Lecture 2 Principles(for ss) - 副本.pptVIP

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Lecture Two Principles of Business Negotiation Questions to think about What do you think are the most important guidelines for negotiation? Suppose you are doing business in a foreign country, what will you wish to know before entering upon a negotiation? If you have conflicting interests with the other negotiation party, what will you do to achieve mutual gains? Question 1 Be cooperative, not aggressive. Concentrate on issues, have your emotion in check and never go for personal attack. Don’t jump to decision. Know your partners. Make sure you know your interest and the other party’s interest as well. Don’t bargain over positions. Always remember to put yourself in their shoes. Be creative in problem solving. There is always another alternative. Question 2 Have some knowledge of the cultural, social, economic and political characteristics of the country you are doing business with. While in Rome, do as the Romans do. For example, American people are direct and straight in doing business while the Asians tend to take their time and prefer extended warm-up before entering into negotiation. Question 3 Besides conflicting interests, both sides have common interest. Identify those interests and find ways to reconcile them. Acknowledge their interests as part of the problem. Cooperation and compromise are needed to settle conflicts. Invent options for mutual gain. 4Cs in Negotiation The context of the 4Cs in which negotiation takes place. Common interests Conflicting interests Compromise Criteria or objectives Negotiation environment The composition of international negotiation environment: Political system Economical system Social system Cultural system Some Basic Negotiation Principles Principle of willingness ( premise of negotiation ) Equality Principle ( foundation of negotiation ) Principle of Mutual Benefits ( aim or goal of negotiation ) 4. Principle for Common interests ( key of negotiation ) 5. Principle for eff

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