商务谈判结束.ppt

商务谈判 关旭 高慧曦 龙清宇 于扶摇 李丽 张俏 李兴业 第一话题 The Closing Phase the final stage of business negotiations involves reaching an agreement and contract signing. 第一话题 The Closing Phase the final concession should be made at the right time, neither too early nor too late. 第一话题 The Closing Phase for the purpose of timing, it can be divided into two parts. 第一话题 The Closing Phase the major part of concession should be made just before the other party is to review and consider the deadline. 第一话题 The Closing Phase the minor concession should be held as a final benefit and offered at the very last moment if it is absolutely necessary. 第一话题 The Closing Phase the final concessions put emphasis on their finality. 第一话题 谈判结束的方式 国际商务谈判结束的方式主要有三种：成交、中止和破裂 第一话题 谈判结束的方式 成交是指交易双方达成合同，交易能够实现 表演！ 第一话题 谈判结束的方式 中止是指交易双方因为某种原因未能达成全部或部分成交合同而由双方约定或单方要求暂时终结谈判的方式 表演！ 第一话题 谈判结束的方式 破裂是指交易双方经过最后的努力仍然不能达成共识和签订协议，交易不成，或友好而别，或愤然离去，从而结束谈判 表演！ 第一话题 谈判结束的原则 彻底性原则 指所谈交易内容要全面，交易各方面的条件要谈透，不得再出现疑点。 第一话题 谈判结束的原则 不二性原则 指谈判结束时，谈判结果必须具备不可更改性。 第一话题 谈判结束的原则 条法原则 指双方所达成的各种交易条件都要用相应的法律形式表达，使之具有法律的约束力。 第一话题 谈判结束的原则 情理兼备性原则 指在谈判终结时要情绪平稳，并且理解对方的处境，充分解释本方不能达成交易的原因，争取对方的理解和将来的合作机会。 The final phase of the negotiation should be conducted with a senior official from the other partys management. The size of the final concession should be large enough to the satisfaction to maintain his senior position, but should not be so large, which means a failure of the job done by this subordinates and insists on continuing the negotiation further. Once the seller and the buyer reach an agreement, it is time to draw up the contract. Typically one party prepares the contract listing the agreed upon clauses. The other party makes amendments to the wordings to make them more closely reflect the agreement. In most countries, legal systems are not depended upon to resolve disputes. It is advisable that each should be concerned about the mutual benefits of the relationship, and consider the interest of the other.