商务交际与谈判lecture1.pptVIP

Introduction and overview of international business negotiation 1. Concept and features of international business negotiation 2. Main content of international business negotiation 3. Basic principles of negotiation 1. Concept and features of international business negotiation a. Negotiation is universal. at home at school at workplace b.What is negotiation? Generally speaking, negotiation is a bargaining situation in which two or more players have a common interest to cooperate, but at the same time have conflicting interests over exactly how to share. In other words, the players can mutually benefit from reaching an agreement on an outcome from a set of possible outcomes, but have conflicting interests over the set of outcomes. One example You- sell a house with the minimum price 1 million yuan. I- buy a house with the maximum price 0.8 million yuan. c. What is international business negotiation? two or more players are from different nations or areas; the purpose is to do international business. d. features of international business negotiation 1. In international negotiations the parties must deal with the laws, policies and political authorities of more than one nation. These laws and policies may be inconsistent, or even directly opposed. Examples? International business agreements must address clauses of the governing laws, arbitration，and tax havens. 2. A second factor unique to international business is the presence of different currencies. Different currencies give rise to two problems. - Exchange rate varies over time, which may result in unexpected losses or gains. - Each government generally seeks to control the flow of domestic and foreign currencies across their national boundaries. Exchange dollars for RMB 3. A third element common to international business negotiations is the participation of governmental authorities. Examples: lenovo, China National Offshore Oil Corporation 4. International ventures are vulnerable to su