国际商务英语Chapter 2 Business Negotiation.pptVIP

Chapter 2 Business Negotiation Overview of Negotiation What is negotiation? A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements. The Preparation of Negotiation Negotiation preparation begins when people related with negotiation have to make decision on the following issues: Objectives and targets to be achieved Macro and micro information to be researched Negotiation team members to be involved Locations where negotiations to be conducted. Usually, a negotiating team should include members in each of the following areas: Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking; Technical: responsible for the area concerning specification, program and methods of works; Financial: responsible for terms of payment, credit insurance, bonds and financial guarantees; Legal: responsible for contract documents, terms and conditions of contract, insurance, legal interpretation. Negotiating brief and Negotiating Plan The negotiation brief consists of the instructions given to the team leader by the management, while the negotiating plan is developed by the negotiating team and represents the manner they propose to implement the instructions stated in the negotiating brief. The negotiation brief should: Define the negotiating objective in terms if the major issues to be discussed; State the minimum acceptance level for each of the major items; Establish the time period within which the negotiations should be concluded; Identify the team leader and other members of the negotiating team; Set up the lines of communication and the reporting system. When we draft the negotiating plan, we should: Define the initial strategy; Develop the supporting arguments; Decide on the location for the negotiations; Ensure that the appropriate administrative arrangements have been made. The Principles of Business Negotiation