negotiation演示文.pptVIP

Business Negotiation Lead-in Have you negotiated with others? Share your experiences. Detail reading(pa.1) What is negotiation? In which kind of business negotiations, the stakes are high? What premise is negotiation based on? Is negotiation a passive process? Detail reading(pa.2) Why do People Negotiate? Is negotiation a confrontation or concession process? What is the purpose of negotiation? Detail reading(pa.3) What is IBN? In order to get a successful result, what should negotiators do? What are Basic Rules of International Business Negotiation The General Procedures of International Business Negotiation 1,Preparing Stage cover two aspects: 1) gathering information and planning strategies and tactics; 2) manipulation操纵,控制 of the negotiation situation. the general works prepared for negotiation: 1) Assessment of the situation and the people 2) Agenda 3) Concession让步 strategies 4) Facts to confirm during the negotiation 5) Manipulation of the negotiation situation 2 ,Contacting and Materially Negotiable Stage In general, there are four (Non-task Sounding, Task-related Exchange of Information, Persuasion, Concession and Agreement）steps at the negotiations table in which international business negotiations all over the world tend to follow this sequence of events. 3 ,Agreement Concluding and Executing Stage Tactical Expressions in Business Negotiation 1 ,Euphemistic委婉 Presentations *Adopt Softened Wordage, *Adopt Passive Voice, *Adopt Empathic Technique, *Give Opponents an Out 3.1.1 Adopt Softened Wordage 1 a) We can not agree to your request. b) I’m afraid it’s difficult for us to agree to your request. 2 a) Our products are the best on the market. b) We might say that our products are the best on the market. 3.1.2 Adopt Passive Voice 1. a) Obviously, you made a very careless mistake here. b) A very careless mistake was made here. 2. a) For the past three years, you did not place any order from us. b) For the past th