 Negotiation Lubrication,III.,Target decision,1.,Preference of interests,Interests to be fulfilled at a negotiating table dont have,equal weight in the minds of negotiators.,The first important task:,which interests to be fulfilled first,which to gain at the cost of others.,examples simple,complex,Unit 3 Negotiation Lubrication,2.Target levels,Negotiation is unpredictable with uncertain attainability,3 objective levels,desirable target:,a wish,but rarely reach,setting a potential goal,leaving room for bargain,acceptable target:,attainable,trying all the way to achieve,using all the skills to manage the negotiations,Unit 3 Negotiation Lubrication,bottom target:,not met,failure announced,defending,reserving a,“,walk away point,”,;,maintaining a psychological balance if the first and,second fail,Unit 3 Negotiation Lubrication,IV.Planning of the negotiation,Essential elements for the plan,Conciseness,Concreteness,Flexibility,Target decision,Time,Agenda,Negotiators involved,Site,Unit 3 Negotiation Lubrication,Unit 3 Negotiation Lubrication,