Chapter 1 Business Negotiation商务谈判概要1.pptx

PRACTICAL BUSINES ENGLISH New Edition;目 录;Chapter 1;1.Some Basic Conceots of Negotiation 2.The Forms of Business Negotiation 3.The Overall Framework of International Business Negotiation 4.Features of International Business Negotiation 5.Basic Rules of International Business Negotiation 6.The General Producer of International Negotiation 7.Communication Skills for Negotiations 8.Types of Negotiation Styles 9.The Business Contract;;;;Chapter 1 Business Negotiation;;;5.Basic Rules of International Business Negotiation (1)Interdependence “one palm cannot clap.” A seller cannot exist unless he has a buyer, which determines this relationship between them. (2)Concealment and Openness To achieve more satisfactory results, both parties will have to decide how open and honest they should be about personal preference and needs, and to what extent they should trust the other side. (3)Different Negotiation Situations Both parties must change as required of them by situations.;(4)Bargainning Mix and Creativity Based on the environment where negotiations feel cooperative and dedicated to seeking the best solution possible instead of meeting but one side’s need. (5)Proposal Exchange To be successful, a negotiator needs to understand the events that are taking place during the exchange of offers, and to know how to use them to advantage, to keep the other side from side from using them to negotiator’s disadvantage. (6)Winner or Loser Cardinal rules for a successful negotiator to remenber:1)His/her reputation, and effort to maintain that reputation by means of their negotiating behavioe.2)Most negotiation occurs in relationships that will be maintained over a long period time.3)The settlements that are satisfactory durable are the ones that meet the needs of both side.;;;8.Types of Negotiation Styles (1)Japanese Negotiation Style (2)American Negotiation Style (3)British Negotiation Style (4)French Neg