国际商务谈判（英文）Chapter_3_Choosing_the_Negotiation_Team教材教学课件.pptVIP

Chapter 3 Choosing the Negotiation Team;;3. 1 Who qualifies as a negotiator？;;;;;;3. 3 Team solidarity;;;;;;;;;;;;Exercises;5) You are the head of the company and of course you are the right figure to answer all the questions related to management. 6) I don’t think Peter is a very good negotiator. He is not ambitious and can easily be satisfied. 7) They have a very strong negotiation team. We should not underestimate them. 8) We can tell from their background what they are interested in and what questions they will probably ask. 9) Professor Xiao is an acknowledged expert in this field. I am sure that he can handle the job if we ask him to take care of the technical questions. 10)That’s a very good arrangement and a mighty combination. We have got a very strong negotiation team. I bet we shall get the upper hand in the negotiation.;;;Answer: 1）Negotiation is a team sport. 2）The negotiator’s function is to negotiate, while the functional specialists provide specialist advice or information. 3) The team leader is the person who generates enthusiasm in his team to maintains the morale under all conditions. 4) The team members must learn that the opponent and its representatives are adversaries although they may be friendly. 5）I’m afraid you are not in our ballpark. 6) Excuse me, but it seems to me we’re giving up too much in this case. 7）That’s too great a financial burden for us. 8) 10% is beyond my negotiating limit. 9） If you can guarantee that on paper, I think we can discuss this further. 10） Could you explain what you mean by that？;7. True or false 1). During the negotiation, you should give your best offer at once. 2). You should ask your audience form time to time for question and comment when you give your presentation. 3). It is quite important to keep the negotiating team as small as possible. 4). The negotiator’s job is to minimize the long-term benefits of the venture to secure short-term needs. 5). The chief negotiator must be a decision make