谈判课件.pptVIP

Chapter 2 Negotiation team Contents 1. One-on-One vs Team Negotiation Suppose you work for an American company. The company mainly produces bathing equipment, such as bathtub, closestool, etc. Top manager in the company decided to expand sales in Chinese market. In order to achieve this objective, you company decided to sent your group to Beijing to have 10 days business trip. At the meantime, you are going to meet top managers for the purchasing side. They are top managers from 6 different real estate company. How are you going to decide negotiation members and allocate those tasks to members for both of party. 1.1 Advantage of team negotiation PCM acquires GMs parts-supplier unit Pacific Century Motors (PCM) (太平洋世纪汽车）, completed the acquisition of General Motors steering-parts manufacturing unit, setting a record for the biggest single overseas purchase in Chinas automobile parts industry. The takeover of Nexteer Automotive （耐世特） involves its global steering and half-shaft operations, including 22 manufacturing facilities, six engineering facilities and 14 customer support centers, which have 8,300 employees in North and South America, Europe and Asia, said General Motors 1.2 Disadvantage of team negotiation President election How Roosevelt achieved final successful in President election? 1.3 How to decide to use single negotiator or multi-party team ? Determining whether to use a single negotiator or a multi-party team, the general rule is that in every situation is smaller is better. In other words, don’t bring more people to the negotiation than are really needed. Determining the proper size of the negotiation team requires a measured determination of the advantages and disadvantages of the team concept. Normally, technical negotiation need a larger team than other kind of negotiation. 2. The leader 2. The leader “ The complete negotiator should have a quick mind but unlimited patience, know how to dissemble without being a liar, inspire trust