国际贸易6教程解析.docx

Unit 6 Business Negotiation Procedure步骤 Objectives: The importance of the investigative and planning 调查和规划工作in business negotiation The critical elements因素 in preparation before business negotiation. Face to face meeting会晤 before negotiation Signals Identification indicates the time to close the agreement in a given situation. Steps sequence involves in successfully planning outcomes in negotiation. Tip: If a reasonable and commercially acceptable compromise is within reach we must use all our skills to achieve it through negotiation. I. Brainstorming Work in pairs or in groups to discuss the given questions. What do you think the negotiation procedure would be? Should assessment and preparation be included in the pre-negotiation step? Is it necessary to have the pre-negotiation step? Is it likely that the parties will be able to agree on the substance issues of the negotiation if they cannot agree on process issues? Is it important for the parties to meet face to face before the negotiation step? Why or why not? Tip: Examines the principles and processes of negotiation, from establishment of source selection plan, solicitation, proposal preparation, and evaluation, through contract award. II. Text Passage One Business Negotiation Phases Bushiness negotiation (or bargaining) is a sequence of actions in which two or more parties address demands and proposals to each other for the ostensible purposes of reaching an agreement and changing the behavior of at least one actor. It is the link between planning and implementation and the emphasis is on win-win business. The ability to negotiate successfully may very well depend on the efforts being put into preparatory activities. And the cultural difference between the concerned parties always poses significant challenge to successful international business negotiations. In order to gain the successful process of international business negotiation, we should know its three major phases: pre-negotiation, ne